Business Intelligence & Marketing Services to build and develop your IT Channel in Europe. By Julien Lampidis UK sales Consultant, compu. Base Last update Jan. 2007
compu. Base? § § § § Created in 1989 European HQ Paris, France 35 persons from 10 different countries 10 outsourced call centres EMEA coverage: 20 countries 12 languages used 120. 000 profiles Services oriented compu. Base 2007 compu. Base Presentation 2
Our Business Transforming information into value • Analysis • And Marketing • Data & Information • Organisation gathering and processing compu. Base 2007 compu. Base Presentation 3
We transform information into value Data collection Organisation ü compu. Base Activity index Valorisation ü Technical skill index vertical speciality • Data ü Knowledge of offer Services, product • Access solutions ü Contacts Profiling • Business Intelligence ü Company Profiling üDatabase management matching, merging… compu. Base 2007 compu. Base Presentation 4
One Universe: ICT industry One Expertise: Channel Partners We cover the 4 Worlds of ICT industry… • Consumer Electronics • Office equipment …Complete partner population • Vendors • Distributors • Resale • Integrators • Manufactu • Services • Chain • Shops rers • Broadliners • Telecoms network • Hosting • Group • Training • ISV • Resellers • Software • IT • VAD • Assemblers House • Managed services compu. Base 2007 • Retail compu. Base Presentation • Mass Market • Vars • Managed • e-tailer Services Resellers 5
The challenges l Indirect channel follows life cycles. N° of partners Nombre de revendeurs 5000 1000 500 Optimisation des canaux Optimisation • • • Plusieurs canaux New distribution channel • Plusieurs grossistes Many distributors Optimisation des canaux • Rachat d’un concurrent • • Optimisation Acquisition • Un grossistes First distributors 250 50 • Nombreux partenaires Many Key partners • Quelques key partners Some partenaires clefs Temps Time compu. Base 2007 compu. Base Presentation 6
Solutions for Indirect Channel developments We provide solutions to develop effectively and efficiently your indirect channel within Europe (EMEA or Local). l Your channel BI needs “Vendors” who enter a market need to go fast, in order to find the right partners, but also build up and secure the basis for a long term growth with their indirect partners. N° of partners 50000 Optimisation • • 5000 50 5 • New distribution channel • Many distributors • • • Acquisition Optimisation First distributors • Many Key partners • Some key partners Time compu. Base 2007 compu. Base Presentation 7
The strategic issues We provide specific solutions for vendors who already have a channel (Local or EMEA). l Your channel BI needs The vendors who have reached these cycles need BI solutions on their channel N° of partners 50000 Optimisation • • 5000 50 5 • New distribution channel • Many distributors • • • Acquisition Optimisation First distributors • Many Key partners • Some key partners Time compu. Base 2007 compu. Base Presentation 8
The database The content compu. Base 2007 compu. Base Presentation 9
The Data The largest ICT partner database in Europe l 120 000 companies profiled in Europe All in the ICT industry Resale: 61 000 companies IT Services & Integration: 84 000 companies ISV: 28 000 companies Manufacturers: 8900 companies 226 000 contact names 60 % with direct email address 20 countries covered today for Channel: A, B, CH, CZ, D, DK, E, H, F, FIN, I, IRL, L, N, NL, S, P, PL, UK, RU. Ø Countries to come in 2007 SLO, SVO, RSA, Maghreb…. Ø Ø Ø Ø l 5 500 distributors in EMEA Ø 60 countries compu. Base 2007 compu. Base Presentation 10
Content by type of information Companies information Id compubase (unique per record) / Country Code: indicates the country / Name of the group the company is attached to / Country group key: For subsidiaries indicates # record of the main establishment of the company in the country, or indicates for Franchise the head of franchise / Main language of the company /Company name / Extension of company name / Short company name / Part of Address before street / Street with number / Part of address after street like business area / Further information concerning the address / Post code / City / Name of the county UK or state USA / Code of the county or state / Post box / Post code of the post box if different of post code of the city (not useful except for CH and B) / City of the post box if different of city in the company address (not useful except for CH and B) / Local phone number / Local fax number / Address Web site / Email company / Official National id for the company / Type of establishment / Number of companies in group / Number of employees in the company / Number of employees in the country / Number of sales people in the company Number of tech people in the company Last known revenue / Year of last known revenue / Source of last know revenue / Expected turnover for current exercise but still not official / Official turnover for last finished exercise ( N = current year minus 1) / Turnover for exercise N-1 / Turnover for exercise N-2 / Turnover for exercise N-3 / Turnover for exercise N-4 / Percentage of revenue at export /Currency used for the turnover fields / Year of creation of the company (in real and not the database) / Legal status of the company / NACE code / Dun's number / Indicates the selling area (local, regional, national, international) / For store granted to IT products in m² Where is the worldwide HQ / Activity text / Detailed activity Product information (Software Publisher) Products catalogue / Product detail Contact Information Ctc id code / company attachment / Position label / Family name of the contact / First name of the contact / Title of the contact / Academic and other titles / Direct phone number of the contact /Direct fax number of the contact / Mobil phone number of the contact / Contact email / Indicates code of position of the contact Other important business information Module information Company information module: legal status + cpy register nb. + year of establishment + nb. sites + group name + sales zone + buying methods + client types + situation of WW HQ Technical skills and targeted markets module: System skills module: applications, systems, development environments, language used. Hardware systems module: Types and brand names of systems sold, PC, server, workstation, light client. Hardware telecommunication module: Types and brand names of telecom / network resold products (modems, boards, hub, switch, router, SAD, PABX, network admin. software, network OS, firewall, e-mailing…. ) Peripherals and office automation module: Types and brand names of resold products (printers, scanners, monitors, plotters, storage, back-up; video projector, digital camera, RAM, other peripherals) Software module: Types and brand names of resold software (management software - ERP, CRM, CAD, Office automation, game software) Services module: Types of resold services and operator telecom partners Mobility module: Type and brand for PDA, Laptop, mobile Phone, wifi Home Numeric: Large screen, Numeric camera and video, Wifi, DVD and Home Cinema, Sounds systems (mp 3 readers, hifi…) (delivery mid 2004) Suppliers and Accreditation module: distributors, agreements, telecom provider Information on company revenues, % and revenue by activity, by product family, by client target, by market, by distribution model, by OS platforms. Volume of PC, Printer, Servers sold compu. Base 2007 compu. Base Presentation 11
Content by activity Manufacturer Software publisher Publisher of software for a specific activity Publisher of software for a specific process of companies Software solutions integrator (developed by third parties) IT services, Software development (hosting, maintenance, training, bespoke software development. . ) Telecom services (Telecom operator, ISP. . . ) Telecom & network infrastructure integrator IT infrastructure integrator Consulting Reselling to individuals Reselling to enterprises (hardware, software & services & assemblers) Wholesaler (resale of IT products to resellers) Large Assembling company Other ICT connected activities 35733 3675 2590 2089 4588 14016 19822 4956 155 3456 117 624 Total compu. Base 2007 7197 5417 5983 4193 2215 compu. Base Presentation 12
European Partner database : The content Austria Belgium Switzerland Germany Spain Portugal France UK Ireland Luxembourg Netherlands Italy Denmark Finland Norway Sweden Poland Russia Czech Republic Hungaria (New) 1308 2963 2187 19993 7714 1218 23364 15891 1062 89 5055 9542 2436 2926 1805 4271 4410 4300 1511 1500 compu. Base objective: 85 % of business / 65 % of location compu. Base 2007 compu. Base Presentation 13
Distributor Database EMEA: Content Europe and Middle East & Africa Distributors (New) compu. Base 2007 compu. Base Presentation 5500 14
Data Value Chain • Direct Marketing • Business Intelligence • CRM and Client Asset Management Prospect Regular client Client Business Lead opportunity Value Company profiled Targeted contact The closer the data is from the sale Targeted add. higher is its value. Address compu. Base Presentation 15
Data Value Chain • Direct Marketing • Business Intelligence • CRM and Client Asset Management compu. Base Prospect Regular client Client Business Lead opportunity Value Company profiled 18 years of collaboration with Targeted contact vendors have helped us build Targeted add. a large scope of Services and Solutions. Ready now to boost Address your channel Strategy Data Services compu. Base Presentation Solutions 16
Our Offer • Business Intelligence • Direct Marketing Data • One use • Contact Credits • Multiple uses Services • • • Data Cleansing Channel Mapping Channel Ranking Channel Scoring Ad hoc Survey • CRM and Client Asset Management Solutions • Online access to data § Data Export § Link with your data / profile § Link with your CRM • Web Services § e-directory, Partner Locator • Datawharehouse § Point Of Sale consolidation (Sell Out distributor report management) compu. Base 2007 compu. Base Presentation 17
Data to Business Intelligence compu. Base 2007 compu. Base Presentation 18
On line tools § § § compu. Base 2007 The main tool to use compubase data is the compubase online solution. Web based interface This tool is an ideal solution when you want to Find a company profile Count targets with 250 criteria available Export files for marketing operation Export data for analysis or data integration Share information between users located in different places Available in 5 languages 4 types of license available Try it at http: //www. compubaseonline. compu. Base Presentation 19
Access to 120. 000 ICT partners profiles in one clic! l Find a company Ø 120, 000 ICT profiles Ø Smart Search System Ø Search by § § § § compu. Base 2007 compu. Base Presentation § Company name Group name Phone Fax National ID Contact name Product name Email … 20
Detailed profile Company full address Business information Main and sub activities Revenue background For ISV Full Product’s calalogue catalogue Company demographics Contacts with email and direct tel compu. Base 2007 Revenue split by activity, product, OS… Technical skills, vertical market adressed… compu. Base Presentation Resale: Brands and type Resale: Product’s type of product for 25 diferent and brands for 25 different categories 21
Select the best partners for your market! l Counts & target Ø 250 criteria Ø All information are criteria of selection n n n n Activity Product / Brand Revenue / Size Geographical Vertical market Technical Skills Platforms … Ø Instant counts Ø Instant export Ø Instant statistics compu. Base 2007 compu. Base Presentation 22
Get Intelligence for your Channel Strategy or CRM l Exports Ø Delivered into your email box in 5 min Ø Excel files § Export Marketing files. § Export Data files for analysis. Ø Export relationnal databases for your CRM. compu. Base 2007 compu. Base Presentation 23
Our clients in EMEA (extract) compu. Base 2007 compu. Base Presentation 24
Скачать презентацию Business Intelligence Marketing Services to build and
1de1c9aa7e8b83f3710dec858875a1bb.ppt