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Tap the True Value of Partners ~ A New Age of Channel Discipline & Yield for ISV’s

Tap the True Value of Partners ~ A New Age of Channel Discipline & Yield for ISV’s . Nigel Gibbons. Nigel Gibbons – Executive Chairman UniTech tm. Strategic Business Planning & Audit . Chartered IT Professional (CITP ) Microsoft Buisness Value Planning (MBVP)

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Tap the True Value of Partners ~ A New Age of Channel Discipline & Yield for ISV’s

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  1. Tap the True Value of Partners~ A New Age of Channel Discipline & Yield for ISV’s Nigel Gibbons

  2. Nigel Gibbons – Executive Chairman UniTechtm • Strategic Business Planning & Audit. • Chartered IT Professional (CITP) • Microsoft Buisness Value Planning (MBVP) • Certified Information Systems Auditor (CISA) • Certified Information Systems Security Professional(CISSP) • Microsoft Certified Inromation Technology Professional (MCITP) • http://nigelgibbons.net • @NRG_fx • IAMCP UK & International Board Member • Microsoft Partner Advisory Council • Microsoft Executive Partner Board • Cloud Security Alliance - UK & Ireland • Insititute of Information Security Professionals (IISP) • Information Security Audit & Control Association (ISACA) • International Information Systems Security Certification Consortium or (ISC)2 • EuroCloud • Voices for Innovation

  3. NRG ‘PB’ Curve (Presentation Benefits) Benefit Number of slide

  4. Background

  5. Fully Loaded !

  6. Health Check

  7. Getting the numbers right

  8. Blissful Ignorance

  9. Gotcha’s • Vendor Agenda • What is your model? Direct / Blended ? • Product Placement • High, mid, low value / Large, medium or small org’s? • Partner Commitment • Skin in the game! • Lack of mindshare • Answers to combat choice in market.

  10. The Preferred Scenario - The Player's

  11. Magic Formulae ! Number of Opportunities • Research the No. Vertical Industry prospects in a Geo. • How many will be in the market each year. Divide by number of sales / Partner

  12. Partner Profile Vertical Industry Knowledge Complementary product / services Geographical reach Culture References !

  13. A Partner Focus

  14. Partner Channel Lifecycle

  15. Objectives & Activities

  16. Timescales

  17. Channel Partnering Model ‘Lite’ Summary

  18. Final Step • Commitment……

  19. Thank you for your time For your Next Steps contact us

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