Agenda
Introduction to CGS
Channel Enablement Program Overview
CGS’ Partner Enablement Tactics
Channel Enablement Contract Examples

Who is CGS?
 30 years of excellence
 5,000 professionals
 17 locations worldwide
 Stable, privately owned,
debt-free, and profitable
since its inception in 1984
 Multi-shore global delivery
in 18 languages
 Portfolio of award-winning
solutions and services
 Served more than 3,500
clients in 40 countries

Who
WEare a
private, a
profitable, 30 year
old technology and
services firm with a
global footprint.
WEhave over 5,000
professionals across
North America, Latin
America, Europe and
Asia with global delivery
capabilities and
expertise across leading
IT vendors’ platforms.
WEare a provider of
channel enablement
services that deliver
substantial increased sales
through IT vendors’ SMB
partners, including the
development of partner
learning and training
courses.
is ?CGS

CGS’ Channel
Enablement
Program

What Differentiates CGS From Other Channel Organizations?
CGS’ partner
recruitment, enablement, sales
activation and support program is
the most
comprehensive, innovative and
cost effective channel partner
enablement program in the IT
industry.
The true measurement of a
successful SMB partner enablement
program is the incremental revenue
that is realized sequentially, quarter
over quarter. CGS’ Channel
Enablement Program is designed to
deliver significant sales results
through the channel partners.
Our portfolio of innovative and
successful channel enablement
services are “proven” with some of
the world’s largest IT vendors
including IBM, Microsoft, Red
Hat, Lenovo, Trend Micro and others.
A “Proven” Channel
Enablement Program

What Differentiates CGS From Other Channel Organizations?
A “Proven” Channel
Enablement Program
Executives on our staff have over 30 years of indirect channel sales
and channel business develop-ment experience on a worldwide
basis working for some of the world’s largest IT vendors.
You will be interfacing with seasoned professional channel
executives that have encountered the same chal-lenges you face in
the channel from an IT vendor’s perspective.

8
IT Vendors Achieve Their Channel Goals with CGS
CGS provides “proven” Channel Enablement Services
designed to achieve the following objectives:
• Recruit qualified net-new partners that will “commit” to selling your
solutions and services
• Eliminates the 80/20 rule
• Enable and accelerate partners’ sales growth and reduce IT vendors’
partner management costs
• Substantially increase incremental partner sales quarter-over-quarter
• Sales activate dormant partners
• Through CGS’ proven tactics, CGS will deliver substantial incremental
sales through partners that previously were not actively selling your
products and services

We Win Partners’ Mindshare and Deliver Substantial Incremental Sales
• Partner Recruitment: Recruit only the partners that
will “commit” to becoming certified…Delivers partners
that will sell
• Partner Engagement: Understand partners’ business
objectives and jointly develop training, marketing and
go-to-market plans
• Partner Enablement: Guide and assist partners to
become sales and technically enabled
• Marketing Programs: Consult and assist to develop
marketing programs that result in qualified sales leads
• Sales Activation: Quickly “sales activate” partners’
sales teams through CGS’ proven Sales Accelerator
Tools and tactics
• Support: Provide ongoing partner
nurturing, support, guidance and “frequent” telephone
communications
A Proven Comprehensive Program
Summary: CGS’ Channel enablement Program
Engage
Recruit
Enable
Sales
Activate
Promote
Manage
Support

Sample:
CGS Partner
Enablement Tactics

Increase Number
of High Quality
Resellers
SUBSTANTIALLY
INCREASE
RESELLER SALES
Obtain
Commitments to
Engage
Accelerate Sales
Activation
Proactively
Support & Drive
Sales
CGS will identify the Partners
who are experienced selling
the solutions that align to your
solutions and markets
Most importantly, CGS will “QUALIFY”
every Partner prior to recruiting them to
ensure they will commit to enroll in
training and actively sell your solutions
Identify, Recruit & Enable “Committed” Partners
Market
Sales
Activate
Assist to Locate
Collateral &
Develop MKTG
Programs
Assist in All
Categories of Sales
Including Pre-Sales
Assistance to Close
Deals
Support
& Admin
Proactively
Support & Prog
Admin/Reports
Sales Activate and Support Partners
Recruit
Recruit Only
Partners That
Will Commit to
Enroll in Training
& Sell your
solutions
Engage
Establish
Relationship, Iden
tify Bus.
Goals, Develop
Training Schedule
Enable
Assist to Enroll in
Training, Provide
CGS’ Sales Tools
, Establish Sales &
MKTG Plans
Segment &
Target
Identify High-
Value Partner
Targets By
Vendor’s Solution
Type, Vertical
Markets & Geo’s
SAMPLE: CGS Reseller Enablement Program
Typical Reseller Categories
Platinum
Gold Resellers
Silver Resellers
Registered Resellers
Net-New Recruits - Optimized -
INCREASE
SALES
 Mindshare
 Loyalty
OPTIMIZE SALES
Assist Partners to Achieve
Gold & Silver Status
ENABLE & SALES ACTIVATATION
Assist New Partners to Become
Quickly Enabled & Sales Activated
QUICKLY ENGAGE
Understand Business Goals and
Establish Enablement Plan

Fully
Sales
Activated
$153.8K
Engaged
$12.0K
Enabled
$24.8K
Example: How CGS’ Tactics Increase
the size of the Partners’ Sales
Averaged Size Sale From
Point of Engagement to
Fully Sales Activated:
This is a factual example of how CGS is increasing
partner sales for one of our current clients
Winning Partners’
Mindshare Drives
Up Sales

Review:
Sample Multi-Program
Channel Engagement

Sample CGS Engagement: Multiple Channel Programs
Sample: Current CGS Engagement with the WW Leader of Open Source
Recruit & Support
ISVs
Manage “WW” ISV
Unification Program
Provide single point of contact
to recruit and assist ISVs to
certify & market their solutions
Provide single point of
contact for Tier II – III ISVs
Worldwide
Manage & Increase
Sales of SMB Partners
Support & Increase
Sales of High Volume
Partners
Provide CGS
Resources to Support
ICAM Function
Provide single point of contact
and engage, enable, sales
activate and provide support
Predominately large Direct
Marketing Resellers such as PC
Connection, etc.
CGS resources interact between
field sales and the partners for
sales opportunities and support

Additional Examples
Of CGS’ Channel
Engagements

Case Study: PC Vendor – North American Dealer Channel
A Worldwide PC vendor was ranked number four in PC
sales at the time of our engagement. Their goal was to
increase sales through their Tier-2 dealer network.
PC Vendor’s Goal
CGS identified the valid PC dealers. obtained their objectives for joining the
vendor’s partner program, an understanding of their business model, number of
sales/tech employees and geographic sales coverage
We provided the compelling reasons to sell our client’s PCs, including
several very important categories such as:
Engagement & Sales Activation
They had 7,200 Tier-2 inactive PC dealers that had
delivered little or no sales in the previous two to three
years. Vendor had minimal information about these dealers
This was a multi-year
contract.
Each year CGS delivered a
minimum of 30% increase
in sales, sequentially each
quarter.
We delivered a minimum
40% increase in sales
each year.
The average cost of sales
was less than 3%.
The vendor’s General
Manager stated “CGS
delivered higher revenue
growth than we were able
to achieve”
Results
• Margin/Profit: The dealers had no
knowledge of this information. They
were delighted when informed.
• Sales Accelerator Material: We
developed one-page documents that
provided the dealers’ sales reps with the
key information required to easily and
confidently sell the vendor’s products
• Product/Margin/Spiff Configurator: We
developed this tool for our sales team to be
able to identify the optimum products that
matched the dealer’s need within 5 seconds
on the telephone call.
• The Major Differentiator: We won the
dealers’ mindshare through the direct
support CGS’ experienced channel sales
reps provided, including pre-sales support.
• The dealers frequently commented that no other IT vendor provides direct support. This
level of CGS support assisted them to win more sales and increase their profit margin.

Case Study: IT Vendor – Worldwide Software Reseller Program
The goal was to increase the SMB sales of the
vendor’s five software brands through the recruitment
of new channel partners in North America and Europe.
Goal: Increase Software Sales
• All of the program goals
were achieved.
Results
• CGS and the vendor identified the list of new
partner candidates that would be recruited by CGS
in North America and Europe.
• CGS is a leader in delivering new qualified partners
that will make commitments to become certified
and actively sell the vendors’ products
Best-In-Class Partner Recruitment
• Every partner recruited was required
to agree to a timeframe to attend
sales and technical training courses to
achieve applicable certifications.
• CGS eliminates the 80/20 rule
• Recruited over 2,200
new SMB partners.
• Over 75% of the new
partners delivered sales
• Delivered substantial net-new incremental
revenue quarter-over-quarter
Sales Activation Success Factors
• Direct Support: The SMB partners were provided direct support by
CGS that won the mindshare of these partners. No other IT vendor
provides this level of direct support to their Tier-2 SMB partners
• Pre-Sales Support: CGS’ resources were certified on the vendor’s five
software brands and provided pre-sales guidance and assisted the
partners to close sales.
• Sales Accelerator Material: We developed one-page documents that
provided the partners’ sales reps with the information required to
easily and confidently sell the vendor’s software brands.
Engagement
• Once the partners were recruited, CGS engaged in discussions and
provided direction and support that accelerated the partners
timeframe to become certified, develop their marketing plans and
finalize their go-to-market strategies.
• Each partner was assigned a CGS experienced channel sales rep as
their primary support contact.

Case Study: WW IT Vendor – Mid-Market MSP Program
The vendor had several hundred MSPs that were being supported
by the vendor’s in-field sales representatives.
The goal was to identify and recruit new “high quality” MSPs that
aligned to stringent parameters in terms of size, market
focus, market share and current sales derived from their MSP
business.
The vendor decided to implement the MSP recruitment campaign
in a cost effective manner versus utilizing their expensive in-field
sales reps. In addition, the vendor wanted to maintain the in-field
sales reps focus on generating sales through the current MSPs
versus being diverted to target new MSP candidates.
Goal: Increase Number of MSPs MSP Recruitment Campaign
Through call-out campaigns, CGS’ experienced channel sales
team contacted the recruitment candidates’ decision maker
and through a series of questions identified the MSPs that
met “ideal” and “high potential” criteria.
• For the qualified MSP candidates, CGS’ team stepped
through the vendor’s MSP Program financial
incentives, key program benefits, marketing
support, support resources and identified the MSPs that
had high interest in joining the vendor’s MSP Program.
CGS developed detailed business profiles on each qualified
partner that expressed high interest in the vendor’s Program.
• The partner profiles were reviewed with the vendor’s
sales management
• CGS provided a warm transfer for each qualified partner
to the appropriate vendor’s in-field MSP sales reps.
• The vendor’s MSP sales reps became responsible for the
management of these highly qualified MSP partners.
Partner selection criteria and the recruitment list are vital to
the success of any partner recruitment campaign. CGS ensured
that the new MSP partner selection “criteria” was well defined
and the recruitment list contained high quality targets.
CGS and the vendor developed the criteria for “ideal” and “high
potential” MSP recruitment candidates. This effort would
ensure that new MSP partners recruited were “high quality”
partners that had already made the transition to the MSP sales
model and would be able to drive volume sales.
• CGS’ recruitment tactics eliminates the 80/20 rule.
MSP Partner Recruitment Parameters
Results
CGS qualified and recruited over 300 quality MSPs within
the first three months of the program.

CGS has developed the proven processes
required to win partners’ mindshare
and consistently attain optimum
sales results year-over-year
The5MOST
IMPORTANT
PILLARS

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