Capturing Market Share With Partner and Influencers: AIP Implementation Assistance

1. IDC Implementation Partners Capturing Market Share With Partner and Influencers:AIP Implementation Assistance

2. Client Challenges • While today’s markets are slow, Companies need to initiate the foundation to generate revenue in 2003 & beyond, NOW • With limited staff and tight budgets, Clients struggle with: • Who can help me reduce the time to deploy Strategy and execute Action for my business environment? • Where can I get access to additional ‘hands-on’ seasoned Partner professionals that understand IDC Research, Analysts & Methodologies? • How do I engage outside resources, with the flexibility that I need in today’s uncertainty?

3. The Solution • IDC’s Authorized Implementation Partner Program (AIP) • Putting the Industry’s Leading Information and Analysis into Action !

4. What’s an Authorized Implementation Partner-AIP? • AIP Program- Network of Independent contractors experienced in deployment of partner programs and initiatives • Have experience implementing/managing partner/sales/marketing initiatives and this is their core focus as a company • Provide the ‘hands-on’ implementation expertise that IDC doesn’t provide, such as: • Work under contract to get a new partner initiative launched • Help co-ordinate all the functions within a company for a new partner/channel initiative • Turn analysis and recommendations into an implementation/action plan - and oversee the execution of that plan

5. Services offered by AIPs • Program deployment • Partner recruitment assistance • Partner support operations • Partner marketing

6. Client Benefits of Using AIP • Reduce the time it takes to apply the results of research to the customer’s own business environment • Accelerate deployment of new or revised Partner programs • Recruit partners and channels quickly • Get to market & revenue faster • Efficient, flexible way to access ‘hands-on’ seasoned partner professionals • AIPs have been on your side of the desk • AIPs work on interim, part-time or project basis

7. IDC Influence Study Implementation Assistance • *An Example of AIP Services Offered *

8. AIP Implementation Approach Study Results Deployment Support Needs Assessment Post ProjectSupport Project Management July-Aug Aug-Sept Sept-Oct Oct-Dec Q1 ’03- Ongoing

9. Needs Assessment- Typical Tasks • IDC Tasks • Research methodology and design • AIP Tasks • Conduct internal audit of current partner programs • Interview senior management & key stakeholders • Identify pain points, gaps & potential obstacles to deployment of new programs • What’s working? What’s not? • Identify decisions to be made with research results • Key areas of value for study- • Measurement metrics, compensation changes, Revamp of Program, Change Partner ‘mix’ • How will results be used? By Whom?

10. Project Management- Typical Tasks • IDC Tasks • Weekly project status updates • Preliminary report and other interim deliverables • AIP Tasks • Implementation project management and advice • Assist client with analyzing preliminary results and mapping to findings from the internal audit • Assist client with preparing for partner program revisions and launch • Impact assessment of investment & resources required • Identification of partners to be recruited and those to be dropped • Identify key strategic decisions to be made, by whom?

11. Study Results Deployment Support- Typical Tasks • IDC Tasks • Deliver final report • Analyst support for follow-up questions on the study • AIP Tasks • On-going project management as needed by client • Facilitate deployment of results, • Assist client with design, development, and deployment of new partner program • Incorporate results & recommendations from study • Support program design and launch • Partner selection and recruitment • Rollout to client’s field groups

12. Post Project Support- Typical Tasks • IDC Tasks • Support for follow-up questions on the study • Program validation and bulletproofing  • Ongoing partner research  • AIP Tasks • Assist client with design, development, and deployment of new partner program as needed • Conduct post-project and rollout assessment • What decisions were made or not made? • What was the value received from study? • What worked well? Areas for Improvement? • What areas need further research or refinement? • Would the client do this project again?  These activities not included in IDC MCS fee

13. AIP Fee • Function of: • Client needs and available Resources • Scope of Work(SOW) • Final SOW for each phase determines Fee, Tasks, Deliverables, & Schedule

14. AIP Network Expertise

16. Questions? dhenken@highlandteam.com