sony 1 case study - relayware (5094)/relayware... · relayware solutions sony 1 is now implemented...
TRANSCRIPT
Sony 1 Case Study
www.sony1.net
Customer Challenges
Sony Europe planned to launch a commercial channel
programme “Sony1” to B2B resellers, distributors and
influencers but had some challenges:
– Strategy
– Processes
– Programs
– Systems
– People
– Execution
www.sony1.net
RelayWare Solutions
We formed a project management team with Sony and Gyro International to develop the Sony1 Program:
1. Goals
2. Strategy
3. Brand
4. Value propositions
5. Deliverables
6. Communications
7. Measurement
8. Performance management
www.sony1.net
RelayWare Solutions
Sony 1 is now implemented on RelayWare™ - our
fully integrated, best-in-class solution for partner
relationship management:
1. Internal “command and control” system:www.channelmaster.net
2. External partner portal:www.sony1.net
3. External / internal channel incentive portal /
system:www.sonyrewards.net
www.sony1.net
Channelmaster and Sony1.net
* Channelmaster is Sony’s internal name for RelayWare
www.sony1.net
RelayWare Solutions
Our solution offers a broad range of Customer
and Partner Relationship Management
functionality:
– Sales Force Automation
– Marketing Automation
– Partner Service and Support
– Sales Lead and Pipeline Management
– Market Development Funds
www.sony1.net
Benefits Delivered to Sony
The Sony1 Program backed by RelayWare™ unifies
Sony’s partner value proposition, communications
and internal / external systems and data:– One programme
– One loyalty / incentive scheme
– One training curriculum and training delivery vehicle
– One PRM “command and control” system for EMEA
– One partner portal
– One highly profiled partner database
– One product catalogue
– One communication delivery engine
– Centralised content management
– One management reporting mechanism
www.sony1.net
Benefits Delivered to Sony
RelayWare™ offers a host of benefits which improve
time to market and sales and marketing ROI:
– Contact management
– Content management
– Closed loop eMarketing
– Closed loop lead and opportunity management
– Closed loop MDF management
– Strategic loyalty and tactical incentive campaigns
www.sony1.net
Benefits Delivered to Sony
With the Sony1 Program, we have delivered tangible impact to top and bottom line for the commercial (B2B) business:
– Top Line:
• Sales company highlights:
– UK sales up by 12%
– France sales up by 35%
– Spain sales up by 24%
– Italy sales up by 66%
– >15,000 new reseller personnel recruited to programme in the first year
• Product group:– SES sales up by 156%
– ITE sales up by 28%
– Bottom Line:• Overall cost of sale reduction of 14% YoY
www.sony1.net
Benefits Delivered to Sony‟s Channel…
www.sony1.net
Driving Traffic to Sony1.net
www.sony1.net
Sony1.net
www.sony1.net
Products at a Glance…
www.sony1.net
...Product Knowledge at a Click!
Everything a
salesperson needs
to know with a click!
www.sony1.net
Profile-Driven Content
Content is
profile-driven
Self-profiling
means optimal
content delivery
www.sony1.net
Sony1.net – See What You Want to See
Personalised
banner
advertising
Personalised
„Hot News‟
Personalised
Scrolling Product
Features
We know who
you are!
Personalised
„New Content‟
Personalised
RSS News
Feeds
Personalised
Sales Incentives
www.sony1.net
Integrated Multi-Media Training
Personalised
Training
Curriculum
www.sony1.net
Joint Marketing
Build / manage
your own
campaigns…
…or customise
a Sony
campaign
www.sony1.net
Campaign Builder
Choose the
template
Import your logo
andcontact details
Click here
and Sony do the
rest
www.sony1.net
Business Support Tools
www.sony1.net
Customer Endorsement
“Sony1 has been a great success but it could not
exist without Channelmaster * and our portal has
set a new benchmark for partner interaction
across the Sony corporation.”
Sian Smith, General Manager, Sony EMEA Commercial Marketing
Sony Europe
* Channelmaster is Sony’s internal name for RelayWare
www.sony1.net
Analyst Endorsement
“Our research shows that:
•Overall, Sony „1‟ is viewed very positively by the channel and
rated one of the best programs in the EMEA region
•It a significant step forward in unifying Sony for the channel
•It is seen as a valuable sales and marketing resource
•It has one of the best portals in the industry
•It is becoming the resellers‟ preferred Sony web site
•Product information is considered very important
•Quality of delivery for this is very high
In summary - Great news and a lot to be proud of !”
Canalys, Independent Study Carried Out Summer 2006
www.sony1.net
Channel Endorsement
“It is much better than before. We feel
closer to Sony now, before we didn‟t
have much contact at all”
“It‟s easy to use and everything is
in one place”
“It‟s a reminder that Sony really is
a viable alternative and it provides
a wealth of information for pre-
sales”
“More communication with
Sony: it‟s 100% better than
before”
“It has made me more aware of
what the Sony brand can do for
our company”
“Probably the best vendor site
I use”
“Sony „1‟ has exceeded our expectations; we have not been disappointed by it”
“Sony „1‟ is great and Rewards really
works”