Welcome to compu. Base UK compu. Base Partner Day !
The Data The largest ICT partner database in Europe • 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. • Countries to come in 2007 SLO, SVO, RSA, Maghreb…. • 5 500 distributors in EMEA • 60 countries compu. Base 2007 compu. Base Presentation 6
Vendors Marketing partners and compu. Base
Why the Vendors needs Marketing Partners? • A vendor is successful if: § He is business focused. § He can quickly react and is adaptable to market changes. § He can measure ROI. • Marketing Partners provide them: § Adaptable and reactive teams. § Strong Know-How in Marketing / Channel / CRM. § Lines of budget instead of permanent costs. § Transversal experiences and best practices. compu. Base 2003 8
And compu. Base needs partners too. • Why? § To have the local / and the client understanding. § To integrate our solutions. • What is our goal? Create a European IT & Telecoms Channel Marketing eco-system With: § A network of strong IT Channel experienced agencies. § compu. Base as the favourite data provider of channel data. § compu. Base as a provider of “ready to integrate solutions” that the marketing partner will integrate in its own services. compu. Base 2003 9
Our marketing partners compu. Base works with 90 agencies in UK, France, Germany, USA… § Different types of agencies: § List Brokers § mailing & telemarketing files § IT Communication & Media Agencies § mailing marketing files § Mass Marketing operation § Specialised IT marketing agencies: § Files for partner recruitment § Lead generation § Analysis § Market Research Companies (Consulting) § Analysis, Statistics § Activity segmentation § Market studies compu. Base has a dedicated team to support them. compu. Base 2003 10
compu. Base is just a part of the solution together we are the solution • compu. Base data • compu. Base provides rough data • Data • compu. Base Advanced Services • Agency D • compu. Base provides brick of services • Agency A • Agency B • Agency C • The client: IT Vendors Marketing compu. Base 2003 Communication IT - CRM • Tools • Context • Sensitive • Services • Agencies integrates compubase services with its own expertise to deliver the client. Indirect sales 11
Data Offers Data offers: Built to be adapted from an emerging company to a well established leader. Web based system Updates included One shot mailing Rent No No Data purchase No No Data & Web Yes Many Data to built Data to Many mailings on or enrich feed the on the same differents the Partner CRM targets database systems ● Offers compu. Base 2007 Telemarketing operation ● ● ● ● 12
Our Range of Products The one use targeted file Rental : Addresses/fax/email • Company name • 1 contact (chosen position) • Full address or Fax number or e-mail address Benefits: • Adapted for punctual mass marketing operations • Can easily reach a large number of companies compu. Base 2007 13
Our Range of Products Direct Marketing on a specific target Basic Module • • • Company name Address Contact name (chosen position) Job title Telephone number Complementary module available Benefits: • Can be integrated into your clients' database • Unlimited access of data • Solution tailored for both telemarketing and mailing campaigns compu. Base 2007 14
Our Range of Products Multi-Channel Direct Marketing Advanced Module • • • Company name Address Phone number Fax number Company e-mail • • • Website Contact name Job title Personalised e-mail Complementary modules available Benefits • Depth of information adapted to your clients’ needs • Import data in your clients’ database compu. Base 2007 15
Our Range of Products Recruit new partners & enhance the knowledge of your clients’ channel Full Profile: Pro Solution • Marketing Information (Company name, address, telephone…) • Activity (Main activity, freetext, list of detailed activities) • Modules (TO & number of employees, Company information, Telecommunication Hardware & software…) • Options… Available in 3 Formulas (Data Only, Web Credit, Data & Web) Benefits: • Up to Date Marketing & Sales information • Import the data in your clients’ database • Information available online compu. Base 2007 16
Our Range of Products Analysis on your clients’ channel Full Profile: Expert solution Same as Profile plus: • Vendor’s Accreditation & distributor used as a provider. • Split of revenue in % and turn over by: OS platform Activity Client’s type Product’s range Sale methods Direct / Indirect Available in 3 Formulas (Data Only, Web Credit, Data & Web) Benefits: • Online export of: Ø Files for your clients’ direct marketing campaign Ø Data for integration and analysis compu. Base 2007 • Complete profile of a company • Accurate and up-to-date information • Import data in your clients’ database 17
Discounts for agencies compu. Base Services Data + Subscription compu. Base 2003 Agency Discount 15 % 25 % on 1 st data purchase 18
Range of Services § Channel Mapping: Studying the strengths and weaknesses of vendor’s distribution network by comparing it to competitors’ networks or with potential targets. § Channel Ranking: Find the revenue for a product category for each reseller selling this category of product. Used collected data & models. § Channel Scoring: After a Ranking, benchmark the revenue with your own sales, find vendor’s Share Of Wallet. Using Mapping results create score cards. compu. Base 2007 Part 2 – IT Channel Services 19
Channel Mapping
Channel Mapping Q&A - I Why vendors need it? • To understand their position against the targeted market or competition. What it is? How it is delivered? • A report of 60 pages comparing the brand’s position against the targeted market and 6 direct competitors. What type of vendors need it? • Vendors having a large and complex indirect channel Who buy it? • Country or EMEA Marketing Managers. How long to get the report? • 6 weeks. compu. Base 2003 21
Channel Mapping Q&A - II What benefits a vendor gets from a Channel Mapping? • He will know where are the weak points and strengths of its network. • Vs Market • Vs competition • Vendors may reduce full profiles data purchase focusing on top partners. From client perspective what benefits an agency gets selling Channel Mapping • It will underline the problems to solve. • It will justify with figures the new channel marketing programs • ROI will be measurable. • It will put the agency in the centre of marketing strategy. compu. Base 2003 22
Channel Mapping Q&A - III What an agency has to do? • Sell the idea to the client • Select with compu. Base the main dataset and competitors to study. What compu. Base does? • Run the analysis and generate a 60 pages report. • As a report in Word format, where the agency will add its own analysis and comments. Or • As a printed report ready to be delivered to the client. compu. Base 2003 23
Channel Mapping Q&A - IV How much does it cost? • Between 20 K€ to 25 K€ by product / country depending on market size (volume of partner in the dataset). Agencies discount? • 15 % if compubase delivers a ready to go report. • 40 % if you add your own analysis to the reports. compu. Base 2003 24
Channel Ranking & Scoring
Channel Ranking Q&A - I Why vendors need it? • To find who are the top partner in revenue for its category of product. What it is? How it is delivered? • An Excel report will all companies reselling the vendor’s product with various strategic information such as: • Partner Business model • Partners total revenue • Partner revenue with the product in % • Partner revenue with the product in turn over… compu. Base 2003 26
Channel Ranking Q&A - II What type of vendors need it? • All vendors having an one tier / two tier business model. Who buy it? • Country or EMEA Indirect Sales Managers. How long to get the report? • 6 week What benefits a vendor gets from a Channel Mapping? • He will know who are the partner to recruit. • Focusing on top partners will save 75 % of its energy (ressource & time) to achieve the same results. compu. Base 2003 27
Channel Ranking Q&A - III What compu. Base does? • Run the analysis and generate the excel report. How compu. Base does it? • We work with existing data and models. • Models are elaborated thanks to the 100 000 partner profile database. Why the delay is 6 weeks? • After analysis compu. Base run a quality insurance program to check by telephone the results for top 100 companies. compu. Base 2003 28
Channel Scoring Q&A - IV What is the Channel Scoring • It is a complement to the ranking where we will find the SOW (Share Of Wallet) per partner. • Prerequisites: • The vendors has this information (from distributor reports) • We match compubase records vs. vendors records. What are the vendor benefits? • He will get not only the top resellers but what to do with each reseller. • Using Channel Mapping information, and vendors priorities we will create Score cards per resellers. compu. Base 2003 29
Channel Ranking Q&A - V How much does it cost? • For Ranking between 18. 5 € to 22. 5 K€ by product / country depending on market size (volume of partner in the dataset). • For Ranking and Scoring between 20 € to 25 K€ by product / country depending on market size (volume of partner in the dataset). How much does the agency get? • 25 % discount compu. Base 2003 30
Scoring Deliverable • Scoring The data shown do not represent real figures or client case compu. Base 2003 31
How compu. Base helps you to do more business!
Marketing cooperation Europe & MEA ICT Distribution Guide • Promotes your company to top manager vendors • Is sent to 500 Top EMEA Channel & Marketing Managers. www. compubase. net • Promote your company and know how into compu. Base website. compu. Base 2003 33
Marketing cooperation Add to your website a counting system at your colors! • Add a “white box” compu. Base counting system to your website. • Brand it to your name. • Help your client to do their targeting. And receive leads directly into your email box! • • compu. Base 2003 Receive the lead from IT vendors. And the target they want! 34
Questions / Answers Thanks for your attention! compu. Base 2003 35
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