Professional Documents
Culture Documents
Hosted by Adrian Davis, CEO, Whetstone Inc.: SIIA Channels Webinars
Hosted by Adrian Davis, CEO, Whetstone Inc.: SIIA Channels Webinars
Hosted by Adrian Davis, CEO, Whetstone Inc.: SIIA Channels Webinars
http://bit.ly/siiachannels
Content Nomination Deadline:
Sept 30, 2009
Software & Education Nomination Deadline:
Oct 16, 2009
www.siia.net/codies
*For more information contact Lisa Mitchell-Brooks,
lmitchell@siia.net
Keynotes:
Lars Dalgaard
CEO, SuccessFactors
Zach Nelson
President and Chief Executive Officer,
NetSuite, Inc.
http://www.siia.net/ondemand
SIIA Channels Webinar Host
Adrian Davis
President & CEO
Whetstone Inc.
161 Bay Street
Suite 2700
Toronto, Ontario M5J 2S1
P: 416-410-1456
W: www.whetstoneinc.ca
E: adavis@whetstoneinc.ca
Skype: adrian.davis1
SAAS
CLOUD
WEB
SERVICES
DATABASES
ON-PREMISE
The Channel Dilemma
I’ve Got a Great Product and Good
Company……
• Free developer
SDK
• Build your own
connector
• Self-service on-
boarding
• Connect to
100’s of Apps
and 1000’s of
potential clients
Executive
Sales
Operational
Buyer/Product
Post
• Partner
High Acquisition
Rev/ Low Margin • High Rev/ High Margin
• Not As Scalable • Very Scalable
• High Services/Support • Low Services/Support
Volume to Company
Boomi Inc.Terminate/referral
GTM: Confidential only GTM: marketing or support only
Revenue Quadrant
• Rock Star Partner 1
• Keep some early stage companies that have the right mix/potential
• Embrace the 80/20 rule - focus on making the top 20% of your
partners ultra-successful
Boomi, Inc.
West Coast Office
473 Jackson St. 3rd Floor
San Francisco, CA 94111
100
90
Yet, there are
periods of call
80
volume downtime 70
when on-phone 60
staff is idle. 50
0
10 0
12 0
0
11 0
1: 0
:0
:3
:3
00
00
:0
30
30
00
00
00
30
30
00
00
30
30
30
00
:0
:3
30
00
00
30
10
11
4:
7:
9:
5:
8:
9:
3:
3:
4:
5:
6:
6:
7:
8:
9:
12
1:
2:
2:
Knowlagent Call Center Talent Management
100
90
Yet, there are
periods of call
80
volume downtime 70
when on-phone 60
Training Coaching
staff is idle. 50
0
10 0
12 0
0
11 0
1: 0
:0
:3
:3
00
00
:0
30
30
00
00
00
30
30
00
00
30
30
30
00
:0
:3
30
00
00
30
10
11
4:
7:
9:
5:
8:
9:
3:
3:
4:
5:
6:
6:
7:
8:
9:
12
1:
2:
2:
Staying on The Channel Sales Force’s Radar
Magnify the partner’s differentiators
Integration, reporting
Increases frequency of inclusion