qnx solutions network delivering excellence together kimm krueger, director, worldwide channels

QNX Solutions NetworkDelivering Excellence Together

Kimm Krueger, Director, Worldwide Channels

The Importance of the QNX ChannelAnd what this means to you

The QNX ChannelQNX Reseller ProgramQNX Reseller LaunchThe Proliferation of QNX The Customer Resellers

Agenda

Create global channel to accommodate unfettered growth

Identity and position in the embedded market space

Proliferate QNX around the globe > Professional representation

> Technical expertise

Build a strong channel, with a strong identity

Service the channel and the customer

Support the channel and customer with programs

Continue channel evolution– our success is never final

The QNX Channel

Seattle Dallas San JoseLos Angeles

Boston Chicago Detroit Philadelphia

UKGermany

France

Japan

Ottawa

Headquarters in Ottawa240 employees with

13 offices in 8 countries

27 distributors representing 29 countries

QNX Around the World

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QNX Channel Success

Unprecedented growth over last year> Revenue – 35% growth

> Mass – 27% increase in distribution partners

> Interest in distributing QNX – large spike – daily inquiries

Channel development continues> Third tier to be added – resellers

> Evolution of channel sophistication – selling and developing

> Programs developed to support channel and it’s momentum

Education - Intel

Major Accounts

Marketing support

Partner Kitting

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QNX Solutions Network

Today QNX proudly unveils the third tier of our channel

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QNX Solutions Network

QNX Reseller Launch

November 19th, 2003

QNX Russia 2003

St. Petersburg, Russia

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Reseller Program

Importance> QNX corporate and QNX distribution work together to evolve

channel further – a third tier

> Official designation for reseller

> Peace of mind for the customer

> QNX reseller can access many program benefits via QNX

distributor

> Building an effective and efficient team to service the QNX

customer base

> Extending our reach to extend customer service

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Channel Program Tiers

Seniority, Commitment

QNX Expectations

Marketing Tools

Support ToolsProspecting Tools

Welcome KitsBrochures

Lead Referral

Plaques

Technical Books

Recruitment Kits

Sustaining Tools

Sales/Technical Training

White Papers/Success Stories

Quarterly/Weekly Updates

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Reseller Program Launch

Dateline - St. Petersburg, Russia…………

> There are many excellent reasons that QNX would choose to launch this

program with SWD The QNX/SWD relationship, 12 years strong Consistent performers and a powerhouse at developing and

servicing their market One of the most advanced distribution partners we have, particularly

from the technical and marketing perspectives – this is evident from their customer base

Strategic initiatives – seeding future generations with education programs - have signed the most universities to this QNX program – another reason we are launching our joint educational program with them

They are the only distribution partner – so far, who have managed to bring our co-founder, Dan Dodge to their events!

QNX is very proud to have SWD as a distribution partner!

The Proliferation of QNX

LADA

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The Customer Comes First

#1 QNX Corporate Objective

> Focus on always improving the Customer Focus on always improving the Customer

experienceexperience There are many facets to this initiative within QNX and many

functional groups involved One of these important facets, to improve the customer experience,

are the sales teams, of which the QNX channel is one component The Indirect group works tirelessly, with many internal departments,

to train, support, plan, and strategize – and now evolve and extend This program is one of the biggest initiatives to improve our

customers experience, from a sales perspective QNX launches this new tier in our channel to better service you, the

customer.

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QNX Solutions Network

It is with great pleasure QNX confers the official status QNX Reseller to the

following companies:

ACK Company CBO BC LLC ISC Computers Ltd. JS RTS Ukraine Ltd.

Nautsilus Ltd. ProSoft Ltd. SOLCOMtech UNIT Ltd.

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Thank You

Delivering Excellence Together