Download - Delta Overview March 2010 New Brands
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd12 Feb 09 - Slide 1
Outsourced Services and Programs
Overview presentation May 2010
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 2
Delta Mission
To support our customers growth by driving revenues, reducing the cost, risk and providing greater flexibility for the management of IT Solution Channels
We provide a range of outsourced services and programs delivered by an experienced, expert team that understand both complex solutions and local market conditions globally
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 3
Delta International RTM Overview
• Delta has been delivering global channel marketing and sales
support to IT leaders since 1995 from offices in the UK and US with
a global team of directors, consultants, researchers, recruiters &
associates
• Delta’s service methodologies have been adopted throughout the
world resulting in optimised revenue producing relationships for
clients from start ups to market leaders
"We have retained Delta many times over the course of the years
with excellent results. They are clearly leaders in Business Development,
Sales Optimisation and Partner Management."
IBM Executive
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 4
Services and Programs to drive results
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 5
Proven results with market leaders
• Delta’s clients include:
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 6
Brazil
Canada
Mexico
USA
Czech Republic
Hungary
Poland
Rumania
Russia
Slovakia
China
India
Japan
Korea
ANZ
Austria
Belgium
Denmark
Finland
France
Germany
Holland
Italy
Ireland
Holland
Norway
Sweden
UK Israel
Egypt
South Africa
UAE
IT Solutions Channels experts with global capability
Different markets, languages and cultures
Same Channel development issues
Delta has quality solutions and experienced, multi cultural resources
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 7
• Channels development is the original cornerstone of our business
Our aim is simple... to maximise your revenues by ensuring every aspect of your
channels' relationships is researched, designed, enabled and executed with
optimised effectiveness.
• All type of Partner Channels including:
Independent Software Vendors, Resellers, OEMs, ValueNets, Ecosystems, System
Integrators, Distributors, Alliance and Technology Partners.
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 8
Support Programs
DevelopmentFrameworkChannel Strategy
Partner Development Plan
Partner ValuePropositions
Partner Agreements
Channel Design & Implement
BPI RatingYouBEST PRACTICE
35%29%
Market
Intelligence
Gathering
CLOSURE
63%34%
Overall process
effectiveness
53%
41%
52%
55%
74%
EXECUTE
PLAN
71%Campaign
Planning
63%Prospect
Nurturing
68%CRM/database
68%Sales Closure
Performance
59%Sales Pipeline
Development
BPI RatingYouBEST PRACTICE
35%29%
Market
Intelligence
Gathering
CLOSURE
63%34%
Overall process
effectiveness
53%
41%
52%
55%
74%
EXECUTE
PLAN
71%Campaign
Planning
63%Prospect
Nurturing
68%CRM/database
68%Sales Closure
Performance
59%Sales Pipeline
Development
Channel Optimise
Delta BPI™ - Best Practice Index - developed from practical experience working with hundreds of ISVs
Delta’s channel design and implementation methodologies and supporting work templates have been adopted
throughout the world
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 9
Delta ValueNet™ – Structured partner ecosystem planning, enablement, execution and measurement
Eight step process for building and executing
ISV
VAD
VAR SP
IBM
SI
Others
ISVISV
VADVAD
VARVAR SPSP
IBMIBM
SISI
Others
ISV
ISV
VAD
VAR SP
IBM
ISV
Others
RSIISV
VADVAD
VARVAR SPSP
IBMIBM
ISVISV
Others
RSI
Business Solutions
ISV applications are often at the
core of the solution offers for
ValueNet ™ initiatives
Infrastructure Solutions
System Integrators and
Consultants are often the
ValueNet ™ hub of offers for
Infrastructure solutions
ValueNet ™ Teams form repeatable solution offers that can be customized to specific end user requirements
HDW
HDW
Delta International has helped IT providers build 100’s of ValueNet marketing and sales plans
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 10
• Partner recruitment
All types VARs, ISVs, Alliance Partners
• Permanent Executive Recruitment
Sales, Marketing and Channels Executives
• Outsourced resources – individual or teams
Interim managers & channel sales, marketing and development teams
o Our consultants contractors have worked in the IT solution channels as
partner and marketing managers, channel managers, sales directors and
general managers
o Global and local language coverage
o Full time, part time, short term or long term contracts
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 11
Partner Recruitment
• Identifying and engaging with Partners who will be aligned with your strategic objectives and provide the revenues you require can be a lengthy and complex task.
• Delta has worked on many partner recruitment projects for IT companies of all sizes worldwide – delivering quality partners and faster time to revenues
SAS UK Ramps Up Reseller Channel Initiatives with Delta International
In a strategic step towards further strengthening its channel position, SAS UK, the market
leader in enterprise intelligence, today announced its collaboration with Delta
International, the worldwide specialist in IT solution channels
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 12
Outsourced Channel Management – Flexible & Modular
Overall Channel Management
Channel Sales Management
Channel Marketing Management
Pla
n/
En
ab
le/
Execu
te
Co
un
try1
/ C
ou
ntr
y2
So
luti
on
1/
So
luti
on
2
ValueNet™ Management
Channel Pipeline Management
With reduced cost
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 13
Channel Cost and Risk Assessment
• By knowing your “Channel Cost and Effectiveness Index” you will be able to:
Gain insight into how well your IT solution channels are really performing
Identify and prioritise where costs and investments should be focused in house or outsourced to deliver greatest performance improvement
Channel Strategy
Implementation
Partner
Deployment
Channel Strategy Planning Partner PlanningChannel Business Plan Partner Business Plan
Market Assessment Review Partner Business Strategy
Market Intelligence Partner Business Targets
Channel Design Partner Business Plan / ROI
Business Targets Partner Relationship Development
Partner Business Plan / ROI
Partner Enablement Program
Partner Value Proposition
Channel Operations Management
Internal Channel Team Build Partner Team BuildAllocate Team Resources Allocate Team Resources
Team Roles & Responsibilities Team Roles & Responsibilities
Team Objectives & Incentives Team Objectives & Incentives
Team Skills Development Plan Team Skills Development Plan
Channel Program Enablement Partner EnablementInternal Team Enablement Program Partner Enablement Program
Team Development Status Partner Enablement Status
Communications Sales Enablement
Implement Channel Support Program Marketing Enablement
Develop Partner Agreements Technical Enablement
Co-Marketing Program
Channel Program Execution Partner ExecutionPartner Recruitment Campaign Business Plan
Target Partner Database Build Campaign Targets/Metrics
Target Partner Shortlisting Marketing Plan
Appointment Setting Customer Value Proposition
Partner Recruitment Campaign Collateral
Recruitment Campaign Review (KPIs) Marketing Database Build
Improvement Plan Sales Pipeline Development
Sales Nurturing Program
Sales Execution
Marketing Campaign Review
Sales & ROI Review
Customer Delivery
Channel Program Review Partner ReviewChannel Business Plan Reviews Partner Business Plan Reviews
Target (KPI) Tracking Target (KPI) Tracking
Partner Reviews
Channel Program Review
Channel Development
Recommendations
Partner Development
Recommendations
Step 1
PLAN
Step 2
TEAM
BUILD
Step 3
ENABLE
Step 4
EXECUTE
Step 5
REVIEW
Typical Cost Assessment Headings
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 14
Services and Programs to drive results
Channels™Flexible global sales coverage
Outsource™
Efficient Channel Management
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 15
Group Companies
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 16
Summary
• Structured services that are tried and tested throughout the world
• Greater revenue and flexibility, lower risk and costs
• Stable and profitable firm since 1995
• Quality client base with excellent reputation and references
• 100’s of man years of channel management experience available
globally
• Proven Channel Best Practice processes and tools that have
generated 10’s of millions of dollars of customer “delta” revenue
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd12 Feb 09 - Slide 17
Back Up
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 18
Delta Service Matrix
•SalesFlow™
•DeltaAssessor™
•DeltaBase™
•DeltaInsights™
•DeltaDesign™
•DeltaPlan™
CONSULTING
OUTSOURCING
•DeltaPartner™
•DeltaPeople™
RECRUIT
RESOURCING
EXECUTE & MEASUREENABLEPLANChannel Processes
•DeltaSkills™
Channel as a Service
Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 19
Recent Projects