This document summarizes a presentation given by Pascal De Ridder, the Sales Manager at ASPEX, about the importance of partner networking. ASPEX is a SaaS company that has been operating since 2002, has 27 employees, generates €7.2 million in revenue, and has over 100 partners and 130,000 users. The presentation discusses the different roles partners can play, challenges in managing partnerships, and how ASPEX provides value to and receives value from its partners.

1. 20th February 2014
IAMCP Belux - Getting 2014 started
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2. Who is the guy on stage?
• Pascal De Ridder
– Sales Manager at ASPEX
• Focus on assisting ASPEX partners moving their on-premise application(s)
to on-demand application(s)
• Today, I will talk about the importance of partner networking
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3. ASPEX facts & figures
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4. ASPEX facts & figures
SaaS since 2002
27 employees
7,2 million revenue
International
100+ partners
Business Unit
130.000 Users
3 Datacenters
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5. ASPEX Offering
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6. Product Brands
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7. Some references
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8. Your Partner in SaaS
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9. Partnering up is all about
Multiple organizations involved in the process of
making a product or service available for consumption
or use.
The share goal is to deliver superior value
to end customers...
... in a profitable way
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10. Different roles for different products
3rd party Service
Provider
3rd party
Service Provider
Supplier firm
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Supplier firm
Microsoft Dynamics
Partner
Reseller
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11. Pitfall
When your partners Olympic
Gold level is equal to your
qualifying level, you are in
trouble!
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12. Managing the channel
Incentives
Training
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Service to Service
collaboration
Product
Roadmaps
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13. ASPEX provides their partners with
Information
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Support
Network
Access to
new markets
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14. What do we get in return
Advice &
feedback
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Testing & cocreation
Unlocking
markets
Lead
generation
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15. Reference cases
Extended support
Lead Generations
Service Product Use Rights
Direct
•
•
•
•
Indirect
We choose partners based on their vertical expertise and MS
platform is preferred (MQL)
• End user contacts ASPEX in search of a partner
• We outsource to partners we trust and are recommended
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16. Questions?
Pascal.deridder@aspex.be
+32 473 91 60 66
www.aspex.be
@Aspex_BE
facebook.com/ASPEX.BE
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