Mumbai Partner Summit Engineered for Growth

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1 Mumbai Partner Summit Engineered for Growth November 2014 Jeff Abbott SVP, Global Alliances, Channels and Demand Generation

2 Thank You!

3 Your Global Team Jeff Abbott SVP, Global Alliances, Channels and Demand Generation Rick Butgereit VP, Global Partner Operations Gerard Frey VP, Infor Partner Network Programs Lynn Sauder VP, Global Alliances

4 Your Local Team Chee Leong APAC Channel Field Operation Simon Toh APAC Channel Field Operation Allan Lam APAC Partner Enablement Doug Kang APAC Alliances

5 Today s topics IPN Evolution FY14 Highlights FY15 Faster Together

6 Support Partners Provide support on Infor s behalf Channel Partners Resell to and support customers for specific regions or products Product Partners Provide specialized solutions offered directly through Infor Alliance Partners Integrate solutions and strategically advise Services Partners Augment or extend services offered by ICS

7 Infor Partner Network Timeline Foundation Single Contract Rules of Engagement Segmentation Training & Certification MDF Program Solution Partners Complementary Partners Alliances Partners Public Sector Channel Partners Healthcare Partners HCM Partners Services Partner Program Master Partner Program Micro-vertical Product Program Infor Digital Edge Content Syndication Global Implementation Accelerator Program Infor Digital Edge Channel Mailer Executive Visit Center Industry and Selection Consultants More focus on Maintenance Renewals Demand Generation Enhancements Value Engineering Lite Improved partner enablement Partner Specialization

8 9% Net New License Growth 25% Infor s License Revenue $47 Million Influence Revenue

9 Average Revenue Per Partner FY 14 $241K FY 13 $228K FY 11 $130K FY 12 $190K Average Partner Deal Size FY 14 $22k FY k FY 11 $14k FY k

10 Infor Partner Community Alliances Alliance SIs as of FY13 Alliance SIs Added in FY14 F France Sanchez, Gary

11 Today s topics IPN Evolution FY14 Highlights FY15 Faster Together

12 Enablement (Sales) Value Engineering Lite What is it? Tools and training to increase alignment with Infor sales methodology and realize more success in all Infor sales cycles. Partner Benefits More strategic way of doing discovery Reduce the demo overload/demo prep time Make demos shorter and more impactful Enhance your position and credibility as industry knowledge selling Highlights Discovery templates for 16 solutions and Industries Benefits calculators Benchmarking services One day of in-classroom training and coaching VE mentor access post-training to foster adoption Available now

13 Enablement (Sales) Value Engineering Lite Infor.com/services/education Register for a class in your region IPNBenchmarking@infor.com Request a benchmark assessment IPNVESupport@infor.com Request support on an engagement Nov 6th Value Engineering Informational Webinar Recording Link will be sent to partners Mumbai 10/14 Bangalore 10/16 Dubai 11/4 Singapore 11/24 Sydney 11/26 Tokyo/Shanghai Q3/TBD

14 Demand Generation Micro-vertical Specialization What is it? Program that allows partners to showcase their unique strengths and capabilities with Infor solutions in specific micro-vertical industries Partner Benefits Enables and recognizes a your capability to deliver superior value Sets your company apart from competitors Increased market visibility Highlights Nominated by customer references Approved partner logo plus specialization tagline(s) Preferential lead distribution Specialization highlighted on Infor Partner Finder Co-marketing activities with Infor micro-vertical campaigns Ability to access through mobile app Timing: Q3 Questions? Michael.carrillo@infor.com

15 Demand Generation IPN Marketing Resource Center What is it? An easy to use portal that allows partners to access and download existing Infor marketing campaigns and assets. Partner Benefits Market faster by leveraging existing Infor assets and campaigns Market more effectively by using proven marketing tools Spend less time on creating and more time executing Highlights Access to download syndicated campaign materials and assets categorized by: Geo Industry Solution Ability to co-brand Infor collateral and s Ability to access through mobile app Timing: Q3 Questions:

16 Industrial Manufacturing Growth campaign overview Engage Nurture Convert Series Campaign description/focus Finding and managing new opportunities. The growth conversation covers a number of sub topics, including: Re-shoring/right shoring Niche markets/emerging markets Visibility in extended supply chain/global markets (content from SCM) Global footprint Target audience CEO, CFO, COO Key industries/sic codes All Industrial Manufacturing SIC codes Download list

17 Sales cycle engagement Engage Nurture Convert Potential prospects not in the buying cycle Thought-leadership focused content. Intended to get a contact hooked into the buying cycle by identifying a pain point they have and offering them a solution Every 2-3 weeks Prospects who have shown some interest a hand raise Continued thought leadership engagement including whitepapers solutions briefs, ROI calculators, customer video s etc. Every 3-4 weeks Prospects who have identified a need for one of our solutions Very early in the buyers cycle Including product specific brochures, Infor specific white papers, case studies, etc. Every 5 weeks

18 Demand Generation Start Demo IPN Partner Finder Enhancements What is it? Enhanced search, language and navigation capabilities Partner Benefits Market faster by leveraging existing Infor assets and campaigns Market more effectively by using proven marketing tools Spend less time on creating and more time executing Highlights Advanced search capabilities Expanded language availability Chinese French German Japanese Portuguese Spanish Phase 2 Specialization and video Timing: Available now

19 Partner Finder: Over 6000 view a month! Check out the Infor's Partner Finder today. Not on partner finder today? Request your Infor partner finder profile Need your profile updated? Contact: Mandee Harrington Or Leigh Lebow

20 Demand Generation Content Syndication What is it? A platform that allows partners to syndicate Infor web content by Area of Interest and Product via a Infor showcase page, embedded via a single line of code. Partner Benefits Keep Infor content fresh and current Easily promote and extend Infor brand Easily and cost-effectively maintain Infor content on website Highlights Generate your embedding code in under five minutes Maintenance free Content updates are managed by Infor, you won t need to allocate resources to keep Infor web content up to date Portal available in local languages Timing English: Available now Additional languages: Q3 Questions? Leigh.lebow@inforl.com

21 Content Syndication Visit our Content Syndication Portal

22 Infor CRM/Saleslogix update Integration in-progress Rules of engagement, lead referrals, segmentation and lead distribution guidelines Mid-October Ability to sell Infor CRM - existing IPN partners will be able to add Infor CRM to their IPN agreement Early November Questions? Rick.butgereit@infor.com

23 Today s topics IPN Evolution FY14 Highlights FY15 Faster Together

24 Introducing Infor CloudSuite Academy

25 Introducing Infor CloudSuite Channel Partner Program Infor CloudSuite Industrial Infor CloudSuite Business perfect for small and midsize accounts looking for a full ERP solution for manufacturers perfect for small and midsize accounts looking for a back-office solution for services industries

26 Infor CloudSuite Compensation One of the most competitive cloud channel partner compensation models in the industry Level Year 1 ACV Subscription Rate Year 2 ACV Subscription Rate Gold 45% 12% Silver 40% 10% Associate 35% 8% Partner commission rates for year 1 of CouldStuite contract Partner commission rates for year 2 and beyond of CloudSuite contract PLUS! For Gold-level partners who achieve their minimum sales targets an 8% accelerator or 53% of 1 st year of CloudSuite contract

27 Infor CloudSuite Infor vs. NetSuite s compensation model Example--$100 sale Infor s Partner Program is more competitive than Netsuite! We put more cash in our partner s pockets up front

28 Infor CloudSuite Who does what? Who Market Demo Sell Solution Provisioning Set-up/ Configure Data Migration Implement Integration & Reporting Change Management Customer Training Support Renewals Account Mgt. IPN Channel Partner Infor

29 Infor CloudSuite How can Channel Partners make money? Who Market Demo Sell Provision Set-up/ Configure Data Migration Implement Integration & Reporting Change Management Customer Training Support Renewals Account Mgt. IPN Partner Infor Infor CloudSuite puts IPN channel partners in a position to grow their business through leading every customer to realize tremendous value and an excellent cloud solution experience

30 Infor CloudSuite Where can Channel Partners sell? Includes user interface (UI) and documentation in local language and regulatory localizations CloudSuite Business and CloudSuite Industrial launch countries in Spring 2015 North America Latin America EMEA Asia-Pacific United States Brazil UK China Canada Mexico Ireland Hong Kong Chile France Japan Argentina Ecuador Columbia Venezuela Italy Germany (in early 2015) UAE (English only) Kenya (English only) India Singapore Australia Thailand Nigeria (English only) Philippines South Africa (English only)

31 Infor CloudSuite How do I get started? Introducing your personal cloud transformation service Infor CloudSuite Academy 1. Building a Cloud Business Learn business practices for building a profitable and scalable Infor CloudSuite practice Practice Operations Demand Generation 2. CloudSuite Solution Training Hands-on solution training on how to position, demo, sell and implement CloudSuite Business and CloudSuite Industrial Support Implementation Academy Sales Presales 3. Certification Get Infor CloudSuite certified and get selling!

32 CloudSuite Academy What is it? Hands-on, practical training to help you to jump start your Infor CloudSuite business Partner Benefits Shorten time to revenue Enhance your position and credibility as Infor Cloud expert Increase competitive differentiation Highlights Role-based CloudSuite solution training for sales, pre-sales and implementation roles Business best practices for building a Cloud practice for partner business owners, management and practice managers Blended learning format using live training, virtual and self-paced training Infor Cloud mentor access posttraining Launching January 2015

33 Infor CloudSuite Timeline Nov 14 Dec 14 Jan Roles & Responsibilities Finalize compensation Announce CloudSuite Academy Build CloudSuite Academy content Open registration for CloudSuite Academy Launch CloudSuite Academy: North America Europe/Africa Middle-East Asia Pacific Improved partner enablement and CloudSuite Academy Masters program Partner Specialization in the Cloud Enhanced demand generation tools

34 Your Action Visit this link to see how your organization can take full advantage of these Enablement and Demand Generation Tools. Infor Partner Network Contact us: for any questions about any of these updates or information about existing programs, please send an to: