About Channel Services Group 2010

CHANNEL SERVICES GROUP

Channel Services Group (CSG), the leader in channel partner marketing and sales solutions, delivers innovative indirect channel

sales strategies for technology based companies.

CSG’s highly agile OPENLINE services and BLUEROADS SaaS software suite empowers enterprises and their indirect selling partners

to gain channel efficiency, performance and predictability directly resulting in increased sales revenue.

ABOUT CSG

Leading Companies Select CSG

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Channel Business Process Review and Design Channel Program Planning,

Design Channel Best Practices and Methodologies

Channel

Sales

Channel Enablement

Channel Development

Partner

Retention

Lead Management

Deal Registration

Lead ReferralUniversal Deal Registration

Shark Tank™

Solutions and Services Overview

Solutions and Services Overview

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• Bullet

• Bullet

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Channel Business

Process Review

and

Design Channel

Program Planning,

Design Channel

Best Practices

and Methodologies

Channel Development

Channel Enablement

Channel Sales

Partner Retention

Lead Management

Deal Registration Management

Lead Referral Management

OPENLINE Services OverviewImproving Performance Across the Channel Lifecycle

• New Reseller Recruitment• Competency Recruitment• Competitive Recruitment• Partner On-Boarding• Enroll & Renew

• Incentive Validation• Marketing Research• Renewal Processing• Performance Surveys• Retain, Reward or Weed• Partner Satisfaction

• Train, Enable & Execute• Go To Market Campaigns• Adoption & On-Boarding Online

Profile Completion• Training Recruitment• Event Recruitment• Event Reminders

• Lead Nurturing• Lead Distribution• Lead Management• Account Development• Sales Lead Qualification• Opportunity Closure Analysis

Blend of onshore and offshore expert call center agents based in

the US and Makati, Philippines

• Onshore program management

• Consolidated reporting

• Onshore quality assurance

• Mentor program and training

• Low turnover

• Educated workforce

• Reduced costs extend the reach of your budget

• You pick the blend

CSG’s Blended Solution

BLUEROADS Solution Overview

BLUEROADS maximizes channel sales revenues for mediumand large corporations with complex mission critical channels through

Partner Opportunity Management (POM) programsand modules that are designed to:

Shorten sales cycles

Increase opportunities

Maximize closing margins

Increase win rates

• Ease of use for vendor and partner• Sophisticated lead and opportunity matching• All deal, lead and partner data “actionable”• Easy to model complex processes• Fully internationalized

Driving Revenue & Business Alignment

RenewalCross-Sell/

Up-SellOpportunity

Win/LossOpportunity Management

OpportunityCreation

SalesQualification

RoutingMarketing

QualificationLead

NurturingLead

Acquisition

RetentionCycle

OpportunityCycle

Lead Cycle

SalesSystems

REFERALS

1

LEADS

2

MarketingSystems

OPPORTUNITIES

3

REVENUE

PARTNER RELATIONSHIP MANAGEMENT

CHANNEL ANALYTICS AND PERFORMANCE EVALUATION

• Designed specifically for indirect selling organizations – not

an SFA derivative

• Easy to model complex channel organizations

• Easy to create, modify and EOL complex rules, programs

and business processes

• Easy to use for both vendor and partner

• Leverages all object data for intelligent matching, eligibilities

and alignment

• Built in channel best practice business processes

Key Differentiators

SURFACE OPPORTUNITIES FROM BROAD PARTNER BASE

REVENUE

REVIEW & MATCHING APPROVAL

Email alerts

Dashboard review/approval

Multiple submitters

Full submitter visibility and audit

Named Accounts

Duplicate Checks:

• Account

• Opportunity

• Lead

Lead ReferralProgram ParameterCheck

INCENTIVEREFERRED LEAD CHARACTERISTICS

Company: Ford

Contact: Jim Smith

Division: Fleet Leasing

Co. Size: Enterprise

Industry: Automotive

Region: Midwest

Product Interest: 2200XL

Lead Source: Independent Consultant

DEALS

Incentive in any “currency”

Incentive @ any stage of Lead/Sales Cycle

LEADS

MarketingSystems

Surface more opportunities

Influencer Lead Referral

• No other packaged Lead Referral application available

on the market

• Automatic account, lead and opportunity matching

• Full closed-loop process from submit to routing to

tracking to closed

• Submitter lead status audit capability

• Extremely flexible and configurable compensation

Influencer Lead Referral Differentiators

Closed Loop Lead Management

• Bullets

• Bullets

• Bullets

LEAD CHARACTERISTICS

Company: Ford

Contact: Jim Smith

Division: Fleet Leasing

Co. Size: Enterprise

Industry: Automotive

Region: Midwest

Product Interest: 2200XL

Lead Source: Exec Conf

REVIEW & MATCHING ROUTING DELIVERY

Named Accounts

Duplicate Checks:

• Account

• Opportunity

• Lead

Exception processingPrevious sales success

Lead validity

Qualification

Region

Company size focus

Productauthorization

industry focus

Program level achievement

Pre-existing relationships

Co-Marketing campaign?

Pull

Shark Tank

Assign

PushDistribute

DEALS

REFFERALS ENSURE MARKETING INVESTMENT CONVERTS TO REVENUE

MarketingSystems

Accelerate sales cycles

IncreaseClose Rates

REVENUE

Single

Multiple• Parallel• Serial

Automatic

Guidance

Time Based

Line item

REDUCE CHANNEL CONFLICT AND INCREASE PIPE

MATCHING

PA

RT

NE

R E

LIG

IBIL

ITY

Sales Guidance Product/Campaign Tips Alerts

Audit trail

Opportunity updates/ closed-loop feedback

Named Accounts

Duplicate Checks:

• Account

• Opportunity

• Leads

Program ParameterCheck

OPPORTUNITY CHARACTERISTICS

Company: Ford

Contact: Jim Smith

Division: Fleet Leasing

Co. Size: Enterprise

Industry: Automotive

Region: Midwest

Deal size: Units/Revenue

Product Interest: 2200XL500G

Partner Level: Silver

Sales Systems

REVENUE

LEADSREFFERALS

SELLING

Maximize closing margins

$ $$Improve

cross-sell and up-sell

Multi-Dimensional Deal Registration

APPROVALS

• Ease of use for vendor and partner

• Sophisticated lead and opportunity matching

• All deal, lead and partner data “actionable”

• Easy to model complex processes

• Guided selling and Up-sell / Cross-sell

• Fully internationalized

BLUEROADS Differentiators

Channel Services Group 5000 148th Ave. NE Redmond, WA 98052

888.763.7079

www.csgchannels.com

Contact

Joby Pearson, VP Sales [email protected]

Jason Hardy-Smith, Vice President Product Marketing [email protected]

Stacey Schuneman, Director Business Development [email protected]