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EMEA Channel
James Anderson, Director EMEA Channel
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My remit:BUILD our channel to support accelerated
GROWTH
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Exciting Times
LANDESK Channel Value Proposition
Independent, channel focused software vendor
Established markets growing
YoY
Joint sales and marketing
planning
Award Winning & Industry Leading
Technology
Technical and Sales enablement
Compelling commercial agreements to grow
revenue
Managed and Professional
Service potential
U n i fi e dE n d p o i n t
M a n a g e m e n t
I T A s s e t M a n a g e m e n t
I T S e r v i c e M a n a g e m e n t
U S E R - C E N T E R E DS e r v i c e M a n a g e m e n t
Our Solution focus
S e c u r e C o n fi g u r a ti o n M a n a g e m e n t
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Product Innovation - Workspaces
I T E x e c u ti v e I T A n a l y s t
S e c u r i t yA d m i n i s t r a t o r A s s e t M a n a g e r
E n d U s e r
7
8
2015 (ytd) Review
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• Organisational Changes– Creating a Channel organisation with local strategy
• Program Changes– Improving Deal registration margins
– Bringing the Platinum threshold down
• Technical enablement courses– Deep Dive sessions
• Systems and Security• Service Desk
2015 Channel Summary
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A year in numbers
110%Ytd achievementagainst our Channel bookings goal3
partnersdelivering over
$1m in bookings150+partners
transacting with us across our LD and
SV business
$2,769, 274largest single deal
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• 7% Growth in Channel Bookings– vs slight decline in overall bookings
– On top of 12% growth in 2014
• Growth coming from EMEA South – 48% growth on 2014
– 2 partners over $1million
• Channel accounts for 59% of our business– Up from 50% in 2014
Channel Bookings ‘15 vs ‘14
2013 2014 2015
Bookings Q1-Q3 YoY
Channel
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• ITSM leads the way– TUM and LDSD account for 41% of new
bookings
• TUM bookings up 60% in Channel
• Services – over $1.5m– Missed opportunity for our channel
partners
Product splits ‘15 vs ‘14
Data Analytics5%
Manage-ment Suite
25%
Patch Manager
4%Profes-sional
Services13%
Secure User Man-agement
7%
Security Suite2%
Service Desk8%
Total User Manage-
ment33%
2015 split by product in Channel
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Looking Ahead
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• ITSM will continue to lead our new business discussions
• ITAM is a huge potential growth area
• UEM will grow as mobile and traditional management tools converge
• Secure Configuration Management is ever present
Evolving our Business
S e c u r eC o n fi g u r a ti o n M a n a g e m e n t
A s s e tM a n a g e m e n t
S e r v i c eM a n a g e m e n t
U n i fi e dE n d p o i n t
M a n a g e m e n t
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• Over 60% of our direct business is services– Our lead times are growing
• We need more skilled partners
• We outsourced over $1m in 2014 and will do so again in 2015
The Services Gap
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• ROI is strong– ~10x return on every $ spent
• Increase partner lead generation– More activities from our partners
– Lead by our partners
• Closer engagement with the marketing teams– Content improvements
– Drive for on-demand content
Marketing and Lead Generation
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A phased approach
P h a s e 1
B u i l d o n a p l atf o r m o f c o r e
p a r t n e r s a n d e va l u ate n e e d s
P h a s e 2
B u i l d c a p a b i l i t y a n d t o o l s , a n d s t a r t t o c h a n g e
b e h av i o u r
P h a s e 3
A c c e l e rate p e r fo r m a n c e ,
c o nti n u e t o c h a n g e a n d g r o w
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To-do list in 2016
)① Continue to reward our Partners Keep our deal registration principles
Reward technical skills
Ensure strong renewal performance
)② Expand and Enable our Channel More Partners
Improve our tools – Portal, LMS and sales and marketing content
Stronger and more relevant enablement Sales and Technical Areas of specialisation
Increase demand generation activity
)③ Move towards Channel Centric Internal work to be done
Reliant on our partners to help us fill the gaps
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The Route to market - vision
Enterpriseover 10000 nodes
Mid-Market1000-10000 nodes
SMBUp to 1000 nodes
Top/Named Accounts Enterprise lead with partner support, Hybrid
Enterprise and Partners together, Indirect
Remaining managed accounts
SMB/unmanaged accounts
Channel lead with Sales support, Indirect
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Goal:Channel growth to 70%
of our business
Thank you!
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Awards 2015
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EMEA North Marketing excellence award
Zitac Consulting
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EMEA North Service Partner of the year
Pangea Systems
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EMEA North Growth Partner of Year
MarXtar
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EMEA North Partner sales person of the year
Brian White
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EMEA Partner of Year
Softcat