ALLIANCES HALF YEARLY

REVIEW

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Be in the top three partners of choice for
products and services.
 DECODING MISSION TOP THREE

STRUCTURE CADANCE NEW LEADS DELIVERY

› CRM › Annual Plan › Marketing led › Project

› Partner Portal › QBR Initiatives Planning &
› OEM + Follow-up
› Disti Mapping › Practice
Practice led › Delivery
› Certifications Review
leads certification
› DR › Regional
› Rain Makers › Procurement
› Rebates Review
› RFP Cases Connect
› Regional
› Delivery
Interlock
Connect
TOP OEMS FOR REVIEW
CISCO

DELL

HPE

FORTINET

VMWARE

IBM

TRENDMICRO

ACER
 OEM Failure Area
OEM REGIONAL REPETETIVE
FUNDS OEM STRUCTURE
BUY IN MODELS
CADENCE

› CMS IT is a Market › Currently OEM › Not built Use Cases › OEMs unable to
challenger hence marketing funds on with OEMs that understand our lack of
OEM Regional don’t hold. position CMS IT in a bandwidth for run rate
know us. business-critical niche deals and annuity
for the customer. creation.
› For inside sales
› Even after interlock resource funding or
and DR they ditch in online conferences › Not built templatized › High OEM regional
early engagements need to build pitch. approach towards team expectations vs
solutioning. low regional
involvement from them.
TOP CHALLENGES

VERY LESS CROSS SELL OR UPSELL

LACK OF RUN RATE BUSINESS

NO CERTIFIED IMPLEMENTATION RESOURCES

LACK OF CERTIFIED PRESALES RESOURCES – CISCO, SECURITY – SERVER, DLP, CLOUD

NO PROACTIVE ENGAGEMENT + PRE RFP LOCKING

LACK OF MAPPING OF CUSTOMER’S POLITICAL LANDSCAPE

EASE OF DOING BUSINESS NOT THERE

Thank You