RelayWare and Sony Case Study

Sony 1 Case Study

www.sony1.net

Customer Challenges

Sony Europe planned to launch a commercial channel

programme Sony1 to B2B resellers, distributors and influencers but had some challenges:

Strategy

Processes

Programs

Systems

People

Execution

www.sony1.net

RelayWare Solutions

We formed a project management team with Sony and Gyro International to develop the Sony1 Program:

1. Goals

2. Strategy

3. Brand

4. Value propositions

5. Deliverables

6. Communications

7. Measurement

8. Performance management

www.sony1.net

RelayWare Solutions

Sony 1 is now implemented on RelayWare - our

fully integrated, best-in-class solution for partner

relationship management:

1. Internal command and control system:www.channelmaster.net

2. External partner portal:www.sony1.net

3. External / internal channel incentive portal /

system:www.sonyrewards.net

www.sony1.net

Channelmaster and Sony1.net

* Channelmaster is Sonys internal name for RelayWare

www.sony1.net

RelayWare Solutions

Our solution offers a broad range of Customer

and Partner Relationship Management

functionality:

Sales Force Automation

Marketing Automation

Partner Service and Support

Sales Lead and Pipeline Management

Market Development Funds

www.sony1.net

Benefits Delivered to Sony

The Sony1 Program backed by RelayWare unifies Sonys partner value proposition, communications and internal / external systems and data: One programme

One loyalty / incentive scheme

One training curriculum and training delivery vehicle

One PRM command and control system for EMEA

One partner portal

One highly profiled partner database

One product catalogue

One communication delivery engine

Centralised content management

One management reporting mechanism

www.sony1.net

Benefits Delivered to Sony

RelayWare offers a host of benefits which improve time to market and sales and marketing ROI:

Contact management

Content management

Closed loop eMarketing

Closed loop lead and opportunity management

Closed loop MDF management

Strategic loyalty and tactical incentive campaigns

www.sony1.net

Benefits Delivered to Sony

With the Sony1 Program, we have delivered tangible impact to top and bottom line for the commercial (B2B) business:

Top Line: Sales company highlights:

UK sales up by 12%

France sales up by 35%

Spain sales up by 24%

Italy sales up by 66%

>15,000 new reseller personnel recruited to programme in the first year

Product group: SES sales up by 156%

ITE sales up by 28%

Bottom Line: Overall cost of sale reduction of 14% YoY

www.sony1.net

Benefits Delivered to Sonys Channel

www.sony1.net

Driving Traffic to Sony1.net

www.sony1.net

Sony1.net

www.sony1.net

Products at a Glance

www.sony1.net

...Product Knowledge at a Click!

Everything a

salesperson needs

to know with a click!

www.sony1.net

Profile-Driven Content

Content is

profile-driven

Self-profiling

means optimal

content delivery

www.sony1.net

Sony1.net See What You Want to See

Personalised

banner

advertising

Personalised

Hot News

Personalised

Scrolling Product

Features

We know who

you are!

Personalised

New Content

Personalised

RSS News

Feeds

Personalised

Sales Incentives

www.sony1.net

Integrated Multi-Media Training

Personalised

Training

Curriculum

www.sony1.net

Joint Marketing

Build / manage

your own

campaigns

or customisea Sony

campaign

www.sony1.net

Campaign Builder

Choose the

template

Import your logo

andcontact details

Click here

and Sony do the

rest

www.sony1.net

Business Support Tools

www.sony1.net

Customer Endorsement

Sony1 has been a great success but it could not exist without Channelmaster * and our portal has

set a new benchmark for partner interaction

across the Sony corporation.

Sian Smith, General Manager, Sony EMEA Commercial Marketing

Sony Europe

* Channelmaster is Sonys internal name for RelayWare

www.sony1.net

Analyst Endorsement

Our research shows that:

Overall, Sony 1 is viewed very positively by the channel and rated one of the best programs in the EMEA region

It a significant step forward in unifying Sony for the channelIt is seen as a valuable sales and marketing resourceIt has one of the best portals in the industryIt is becoming the resellers preferred Sony web siteProduct information is considered very importantQuality of delivery for this is very high

In summary - Great news and a lot to be proud of !

Canalys, Independent Study Carried Out Summer 2006

www.sony1.net

Channel Endorsement

It is much better than before. We feel closer to Sony now, before we didnt have much contact at all

Its easy to use and everything is in one place

Its a reminder that Sony really is a viable alternative and it provides

a wealth of information for pre-

sales

More communication with Sony: its 100% better than before

It has made me more aware of what the Sony brand can do for

our company

Probably the best vendor site I use

Sony 1 has exceeded our expectations; we have not been disappointed by it

Sony 1 is great and Rewards really works