S C P004 Morris 091807

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  • S C P004 Morris 091807

    1. 1. Optimize Channel Coverage and Partner Loyalty with Deal Registration Jeff Zobrist, Siemens, PLM Software David Crilley, Proofpoint 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. Dave Crilley Director, Channel Marketing [email_address] Jeff Zobrist Director, Global Channel Operations PLM Software [email_address]
    4. 4. An effective deal registration program is critical to the success of your channel strategy <ul><li>Benefits </li></ul><ul><li>Forecasting </li></ul><ul><li>Early sales visibility </li></ul><ul><li>Reward influence </li></ul><ul><li>New opportunities </li></ul><ul><li>Protect margin </li></ul><ul><li>Channel conflict </li></ul>
    5. 5. Channel conflict is a common reason for deal registration programs Source: Channel Enablers research of leading IT Vendors
    6. 6. Deals are being registered on the “backs of napkins” Source: Channel Enablers research of leading IT Vendors Paper/email is still the primary mechanism to manage programs
    7. 7. Deal registration process best practice process flow Submit Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates (Merge) Approve Deal Registration Create Account, Contact, Opportunity (optional) Partner Portal Submission Channel Manager Reviews Submitted Deals Convert Registration to Opportunity Approval Workflow Submitted Assign Sales Team Partner Account Manager Extended Sales Team Send Notifications Workflow Alert to Sales Team Partner View View My Opportunities View My Submitted Registrations Report Approval Rejected Manage & Close Opportunity Opportunity Close Forecast Roll-up
    8. 8. Deal Registration best practice methodologies Define Goals for Program Have an Adoption Plan for Launch, Early Phase, and Ongoing Map Program from A-Z Determine Success Metrics and Track them in real time Define and Publish your Deal Reg Validation Criteria 1 3 2 5 6 Define and Communicate Value to Partners 4
    9. 9. Siemens PLM Software <ul><li>Predecessor companies (SDRC & UGS) founded in 1960s </li></ul><ul><li>2001 - EDS purchased UGS & SDRC to become the #1 PLM provider </li></ul><ul><li>2004 - Private Equity purchased UGS from EDS $2B </li></ul><ul><li>2007 - Siemens Acquired UGS $3.5B </li></ul><ul><li>Leading provider of PLM software </li></ul><ul><ul><li>>47,000 customers / > 4.4M licenses </li></ul></ul><ul><li>Create and manage more than 40% of the world’s 3D data </li></ul><ul><li>Strong & Growing Partner Ecosystem with >30% yr/yr revenue growth </li></ul><ul><ul><li>INDUSTRY : Product Lifecycle Management (PLM) Software & Services </li></ul></ul><ul><ul><li>EMPLOYEES : 7,400 </li></ul></ul><ul><ul><li>REVENUE : $1.2B </li></ul></ul><ul><ul><li># USERS : 950 Internal Users / 1,300 Partner Sales Rep Users </li></ul></ul><ul><ul><li>GEOGRAPHY : 62 Countries </li></ul></ul>
    10. 10. Touching Lives Everywhere … <ul><li>>$115 bln in revenue </li></ul><ul><li>>425,000 employees, 4th largest employer in the world (largest foreign employer in the United States) </li></ul><ul><li>>75 acquisitions a year </li></ul><ul><li>75% of all company revenues come from new products (less than five years old) </li></ul><ul><li>Employs more software engineers than Microsoft </li></ul><ul><li>3rd largest source of R&D investment in the United States </li></ul><ul><li>Automation systems that help the U.S. Postal Service process 90 percent of the nation's mail </li></ul><ul><li>Equipment to generate more than one-third of the nation's electricity </li></ul><ul><li>Technologies in 50 percent of all cars on the nation's roads </li></ul><ul><li>One-third of North America's light rail vehicles </li></ul><ul><li>Processing of 164 million healthcare information transactions </li></ul>20%
    11. 11. PLM: The New Enterprise Software Player
    12. 12. Why is PRM important to Siemens PLM Software? <ul><li>Partners are critical to our growth, we have to integrate them </li></ul><ul><ul><li>Tremendous value is created by partners </li></ul></ul><ul><ul><li>Making it easier to do business increases mind share </li></ul></ul><ul><li>Partners are an extension of our workforce </li></ul><ul><ul><li>Another organization to manage </li></ul></ul><ul><ul><li>Not a traditional reporting relationship </li></ul></ul><ul><li>In order to improve productivity, you have to measure it </li></ul><ul><ul><li>Need capacity and productivity metrics for partners </li></ul></ul>Key objective: Motivating and increasing the productivity of the 4,000-5,000 partner feet on the street who represent and sell for you but don’t directly work for you
    13. 13. SFDC PRM – Single Sales Tool for Channel Managers
    14. 14. SFDC was very different from our in-house system “Opportunity based” System vs. “Account based” system <ul><li>Leads and Opportunities each now have their own lifecycle </li></ul><ul><li>Moving from an “Opportunity based” pipeline system to an “Account based” CRM system to support downstream uses & applications </li></ul><ul><ul><li>Siemens PLM links all opportunities to a D&B master account record & have a data czar for each zone to remove duplicate account information </li></ul></ul>Lead Company, Contact, & Opportunity Info all in one data object Master Account (D&B) Contact(s) Opportunity(s) Convert
    15. 15. Siemens PLM Software Opportunity (Deal) Registration <ul><li>First – Focus on the Program </li></ul><ul><li>Objectives </li></ul><ul><ul><li>Reduce direct/indirect and partner/partner sales conflict </li></ul></ul><ul><ul><li>Maximize partner profitability and increase sales productivity </li></ul></ul><ul><ul><li>Ensure consistent policies – and document/communicate them </li></ul></ul><ul><ul><li>Motivate partners to share/collaborate earlier in the sales cycle </li></ul></ul><ul><ul><li>Improved pipeline visibility and tracking </li></ul></ul><ul><li>Components </li></ul><ul><ul><li>Define partner engagement levels </li></ul></ul><ul><ul><ul><li>New opportunity, Joint engagement, influencer </li></ul></ul></ul><ul><ul><li>Quality information required for qualification </li></ul></ul><ul><ul><li>Simple & consistent submittal process & quick acceptance/denial notification </li></ul></ul><ul><ul><li>Define timeframe - Validity of registration and renewal process </li></ul></ul><ul><ul><li>Consistent & defined escalation process </li></ul></ul><ul><ul><li>Motivate behavior – compensation </li></ul></ul><ul><ul><li>Security Model </li></ul></ul>
    16. 16. Siemens PLM Software Opportunity (Deal) Registration <ul><li>Second – Focus on the SFDC Implementation </li></ul><ul><li>What fields do you want to track? </li></ul><ul><ul><li>Standard fields </li></ul></ul><ul><ul><li>Custom fields </li></ul></ul><ul><li>What data model should you use? </li></ul><ul><ul><li>Who “owns” an opportunity </li></ul></ul><ul><ul><li>Who can create new opportunities </li></ul></ul><ul><ul><li>Who can see opportunities being worked on </li></ul></ul><ul><ul><li>How to reduce/eliminate duplicate opportunities </li></ul></ul><ul><li>What is the workflow process? </li></ul><ul><ul><li>Who owns the approval denial </li></ul></ul><ul><ul><li>Consistent process for making the decision </li></ul></ul><ul><ul><li>Automating response to the partner </li></ul></ul><ul><li>Data Migration </li></ul><ul><li>User Roll-out and Adoption </li></ul>
    17. 17. Siemens SFDC Deal Registration (Inbound Lead Process) This process outlines a lead originated by a Partner and is entered into the PRM portal as a “registered” partner lead. Traffic Cop Checks for Dups and/or Conflict Traffic Cop Converts Lead (Assign Owner to CM) Opportunity Registered (Date Stamp) Accept Lead? Yes Communication Sent to Partner No Partner UGS Legend Automatic Communication Sent to Partner Traffic Cop (or CM) Adds Partner to Sales Team Traffic Cop (or CM) updates Partner Registration Type Partner works On Opportunity Partner Entered into PRM Portal (Partner Creates Lead in Portal or Mass Load) Partner Qualifies Lead and updates Partner Status to Qualified Traffic Cop Notified the Lead is Qualified
    18. 18. Siemens PLM Channel Partner Deal Registration Decision Process Existing PLM Customer Account? YES PLM Named Enterprise Vertical Account? Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team Existing PLM Customer Prospect? No No Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add No YES YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) YES Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team No YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) No Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team Deal Registrations will be valid for 180 days, if activity and progress in account, then will be renewed in 90 day increments. Desire to Reward Channel Partner for Aggressiveness and Collaboration UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add No
    19. 19. Leads - Created Deal Registration Section <ul><li>Standard lead form includes Partner deal registration </li></ul><ul><li>Supporting workflow </li></ul><ul><li>Tracks approval process </li></ul><ul><li>UGS converts approved deal registrations into opportunities </li></ul>
    20. 20. UGS Opportunity Management <ul><li>Every opportunity is associated with one sales person </li></ul><ul><ul><li>Channel Sales Rep </li></ul></ul><ul><ul><li>SMB Sales Rep </li></ul></ul><ul><ul><li>Enterprise Sales Rep </li></ul></ul><ul><li>Share opportunities (as desired) between: </li></ul><ul><ul><li>Channel sales reps </li></ul></ul><ul><ul><li>Midmarket sales reps </li></ul></ul><ul><ul><li>Enterprise sales reps </li></ul></ul><ul><ul><li>Channel Partners </li></ul></ul><ul><ul><li>Zones </li></ul></ul><ul><li>Add a Channel Partner to any Opportunity & track Involvement </li></ul><ul><li>Opportunity sharing different than Account sharing </li></ul>
    21. 21. Opportunity Management – adding value Links on the Opportunity to key sales information on the Partner Portal Links to Partner On-line Order System
    22. 22. Making it easier for Channel Partners … <ul><li>Custom Import/Export/Update functionality for leads </li></ul><ul><li>Custom Export/update/Import functionality for opportunities </li></ul><ul><li>Custom email notifications </li></ul><ul><li>Simplify mass update leveraging .xls </li></ul><ul><li>Leverage their own SFA/CRM system as required </li></ul><ul><li>.xls template (in multi-language) on Portal </li></ul><ul><li>Single email with update of information requiring update </li></ul>
    23. 23. Key Lessons Learned <ul><li>Always stay focused on the value to a partner user and their channel manager </li></ul><ul><li>Questioning the importance/value of every field in the system </li></ul><ul><li>migrating existing data into new system for partners and channel managers </li></ul><ul><li>Local language support </li></ul><ul><li>Executive and Mid management support </li></ul><ul><li>Partner training on new system </li></ul><ul><li>Consistency in process and implementation </li></ul><ul><li>Consistent measurement and “tweaks” </li></ul>
    24. 24. Siemens PLM Software Leveraging SFDC for Channel Partner Benefits <ul><li>Ease of Use </li></ul><ul><ul><li>Intuitive user interface </li></ul></ul><ul><ul><li>Local language & currency support </li></ul></ul><ul><ul><li>Improved performance leveraging Salesforce.com backbone </li></ul></ul><ul><li>Consistent Processes </li></ul><ul><ul><li>SFA: Opportunity Management, Lead Distribution/tracking </li></ul></ul><ul><ul><li>Deal Registration </li></ul></ul><ul><ul><li>PRM: MDF (requests & claims), Training & Certification, Business Plans </li></ul></ul><ul><ul><li>Single Global System </li></ul></ul><ul><ul><li>Secure – ability to only share leads an opportunities to those that should see them </li></ul></ul><ul><li>Improved Collaboration </li></ul><ul><ul><li>Partners can be added to any opportunity or account for sharing of local or global account and opportunity information </li></ul></ul><ul><ul><li>UGS has purchased licenses for every Channel Partner and every Channel Partner Sales Rep globally </li></ul></ul><ul><li>Remove need for multiple .xls & .doc files </li></ul><ul><ul><li>No more “what version” and “why are you asking me again” if data is up to date </li></ul></ul><ul><ul><li>Single, associative, location to manage all aspects of our partnership </li></ul></ul>A Tool designed for Siemens PLM Software Channel Partners and their Channel Managers
    25. 25. Thank You. Jeff Zobrist Director, Global Channel Operations PLM Software [email_address]
    26. 26. All About Proofpoint <ul><ul><li>INDUSTRY : Security Software </li></ul></ul><ul><ul><li>EMPLOYEES : 140 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 80 Internal, 700 Partner </li></ul></ul><ul><ul><li>PRODUCT(S) USED : SFA, PRM </li></ul></ul>Proofpoint provides unified email security and data loss prevention solutions to defend against inbound threats such as spam and viruses, prevent leaks of confidential and private information across all protocols and encrypt sensitive emails. Proofpoint provides the most scalable and flexible deployment model including: hardware appliance, virtual appliance, hosted services and software.
    27. 27. What is Messaging Security? Inbound Threats Came First Outbound Threats Followed Enterprise SMTP, HTTP, IM and FTP services Security threats have always been a problem to enterprises 101010101010101 0101010101010101 101010101010101 01010101010101010 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101 101010101010101 0101010101010101 101010101010101 0101010101010101010101 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101010 Spam Phishing Directory harvest Denial of service Viruses Botnets Intellectual property Corporate governance Security, privacy and compliance
    28. 28. Proofpoint Snapshot <ul><li>Provide messaging security to Global 2000, Fortune 500 </li></ul><ul><li>HQ in Silicon Valley, CA, offices around the world </li></ul><ul><ul><li>24x7 global support </li></ul></ul><ul><li>Best of breed partners </li></ul><ul><li>Award-winning solutions </li></ul><ul><li>Customers are 100% reference-able </li></ul>Strategic Partners
    29. 29. Proofpoint – Deal Registration Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>Tools were not easy to use (for partners) </li></ul></ul><ul><li>Technology Challenges </li></ul><ul><ul><li>Tools were not scalable </li></ul></ul><ul><ul><li>Tools did not support data quality or easy reporting </li></ul></ul>
    30. 30. Proofpoint – Deal Registration Goals <ul><li>For Partners </li></ul><ul><ul><li>Solve channel conflict issues </li></ul></ul><ul><ul><li>Simplify the process </li></ul></ul><ul><li>For Proofpoint </li></ul><ul><ul><li>Clarify deal ownership </li></ul></ul><ul><ul><li>Accelerate time-to-revenue </li></ul></ul><ul><ul><li>Fulfill channel-centric promise – and streamlined transition to 100% channel model </li></ul></ul>
    31. 31. Proofpoint Deal Registration – Process Map Assign to Proofpoint salesperson & notify partner automated Proofpoint admin NO YES Partner enters deal registration request in Proofpoint Partner Portal (creates Lead) “ declined” message sent to partner “ request received” message to partner, cc to Proofpoint Sales mgmt Approve request? Convert to Stage 0 Opportunity “ approved” message sent to partner, cc to Proofpoint Sales mgmt Partner pursues with Proofpoint Salesperson Add partner salesperson to Sales Team
    32. 32. Proofpoint Deal Registration – Approval Criteria <ul><li>New opportunity (not account) </li></ul><ul><li>Not already registered to another partner </li></ul><ul><li>Can be an unqualified lead from Proofpoint Partner Portal </li></ul><ul><li>Not already a direct deal in closing stages </li></ul><ul><ul><li>(Before transitioning to 100% channel model), </li></ul></ul>
    33. 33. Proofpoint Deal Registration – Approval Process
    34. 34. Proofpoint Deal Registration – Partner View
    35. 35. Balancing Carrots and Sticks - What’s in it for Partners? <ul><li>What’s in it for the partner? </li></ul><ul><ul><li>Margin guarantee </li></ul></ul><ul><ul><li>Proofpoint resources </li></ul></ul><ul><ul><li>Ease of doing business </li></ul></ul><ul><li>What’s required? </li></ul><ul><ul><li>Opportunity momentum </li></ul></ul><ul><ul><li>Program rules compliance </li></ul></ul><ul><ul><li>Partner authorization status </li></ul></ul>
    36. 36. Adoption Strategies <ul><li>Keep it simple (!) </li></ul><ul><li>Fast Turnaround </li></ul><ul><ul><li>Give the benefit of the doubt </li></ul></ul><ul><li>Provide periodic training & reference materials </li></ul><ul><li>Launch incentives </li></ul><ul><ul><li>accessed only through the portal </li></ul></ul><ul><li>Promotion requirement </li></ul><ul><ul><li>Must register deals for promo eligibility </li></ul></ul>
    37. 37. Proofpoint – Results <ul><li>Process time reduced from 5 days to 24 hours </li></ul><ul><ul><li>Faster sales cycles, accelerated time-to-revenue </li></ul></ul><ul><li>100% visibility into partner activities </li></ul><ul><ul><li>Productivity reports </li></ul></ul><ul><ul><li>Comparative conversion rate metrics </li></ul></ul><ul><ul><ul><li>Campaign types </li></ul></ul></ul><ul><ul><ul><li>Push vs. Pull </li></ul></ul></ul><ul><ul><ul><li>Co-marketing vs. Corporate Marketing </li></ul></ul></ul><ul><li>Reduced management from 5 hours/week to 1 </li></ul><ul><li>100% adoption of top tier partners </li></ul>
    38. 38. What’s next? Get a one on one demo Get it now & start a pilot Learn More
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