DRIVING YOUR ROI WITH THE NEW SAS PARTNER PROGRAM Donna Peek Director, Worldwide Partner Enablement & Operations
DRIVING YOUR ROI
DRIVING YOUR ROI I LL ANSWER THREE QUESTIONS 1. What are the changes to drive your ROI? 2. What s your investment to get ROI? 3. How can you trust SAS is committed to drive your ROI?
WHAT ARE THE CHANGES TO DRIVE YOUR ROI?
CHANGES TO DRIVE YOUR ROI YOUR CALCULATION = Opportunity Investment
Investment Opportunity CHANGES TO DRIVE YOUR ROI FACTORS THAT DRIVE YOUR ROI Market Program Financial Demand Support Reward = Ease-of- Doing- Business Enablement Relationship PartnerPath Sourced
PARTNER ADVISORS Shiva Kommareddi CoreCompete Michelle Homes Metacoda David Schwartz Accenture Richard Lower Teradata Claire McPherson Deloitte David Septoff Zencos John Leveille d-wise Greg Rogers Zencos Gregg Rohaly IBM Claire McPherson Deloitte
SAS PARTNER ENABLEMENT COUNCIL PROFESSIONAL SERVICES PRE-SALES/BIZ DEV PARTNER ENABLEMENT & OPS PARTNER MARKETING Jack May Rick Coughenour Shawn Kelly Jamie Thompson SALES & SALES TRAINING Susan Duchesneau Ron Ross TECHNICAL SUPPORT Bernard Blais Randy Neal EDUCATION & CERTIFICATION Glenn Mann Susan Farago Kathleen Guerra LEGAL/IT Cynthia Hemme Donna Peek Lisa Horwitz Rani John Britto Crystal Kloeber Nellie Scott Cindy Mann US REGIONAL PARTNERS Andy Lockhart CUSTOMER LOYALTY/RETENTION Mitzi Krellwitz EMEA/CANADA LATIN AMERICA Elie Mikhael Pat Finerty Doug McLaren RESELLERS Scott Reavis Lynn Patrick Jennifer Clayton Christina Harris Donna Strickland
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Relationship Program Support Enable- Financial Reward Ease-of- No Program ment Fees! Doing- Business PartnerPath Sourced
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward - New GTM Models - Teaming Fees - Reseller Discounts - Badging Relationship Enablement Ease-of-Doing-Business Sales engagement model Competencies Partner Demo Center New Portal! No Program Fees!
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT Market Demand Specializations Program Support Financial Reward = Relationship Enablement Ease-of-Doing-Business No Program Fees!
CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward Relationship Enablement Ease-of-Doing-Business No Program Fees!
CHANGES TO DRIVE YOUR ROI MARKET DEVELOPMENT FUNDS (MDF) MITZI KRELLWITZ, DIRECTOR, PARTNER MARKETING
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward - New GTM Models - Teaming Fees - Reseller Discounts - Badging Relationship Enablement Ease-of-Doing-Business Sales engagement model No Program Fees!
CHANGES TO DRIVE YOUR ROI SALES ENGAGEMENT PROCESS OPPORTUNITY REGISTRATION FORM (ORF) Submit Opportunity Registration Form Partner Review ORF Partner Manager Sales & PSD Review Partner Manager Execute ORF Partner Operations Communicate to Partner Partner Manager Align with Sales & PSD Improve speed and clarity Create win-win Reduce conflicts
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward - New GTM Models - Teaming Fees - Reseller Discounts - Badging Relationship Enablement Ease-of-Doing-Business Sales engagement model Competencies Partner Demo Center New Portal! No Program Fees!
CHANGES TO DRIVE YOUR ROI NEW PARTNER PORTAL! Easy Modern Relevant
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward - New GTM Models - Teaming Fees - Reseller Discounts - Badging Relationship Enablement Ease-of-Doing-Business Sales engagement model Competencies Partner Demo Center New Portal! No Program Fees!
WHAT S YOUR INVESTMENT?
WHAT S YOUR INVESTMENT? TIERED BENEFITS BASED ON YOUR LEVEL OF INVESTMENT
WHAT S YOUR INVESTMENT? TIERED REQUIREMENTS BASED ON YOUR INVESTMENT Annual Revenues >$10M FYF SAS Center of Excellence Platinum Competency Requirement Annual Revenues >$500K FYF Designated marketing resource Gold Competency Requirement Opportunity Registration Silver Competency Requirement Partner Profile
WHAT S YOUR INVESTMENT? TIERED REQUIREMENTS BASED ON YOUR INVESTMENT Annual Revenues >$10M FYF SAS Center of Excellence Platinum Competency Requirement Annual Revenues >$500K FYF Designated marketing resource Gold Competency Requirement Opportunity Registration Silver Competency Requirement Partner Profile
Investment Opportunity CHANGES TO DRIVE YOUR ROI INCREASING OPPORTUNITY, STREAMLINING INVESTMENT = Market Demand Specializations New marketing benefits Program Support MDF! Financial Reward - New GTM Models - Teaming Fees - Reseller Discounts - Badging Relationship Enablement Ease-of-Doing-Business Sales engagement model Competencies Partner Demo Center New Portal! No Program Fees!
WHAT S YOUR INVESTMENT? YOUR PRIMARY INVESTMENT IS COMPETENCY IN SAS
WHAT S YOUR INVESTMENT? YOUR PRIMARY INVESTMENT IS COMPETENCY IN SAS Competencies Credentials Specializations
WHAT S YOUR INVESTMENT? TIERED COMPETENCY REQUIREMENTS 10 credentials + EITHER 2 competency badges OR 1 competency badge and 2 specializations 4 credentials - in 4 different tracks, held by at least 2 people 1 credential - in any track, any competency category
WHAT S YOUR INVESTMENT? CLEARLY DEFINED COMPETENCY PATHS COMPETENCY TRACKS COMPETENCY CATEGORIES Sales Tech Sales SAS Programming Install & Config Post Sales Implementation Administration Analytics Data Management Visualization
WHAT S YOUR INVESTMENT? CLEARLY DEFINED COMPETENCY PATHS COMPETENCY TRACKS COMPETENCY CATEGORIES Sales Tech Sales SAS Programming Install & Config Post Sales Implementation Administration Analytics Data Management Visualization
SALES COMPETENCY PATH Product Capabilities & Value Proposition Clearly defined path Positioning Competition Certificate of Completion Streamlined investment Faster onboarding
WHAT S YOUR INVESTMENT? ARE YOU TELLING ME I VE GOT TO TAKE THESE CLASSES? Take the test!
HOW DO YOU KNOW THAT SAS IS COMMITTED?
SAS COMMITMENT SAS EXECUTIVES CHAMPIONING THE COMMITMENT
SAS COMMITMENT THIS IS JUST THE BEGINNING! TODAY JAN JUN DEC Launch! Program Renewals Global SAS Certification Week Dec 7th Deadline for meeting requirements New Credentials, More Products, New Assets
SAS COMMITMENT SCALING PARTNER PROGRAM GLOBALLY Global Streamlined Enablement + = Consistency Increased Success!
SAS COMMITMENT DELIVERING ON THE PROMISE We know you have choices and we want to make it easy for you to choose SAS!
SAS COMMITMENT AND NOW A WORD FROM OUR SPONSORS
QUESTIONS? sas.com