渠道合作伙伴规划PPT培训课件.pptVIP

Capabilities = Your Capabilities + Partner’s Capabilities CNET Training and Consulting 2010年杭州萧山房地产市场专题研究报告品管七大手法讲义教程桥梁工程识图讲义桥梁组成与结构课件确定性推理讲义 Partner Planning 合作伙伴规划 Beijing Jan 2003 CNET Training Consulting 概述 Summary Define your reasons for working with your partners. 确认选择合作伙伴的理由 Define now you will measure the success of the partnership. 合作伙伴关系是否成功的量化 Define your expectations of your partner. 确定你对合作伙伴的期望值 Identify the joint initiatives that will help you and your partner drive incremental revenues. 找到能够帮助你和合作伙伴营收共同持续增长的动因 Apply a consistent set of tools Processes for planning. 应用一种协调的方法(包括工具和过程)来做计划 Build a plan to go to market with your partner. 建立一个你和合作伙伴切入市场的计划 Evaluate your current relationship with your partner to determine of it meets your mutual goals. 评估你和合作伙伴目前的关系来确定它是否双赢 Objectives目标 Partnering Model / CSFs of Partnering 合作模式与关键的合作成功因素 Discovering what is possible发掘所有可能的机会 Vision长远目标 Intimacy紧密合作 Impact效果 Closeness，sharing and Mutual trust 紧密合作，经验共享，相互信任 Adding Genuine value and Productivity 增加真正的价值并提高生产率 Hi-Tech Product Adoption Life Cycle产品生命周期与合作伙伴的关系 Revenue业务量 Sold Product Sold Product Shift From Sold To Bought Product Mass Merchants 批发 初期市场 Intro 市场接受期 Adoption 成长期 Growth 成熟期 Maturity Time时期 Direct Sell (HTS) 直销 VARs/SIs 集成 Broad Distribution 分销 Bought Product E-commerce 电子商务 New product新产品 Service low服务体系未成型 Branding low品牌影响力弱 Install base low By Case Branding 品牌 Install base Mkt share 市场份额 Finance prepare 财务准备 Accelerated selling 加速销售 Logistic 后勤 Recruitment 征募 Acquisition 获取 Margin 利润 Channel and Alliance Management Process渠道与联盟管理进程 Channel Alliances Mgm’t Process渠道与联盟管理进程 2.Application Development应用与发展 3.SIs系统集成 4.Distribution分销 5.Installation安装 6.Operational Support 运作支持 7.Operational Services 运作服务 Channel Selling Cycle渠道销售循环 1 BiZ. Consulting 咨询 view 意见，观点 strategy 战略 Method 方法 Case study Gap 案例分析 Go