CAPTURE RESIDUAL REVENUE STREAMSWITH WEB SERVICES PARTNER PROGRAMS

SEO * WEB MARKETING * ECOMMERCE

Doug GaylorVice President, End User SalesCrexendo Business Solutions

BUSINESS OUTREACH HAS CHANGED

Something to Think About!

• The Internet just turned “40”• First Web Page 1991 – Almost 20 Years of Technology Development• The average person each month:

• Visits 59 domains• Views 1,050 pages averaging 45 seconds for each page• Spends about 25 hours a month searching the web• Each surfing session lasts approximately 51 minutes

• 17,000 website domains a day are being added to the internet• Google CEO Eric Schmidt called the internet a “Cesspool” of information related to the quality of content and amount of useless information

Becoming The “Trusted Advisor” For Your Clients

Businesses Have Downsized, Economized, and Felt The Pressures of the Economy

Every Business Has a Website, But Most Don’t Benefit From It

Web Marketing Services Are a Hot Topic For Every Business to Help Them Grow

You Have the Relationships With Your Clients to Introduce These Services as the “Trusted Advisor”

EVALUATION CHECKLIST

Web Services Portfolio Web Services Revenue Perspective Partner Program Levels - Margin Opportunity Resource Requirements Best Practices Proposal Process Crexendo’s Approach

WEB SERVICES PORTFOLIO

SEO Tools for driving lead generation, market reach, and traffic to

websites Lead Generation Platforms

Web platform configured to drive quality of prospecting and profiling traffic

Ecommerce Platforms Web platforms that include robust shopping carts, product

management, customer database, inventory management, and promotional tools such as social networking, integration to ERP, etc

Social Networking Social platforms or social networking services provide tools for

managing customer interactions Web Marketing

Search Engine Marketing tools and services are advanced optimization offers that focus on improving “performance” to increase “conversion” of traffic to buyers

INCREASECLIENTS

WEB TRAFFIC

CHANGECLIENT

ACQUISITIONPROCESSES

REVENUE OPPORTUNITY - SEO

SEO SERVICES INCLUDE: Organic Optimization Paid Search Optimization Link Building Site Consultation/Analytics Conversion Rate Optimization Hosted Plan for Maintenance

Sales Transactions (Single/Bundled Solution) Small Business ($2500-$25,000+) Midsize Business ($5000-$50,000+) Enterprise ($10,000-$100K+)

INCREASEVISIBILITY

AUTOMATECLIENTSALES

PROCESSES

REVENUE OPPORTUNITY – WEB PLATFORMSWEB PLATFORM SOFTWARE & HOSTING: SaaS Software for LeadGen Websites SaaS Software for Ecommerce Websites Monthly Web Hosting Service Professional Services – program/design

Sales Transactions (Single/Bundled Solution) Small Business ($5,000 - $25,000) Midsize Business ($10,000-$75,000+) Enterprise ($15,000-$100K+)

ENGAGEAND

INTERACT

REVENUE OPPORTUNITY – WEB PLATFORMSSOCIAL SOFTWARE & HOSTING: Blog and Microblog Community linking/positioning SaaS or platform offers Planning, development tools, analytics & hosting Professional Services – program/design

Sales Transactions (Single/Bundled Solution) Small Business (Setup plus) ($2500-5000 per month) Midsize Business (Setup plus) ($5000-$8000 per

month+) Enterprise (Setup plus) ($10,000-20,000 per month)

A Quick Internet Primer

“I Didn’t Know What I Didn’t Know”

PROGRAM LEVELS – MARGIN/COMMISSION

ReferralCommission

5-12% per sale

AffiliateCommission

2%-10% per sale

REFERRAL/AFFILIATE

Sales Commission

10-15% per sale

Plus, Residual Income0-20%

PARTNER LEVEL ADVANCED

PARTNER LEVEL

Sales Commission

15-25% per sale

Plus, Residual Income10-25%

REFERRAL PROGRAMS

Reseller’s Commitment is to generate leads for web services and receive commission for sales that close

In this model, the provider manages the web services sales process, closing, and on-going support

Reseller is paid commission for active recruitment of web services

Requires less commitment of resources, but allows resellers to test the waters to determine interest in higher levels of partnership

Typically pays ongoing commissions for additional sales closed within a 12 month period

PARTNER PROGRAMS

Program Levels – Vary by Provider Sales commissions vary from 10%-15%, and may have

incentive spiffs Business opportunity is to capture the revenue splits on

web services, hosting, one-time charges, and training. Splits range from 15%-25%

Some programs allow resellers to gain splits on the monthly hosting, while others do not, other limit the splits after the term of the initial agreement

Support plans should be cautiously reviewed for terms and conditions, as some programs do not provide high levels of partner interaction

Learn if you are dealing directly with a provider or a third party and clarify how the relationship works

PROVIDER OPTIONS – All In One Vs. A La Carte

SaaS Providers Web Hosting Ecommerce Web Marketing Services

Hardware Providers ECommerce

Independent Marketing Providers SEO Services Companies Marketing Firms

Carriers Social Networking Services Hosted Ecommerce and Web Services

COMMITMENT – EXPECTATIONS VARY BY LEVELS AND PROVIDERS Leverage Your Sales and Support Processes Willingness to engage your customer base Commitment to train your sales and support

teams Agreement to Host Quarterly Live/Seminars and

schedule weekly webinars Designate a sales expert, support expert, and

project coordination resource Provide content development resource (in-

house/outsourced) (Consider using co-op) Ensure your website is performing (credibility)

and commit small investment if needed

COMMITMENT – BEST PRACTICES

Build own lead generation through SEO, SEM and Ecommerce

Dedicate a team to web and content development, and inbound marketing initiatives, leveraging co-op

Commit to monthly online promotional tactics with aggressive outreach and focus on progressively seeding the sales pipeline using email, webinars, online campaigns, landing pages, SEO and social networking

Offer referral programs to customers Invest in education, promotion and tactics to keep

customers connected to their business actions Transition traditional marketing spend to online

spend

PROPOSAL PROCESS

Understand the proposal process and what tools are available to you for each service.

What’s the process for each service? Does the provider help you in the provisioning process? Does the provider assist you in the demo and closing

process? How long does it take to schedule the various levels of

the proposal process and then, the time to installation? What requirements are needed to be provided by the

customer to engage each web service? How does the provider share expectations?

How involved are you with your customer in the process?

CREXENDO’S APPROACH

We work with your existing customers as the “Trusted Advisor” to help them understand their website’s potential

We run the sales process from the initial discovery review to the sales and implementation process

After the Initial Discovery, we engage the Referral Agent only if needed or requested by the agent or client

We Propose, Demo, and Position the Solutions! We sell it, you and your clients benefit!! Every one of your customers has a website, and most

need our services!

CREXENDO’S PROGRAMS

Crexendo Has Two Primary Programs: Referral Agent Program VAR Reseller Program

Referral Program pays Lead Referral Commissions up to 15% for sales made

VAR Program pays Commissions up to 25% plus an additional 20% on monthly ongoing charges

25% Discount on Any Web Marketing Services Purchased by Partners

CONCLUSION

Web Services/Interactive Services is estimated for $55B in growth from 2009-2014 (Forrester)

Web Services will continue to expand with the growth of mobile devices in the same period

Digital media disruption coupled with a weakened economy are key drivers of the massive transition of marketing spend

Web services are low-risk to implement allow resellers to make a transition in adding residual revenue opportunities

Incremental add-on revenue and residual income goals are attainable with little risk, but require focus and attention for success

Referral programs allow resellers and service provider to test the waters in their customer base, and graduate to higher returns when ready or comfortable to expand commitments

What Are You Waiting For??

Crexendo Is The Right Partner For You!!

THANK YOU

Doug GaylorVP, End User Salesdgaylor@crexendo.com

Free Web Analysiswww.crexendo.com

See Us At Booth 614

Bob DiGangiVP, Reseller Channelsbdigangi@crexendo.com

Crexendo Referral Programhttp://www.crexendo.com/referral-program.html