Indonesia ICT Reseller Channel Summit 2018
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- 2. 2 2018 TOP 10 SMB CHANNEL PARTNER BUSINESS ISSUES Source: Techaisle SMB Channel Partner Trends Study Improving Quality of Products and Processes Improving Workforce Productivity Reducing Operational Costs Managing Uncertainty Improving Speed to Market Creating Innovative Products Increasing Business Growth Managing Inventory Effectively Attracting & Retaining New Customers Increasing Profitability
- 3. 3 HOW TO ADDRESS THE ISSUE?
- 4. 4 SOLVING THE PROBLEM WITH AADC
- 5. 5 C COLLABORATION D D IVER SIFIC ATION A A F F I L I A T I O N A A C Q U I S I T I O N
- 6. 6 Business Line Development to Accelerate Business Growth Rate
- 7. 7 ACQUISITION CorporateStrategic Allocating CAPEX to finance expansion Business concept and service footprint expansion to accommodate business growth Strengthen position as multi channel distribution
- 8. 8 In 2017 PT Telekomunikasi Indonesia acquired PT Bosnet Distribution Indonesia through PT Sigma Cipta Caraka (Telkom Sigma) This is to widen and strengthen Telkom Sigma's portfolio on its e-logistics and e-commerce business ecosystem. 2018 Telkom is allocating their CAPEX funds for acquiring 10 new companies CASE STUDY - ACQUISITION Allocating CAPEX to finance expansion Strengthen position as multi channel distribution
- 9. 9 Business concept and service footprint expansion to accommodate business growth Microsoft acquired PlayFab, PlayFab is a game service provider connected to the cloud. This acquisition will enrich Microsoft's investment in Azure to provide a world-class gaming segment CASE STUDY - ACQUISITION
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- 11. 11 Utilizing Affiliation to Educate, Sell and Expand Your Product/ Services to Customers
- 12. 12 AFFILIATIO N Corporate& ConsumerStrategic Program affiliation with profit sharing system Using affiliation as shortcut in service innovation and penetration Cost and time saving on marketing activity
- 13. 13 Metrodata has a program S.A.M (Saya Affiliate Metrodataonline.com), Affiliate Program is a referral program directed to www.metrodataonline.com with commission sharing of up to 10% CASE STUDY - AFFILIATION Program affiliation with profit sharing system
- 14. 14 Using affiliation as shortcut in service innovation and penetration CASE STUDY - AFFILIATION Indonet and DCI Equinix are affiliated in data center marketing, Indonet as sales partner from DCI Equinix will get the special rate from Equinix so that Indonet's role can maximize the penetration of DCI Equinix in Indonesia domestic market enterprise
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- 16. 16 Evaluation and Improvement on Existing Products/ Services, and VIP Service Differentiation to Various Ranges of Customers Profile
- 17. 17 DIVERSIFICATIO N Corporate& ConsumerStrategic Out of the box innovation Target customer loyalty through VIP programs/ services for customers Multiservice bundling
- 18. 18 CASE STUDY - DIVERSIFICATION SNC Technology developed the drone as a fleet monitoring and capturing solution with plans targeting plantation and forestry Out of the box innovation
- 19. 19 Citrix provide BYOD service through a simple, secure approach based on leading enterprise mobility management, Windows app and desktop virtualization, file sharing, collaboration and remote support technologies. Out of the box innovation CASE STUDY - DIVERSIFICATION
- 20. 20 Target customer loyalty through VIP programs / services for customers GTN provides helicopter facility to their data center location for its customers, with only takes 10-15 minutes from Jakarta to their data center location CASE STUDY - DIVERSIFICATION
- 21. 21 Target customer loyalty through VIP programs / services for customers UniPin offered reward system, gifting users with reward points when making purchases CASE STUDY - DIVERSIFICATION
- 22. 22 CASE STUDY - DIVERSIFICATION Microsoft offers a modern desktop experience scheme, where Microsoft bundles license (Microsoft office) with azure products to its customers Multiservice bundling
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- 24. 24 Market Expansion Through Penetration and Collaboration, Especially with Regional Brands.
- 25. 25 COLLABORATION Corporate& ConsumerStrategic Collaboration with: 1. Locally-based partner, or 2. Well known partner, or 3. Complementary business and/ process partner Encourage internal collaboration Special pricing collaborations
- 26. 26 CASE STUDY - COLLABORATION GoJek and Bluebird collaborate in addressing society needs amid emerging issues related to conventional online transportation & transportation, and this is a strategy to improve the customer experience Complementary business and/ process partner
- 27. 27 CASE STUDY - COLLABORATION Hewlett Packard Enterprise and Citrix are partnering together, HPE brings their innovative and proven architectures for the data center, cloud and edge, together with Citrix secure digital workspaces to unify access to the apps and data people need to be more productive. Complementary business and/ process partner
- 28. 28 CASE STUDY - COLLABORATION Additional 5% discount for buying UniPin voucher in Sumatera Utara and Aceh area. UniPin – Indomaret affiliation, where Indomaret serves as selling channel for UniPin. Complementary business and/ process partner
- 29. 29 Evercross, XL Axiata, and Youtube are collaborating to launch Xtreame mobile phone CASE STUDY - COLLABORATION Special pricing collaborations
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- 31. 31 Tel: (62-21) 5794 5800 Fax: (62-21 5794 5808 Wisma 46 Kota BNI, 25th Floor Jalan Sudirman Kav. 1, Jakarta 10220 INDONESIA [email protected] www.spireresearch.com
Editor's Notes
- #14: Penambahan jumlah produk menjadi semakin efektif diiringi dengan perluasan channel penjualan. Pada tahun 2016, Perseroan berhasil meluncurkan sebuah platform B2B (business to business) online yang memiliki tiga fungsi utama: sebagai automation untuk penjualan produkproduk perangkat keras, sebagai pusat penjualan peranti lunak dengan model Electronic Software Distribution, dan sebagai platform online yang menawarkan solusi bagi kebutuhan cloud computing. untuk menghindari ketergantungan atas sarana logistik yang disewa dari pihak lain, perusahan membangun gudang 4 lantai di atas lahan seluas 20.000 m2 di MM2100 Industrial Estate, Cibitung dengan luas bangunan 22.000 m2. Biaya pembangunan gudang adalah Rp113,9 miliar (di luar biaya pembelian tanah pada tahun sebelumnya sebesar Rp61 miliar, biaya perencanaan dan pengawasan, racking, dan peralatan gudang lainnya). ini dapat beroperasi di kuartal keempat tahun 2018.
- #15: Penambahan jumlah produk menjadi semakin efektif diiringi dengan perluasan channel penjualan. Pada tahun 2016, Perseroan berhasil meluncurkan sebuah platform B2B (business to business) online yang memiliki tiga fungsi utama: sebagai automation untuk penjualan produkproduk perangkat keras, sebagai pusat penjualan peranti lunak dengan model Electronic Software Distribution, dan sebagai platform online yang menawarkan solusi bagi kebutuhan cloud computing. untuk menghindari ketergantungan atas sarana logistik yang disewa dari pihak lain, perusahan membangun gudang 4 lantai di atas lahan seluas 20.000 m2 di MM2100 Industrial Estate, Cibitung dengan luas bangunan 22.000 m2. Biaya pembangunan gudang adalah Rp113,9 miliar (di luar biaya pembelian tanah pada tahun sebelumnya sebesar Rp61 miliar, biaya perencanaan dan pengawasan, racking, dan peralatan gudang lainnya). ini dapat beroperasi di kuartal keempat tahun 2018.