S C P002 Morris 091707


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  • S C P002 Morris 091707

    1. 1. Drive ROI and Revenue with Partner Leads Mike Wallgren, Altiris/Symantec Matt Morris, Salesforce.com Channel and Partner Management
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2007. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
    3. 3. Featured Speaker Mike Wallgren Marketing Operations Analyst Symantec/Altiris [email_address]
    4. 4. Lead programs are a challenge for vendors and partners Bad data Poor reporting Quality of leads No forecast integration No ROI Usability No way to track performance
    5. 5. Baptie and CMP learned that all parties are dissatisfied Channel Is Not Impressed With Sales Opportunities or Leads
    6. 6. There is a methodology to overcome these challenges <ul><li>Channel lead program success = </li></ul><ul><li>Process + People + Technology </li></ul>
    7. 7. Lead Management best practice methodologies Start with a pilot Engage & involve your channel managers Establish program office Balance the carrot and stick Communicate and set expectations Define reporting requirements Get your process right 1 3 2 5 6 7 8 Qualify your leads first 4
    8. 8. All About Altiris/Symantec <ul><ul><li>INDUSTRY : High Tech Software </li></ul></ul><ul><ul><li>EMPLOYEES : 17,500 (Total Symantec) </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 391 (Altiris Business Unit) </li></ul></ul><ul><ul><li>PRODUCT(S) USED : SFA, PRM, </li></ul></ul>Altiris was founded in 1998, although our roots first appeared in the early 1990s as a pioneer in system deployment and configuration. On April 6, 2007, Altiris became part of Symantec, combining its endpoint management capabilities with the security and back-up expertise of Symantec to deliver a unique set of solutions to the market. Altiris technology has been recognized by some of the most respected international companies, including Hewlett-Packard, Dell, IBM, Intel, Microsoft and Cisco. For more than six years, Altiris has partnered with these companies and others to innovate solutions that help customers reduce the overall cost of securing and managing their IT assets. In May 2002, Altiris completed a successful initial public offering (IPO) and marked the first enterprise management software company in the previous 18 months to complete an IPO. Altiris has had a successful financial track record even in poor economic conditions, posting eight consecutive years of revenue growth since 1998. Altiris was named the fastest growing software company on the 2006 Forbes &quot;25 Fastest-Growing Technology Companies&quot; list.
    9. 9. Altiris Lead Management – Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>No visibility into partners’ lead activities </li></ul></ul><ul><ul><li>No way to measure marketing ROI </li></ul></ul><ul><ul><li>Inaccurate channel forecasts </li></ul></ul><ul><li>Technology Challenges </li></ul><ul><ul><li>Lack of integration with Altiris’ Salesforce.com org </li></ul></ul>
    10. 10. Why We Chose Salesforce.com PRM <ul><li>Selection Criteria </li></ul><ul><ul><li>Simple process for distributing leads </li></ul></ul><ul><ul><li>Integrates partners into sales process </li></ul></ul><ul><ul><li>Real-time integration with SFDC org </li></ul></ul><ul><ul><li>Closed loop lead campaigns </li></ul></ul><ul><ul><li>Familiarity with system </li></ul></ul><ul><ul><li>Robust analytics for partner performance </li></ul></ul><ul><li>Deployment Details </li></ul><ul><ul><li>CRM & PRM </li></ul></ul><ul><ul><li>Pilot: 9 Partners </li></ul></ul><ul><ul><li>Current: 170 Partners </li></ul></ul>
    11. 11. It all started with a pilot. . . . <ul><li>Pilot Details </li></ul><ul><li>Two week pilot </li></ul><ul><li>9 Partners total </li></ul><ul><ul><li>(Americas, EMEA, APJ) </li></ul></ul><ul><li>Process validation </li></ul><ul><li>Gathered feedback </li></ul><ul><ul><li>Internal and external users </li></ul></ul>
    12. 12. We Created the Program Office <ul><li>Team included: </li></ul><ul><ul><li>Sales Support </li></ul></ul><ul><ul><li>Channel Management </li></ul></ul><ul><ul><li>Channel Operations </li></ul></ul><ul><li>SFDC consultant onsite for 4 days </li></ul><ul><ul><li>Process definition </li></ul></ul><ul><ul><li>System configuration </li></ul></ul><ul><li>Deliverables: </li></ul><ul><ul><li>Process flowchart </li></ul></ul><ul><ul><li>Design and configuration worksheet </li></ul></ul><ul><ul><li>Best practices for system configuration and administration </li></ul></ul><ul><ul><li>Training presentations </li></ul></ul>
    13. 13. We Mapped our Process
    14. 14. Leads are scored, prioritized, and assigned <ul><li>Prioritization & scoring </li></ul><ul><ul><li>A, B, or C </li></ul></ul><ul><ul><li>Web leads prioritized automatically </li></ul></ul><ul><ul><ul><li>Decision-making role </li></ul></ul></ul><ul><ul><ul><li>Budget </li></ul></ul></ul><ul><ul><ul><li>Timeline </li></ul></ul></ul><ul><ul><li>Marketing event leads prioritized based on level of response </li></ul></ul><ul><li>Assignment </li></ul><ul><ul><li>Territorial needs </li></ul></ul><ul><ul><li>Past relationships with customers </li></ul></ul><ul><ul><li>Historical performance </li></ul></ul>
    15. 15. Engaging Channel Managers Accelerated Adoption <ul><li>If Channel Managers are using it, then partners are using it </li></ul>Requirements Reporting Administrator Roles Benefits Buy-in Relevance Collaboration Communication
    16. 16. We demonstrated value to all parties <ul><li>What’s in it for the partner? </li></ul><ul><ul><li>Qualified leads </li></ul></ul><ul><ul><li>Meritocracy </li></ul></ul><ul><ul><li>Ease of doing business </li></ul></ul><ul><ul><li>Collaboration with Vendor </li></ul></ul><ul><ul><li>Support </li></ul></ul><ul><li>What’s in it for the CMs? </li></ul><ul><ul><li>Timely feedback </li></ul></ul><ul><ul><li>Full visibility </li></ul></ul><ul><ul><li>Performance tracking </li></ul></ul><ul><ul><ul><li>Identify Top Partners </li></ul></ul></ul><ul><ul><li>Better Territory Management </li></ul></ul>
    17. 17. Communication is Key <ul><li>Prior to roll out </li></ul><ul><ul><li>Training for CMs and partners </li></ul></ul><ul><ul><li>Publication of program guidelines </li></ul></ul><ul><ul><li>Branded portal </li></ul></ul><ul><ul><li>Marketing messages on portal page content </li></ul></ul><ul><li>Ongoing </li></ul><ul><ul><li>Customized lead notification emails </li></ul></ul><ul><ul><li>Incorporating CM & partner suggestions </li></ul></ul><ul><ul><li>Additional training provided in CM staff meetings and calls </li></ul></ul>
    18. 18. We Defined our Success Metrics <ul><li>And previously unavailable data can now be measured </li></ul><ul><ul><ul><li>Cost Justifications/ROI now calculable </li></ul></ul></ul><ul><ul><ul><li>Lead activity reports, conversion rates, tracking by campaign, etc. </li></ul></ul></ul><ul><li>Channel Ops and Salesforce.com admins provided report templates </li></ul><ul><ul><ul><li>Lead Status reports--based on partner and stage </li></ul></ul></ul><ul><ul><ul><li>Channel Marketing -- status of leads from specific events/activities. </li></ul></ul></ul><ul><ul><ul><li>Opportunity--overall deal registration, and/or by partner or region </li></ul></ul></ul>
    19. 19. Return on Investment Exceeded Expectations <ul><li>Launch and Ramp-up </li></ul><ul><ul><li>Live in 6 weeks </li></ul></ul><ul><ul><li>50% adoption </li></ul></ul><ul><li>Ongoing </li></ul><ul><ul><li>Lead follow-up in less than 24 hours </li></ul></ul><ul><ul><li>Pipeline from program $19M </li></ul></ul><ul><ul><li>Revenue from program $3.5M </li></ul></ul>
    20. 20. Altiris Partner Lead Portal Demo <ul><li>DEMO </li></ul>
    21. 21. What’s next? Get a one on one demo Get it now & start a pilot Learn More
    22. 22. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>