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These “golden rules” of co-marketing programs set the stage for improvements.
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Innovative Mdf Coop Program Elements
1.
The Data Driven
Organization: Your MDF Program May 19, 2011 Vaughn Aust, VP Client Solutions www.hawkeyechannel.com www.hawkeyechannel.com
2.
Agenda Agenda 1.
Common MDF concerns – what are your pain points? 2. MDF Best Practices – Ten “Golden Rules” 3. MDF program scenarios – what do I do now? 4. Finding your ideal solution www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 2
3.
hawkeye can help
you increase your channel ROI … Why hawkeye? … with solid, data-driven channel management. Who is hawkeye? Platforms Global full-service marketing agency that specializes in channel and B2B/B2C marketing Founded in 1996 with a team of over 120 channel- Comms DATA Strategy smart technology experts dedicated to helping you optimize channel value Proven track record of maximizing ROI for leading Analytics technology companies around the world www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 3
4.
Why is data
so important? We are now entering the „third age‟ of channel marketing 1.0 2.0 3.0 Just get it Do it Make it done efficiently smart 1995 2005 2011 IBM break up fuels the SaaS emerging Demand for ROI industry Global programs Differentiation on usability Channel marketers build Channel marketers Channel marketers focus on platforms from scratch focus on operational data to drive decisions budgets www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 4
5.
COMMON MDF CONCERNS www.hawkeyechannel.com
© 2011 hawkeye, all rights reserved. 5
6.
For vendors, it‟s
primarily about ROI, efficiency and Common MDF Concerns improved planning Vendor Co-Marketing Concerns Improve analytics & ROI 1 Improve marketing support & 2 program planning Streamline administration 3 Improve partner support & 4 issue resolution Other www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 6
7.
MDF BEST PRACTICES
– TEN “GOLDEN RULES” www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 7
8.
MDF Best Practices These
“golden rules” of co-marketing programs set the stage for improvements over time 1. Keep it simple Table Stakes 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust Differentiate 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 8
9.
MDF Best Practices Partners
don‟t want to hire someone internally just to do paperwork for your program 1. Review your program from the partner’s point-of-view Consolidate steps, processes Minimize proof-of-performance and project entry requirements 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 9
10.
MDF Best Practices Transparency
fosters trust between vendor and partners 1. Keep it simple 2. Keep partners informed Set clear expectations on processing times 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 10
11.
MDF Best Practices Quickly
reimbursed partners are happy partners 1. Keep it simple 2. Be transparent 3. Operational benchmark for payment = 3 to 4 weeks 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 11
12.
MDF Best Practices Share
your excitement about the co-marketing program with your partners 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Ongoing, continuous communication Your program is a “product” Two-way communication Don’t forget CAMs and the field! 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 12
13.
MDF Best Practices Leverage
global efficiencies without succumbing to a cookie-cutter approach 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Leverage efficiencies Accommodate local needs Engage your regional teams’ expertise 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 13
14.
MDF Best Practices Paper-based,
snail-mail programs are so old school! 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Online! Streamline with other processes Payment systems Increased efficiencies 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 14
15.
MDF Best Practices Take
your co-marketing program the extra mile with these innovative best practices www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 15
16.
MDF Best Practices You‟ll
never know how your program is really doing unless you factor in data 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. 8. Teach partners to fish 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 16
17.
MDF Best Practices And
the standard metrics we should measure are … Measurement Metric Program Metrics • Revenue Per Invested Dollar (RPI) = Revenue Generated by Activity Cost of Activity • Sales $$ • Total # Leads Generated Program Utilization • # of Active MDF Partners • # of Partners Using Tool Total # of MDF Partners • Total Hits to Site Claim Activity • Claimed $$$ + Allocated $$$ • Total Claims Submitted Beginning $$$ + Adjustment $$$ • Total # Claims Denied (compliance) Fund Utilization • Funds Accrued • Outstanding Liability • Funds Expired • Unclaimed Funds Prior Approvals • Total Pre-approvals Submitted • Total Denied • Total Pre-approvals Accepted • Total Currently on Hold System Efficiency • Total Calls to Channel Mgmt • Length of Time from Claim Approval • Response Times on Calls to Payout • Total Emails to Channel Mgmt • Response Time on Emails www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 17
18.
MDF Best Practices There
is a difference between metrics and analytics Metrics Measure of information Examples: click-through rates, leads generated, unclaimed MDF funds Analytics Provide insight Use metrics + deeper dive analysis Answer the tough questions like “Is my program working?” or “What is my program’s ROI?” www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 18
19.
What data do
we need to answer the question, “Is it working?” MDF Best Practices Enrollment Data Enrollment Has this partner been enrolled in the program? Partner Profile Data Competencies Vertical industries served 360 degree Company descriptors partner view Partner Participation Profile Participation Data Did they use funds? What activities has this partner participated in? Transactional Sales Data Has the partner requested MDF? Time/Date stamped Sales Amount Type www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 19
20.
MDF Best Practices Analytics
and the data mart Gather up all your partner and program data! Who is in your program and who is not? www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 20
21.
Analytics not only
tells you ROI, but how to improve MDF Best Practices your co-marketing program Now we use program (enrollment, participation) and sales data to compare the two groups. To understand ROI, you also have to back out costs at this point so that you can see if the sales impact of your program is truly incremental. Even better, analytics can tell you how to improve your program’s impact. Using partner profile information, you can now look at sub-segments of partners. www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 21
22.
MDF Best Practices Help
your partners master sales and marketing skills for the long term 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. 9. Concierge support 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 22
23.
MDF Best Practices Partners
who can fish will feed you too Education for partners in... • Marketing • Sales On-site training Supported with earned co-marketing funds If you give a man a fish, he eats for a day. If you teach a man to fish, he can feed himself for a lifetime. Chinese proverb www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 23
24.
MDF Best Practices Concierge
support provides your partners with expert advice for their joint marketing efforts 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. 10. Supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 24
25.
MDF Best Practices A
“concierge service” provides partners with insight and marketing expertise to help sell your products Support for partners on using co-marketing funds: Best value from funds Campaign integration to sequence campaigns Innovation – maximize value with non-traditional campaigns in combination with traditional campaigns www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 25
26.
MDF Best Practices Help
partners shop for co-marketing activities that you know will move the needle – and get some data too! 1. Keep it simple 2. Be transparent 3. Make it speedy 4. Sell the program 5. Go global 6. Automate 7. Measure, analyze, adjust 8. Teach partners to fish 9. Concierge support 10. www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 26
27.
MDF Best Practices A
marketplace of pre-packaged marketing packages enables a greatly simplified partner experience From this: Conduct Submit Provide Receive Submit project campaign claim ROI payment www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 27
28.
MDF Best Practices A
marketplace of pre-packaged marketing packages enables a greatly simplified partner experience From this: Submit Implement Submit Provide Receive project campaign claim ROI payment To a turnkey execution path like this: Order marketing package from Approved supplier available funds implements campaign(s) www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 28
29.
MDF Best Practices Offer
pre-packaged marketing plays across the full marketing mix “New” Media – Social Media campaigns, SEO/SEM, Ghost Blogging “Traditional” Media – direct mail, email, collateral Integrated campaigns – based on results like 2 appointments, 4 appointments, etc. www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 29
30.
WHAT DO I
DO NOW? www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 30
31.
What do I
do now? Of course the next question is... www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 31
32.
Where do I
start if I don‟t have an MDF program yet? What do I do now? Benchmark against your competition What is available to meet your needs RFI process Differentiate your program Build in metrics to support data analysis Teach your partners to fish Support partners with a “concierge” service Offer a supplier network www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 32
33.
Help! My MDF
program isn‟t working! What do I do now? Deploy a Health Check analysis on your program High level assessment of program’s current state Conduct data analysis Is your program working in certain areas? With some partner segments? Determine if incremental improvements (potentially via golden rules) will suffice or a complete revamp is needed See what exists in the market to help you support your program RFI process www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 33
34.
What do I
do now? I need to report on the ROI of my MDF program... Conduct data analysis Identify areas areas that are driving incrementality Identify areas of incremental impact Which partners, areas, or segments benefit from your program? Obtain executive approval on the plan and implement Run analytics exercise at least 1-2 times/year www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 34
35.
FINDING YOUR IDEAL
SOLUTION www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 35
36.
Finding Your Ideal
Solution Your ideal co-marketing solution combines basic best practices with innovation and market knowledge Table stakes best practices Keep it simple, Be transparent, Make it speedy, Sell the program, Go global, Automate, Metrics + Innovation Analytics, Teach partners to fish, “Concierge” support, Supplier network + Market knowledge Competitive information, RFI process www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 36
37.
Finding Your Ideal
Solution A best-in-class co-marketing program; within your grasp www.hawkeyechannel.com © 2011 hawkeye, all rights reserved. 37
38.
Watch for more
information on our next webinar on PRM & Salesforce.com integration! Vaughn Aust vaust@hawkeyeww.com VP, Client Solutions 425.902-5146 www.hawkeyechannel.com © 2010 hawkeye, all rights reserved.
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