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Partner Program 2012

Partner Program 2012. www.leadmaster.com.au.  www.leadmaster.asia. LeadMaster Overview. Australian based software and business services company serving Australasia Established 2004, 50+ Employees 2,000+ customers; 10,000+ users 15 partners Products and services

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Partner Program 2012

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  1. Partner Program 2012 www.leadmaster.com.au  www.leadmaster.asia

  2. LeadMaster Overview • Australian based software and business services company serving Australasia • Established 2004, 50+ Employees • 2,000+ customers; 10,000+ users • 15 partners • Products and services • Cloud based on demand CRM/contact management solution • Best-in-class Inside Sales Services targeting SMB, Corporate and Enterprise class clients to help them acquire, develop and retain new business opportunities • Enabling B2B organisations to manage lead management framework through every stage of the prospecting, nurturing and sales processes

  3. LeadMaster Overview • SaaSmodel expands value proposition to smaller call centers enabling new applications for improved performance and overall business management • Company well positioned for aggressive expansion • Partner program an essential part of our “Go to Market” Strategy in Asia-Pacific • Goal is to deliver superior value, market differentiation and sustainable revenue opportunities

  4. Why LeadMaster CRM? Robust Marketing and Sales tools Channel and Sales Pipeline Management– Integration Sophisticated Reporting Module Professional Look and Feel Leveraging power of CRM to deliver high quality Inside Sales and Data Management Services Opportunity for attractive margins Recognised by ZDNet as one of the TOP 10 Best CRM Suite

  5. Robust, High Value Features • Contact Management • Sales Management • Standard & Custom Reporting • Project Management • Task Management • Integrations • (Cloud 9) • Surveys • Sophisticated Email Campaigns • Websites | Landing pages • Web Services API

  6. Industry Recognised Software

  7. Large and Growing Global Client Base

  8. Geographic Focus • Exclusive distribution agreement for Asia Pacific, China & India regions • Additional independent market expansion opportunities into Latin America, Africa & EU through new partnership relationships (2012+) • Inside sales service focus on Australia/New Zealand

  9. CRM Market Opportunity • Software growth expected to be led by the Asia/ Pacific region (Source:Gartner) • Current Asia 30%; US & EU 16% • Asia = 26% of global CRM market • Key Asian markets are Australia, Singapore, Hong Kong, Korea, India and China • SaaS spending for CRM could rise to US$4,000M by 2014 or 1/3 of the entire CRM market (Source: Gartner) • CRM expected to get the largest increase in software spend this year. • Focus on customer retention, growing revenue (rather than expense reductions) and Improving the customer experience • New technologies to encourage development of customer communities and social networks • Rise in social CRM/SaaS

  10. CRM Market Opportunity APAC SaaS-based CRM Market 2009-2013 (in $million) IDC forecast the SaaS market is expected to grow to US $40.5B by 2014, at a compound annual growth of 25.3%

  11. Advantages of Cloud computing • Rapid deployment • Easy upgrades • Reduced cost • Security safeguards • Flexibility

  12. Total Cost of Ownership Advantage • On-Premise Assumptions*:  Number of users: 35On-premise per user software cost: $795Annual software maintenance: 22% of software cost Cost of server(s) for on-premise software: $9,000Annual hardware maintenance cost: 12%Fully loaded cost of IT resource for support: $90,000Allocation of FTE to support software (Ops/DBA/support): 25%Cost of firewall: $2,500Cost of UPS: $1,200Cost of operating system and RDBMS: $6,500 • Hosted Assumption*:   Hosted cost per user per month: $80 *Comparison scenario produced by crmlandmark.com on Total Cost of Ownership for hosted and non-hosted CRM application refer to http://www.crmlandmark.com/saasTCO.htm.

  13. Sales Model

  14. LeadMaster Products

  15. LeadMaster Products

  16. LPP Overview Why Become a LeadMaster Partner? • Align with leading CRM provider • Add Cloud to your portfolio • Broaden | diversify your revenue base • Access industry leading technology • Time to market acceleration with a global brand • Enable your current sales force with additional market exposure • Extend market reach • Leverage deployment experience to customers • Recurring revenue streams • Lower overall costs • Integration ease

  17. LeadMaster Partner Program (LPP) LeadMaster seeks strategic partners that can: • Augment their own expertise in online CRM • Identify sales opportunities • Small to Medium Size Businesses ([<20] licenses) • Corporate (>20 licenses) • Enterprise (>100 licenses) • Provide Level 1 customer support • Deliver superior value, market differentiation • Deliver sustainable revenue opportunities • Be ACTIVE participants

  18. LPP Overview – Program Features Features Include: • Access to one of the leading online CRM systems • Dedicated partner resources • Sales infrastructure resources • Sales training support to empower partners with additional domain expertise • Technical pre and post sales support • Partner web portal • License registration and administration

  19. LPP Overview – Program Features • Marketing resources • Qualified leads • Sales and marketing collateral materials • Opportunity for Marketing Development Funds • Listing in LeadMaster Partner directories • Technology Platform • Broad based fit • Multiple Integration across many technical, applications and industry needs including: • Web Services API • Desktop Web application • Cloud9 Analytics • Marketo (*under development as at 2012)

  20. LPP Overview – Partner Requirements General Partner Qualifications • Technology Platform (Suite) • Data integration from LeadMaster Sales CRM to Salesforce.com & Google Calendar • Subscription management system • Quoting Management linked to Sales Opportunities • Full featured e-DM platform built in to CRM

  21. LPP Overview – Partner Requirements General Partner Qualifications • Business Operations • Established business (>1 year) with strong financials • Strong Profit & Loss and Balance Sheet • Existing client base • CRM consulting and implementation experience (References requested) • Operational and financial commitment • to allocate resources resulting in successful achievement of pre-determined revenue and business development targets • Collaborative participation • in the development and execution of a Partner business plan for the region or functional coverage area

  22. LPP Overview – Partner Requirements • Human resources • Dedicated and incentivised sales and marketing resources focused on LeadMaster sales and services -> At least one sales and one technical resource (i.e. sales engineer) • Sales • Complementary customer base and/or target audience • Resources and business model enabling lead creation as well as customer and pipeline management • Marketing • Advertising & Promotion • Events, exhibitions, seminars • Online, SEO, SEM, SMM • Technology • Complimentary fit with LeadMaster platform and services offered

  23. LPP Overview – Partner Opportunities SixTypes of Partnerships • Channel Partner • Sales Agent • Referral Agent • OEM / ISV • Technology Partner • Consulting | Service Provider Partner

  24. LPP - Channel Partner • Channel Partners • Distribute LeadMaster products and services (4 Levels) • Partner Silver • Partner Gold • Partner Platinum • Partner Reseller

  25. LPP Overview – Channel Partners Channel Partners Categories • Silver Level (Authorised) • Description / Benefits • Entry level engagement • Provide 1st level customer support • Tools to establish LeadMaster business and sales/marketing plans • Access to basic resources • 5 user licenses for demonstration @AU25 per user per month • Basic online resources and market information • Requirements • Development of sales and marketing plans • Commitment to mutually agreed upon Sales targets • Sales updates / KPI Review • LeadMaster website / ecommerce store listing on partner site

  26. LPP Overview – Channel Partners Channel Partners Categories • Gold Level • Description / Benefits • Same as Silver Level • Enable Increased level of LeadMaster certification required • Preferential partner pricing • Increased level of engagement with LeadMaster and end user customers • Market qualified leads • Volume / Inventory opportunity (subject to credit approval) • Requirements • Same as Silver Level • Provide Tier 1 Customer Support • Higher sales targets • Participation/Development of customer engagement activities (user forums, trade shows, etc…) • Preferential pricing

  27. LPP Overview – Channel Partners Channel Partners Categories • Platinum Level • Description / Benefits • Premier level providing senior level collaboration for organisation with aggressive growth plans • Same as Gold • Increased preferential partner pricing • Joint participation in go-to-market strategy • Dedicated Sales engineer and Marketing assistance • Integrated sales and marketing campaigns • Opportunity for Marketing Development Funds (if qualified) • Preference for market qualified leads in region or area served • Requirements • Same as Silver Level • Provide Tier 1 and 2 Customer Support • Development of sales and marketing plan / campaign strategies • Higher target sales with higher margin opportunity

  28. LPP Overview – Channel Reseller Reseller/distributor category: • Description / Benefits • Premier level providing senior level collaboration for organisation with aggressive growth plans • Purchase CRM licences at an exclusive price. • Gain market exposure • Requirements • In-house Sales Engineer • Own and development your pipeline • CRM Implementation –| Potential discount for long time Reseller • Use tool to capture your sales pipeline • Close deals • Pricing in region should NOT be cannibalised | pricing to respect LeadMaster Pricing Policy per region

  29. LPP - Sales Agent • Sales Agency • Suits Independent sales agents • Promote to existing an network • High level of support from LeadMaster Australia • Ongoing revenue share • LeadMaster Australia provides backend services • Agent provides 1st Level support • Agent supplies Professional Services

  30. LPP Overview – Referral • Referral • Qualified business or individual assisting LeadMaster Australia identify prospective customers seeking a CRM solution • Referral fees paid on deals which close • % of revenue for 1 year

  31. LPP - OEM / ISV • OEM / ISV • Develop, market, and sell software integrated with CRM solution • Collaborated engineering efforts to bring applications to market • Specialised sales support • Potential joint sales and marketing opportunities promote solution • Revenue share by negotiation

  32. LPP - Technology Partners • Technology Partners • Provide hardware platforms, devices, and/or operating systems that can integrate with the LeadMaster platform • Drive customer adoption across number of verticals • Potential co-selling and co-marketing solution • Revenue share by negotiation

  33. LPP – Consulting | Service Provider • Consulting / Service Providers • Professional services organisation with established CRM practices • Integration of LeadMaster into business process design, application platforms, best practices model • Size and industry agnostic

  34. LPP Overview – Channel Referral Referral category: • Description / Benefits • All leads must be submitted and accepted through the LeadMaster Partner Portal to be eligible for payout. No exception • The referral fee percentage will be based on the country and number of users • Percentage fee for all countries is 15% of ACV for a term of 1 year subscription*. • Leads that are submitted should give a minimum of BANT: • Budget • Authority • Timeframe • Need * Partners are not paid on renewals

  35. LeadMaster’ Certification Q&A session > 80 points Degree of difficulty increases with each level Performance Review with Partner Manager and LeadMaster Australia CFO Marketing Strategy Plan per Region. Achieving 80% of its objectives in the first year. => More information to come!

  36. Partner Pricing Model Referral pricing 15% Referral pricing 15% Referral pricing 15% -> LeadMaster Australia Pricing Information

  37. Partner Objectives • ACV or Annual Contract Value: Number of licences x licence price x number of month (12 months minimum) • Example: You sell 20 licenses at $90 each per month for 12 months: ACV = 20*$90*12 = $21,600 • ACV as above is for the first year only • Multi-year contract can be negotiated. • Ramp-up period - 6 months • Fortnightly review with your Partner Manager • Referral pricing – 15% of the ACV contract, one year only

  38. Partner Lead Process Lead is accepted Lead is registered on Partner Portal Access to our CRM for follow-up First payment form the customer 3 months trial with customer Payment to Partner end of Q1 3 months wait Budget Authority Need Timeframe Reviewing lead with partner Sales engineer re-qualify with customer Review of your BANT Can we do it? Customer to provide all information Quote is sent Customer accepts quote Start of implementation Launch of the CRM

  39. Resources | General • LeadMaster Sales Engineer access • Community access to an important platform of information – Discussion, Ideas, knowledge base. • Marketing documents, collaterals, PR via Partner Portal ( username and login) • Access to Partner Newsletter – Monthly Newsletter • Access in advance all new features and development • Access to LeadMaster CRM as a Partner Channel • LeadMaster CRM certification • User and Admin Guide for CRM • Community Support Blog • Case studies • Videos How-To • White Papers • Vertical Demos

  40. LeadMaster Support

  41. LPP Benefits - Silver • General Benefits • LeadMaster Partner Portal • Lead registration & referrals fees • LeadMaster Partner Newsletter • Access to LeadMaster CRM for $AU25/u/m for internal use only • Technical Benefits • LeadMaster tutorial and content • LeadMaster Partner Toolkits • Marketing & Sales Benefits • Participation in the Partner Program • LeadMaster Partner Program Logo • LeadMaster Event sponsorship • Marketing & Sales Best Practices tools • Featured listing on LeadMaster website • Access to a dedicated landing page on our website

  42. LPP Benefits - Gold • General Benefits • LeadMaster Partner portal • Lead registration & referrals fees • LeadMaster Partner Newsletter • Access to LeadMaster CRM for $AU25/u/m for internal use only • Technical Benefits • LeadMaster tutorial and content • LeadMaster Partner Toolkits • Pre-release environment (involved in pre-feature environment and testing) • Marketing & Sales Benefits • Participation in the Partner Program • LeadMaster Partner Program Logo • LeadMaster Event sponsorship • Marketing & Sales Best Practices & tools • Featured listing on LeadMaster website • Joint PR activities • Access to a dedicated landing page on our website

  43. LPP Benefits - Platinum • General Benefits • LeadMaster Partner portal • Lead registration & referrals fees • LeadMaster Partner Newsletter • Named Partner Account Manager • Access to LeadMaster CRM for $AU25/u/m for internal use only • Technical Benefits • LeadMaster tutorial and content • LeadMaster Partner Toolkits • Pre-release environment (involved in pre-feature environment and testing) • Named technical account Manager • Marketing & Sales Benefits • Participation in the Partner Program • LeadMaster Partner Program Logo • LeadMaster Event sponsorship • Marketing & Sales Best Practices & tools • Featured listing on LeadMaster website • Joint PR activities • Joint Marketing activities • Access to a dedicated landing page on our website

  44. LPP Benefits – Comparison

  45. LPP Overview – Partner Results

  46. LeadMaster Partner Program (LEPP) Partner Contacts and Support Marketing & Channel Partner • Aurelie Cornu, Marketing and Channel Partner Manager Aurelie.Cornu@Leadmaster.com.au +61 2 9464 0717 IT Support • Alex White, Support Engineer Alex.White@LeadMaster.com.au +61 2 9464 07 Executive Team - Invoicing • Socrates Jimenez, CFO Socrates.Jimenez@Leadmaster.com.au +61 2 9464 0730

  47. Certifications Frankie from our Hong Kong partner has passed his certifications successfullywith 90% success for sales Engineer & Help Desk Congratulations! Frankie right Glenn Uzell left

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