1
contents a partner who understands channel management
2
a platform that maximizes engagement
4
incentives that change behavior
6
reporting that sheds light on performance
8
simplification & expertise
10
a global program with a local approach
12
channel management simplified we improve channel ROI & simplify execution through better insights with a global incentive & channel management platform.
We provide support for local, national and global channel programs in more than 130 countries and 26 languages. 1
you need:
we speak your language
a partner who understands channel management
Channel management is inherently complex. To cultivate growth through channel marketing and incentive programs, you need the help of a provider who can understand the goals and architecture of your program. We have been working with channel managers to refine their program strategies for 15 years. Whether you need to identify opportunities to simplify your current program or develop a new strategy from the ground up, we have the knowledge and resources required for smooth, intelligent execution.
We conduct global studies to understand where the channel is and where it is heading.
3
you need:
capture attention — and keep it
a platform that maximizes engagement
We are the channel management provider that can simplify your program’s complex incentives and reporting needs. Let parago accelerate partner engagement and participation with our easily configurable modules, partner relationship management (PRM), marketing expertise and managed services. Count on us to deliver a seamless, thoughtful and relevant mix of partner communications, incentives and content that facilitate sales-driving behavior.
Our channel platform offers attribute- and behavior-based profiling.
we offer features and functionality that drive partner engagement: incentives & rewards
partner communications
contest leader boards
certification & eLearning
gamification
5
you need:
drive the behaviors that deliver results
incentives that change behavior
We understand that incenting sales is important, but sales are the end result of numerous channel behaviors in a complicated ecosystem. Let parago simplify the execution of your complex, behavior-based incentives such as overlays, bundles, training and portal participation to increase sales-driving behavior. Plus, our advanced profiling capabilities let you deliver targeted reward programs based on profile attributes such as groups, tiers, roles and more. Our platform also enables multiple incentive types that facilitate total financial engagement with your partners, including: • discounts • SPIFFs • points • MDF • rebates
90% of channel program participants prefer prepaid cards.
We offer global incentives with local relevance, including: prepaid cards
codes & eCodes
merchandise
gift cards
other payment options, including rebates & MDF
unique experiences
7
you need:
learn what works — and what doesn’t
reporting that sheds light on performance
Our unique ability to provide an end-to-end platform that offers a single view across all partner activities gives you insights into lead-to-sale activities, influential pre-sales behaviors and, ultimately, true channel ROI. Interested in which incentive is performing best in a given region or ZIP Code? Done. Want to identify your best-selling product line within a specific reseller category? Easy. Need to have a comprehensive report pulled in time for a meeting? That’s why we’re here. You have access to real-time reports 24 hours a day through your company’s online portal. If you’d like, we can also set up standard dashboard summaries for executives, corporate stakeholders, channel managers and partners. Need customized reports? Your dedicated parago Account Management team can deliver the data you need.
Your Account Management team provides insight into best practices for compensation, incentives, program structure and more.
TOTAL PARTNER PERFORMANCE TOTAL PARTNER PERFORMANCE
Q1 2013 2013 PARK & CO. TOTALQ1 PARTNER PARK & CO.
PERFORMANCE
Q1 2013 PARK & CO.
SALES SNAPSHOT SALES SNAPSHOT
QUARTER-OVER-QUARTER CHANGE QUARTER-OVER-QUARTER CHANGE
Total sales value
2.8% 2.8%
Total sales value $123,782 Q1’13 $107,386 $123,782 Q4’12 Q1’13 $118,459 Q4’12 AVG $107,386
SALES SNAPSHOT
10/01/12—12/31/12 vs 01/01/13—3/31/13 10/01/12—12/31/12 vs 01/01/13—3/31/13
$118,459 AVG
Total units sold
Average sales size
Average sales / participant
Total units sold
Average sales size
24 24
Average sales / participant
Total sales value
195 195
$123,782 Q1’13
Past 12Q units Average $107,386 Q4’12 Past units 174 12Q Average 174 $118,459 AVG
Previous
Maximum Previous 271/Q2’10 Maximum 271/Q2’10
1
40
1
10
1
40
1
10
FINANCIAL BENEFIT FINANCIAL BENEFIT Total quarter benefit Total units sold Total quarter benefit
$20,123 rebates & discounts $20,123 rebates & discounts
Benefit trending
Pasttrending 12Q Benefit
$7,123 spiff reward
$10,123 MDF
$7,123 spiff reward
$10,123 MDF
195
Previous Maximum 271/Q2’10
units
Average 174
12 quarter average $32,123 12 quarter average $32,123
page 1 of 2 prepared page 1 of 2by Parago, Inc. 03/31/2013 prepared by Parago, Inc. 03/31/2013
Average sales / participant
24
4
$37,369 427 $37,369 427 $37,369 Q1’13 $37,369 Q1’13
1
Total users
Q2’12
Q3’12
Q4’12
Q1’13
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
40
1
User role distribution User role distribution
2.3% 2.3%
10/01/12—12/31/12 vs 01/01/13—3/31/13 10/01/12—12/31/12 vs 01/01/13—3/31/13
$20,123 rebates & discounts
inactive 128 inactive 128
$50K
QUARTER-OVER-QUARTER CHANGE
Q1’12
engaged 65 engaged active 65 234 active 234
$50K
Q4’12 $27,999 Q4’12 $27,999
Total quarter benefit
$0
2.8%
10/01/12—12/31/12 vs 01/01/13—3/3
PORTAL SNAPSHOT PORTAL SNAPSHOT Total users Average sales size
QUARTER-OVER-QUARTER CHANGE FINANCIAL BENEFIT
$50K $40K $50K $30K $40K $20K $30K $10K $20K $0 $10K
QUARTER-OVER-QUARTER CHAN
4 4
$7,123 spiff reward
PORTAL SNAPSHOT
50% inside sales 50% inside 30% sales outside sales 30% outside 20% sales sales engineer 20% sales engineer
Total users
$37,369 427
enga 65 activ 234
$10,123 MDF
Benefit trending
$37,369 Q1’13
inact 128
$50K 12 quarter average $32,123
page 1 of 2 prepared by Parago, Inc. 03/31/2013
Q4’12 $27,999
QUARTER-OVER-QUARTER CHANGE
$50K $40K $30K $20K $10K $0
2.3%
Q1’12
Q2’12
Q3’12
Q4’12
Q1’13
10/01/12—12/31/12 vs 01/01/13—3/31/13
User role distribution
50% inside sales 30% outside sales 20% sales engineer
9
you need:
simply stated, we know the channel
simplification & expertise
We are the only channel provider that offers a full portfolio of managed services that accelerate time to market and eliminate your internal workload. Your dedicated Account Management team coordinates all of the expertise that parago offers, including: • ongoing goal setting that optimizes results • global and local incentive fulfillment • research and insights into your partner programs • new-partner recruitment initiatives • in-house creative services • partner-portal content updates • design and delivery of program communications
Our Account Management teams provide highly personal and responsive service — the kind that creates lasting relationships.
11
you need:
worldwide delivery, local execution
a global program with a local approach
If your channel program spans the globe (and it probably does), you need a channel provider that supports a wide array of partner engagements that are locally relevant. At parago, we specialize in managing these international enterprise strategies with: • regionally nuanced translation services for portals, communications and customer service • locally relevant rewards sourced and delivered into over 130 countries • local-currency cash rewards into 236 countries and territories
Reward options available for local, national and global delivery include prepaid cards, money transfers, promo codes, merchandise, vouchers and checks.
13
about parago channel United States sales@parago.com 866.219.7533
United Kingdom uksales@parago.com +44 118 374 4500
www.parago.com/channel
© 2014 Parago, Inc. All rights reserved. 031214
channel as simple as possible parago simplifies channel engagement for greater ROI with industry leading insights and flexible technology through channel incentives, marketing and partner relationship management. At parago, we: • serve 300+ clients with 3 million partners worldwide • deliver billions in rewards to millions of people • are ranked by Ad Age as one of the largest promotional, digital and CRM agencies