selecting an appropriate channel strategy

Selecting the Appropriate Channel

The 3 Keys for Planning Your Channel Strategy

Jeff SilbertManaging Director and FounderOrder of Magnitude Group

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Order of Magnitude Group

VALUATION TODAY

VALUATION TODAY + 3 YEARS

OoM Path

Your Current Path

x

10x

?x

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“M5 is the clear leader” (Mark Winther, IDC) “M5 is the benchmark for hosted VoIP services” (Jeff Pulver, PulverMedia)

“the safe choice” (Frost & Sullivan)

M5 Networks: $3 million to $23 million (’03 -‘08)

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What Program(s) to Build?

Direct

Internet/Affiliate

Referral Partner

Channel

VAR

White Label

OEM

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Key #1: What’s Important for your Client?

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Key #2: What’s In It for the Partner?

2005 2006 2007 2008 20090

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

18,000

20,000

Revenue(000)Users

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Key #3: What’s Important to You?

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Thank You!

Email jeff@oomgroup.com www.oomgroup.com Blog.oomgroup.com

Twitter: JeffSilbert