Partner Program Overview

Transcription

1 Partner Program Overview Utimaco TS GmbH November 2014 Utimaco TS GmbH Aachen, Germany Nov 2014 Page 1

2 Utimaco s goal is. to implement a successful and trustworthy partnership with our partners leading to excellent business results and confident customers. Utimaco TS GmbH Aachen, Germany Nov 2014 Page 2

3 Utimaco Partner Program: why? Benefits Sales increase for both parties Committed business development Guaranteed sales and service support Defined interfaces Robust long term relationship Goals Sales targets in defined markets Defined relationship and processes First class product deployment Best solution for our customers Utimaco TS GmbH Aachen, Germany Nov 2014 Page 3

4 Partner Categories and Partner Agreements Service Partner Sales Partner Service Partner Provides first class services to Utimaco s customer Certified service engineers Executes consulting and installation services Delivers after sales services to customer Service levels and prices agreed on project basis bold = Consultancy only Referral Sales Partner Recommends Utimaco LIMS in projects Consults customer concerning Utimaco LIMS Markets Utimaco LIMS in his region One-shot sales commission Utimaco holds customer relationship Reseller Active marketing of Utimaco LIMS in dedicated markets Defined sales targets Pre-sales certification Performs pre-sales independently Independent offers based on Reseller pricelist Utimaco holds customer relationship for service related business Value-Added- Reseller See Reseller, plus in addition: Service certification Performs consulting, installation and after sales services independently Partner holds customer relationship Branded Reseller OEM Partner Marketing of LIMS under own brand Independent offers based on OEMpricelist Defined sales targets Performs pre-sales and after sales (consulting, installation and after sales services) Obtain service and sales certification Partner holds customer relationship Service Partner or Consultancy Agreement Referral Agreement Partner/Reseller Agreement OEM Agreement Utimaco TS GmbH Aachen, Germany Nov 2014 Page 4

5 Utimaco s Partner Management Framework The basis for excellent partnering is Well defined process between the parties Defined interfaces Guaranteed support during pre-sales, sales and after-sales phase Open and intense communication Joint targets The result of excellent partnering is Sales increase for Partner and Utimaco Long term relationship Joint business development Reached targets Satisfied customers Utimaco TS GmbH Aachen, Germany Nov 2014 Page 5

6 Roles & Responsibilities OEM (global) Utimaco OEM price list Joint business dev. and sales strategic Synch. of release roadmap Partner Promotes Utimaco LIMs as own solution into markets Own product management Joint business development and sales strategy VAR VAR pricelist & discounts Access to product extranet 3rd level support Provides service training & certification Provides well trained service *1) personal Own marketing activities Certified service personal Direct customer relation Reseller Reseller pricelist and discount Detailed product (sales) trainings Access to sales extranet Direct customer relation only for services Provides well trained sales personal and pre-sales support Joint marketing activities Certified sales personal Committed sales targets Referral Sales Partner Pays partner x% fee on signed P.O. Provides basic product trainings Pre-sales support and access to sales tools Customer relation stays with Utimaco Provides all services to customer Best effort to promote Utimaco LIMS in Partner s markets No cooperation with other LIMS providers Lead generation *1) services = installation/integration, acceptance and 1st & 2nd level support Utimaco TS GmbH Aachen, Germany Nov 2014 Page 6

7 Project Protection LIMS Business Model Utimaco LIMS and DRS are mainly sold indirectly via partners Partners offer LIMS and DRS solutions to customers and regions as agreed in the reseller agreement Partners should offer without consultation of Utimaco on basis of the reseller agreement Partner leads are protected Utimaco doesn t share info about RfX with other partners Utimaco doesn t bid directly (except Germany) Utimaco provides similar conditions to all partners bidding on the same project Precondition: Partner informs Utimaco about offered LIMS or DRS projects. Utimaco TS GmbH Aachen, Germany Nov 2014 Page 7

8 Business development support Pre-Sales Lead qualification Tender / RfX Support Customer presentation Customer demo Demo equipment Exhibitions/Conferences Technical Interoperability Tests (IOT) Interface specification Interface development Project related tests Release roadmap & synchronization Utimaco TS GmbH Aachen, Germany Nov 2014 Page 8

9 Project- & After-Sales Support After-Sales Project management support Installation support Project related adaptations & development Handling of service request (3rd level support) Handling of customer support request Split 1st, 2nd, 3rd level support Defined reaction times Project related adaptations Clear interfaces and responsibility Regular support review meetings Utimaco TS GmbH Aachen, Germany Nov 2014 Page 9

10 Thanks for your attention! Utimaco TS GmbH Germanusstraße Aachen, Germany Phone Web info@utimaco.com Copyright 2014 Utimaco TS GmbH All trademarks are trademarks of the particular copyright holder. Specifications are subject to change without notice. Utimaco TS GmbH Aachen, Germany Nov 2014 Page 10