Transcript MarketingCONNECTWhat are some of the problems facing our

MarketingCONNECT
Simple, cost-effective access to
marketing services for our Partners
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16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
What are some of the problems facing our partners?
Many of our partners have said that they wish they could better leverage
marketing campaigns to deliver more sales leads, but they just don’t seem
to have the time or resources to create them?
Partner Challenges:
• Need to expand customer reach
• Need to identify new prospects and sales opportunities
• Limited or no marketing resources
• Limited capacity and/or experience in sourcing external marketing services
• Low purchasing power means local suppliers may not be most cost-effective
• Limited cash flow available to fund upfront campaign expenditure
• Claim process for reimbursement
• Limited opportunity to provide sales development training to improve closing rates
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16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Summary: what is MarketingCONNECT?
A NEW way to provide our partners with easy access to a selection of
packaged marketing deliverables and services, provided by approved
marketing services suppliers, to help our partners expand customer reach and
find new sales opportunities.
1.
Available to partners with current approval to our Go Forward! Program,
and accrued online Partner Fund budgets
Telemarketing
Campaigns - Direct / email
Event Invitations
2.
Fully integrated with Partner Fund account
3.
Work directly with our service providers to:
• generate new leads
• deliver compelling marketing campaigns & events
• boost sales and marketing effectiveness with professional training
Partner Benefits
•
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Roll-up Banners
Specially negotiated partner rates
No more time wasted searching, negotiating & managing local agencies
Effective utilization of available Partner Fund
No upfront expenditure – improves cash flow
Portable Stands
No claiming process – reduces administration
No waiting for reimbursement – improves cash flow
Sales Skills Development
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
How does it work in 3 easy steps?
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1
We've used our purchasing power to assemble a selection of carefully chosen
marketing service providers, many of whom already provide services to Siemens
Enterprise Communications, and made them available to our partners to help them
expand their customer reach and generate new sales opportunities.
2
MarketingCONNECT provides our partners with easy
access, via the web-based Partner Fund portal, to a
portfolio of packaged marketing deliverables and
services, such as help with generating leads, delivering
compelling marketing campaigns, or giving their sales
team a boost with some online sales training.
3
Partners simply select the help they need from the list of services, which is fully
integrated with their online Partner Fund account, making it easy to fund these
activities directly from their accrued funds and they will be on the fast track to
improving the productivity and cost-effectiveness of their sales & marketing
activities.
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Approved Vendor Program
Objective 1: A group of vendors selected by Siemens Enterprise Communications, based
on their proven capability to help partners increase sales and/or drive down costs.
 Provide easier and more effective use of Partner Fund accruals, thus reducing the
amount of expired funds and increasing the number of activities.
 Reduce activity units costs, by leveraging pre-negotiated pricing discounts, based on
the purchasing power of the global Siemens Enterprise Communications partner
community.
 Increase the ROI on Partner Fund activities, by providing 100% claim reimbursement.
 Eliminate the need for partners to devote time searching for vendors and ramping up
the vendors on their business and offerings.
Objective
2: Preferred
Vendors
will invoice
Siemens
Enterprise
Communications
directly
Phase
2: Preferred
Vendors
will invoice
Siemens
Enterprise
Communications
directly
for
for the
a service,
which
is deducted
partner’s
Partner
Fund
account.
the
totaltotal
costcost
of aofservice,
which
is deducted
fromfrom
the the
partner’s
Partner
Fund
account.
 Provide improved partner cash flow (i.e., no up-front, out-of-pocket expenses).
 Eliminate paperwork, making it easier to effective utilize accrued Partner Funds.
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Partner Benefits
1. Pre-packaged, pre-priced services to help drive new sales opportunities
2. Specially negotiated partner rates
3. No more time wasted searching, negotiating & managing local agencies
4. Effective utilization of available Partner Fund
5. 100% funding, paid directly to the marketing services supplier
6. No upfront expenditure – improves cash flow
7. No claiming process - reduces administration
8. No waiting for reimbursement – improves cash flow
We will be adding more marketing services to the list
all the time and will notify you when these are available in your region.
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16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
Marketing CONNECT
Partner Fund
Master Classes
Approved Vendors
Support
Funding to help
educate, increase
demand, drive sales,
reduce costs and
enhance profitability.
A series of classes
designed to help
partners successfully
build their business
through marketing.
A varied list of services
delivered by vendors
selected for their
expertise, quality, cost
and results.
Support designed to
help partners get the
highest return out of
their Partner Fund
spend as possible.
MarketingCONNECT
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
Backup
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Available Services
NEW Activity Categories
Demand Generation
Event Marketing Support Product / Service Launch
Support
Direct Mail / Digital
Channel Campaigns
Market Research
Selling & Marketing Skills Online / Search
Development
Marketing
Portfolio & Technology
Training
16-Jul-15
Promotional Merchandise
Printing Services
Personnel Recruitment
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Packages (1) - DRAFT
Category
Demand Generation
Lead Gen Campaigns including Data Purchase
Type
Package
4-6 Qualified Leads
10-15 Qualified Leads
13-20 Qualified Leads
Partner Fund Cost
£5500 / €TBD
£8250 / €TBD
£9900 / €TBD
Details
Data purchase of min. of
250 call records. 1 X
Telemarketing
Consultant for 15 days.
Lead Handover.
Data purchase of min. of
350 call records. 1 X
Telemarketing
Consultant for 25 days.
Lead Handover.
Data purchase of min. of
350 call records. 1 X
Telemarketing
Consultant for 30 days.
Lead Handover.
Duration
Project Setup + 15 days
telemarketing
Project Setup + 25 days
telemarketing
Project Setup + 30 days
telemarketing
Availability
EMPAC / GER
EMPAC / GER
EMPAC / GER
All subject to signed Frame Agreement between SEN and vendor (In Progress)
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Packages (2) - DRAFT
Category
Sales & Marketing Skills
Type
Sales Effectiveness
Sales Effectiveness,
Marketing Effectiveness
Sales Effectiveness,
Marketing Effectiveness
Package
Essential Sales
Competence (WBT)
Professional Value
Based Selling (WBT)
Value Selling / Value
Messaging (1 day, Onsite)
Partner Fund Cost
£79 / €TBD
£375 / €TBD
£5950 / €TBD
Details
Single user license.
Choice of 10 modules.
E.g. Prospecting &
Qualifying, Negotiating…
Single user license.
Instructor-led workshop
for up to 6 delegates
Duration
Approx. 45mins each.
License valid 1 year.
Approx 4 hours. License
valid 45 days.
1 day
Availability
EN lang. only
EN, FR, IT, DE, ES
EN, FR, IT, DE, ES
All subject to signed Frame Agreement between SEN and vendor (In Progress)
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Packages (3) – Provided by bda
Category
Direct Mail / Digital Channel
Advertising: Online or Digital
Type
Package
Invitation
Mailer
eMailer
Partner Fund Cost
£540 / €TBD
£540 / €TBD
£540 / €TBD
Details
Choice of 2-3 standard layout templates offering partner-led branding plus
Siemens approved partner logo. Standard template will offer guidance text to
partners about copy and images they must provide.
Duration
Availability
EMEA HQ Partners
EMEA HQ Partners
EMEA HQ Partners
All subject to signed Frame Agreement between SEN and vendor (In Progress)
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Packages (4) – Provided by bda
Category
Event Marketing Support
Design / Artwork
Type
Package
3m X 3m Pop-up Banner
800mm X 2000mm Pull-up Banner
Partner Fund Cost
£540 / €TBD
£315 / €TBD
Details
Choice of 2-3 standard layout templates offering partner-led branding plus
Siemens approved partner logo. Standard template will offer guidance text to
partners about copy and images they must provide.
Duration
Availability
EMEA HQ Partners
EMEA HQ Partners
All subject to signed Frame Agreement between SEN and vendor (In Progress)
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.
MarketingCONNECT
Packages (5) – Provided by our APT
Category
Portfolio & Technology Training
Type
Learning Credit Points (APT)
Package
Learning Credit Points (APT)
Partner Fund Cost
£TBD / €50
Details
Purchase of Learning Credit Points redeemable against training courses
provided by our Academy for Professional Training (APT)
Duration
Valid for 1 year. Requires booking via myTraining account
Availability
EMPAC, GER
Availability dependent upon technical development by APT in parallel and separate exception
handling via web service calls between Birch and SoftDeCC to validate LCP orders via new Partner
Fund payment method
16-Jul-15
Global Channel Marketing & Operations
© 2012 Siemens Enterprise Communications GmbH & Co. KG.
Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG.