Transcript GFI MockPresentation

GFI Global Partner Program
Jim Semersky
Director of Channel Sales
Why team with GFI?
 Growth
 Profitability
 Market Leadership
 Unparalleled Support
 A Win-Win Partnership
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GFI will invest more to top contributing Partners that are committed to
deliver business results
Program Objectives
 Growth
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Our goal is to significantly grow in the SMB space
Recent price reductions have generated increased leads
Our focus will be on new license sales
 Coverage
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120,000 Networks Managed
39 Million Seats installed
Our partners provide the coverage to scale
 Retained margin
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New license sales are rewarded with increased margins
Deal Registration improves partner loyalty with increase margins on
GFI’s higher MSRP products.
 Reward Investment
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Tiered VAR program rewards partner commitment with tiered margins
Corporate Overview
 Founded 1992
 Over 200 employees worldwide
 Offices in the US, UK, Malta, Australia, Hong Kong and Germany
 Over 200,000 customer installations worldwide
 Global network of Partners
 Product portfolio designed and priced for the SMB market
 Numerous industry awards
Global Partner Program Framework
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Account Management
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Partner Margins
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Deal Registration
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Product Training and Certification
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Partner Marketing and Sales Tools
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Partner Program Support
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Lead Generation and Qualification
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Try GFI!
GFI Global Partner Program Account Management
 All Partners have a dedicated Channel Account Manager
 Primary Role is New Business Development
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Quarterly Business Reviews
Market Development Programs
Product and pricing updates
Training for Partner Sales and Technical resources
Lead Generation and Management
Assistance with non-standard orders
GFI Global Partner Program Margins
 Tiered Margins dependent on GFI
Partner level
 Margins are determined by Partner
revenue contribution
 Margins are calculated semi
annually
 Partner Margins range from 25% 35% on New License Sales
GFI Global Partner Program Deal Registration
 Available to all Value Added Resellers
 Focused on New License and New maintenance sales
 Maintenance Renewals do not qualify
 10% additional margin to partners
 Opportunity must be >$2,500
 Opportunity must close within 90 days of registration
GFI Global Partner Program Product Training and
Certification
 Available to GFI Partners Worldwide
 Web based training Module on all products
 Partner certification established and tracked by GFI
 Courses typically take 60 minutes to complete
 GFI Leads are only provided to Partners who are certified in specific
products
 Certificates of completion available for all students completing
courseware
GFI Global Partner Program Marketing and Sales Tools
 Available to all Partners Worldwide
 Password protected Reseller Area
 Contents include
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Product Pricing
Product Specific Literature with the ability to co-brand
White Papers
Case Studies
Reference Accounts
Press Releases
Recorded Partner Webinars
Live product demo calendar and registration
Support Phone numbers
And more!
GFI Global Partner Program Partner Support (1/2)
 Available to all Partners Worldwide
 Provided at no cost to Partners
 30 day product evaluation available for customer download/evaluation
 NFR software available to Partners for use and customer support
 Partner technical support available via phone and email
GFI Global Partner Program Partner Support (2/2)
 Partner “Hotline” available for onsite questions
 Live Product demo’s available for Partners and their customers to
assist with pre-sales questions
 Recorded product demo’s available for customer and Partner
reference
 Channel Account Managers can facilitate customized webinars for
Partners and their customer base upon request.
GFI Global Partner Program Lead Generation and
Qualification (1/2)
 TRY GFI!!!!
 Partner driven lead generation process
 Maintains lead and opportunity ID for Partner ownership
 Leads are owned and managed by the GFI Partner
 If qualifications are met, leads can be registered by Partner
GFI Global Partner Program Lead Generation and
Qualification (2/2)
 No cost to the GFI Partner
 TRY GFI becomes the Partner “call to action” on all campaigns
 Partner Channel Account Managers can assist in construction
 TRY GFI will be a requirement for “Find a Reseller” on the GFI
Website
 Provides Partners will higher quality leads and solidifies ownership
Questions?
 Jim Semersky
 [email protected]