1 / 11

MSP/Sales Channel Management NAMMU

MSP/Sales Channel Management NAMMU. Agenda. Team Level set on channel partners Opportunity Review Role . International Sales / Alternate Channel Organization Chart 2008. Organization Overview. Partner Facts. Partners are involved/sell/transact $3.3 b or 62% of total revenue TM > 70%

aida
Download Presentation

MSP/Sales Channel Management NAMMU

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. MSP/Sales Channel ManagementNAMMU

  2. Agenda • Team • Level set on channel partners • Opportunity Review • Role

  3. International Sales / Alternate Channel Organization Chart 2008

  4. Organization Overview

  5. Partner Facts • Partners are involved/sell/transact $3.3 b or 62% of total revenue • TM > 70% • DM > 60% • Parcels > 20%

  6. TM Sales TM Untapped Potential DM Sales DM Untapped Potential Parcel Sales Parcel Untapped Potential Market Overview Transaction Mail Direct Marketing Parcels

  7. Alternate Channel Focus Deciles 1 2 3 4 5 6 7 8 9 10 Consumer Direct Sales Gap Retail • Current methods to serve the gaps are; • MSP’s • Meters • Venture One • eBay • DMOL • Ship in a Click • Deciles 6-10 contain ¾ million customers with a potential of $6.1B

  8. Approach to Partners • MSP’s • No formal program • Serve representation • Meters • Formal regulatory and certification program for meter models • Ad hoc Marketing initiatives • No formal partner program • Retail • Partner/location selection process • Formal agreements outlining the obligations of both sides • Merchandising & Marketing support • Service, point of sale system • Others (Post Net, Yellow Pages, eBay) • Opportunistic

  9. Approach to Partnerships • Other Postal Administrations • Australia Post Bulk Mailer Program (quality of the mail) • USPS Web site (list and search for MSP by city) • High Tech • Sophisticated programs • Certification, training, sales support, collateral, business planning, business reviews, lead generation, conferences

  10. Partner Program • Elements • Registration, Certification, Business Planning, Marketing, Sales, Training, Service • 3 levels • Registered • Certified • Marketing Partner • May have an additional level (Gold) • Requirements • Formal certification program • Marketing materials & website • Case management • Reporting • Training & knowledge management

  11. Next Steps • Complete staffing • Consult with the industry • Define Phase 1 of the Partner Program and begin implementation

More Related