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In Asia there are two distinct types of
Partnerships.
The first is a Business Intelligence Partner.
This style of partner can only sell CorVu’s business
Intelligence and does not have the business knowledge or capacity to sell
CorStrategy products. This applies to the majority of exiting partners who
traditionally have used CorVu solutions as an add-on, are down the cheaper
end of the market, or have businesses that do not sell based on Management
concepts and or at the “C” levels of organisations.
These organisations are still very important to CorVu as they have the capacity
to generate shorter-term revenue and can consume little CorVu resources
once brought up to speed with training and certification.
I would envisage these partners being Resellers, ICAP or Co-operative
Marketing Partners. I would not envisage these partners being Distributors under our normal
definitions.
These Partners will be required to hand over leads and activities of Strategy
sales to CorStrategy style Partners who may decide to include them in the
sale if appropriate.
The second is a CorStrategy Partner. This style of partner has the
capacity to sell Strategic concepts and the CorStrategy suite of products.
They are more likely to be a consulting style operation and have the
capacity to sell, or engage with others and sell to the “C” level in
organisations.
I would envisage they have a much higher commitment to CorVu, internally and
certification wise and are able to generate much higher licence revenue
for CorVu as well as significant services revenue for themselves. 95% of
current partners cannot perform this function and possibly will not be
able to do this in the future. This is due to their business focus and the
nature of the current resourcing they have available.
These organisations are very important as they provide the large sales capacity
to CorVu where there is no direct sales presence and will be able to
capture long-term market share for CorVu. These partners can also be
Centres of Excellence, Distributors and Area Distributors.
The interaction of partners is very important for the long-term success of our
partnership program. We have discovered this already in Asia where skills
sets can often be utilised across countries to gain market share. EG. Our
Partner in China has SAP skills that are going to be utilised in a Taiwan
Sale. The Taiwan Partner has customers in China that require local
support. They already have reached a very good working arrangement to
ensure they get the best offering for the customer.
It is also important for partners to be able to extend their reach via other
styles of partners. This aspect is quite important in Asia, as sales
networks are quite extensive given the varying relationships with
Customers. For Example Resellers must be able to have Co-OP Marketing
Partners in most cases. In these cases control will be exercised on who is able to demonstrate the
solutions, certification rules must be well understood and pricing
structures clearly defined.
A centre of Excellence will in reality also play the roles of Area and
Country Distributor, as there is no need to multiple tiers in the same
country.It is planned for reasons of “perception of exclusivity” (contracts do not allow for
exclusivity) that there is never more than one Distributor per country. In Asia there will be a higher number of Distributors longer term,
as there are many countries that like to provide “localised Support as
demanded by end use customers”. However the strategy is to set up 1-2
resellers first and see if they are capable of turning into Distributors
longer term.
There remains a transition period where Reseller, ICAP and Co-op Marketing
Partners may report direct to CorVu for convenience. This could last for
an extended time depending on the appointment of suitable Distributors. It
may also evolve that a Centre of Excellence performs a more regional role,
e.g. ASEAN dependant on sales capability and capacity.
Specific Roles
A Centre of Excellence is a partner that has equivalent capabilities as
CorVu in the Market Place. They are able to:
Comply with CorVu’s Prepayment scheme
Implement CorVu Solutions
- Have CorStrategy Certified Consultants
- Have CorBusiness Certified Consultants
- Have a CorStrategy Certified Instructor
- May also have a separate CorBusiness Certified Instructor
A Strong sales operation following CorVu methodologies
Are capable of designing and constructing RapidApps
Follow CorVu’s internal policies and procedures
Are capable of providing Certified resource to other geographically located
partners
For marketing reasons these Centres will be able to promote themselves as
Centres Of Excellence. This is important for example in South Asia where
Local Support and Certification issues are key differentiators in winning
business.
Geographically we have planned for only four such centres to be created, North, South and
China with one spare for geographical changes over time.
Planned Revenue return to CorVu – USD$1.0+m per Centre
An area distributor has the rights to distribute software to its network of
Country Distributors, Resellers and CMP’s down the chain.
They are able to:
Comply with CorVu’s Prepayment scheme
Implement CorVu Solutions
- Have CorBusiness Certified Consultants
- May have CorStrategy Certified Consultants
- Have a CorBusiness Certified Instructor
- May have a CorStrategy Certified Instructor
This operation is mainly sales oriented and calls on either CorVu and or a
Centre of Excellence for professional services as required. Marketing
efforts are key to the Distributor and are monitored for activates
ensuring sufficient actions are taken to retain status and margins.
Currently we do not have this position in place and will be introduced where a
country becomes very strong in a geographical area.
For marketing reasons these Centres will be able to promote themselves as Area
Distributors. As they have certified instructors as well as consultants they can project a level of
certainty of implementation with CorVu’s backing.
Planned Revenue return to CorVu – USD$0.5m- 1.0m per Centre
A Distributor has the rights to distribute the software direct to its
clients or via its network of resellers and CMP’s down the chain.
They are able to:
Comply with CorVu’s Prepayment scheme
Implement CorVu Solutions
- Have CorBusiness Certified Consultants
- May have CorStrategy Certified Consultants
- May have a CorBusiness Certified Instructor
- May have a CorStrategy Certified Instructor
This is the current level of Distributors. Existing Distributors must now add
Certified Instructors to the operation to be able to keep the Distributorship.
This operation is mainly sales oriented and calls on either CorVu and or a
Centre of Excellence for professional services as required.
Marketing efforts are key to the Distributor and are monitored for activates
ensuring sufficient actions are taken to retain status and margins.
For marketing reasons these Centres will be able to promote themselves as
Distributors.As they have certified instructors as well as consultants they can project a level of
certainty of implementation with CorVu’s backing.
Planned Revenue return to CorVu – USD$0.5m – 1.0m per Centrep
Current resellers will now be reassessed during 2003 for potential returns.
This operation is mainly sales oriented and calls on either CorVu, a Centre of
Excellence or in some cases a Distributor for professional services as
required.
Introduction Course for BI to be included in Partner Kit. Other training is chargeable.
They are able to:
- Have trained Consultants
- May have a CorBusiness Certified Consultant
- A Strong Sales operation following CorVu methodologies
They have their own marketing efforts but also rely on activities generated by
a Distributor for market penetration.
For marketing reasons these Centres will be able to promote themselves as a
Reseller.Depending on the level of certification they can perform some basic Business Intelligence
implementations, services but are unable to perform and CorStrategy
implementations.
Planned Revenue return to CorVu – USD$0.05m – 0.25M depending on direct or via Distributor
This is a special Partner Status for those who wish to embed CorVu technology
(CorBusiness predominantly) into their base applications. In this instance
CorVu is automatically included in the offering and the sales model and
revenue recognition differs because of this.
CMP’s have a role in promoting CorVu in introductions and referrals in the
market place. They retain a small commission of finders fee, however they
do not engage in implementation or professional services. Introduction
Course for BI to be included in Partner Kit. Other training is chargeable.
Existing partners with less than USD$50K return during 2003 to CorVu may be offered
this partnership arrangement only.
Please contact the Asia Channel Manager for
information about the certification requirement.
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