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North American Channel Strategy Operating Model Change
May 2015
2 © APICS Confidential and Proprietary
Why Is This Change Happening
Objective: Build a North America channel to market that meets the needs of end-customers and the companies in which they work Brings APICS to more supply chain professionals
and companies, fulfill unmet market potential Recognizes, encourages channel partner market
success Provides purchasing flexibility to the end-customers
buying APICS products and services Simplifies and globally standardizes business
(channel) models
3 © APICS Confidential and Proprietary
Development of Structure Recommendations/Expected ImpactImplement a tiered channel structure based on behavioral and financial performance:
– Expected Impact: Tier structure will incentivize high performing chapters to do more and motivate underperforming chapters to improve.
Implement new channels:. Training organizations or consulting firms.
– Expected Impact: New channel partners will expand coverage, give companies alternative ways to buy and provide (healthy) competition in the marketplace.
Allow APICS qualified instructors to affiliate with multiple channels
– Expected Impact: Instructors affiliating with multiple channels increases access and allows all channels to use APICS qualified instructors to deliver training.
4 © APICS Confidential and Proprietary
NA Channel: Why Change and What is Changing
Current APICS
Chapters
LLCs & Consulting
Firms
Premier Channel Partner
Channel Partner
Premier NFP Channel Partner
NFP Channel Partner
NFP Network Partner
• Premier price discounts
• Membership sales commission
• Price discounts• Membership
sales commission
• Premier price discounts• Membership rebates• Sales assistance (DBDM)
• Price discounts• Membership rebates• Sales assistance (DBDM)
• No price discounts• Membership
rebates• Sales assistance
(DBDM)
Qualified Instructo
rs
Channel Partner
Organization (For Profits)
Local Channel Partners
(Chapters)
Focused on engaging through
members
Focused on sales & delivery
If we can improve access to
APICS products and
services
Then we will better serve the needs of more supply
chain professionals
And we will be better at
achieving our APICS vision and mission
Chapters are, and will continue to be, an important channel. However to grow the pie, we must add additional channels to allow end-customers to purchase our products and services.
5 © APICS Confidential and Proprietary
Implementation Plan DevelopmentOct 2014 – Jun 2015
Operating Model DevelopmentJul – Oct 2014
Strategy Formulation
Jan – July 2014Situation Analysis
Oct – Dec 2013
APICS Strategic Plan Approach & Current Project Status
Economic & Financial Modeling - Ongoing
Oct-Dec 2013 October 2014
Detailed Q1/Q2 2015
DesignOctober/November
DevelopNovember
ExecuteJanuary –June 2015 and
beyond
CommunicateNovember/December
Implementation Plan Development
Today
6 © APICS Confidential and Proprietary
Implementation Team Formed and Supportive
Deliverables: “Heat map” for chapter
placement in tiers completed
Communications and feedback with Chapters conducted
Change Plan and Launch Schedule completed
Change Management training conducted for Implementation team
• Continue communications• Continue resistance
mitigation• Continue to transfer
ownership to District Managers and Chapters
• Start recruiting for-profit channel partners
Team Role
Abe Eshkenazi APICS CEO and project Sponsor
Jason Wheeler Past BOD/Master Instructor
Karen Schiebout District Manager/Chair of DMC
Mark Christensen District Manager
Stacy Gigger District Manager
Jesus Campos District Manager
Steve Rudnicki District Manager
Dave Jankowski District Manager
Joost Vles District Manager
Humphrey Vernaus District Manager
Keith Johnson District Manager
Erica Dickson Board of Directors/Chapter Member
Leann Goettel APICS Staff (District Channel Manager)
Joan Wallner APICS Staff (District Channel Manager)
Tawana Collins APICS Staff (District Channel Manager)
Jim Pavletich APICS Staff (Membership EVP)
Derinda Ehrlich APICS Staff (Channel EVP )/Master Instructor
Henri Wingfield APICS Staff (Channel Services Director)
7 © APICS Confidential and Proprietary
2015 Chapter Status Results
*Note: The Heat Map above may contain chapters that have closed or are slated to close.
8 © APICS Confidential and Proprietary
2015 Chapter Status Results by District
District Premier Partners
Channel Partners
Network Partners
Total Chapter
Canadian 2 11 13Great Lakes 4 14 2 20Heartland 1 15 4 20Mid Atlantic 3 21 3 27Northeast* 25 1 26
Pacific Western* 2 10 5 17Southeast 3 27 8 38
Southwest 3 12 15
Terra Grande 5 16 3 24
Total 23 151 26 200
*Note: Chapters that closed or are slated to close have been removed from above table summary.
9 © APICS Confidential and Proprietary
Frequently Asked Questions
What Is Expected of Chapters Designated PremierAffirm Acceptance of Premier Designation
Provide a Forecast for Financial Performance
Maintain Channel Partners StandardsConfirm APICS provided Financial Data
10 © APICS Confidential and Proprietary
Frequently Asked Questions
How does a Local Channel Partner (LCP) Achieve Premier? Financial and Behavioral Performance
evaluated on an Annual basis. Chapter and APICS Establish Targets Performance reviewed against targets Targets reviewed against actual activity Status change/decision reported
Being Premier is a calculation, not a judgement. The amount of reporting is not anticipated to be a burden.
11 © APICS Confidential and Proprietary
Frequently Asked Questions
What Services Do Networking Chapters provide
• Membership Services
• Networking Services
• Can sell classes, opportunistically.
12 © APICS Confidential and Proprietary
Brainshark Presentations
Five brief recorded presentations detailing program available on CBOX - http://www.apics.org/sites/cbox/corporate/from-apics-corporate
North American Channel Strategy
• Initial change introduction
• Second communication with more details
• Rollout timing
• Frequently Asked Questions
• Communication #5
13 © APICS Confidential and Proprietary
Next StepsContinue to focus on objective: Bring APICS to more supply chain professionals and the companies that employ them.
North American Chapters Further deploy 3-level structure to NA Local Channel Partners (Chapters) Continue roll-out with implementation team District Managers engage in level setting dialogue with chapters Milestones/Timeline
• Roll-out status changes and expectations/benefits through 2015• Communicate 2016 product price changes Q2-2015• Implement new pricing (all chapters premier) Jan 2016• Implement new 3 level pricing July 2016
Channel Partner (for-profit) Organizations (CPO) Proactively recruit partners per strategic criteria Milestones/Timeline
• Target CPO candidates Q2-2015• Recruit new Channel Partner Organizations Q3/Q4-2015 and
beyond
Thank You
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