2019 partnership program starter kit
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This document provides information for new partners of PRESTO Kaizen Alliance, an IT service provider and business consulting firm. It outlines different partnership levels (Bronze, Silver, Gold, Platinum) that provide various marketing, sales, technical support. It discusses PRESTO Digital Enterprise, a business intelligence tool integrated with continuous improvement reporting. Partners can become certified resellers and earn commissions on sales. Frequently asked questions are also addressed regarding support, exclusivity, customization opportunities, and costs.
2019 partnership program starter kit
- 2. The PRESTO Kaizen Alliance Welcome We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
- 3. We are the producers of PRESTO Digital Enterprise, a one-stop-shop set of “best of breed” Business Intelligence tools fully integrated into one fun and easy-to-use product Used by consultants together with their clients, PRESTO offers continuous improvement and performance enhancement reporting based on the core principles of operational excellence and Lean Six Sigma. PRESTO is an optimal product for companies looking to support continuous improvement via a 360° visibility and governance into key performance indicators while installing a company-wide sense of urgency, sense of accountability, and sense of purpose Complementing our product, we will become your IT partner offering you the required training and coaching services you will need to allow you to expand your Digital Transformation service offering bringing many new forms of IT-support services to your clients What we offer consultants: What we offer new consultants: We have been there and done that and are happy to help you do the same launching your new business using our network, our support archive, social media and our go-to-market approach Our PRESTO Kaizen Alliance is a rapidly-growing global group of boutique consulting companies with rich levels of experience and expertise who partner with us to become more ‘tech-savvy’. Joining the Kaizen Alliance you will have the opportunity to network, share best practices and hear lessons learnt from our digital transformation experiences in the field We have a rich library of marketing material to get your name out there and the support media to coach you into becoming PRESTO product champions and digital transformation change agents. We look forward to accompanying you on this wonderful journey
- 4. OPPORTUNITY is everywhere ! Financial services & legal Entertainment, media & publishing Retail Manufacturing Utilities & Telecom Energy & chemicals Life science & healthcare Software & hi-tech Business Process Management • Customer support • Finance & accounting • Transaction management • Tax preparation • Web design • Computer programming • Data entry • Healthcare administration • Procurement services • Human resource administration • Billing & payments • Distribution logistics Knowledge & Legal Process Management • Equity & market research • Research & development • Creative services • Engineering • Due diligence • Administration • Draft preparation • Privacy controls Shop floor management The PRESTO market opportunity
- 5. The PRESTO footprint User (client) Kaizen Alliance Partner
- 6. Let's make this work! From the consultant • Proactive promotional approach • Dedication & commitment • Active branding & market presence • Optimum customer service & support to clients • Quality feedback for product enhancement opportunities From TOPP TI SALES SUPPORT Joint sales calls, presentations, demos, training, quick quote tools, competitive positioning, messaging, and more MARKETING SUPPORT Quick-start guide, digital collateral, market information, newsletter, webinars, etc. TECH & PROJECT SUPPORT • Setup training • Expert only technical support • Co-development of customizations & Integration development assistance • Remote problem solving consultancy from Lean Six Sigma experts Mutual contributions
- 7. Choosing your plan Overview Each partner plan offers diverse benefits to our resellers. Let’s make sure that all of our expectations are agreed from the start Remember that you can change partnership plans at any time so feel free to take it easy at the start and scale up when the time is right!
- 8. Silver Gold Platinum Spread the word! Bronze plus ... You have included TOPP TI links and information about PRESTO continuous improvement on your website and will be making an active effort to promote our value proposition with your clients Silver plus ... You can offer a proactive and aggressive marketing support in the social networks. Cold calling is no problem and you plan to be quite proactive in doing so. You can actively help us identify where market opportunities exist and where product enhancements will bring additional value and revenues to our companies. In addition, we will actively search for and provide you with leads in your area Gold plus ... You are a user and true product champion of PRESTO Digital Enterprise and can independently use PRESTO with your clients. You are an optimal assistance in helping us find PRESTO’s niche in your market and are willing to publish articles, blogs and host events to increase product awareness Our partner plans The moment has arrived! You know the product and you have assessed your capacity to bring it to market Bronze Let's take it easy (at least to start) You are part of the team and an official reseller of PRESTO Continuous Improvement and your company will be included with our global Kaizen Alliance team. We will be glad to give you the sales, marketing and tech project support you need when engaging your clients. We have agreed the contractual terms and we will be glad to send you potential client leads in your market when we feel it is appropriate Let's go to market! The PRESTO product champion Choose your partner plan
- 9. Together Bronze Silver Gold Platinum Sales contract & NDA in place Yes Yes Yes Yes Website presence - Yes Yes Yes PRESTO user license - - - Yes Number of hours of training 3 5 10 15 Application fee (in EUR) Waived 150 250 500 From TOPP TI Support materials Yes Yes Yes Yes Joint sales calls Yes Yes Yes if you need us From Partner Number of expected client demos per month 0 0 1 1 Partner returns 1st year sales commissions 20 % 30 % 40 % 40 % 2° & 3° year sales commissions 5 % 15 % 25 % 25 % % of sales made from referrals 10% 10% 10% 10% Market / region exclusivity opportunities yes yes TOPP TI stock award possibilities yes yes Partner Expectations * VAT not included
- 10. Bronze Silver Gold Platinum Joint sales calls with clients a a a a Website presence (we get a lot of traffic) a a a Product awareness promotion with your clients a a a Social media campaigning a a Cold call campaigning a a Product & brand enhancement a a Market research a a Marketing material active management a a Product champion training manuals a Blogging and article publication a Public and invite-only group webinars a Network and development events a We can help you with your go-to-market strategy We would be delighted to brainstorm with you as to how we can support your product training and marketing strategy. We have a rich archive of support material and our network is rich in hands-on experience that we can offer in critical moments SERVICES PROVIDED * For detailed information on the below-listed services, see glossary (last page)
- 11. Before we go forward As we are a small company (and so are you), the availability of our time and personnel is limited. We will commit to offer you the support you need but ask that you please ensure that you are confident about the voyage you are about to embark on for we will be dedicating our team to help you become a success. We operate on the principle that a mutual respect is acknowledged regarding the time and effort that we dedicate to each other and that we keep to our commitments made regarding planned future activities. The 1-per-month rule We advise all partners considering Silver packages and above to determine if doing 1 client promotional demo per month is feasible. If it is not, we strongly recommend a bronze partnership to avoid time and effort lost in non-value-add training activities
- 12. Next steps Overview Time to make it official. Follow your starter checklist to help you manage expectations and allow us to give you the support you need during the launch phase
- 13. To do You (the reseller) Us (TOPP TI) 1. See the product demo of PRESTO Continuous Improvement 2. Identify prospects amongst your clients * 3. Assess your capability in identifying opportunities in your market * 4. Assess capacity available to dedicate to ongoing marketing activities * 5. Sign and return the NDA together with market assessment template completed in steps 2,3 & 4 6. Review market opportunities identified in steps 2, 3 & 4 together with us, FAQs (next page) and choose the appropriate partner plan 7. Sign sales agreement & join our ‘Kaizen Alliance’ 8. Pay user license activation fee 9. Complete product training 10. Create business archive of support material 11. Commence with promotional activities glad to give you a hand if necessary 12. Commence with client engagement glad to give you a hand if necessary 13. Product demos with clients glad to give you a hand if necessary Checklist * for steps 2-4 we will supply you with a market assessment template to help you assess your capabilities that we will review together with you in step 6
- 14. FAQ The following is a list of common questions coming from applicants for which we would like to confirm with you at the start to help you in the decision-making process Frequently asked questions Will you provide me with clients and/or a budget for marketing and travel at the start? NO. We are engaging with you because you have expressed a strong interest in our product, we have dedicated time in training you, and you have confirmed for us that you are willing and capable to promote our product in your market independently and that you have a client base or access to a network which would benefit from our product. Will you provide me with client acquisition and consulting opportunities in the future? YES. Our policy foresees that once the reselling partner has proven successfully in the promotion, acquisition and installation of PRESTO with a new client, we will begin to engage you in discussions and demos with prospects who are in our inbound sales pipeline, that are in your region, and for which we think would benefit by your know-how and ability to service them. We may also offer a budget for expenses. Will you promote me, my products and my services to your existing and incoming clients? NO. Not at first. We are a small company and have limited capacity to engage in cross-selling, promotional initiatives. We have a strict policy to avoid discussions of such. This topic can be revisited together with you ONLY AFTER you have made your first successful sale and installation of PRESTO in the market for which we will then dedicated time to you learning at a detailed level your product & service offering to determine if we are in a position to promote it with our current clients & prospects. Will you provide me with additional online support once my hours are used? YES. At our discretion we will provide ad-hoc support in the event that you have a demo with a prospect where you need special access to our know-how and expertise. In this scenario, we will always be available to support business opportunities of such. Are there opportunities to claim intellectual property rights on product customisations and enhancements I make with my clients? NO Does PRESTO link to other applications to offer automatic data feeds? YES. PRESTO has a wide set of API feeds allowing for single sign on entry and that any information available at your client to be fed to PRESTO dashboards, workbenches and reports. This will be completely provided to your client once a long term software service agreement is agreed. Do you offer exclusivity agreements to let me ‘own’ my sector or area? NO. Not in the first year. In the second year, if you have become self-proficient in the promotion, acquisition and installation of PRESTO in your area or sector, we will consider offering the role of ‘area/sector manager’ which allows you to be the sales manager for all additional consulting and reselling firms who are interested in joining the KA. In doing so, we will pay you for your efforts to manage these relationships and share a % of the revenues from the sales of licenses. How are suggested product development opportunities managed? We will be glad to build additional enhancements into PRESTO in the event you require them. There is a large pipeline of work for 2019 and 2020. For this, all outstanding customisation requests are reviewed weekly and given priority based on client needs. In the event there is a large client acquisition opportunity, we will staff our product team accordingly to provide swift product enhancement delivery. In short, the level of investment we will make depends on the expected return.
- 15. Frequently asked questions Are you interested in mentorship? NO. The talent pool available in the Kaizen Alliance is rich in technical, soft and leadership skills and we are quite satisfied with all of our service providers at the moment. We will be glad to discuss with you any opportunities regarding these topics ONLY AFTER you have successfully promoted PRESTO in the market, acquired clients and installed the product at the client site. Are you seeking additional IT partners (e.g. integrators, programmers, SEO experts, Digital marketers)? Are you seeking external investors ? Could I make a profit sharing agreement with TOPP TI for company stock shares prior to me joining the team? NO. We are a privately owned company and are not looking for additional investors, shareholders or board members. Shares are awarded at the discretion of the Board of Directors at year-end based on performance and results achieved throughout the course of the year. We do not offer shares to partners who have not yet independently sold our product in the market. Are you able to offer me the option to be a reseller and have the direct relationship with my clients? YES. If you want to offer your clients the ability to contract directly with yourselves rather than TOPP TI we can offer you the option of having a reseller agreement instead of or as well as our standard agent agreement. May I charge other Kaizen Alliance partners for training sessions which I will provide them online? YES you can. Under the condition that you are already a ‘PRESTO Champion’ and have a track record which is tried and true in the promotion of PRESTO, the acquisitions of clients, and successful product installation & customer service support. Is there a free-trial period offered to allow me to test PRESTO at my own leisure NO. Although PRESTO is very user-friendly, its functionality is robust and requires ‘hand holding’ to ensure a positive commencement. Giving an inexperienced user accessibility without proper training would cause unnecessary confusion and time lost by us and you. Will I earn a commission on any future enhancements or product customisations which my client makes in PRESTO? When a client asks for additional customisations, we charge the client our weekly product development rate which includes programmers, testers, and a project manager to ensure high quality product development. These services do not foresee any commission paid to the agent. If the sales agent however is involved in the ‘Voice of the Customer’ requirements exercises and plays an active role in the deal negotiation with the client, then this work will be factored into the total price of the project for which the sales agent will earn an hourly rate on the consulting services provided during the course of the negotiation and delivery of the product build and signoff. Are there any other costs of doing business which I can claim from TOPP TI during the course of the promotion and sales of PRESTO licenses? NO. The sales agreement is structured to offer generous, commission-based incentive returns to the reselling agent based on his/her capacity to promote and sell our products. Both TOPP TI AND the reseller could incur transaction costs and exchange rate costs depending on the market in which the reseller is operating in as well as the bank the reseller is using. Travel costs for client visits are left to the discretion of the reseller and are not part of the TOPP TI re-imbursement plan. Special cases can be made in the event of an extraordinary business opportunity but need to be agreed first between TOPP TI and the reseller prior to engagement. Do you offer a free test pilot of your products during the evaluation period? NO. We do not offer free usage of our product to neither the partner nor the client prospect. WE WILL offer a 24-hour connectivity test access to allow you or your client to enter, test connectivity, speed, performance, user experience and security controls. (usually required by IT team at client site)
- 16. TOPP Tactical Intelligence, Ltd. 27 Old Gloucester Street, London WC1N 3AX www.toppti.com info@toppti.com
- 17. License revenue simulation Simulation uses a product sale ratio of 4 PRESTO modules (out of 17) sold per client at an average cost of EUR 18 per month / user € 0 € 1.000 € 2.000 € 3.000 € 4.000 € 5.000 € 6.000 € 7.000 € 8.000 € 9.000 € 10.000 25 users 50 users 100 users 250 users 500 users Monthly revenue schedule Total monthly revenues Your monthly commission in year 1 Your monthly commission in year 2 & 3 450 EUR/month 1125 EUR/month 2250 EUR/month 113 EUR/month 225 EUR/month N° of users Your annual revenue (EUR) 25 1.356 50 2.700 100 5.400 250 13.500 500 27.000 1000 88.000 Your monthly return with a gold partnership plan
- 18. Glossary of marketing services we can assist you with Social media campaigning: advertisements launched on LinkedIn, Twitter & Facebook Product & brand enhancement: product enhancement suggestions made based on client recommendations Market research: active research of potential clients and product competitors & their market share in your region Market material active management: key marketing and training material needed to engage clients is kept updated and in the language of your region Product champion: implies that there the reseller can provide end-to-end sales management including marketing, product demos, and sales contracting with the end user Cold call campaigning: potential clients contacted with the request of giving a product demo Blogging and article publication: awareness publications made online (e.g. website, journals, etc.) Public and invite-only group webinars: webinars given online to the public and as invite-only presentations Network and development events: events hosted or attended to increase product awareness