why you need a partner led installed base program

2013 2014 2015 20160

50,000

100,000

150,000

200,000

250,000

Server Storage Security Software

DOES YOUR CUSTOMER BATTLE CARDLOOK LIKE THIS ?

$200k MISSED REFRESH OPPORTUNITY

$50k MISSED FEATURE EXPANSION OPPORTUNITY

$50k MISSEDEXPANSION OPPORTUNITY

EVALUATING CLOUDWITH ANOTHERVENDORX

ELEMENTS FORPARTNER LEDINSTALLED BASESUCCESS3

GOBACK TOEXISTINGAPPLETREES

Existing customers are 50% more likely to try new products and spend 31% more, on average, when compared to new customers, which translates to cross sell and upsell.

FEATURE UPSELLNew feature or module upsell

INSTALLED BASEOPPORTUNITIES

CROSS SELL

EARLY REFRESH

Cross sell to higher capacity platforms

Refresh hardware & software 18 months early

DORMANT CUSTCustomers who have haven’t purchased in X period OR customers who haven’t purchased the full portfolio

TECH MIGRATION

LICENSE EXPANSION

Migrate customers to Cloud, Licensing, Consumption models

Upsell license or feature expansion to customers 2-3 years installed

INSTALLED BASEWILL IT MOVE THE NEEDLE?

If you had Partner revenues of $50m for each of past 5 years, with an average sale of $25k

$35mIf You Refreshed 18Months Sooner

$20mIf 20% Upgraded Features

ELEMENTSREPEATABLE PROCESS AT SCALE = CADENCE3 DEAL BY DEAL SYSTEMATIC APPROACH = FOCUS

PARTNER SALES ENGAGED IN SALES MOTION = ENGAGEMENT

PARTNER LED INSTALLED BASETHE CHALLENGE TODAY

FRAGMENTEDDATA

INTERNALPROCESSES

DISJOINTEDCONTENT

PARTNERSALES

INTERLOCK

PARTNER LED INSTALLED BASEHOW IT NEEDS TO LOOK

DATA DRIVENOPPORUNITIES

Content

PARTNERSALES

REPEATABLEPROGRAM

EngagementData

Sales Motion

END CUSTOMERS

THEN SCALE IT ACROSS HUNDREDS OF PARTNERSUSE THE FORCE!

STRESSED YOU

+ =HAPPY YOU

((

SALESIQ 360 PLATFORMPARTNER LED REFRESH

UPSELL / X-SELL / REFRESHFEATURE EXPANSION

DORMANT CUSTOMER

CUSTOMIZED CONTENTSPECIFIC SALES MOTIONS

MICRO PROGRAM VISIBILITY

DEAL BY DEAL MANAGEMENT

SINGLE VIEW OF ALL OPPORTUNITIESSALES MANAGER

VENDOR & PARTNER SALESLEADERBOARDS

VENDOR & PARTNER SALESREPORTING

SINGLE VIEW OF ALL OPPORTUNITIESPARTNER SALES

GUIDED SELLING FOR PARTNERSSALES MOTIONS & CONTENT

SALESIQ 360 PLATFORMLETS SEE IN ACTION

EMAILINFO@RIVERVIEWCS.COMFOR A 1:1 DEMONSTRATION