MARKETING OPPORTUNITIES FOR PARTNERS TO INCREASE SALES MITZI KRELLWITZ

Transcription

1 MARKETING OPPORTUNITIES FOR PARTNERS TO INCREASE SALES MITZI KRELLWITZ

2 MARKETING WITH PARTNERS AGENDA 1. State of Marketing 2. Social Media Opportunities for Partners 3. New Program Marketing Benefits 4. Future Marketing Opportunities for Partners #SASPartners

3 THE NEW B2B CUSTOMER DECISION JOURNEY of the purchase decision is complete before a customer even calls a supplier. Source: Forrester Research Inc. of the buyer s journey is now done digitally

4 B2B CUSTOMERS VIEW OF MARKETING TODAY IS OVERWHELMING CHAOS & COMPLEXITY Source: Forrester Research, Inc

5 HOW MUST MARKETING CHANGE? Top 3 Reasons Why Businesses Fail 1. Not in touch with customer needs - Too internally focused 2. No real differentiation vs. the rest of the market - Lack of unique benefits 3. Failure to communicate their value propositions in a clear, concise, compelling fashion - No consistency

6 HOW MUST MARKETING CHANGE? With the proliferation of digital, human, and social touchpoints, strategic message management is no longer a nice-to-have. It s a must-have to both ensure a consistent customer experience and align your marketing and sales efforts for maximum revenue impact.

7 CUSTOMER JOURNEY I have reviewed all options and have decided SAS and its Partners offers the best solution. I am buying the solution from SAS and its Partners. I am extremely satisfied with SAS and its Partners and want to recommend it to others. I am researching solutions, including those from SAS and its Partners. I am using the software and want SAS and its Partners to help me realize its full potential. I have identified there is a business challenge I need to solve. I am implementing the software and may need to rely on SAS and its Partners for support.

8 SAS MARKETING AN EMOTIONAL FOCUS "We have to be able to articulate interesting use cases around our software, and we have to make sure that our customers are able to connect with us. Take a step back and think beyond just feature and functionality. The winners will be those who can differentiate themselves on two fronts: 1) Making sure the problems they solve matter; and 2) Whether or not they can make an emotional connection with their customer. - Jim Davis

9 SOCIAL MEDIA OPPORTUNITIES FOR PARTNERS KIRSTEN HAMSTRA #SASPartners

10 THE BENEFITS OF SOCIAL FOR PARTNERS Brand awareness Social mindshare Hint: Every tweet retweeted by SAS is double the reach. Instantly.

11 OUR MISSION THE SAS CORPORATE SOCIAL MEDIA TEAM Create a culture where employees, customers and partners are comfortable using social media for business.

12 SILVER PARTNERS SOCIAL AND PARTNERS A Guide To Interacting With SAS on Social Main accounts to follow Opportunities for engagement Tips for optimal posts

13 GOLD PARTNERS CONTENT READY FOR YOU Social Content Support SAS will actively promote the partnership and notify when content is ready for promotion.

14 PLATINUM PARTNERS CO-PRODUCED SOCIAL CONTENT Co-production of Social Content We will work with your social team to co-produce social content. This can include: Blog posts Social graphics

15 SOCIAL TILES A NEW LOOK TO VISUAL CONTENT

16 NEW PROGRAM MARKETING BENEFITS

17 NEW FOR 2015: INITIATIVE-BASED MARKET DEVELOPMENT FUNDS (MDF) Partners

18 MDF DISTRIBUTION EXAMPLE Partner Executes Activity Partner Submits Claim Form With Proof of Performance Partner Completes Joint Business Plan Submits MDF request Partner Receives Payment SAS HQ Reviews and Approves SAS HQ Processes claim Pays Partner

19 SAS PARTNER PROGRAM ELIGIBLE MDF ACTIVITIES Demand Generation Events Articles and Blogs Thought leadership Social Media Awareness Activities Ads Lead Generation Digital Marketing Campaigns (telemarketing, , social media, etc.) Events (booths) WebEx and Webinars Enablement Training Courses PSD Shadowing Certifications

20 THE NEW PARTNERNET CURRENT CONTENT ALL THE TIME

21 MARKETING WITH PARTNERS CO-BRANDED COLLATERAL Partner s Logo, Name of Collateral And Contact 3 Simple Steps SAS Creates Co- Branded Collateral SAS s PDF to Partner Within Three Weeks

22 FUTURE MARKETING OPPORTUNITIES

23 PARTNER AWARDS PROGRAM AWARDS CATEGORIES 2016 Channel Partner of the Year Global Partner of the Year Regional Partner of the Year

24 MARKETING WITH PARTNERS FUTURE MARKETING OPPORTUNITIES Partner Advisory Council Marketing Topics Google Search Program Pilot

25 QUESTIONS??

26 sas.com