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S C P006 Moxley 091807

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Full session information and video available on successforce.com.

Full session information and video available on successforce.com.

Published in: Economy & Finance, Business

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  • Transcript

    • 1. Taking PRM to the Next Level Jason Wiley, F5 Networks William Moxley, salesforce.com Sales: Channel and Partner Management
    • 2. Safe Harbor Statement
      • “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future 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.
      • 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.
      • 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. 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.
    • 3. Agenda
      • The evolution of a PRM deployment
      • F5 Networks case study
      • AppExchange PRM offerings
    • 4. The evolution of a PRM deployment Channel Manager Enablement (internally focused) Partner Enablement (externally focused) True Partner Collaboration
    • 5. Most companies start internally focused by defining their program and profiling their partners Partner account profiling Partner recruitment Reports & dashboards Program rules Channel manager ramp Channel Manager Enablement (internally focused) Partner Enablement (externally focused) True Partner Collaboration
    • 6. They begin to collaborate with partners by putting up a portal with basic functionality Partner account profiling Partner recruitment Reports & dashboards Program rules Channel manager ramp Lead distribution Deal registration Training & certifications Program creation Co-marketing Channel Manager Enablement (internally focused) Partner Enablement (externally focused) True Partner Collaboration
    • 7. Taking PRM to the next level involves true collaboration Partner account profiling Partner recruitment Reports & dashboards Program rules Channel manager ramp Lead distribution Deal registration Training & certifications Program creation Co-marketing Partner self-service Business planning Forecast collaboration Joint selling B2B integration Channel Manager Enablement (internally focused) Partner Enablement (externally focused) True Partner Collaboration
    • 8. F5 is taking several steps to take PRM to the next level Partner account profiling Partner recruitment Reports & dashboards Program rules Channel manager ramp Lead distribution Deal registration Training & certifications Program creation Co-marketing Partner self-service Business planning Forecast collaboration Joint selling B2B integration Where are you on this framework? Channel Manager Enablement (internally focused) Partner Enablement (externally focused) True Partner Collaboration
    • 9. F5 collaborates for higher sales
      • Challenge
      • Channel Silos
      • No visibility
      • Manual processes
      • Fragmented channel programs
      • 90% of business through channel
      Internal use only
      • Solution
      • Results
      F5 Networks reduces channel conflict, increases deal registrations by 300%, and increases the business of its top 20 partners by 50%. “ ” — VP North America Channels, F5
      • Integrated PRM and SFA
      • Opportunity collaboration
      • Lead forwarding
      • Deal registration
      • Custom quoting (New)
      • Business planning (New)
      • 300% increase in deal registrations
      • Increased top 20 partner business by 50%
      • High partner adoption
      • Increased channel sales to $78 Million closed
    • 10. Jason Wiley Manager, Sales Systems F5 Networks [email_address]
    • 11. F5 Business Overview
      • F5 Networks, Inc (FFIV) 1355 employees (635 SF users), ~36 regional facilities
      • What do we do? Leaders in application delivery networking…the world runs better with F5!
      • How are things going? Growing fast! 30% employee increase, Leasing new 137,000 sq ft Seattle building, Puget Sound (WA) Technology Talent
    • 12. F5 & Salesforce.com
      • SFA History
          • Customer Since Dec ‘00
            • First Licensed Enterprise Customer
          • Dedicated Business Application Manager Feb ’03
      • PRM Deployments
          • Deal Registration Program Dec ’04
          • Shared Portal Opportunity Access Nov ’05
          • Lead Forwarding May ’06
    • 13. F5 Channel Program
      • Global Channel Model
          • 3 to 5 Partner Tiers
          • ~90-95% Product Sold Indirectly
          • ~60-65% Channel Initiated
      • NA Initiatives: “Continuous Improvement”
          • Pipeline Collaboration – early partner engagement
          • Improve Profiling Visibility - jointly sell, deliver & support
          • Marketing Funds/Lead Forwarding - building credibility in turn trust & satisfaction
    • 14. F5 Implementation Timeline
    • 15. F5 Implementation Timeline
    • 16. F5 Next Level PRM
      • Channel Enhancements:
          • Continue Global Path - share best practices
          • Configurations - enable up selling capabilities
          • Distribution Portal - streamline time to order
      • Business Management Tools
          • Profiling Capabilities – targeting channel audiences
          • Partner Planning – align goals & objectives
          • Marketing Funds – ROI reporting
    • 17. F5 Demonstrations
      • Business Planning
      • Marketing Fund Requests
          • Lead Forwarding
      • Configurations
    • 18. F5 Next Level PRM
      • 5 Implementation Success Tips
          • Business drives system, not vice versa
          • Communicate to partners, execute strategy
          • Continuously improve, drive value within SFA/PRM
          • Align necessary resources
          • Establish training strategy
    • 19. F5 Thanks!
    • 20. F5 leveraged the MDF/Co-op Fund Management app on the AppExchange
      • Track MDF Requests and Claims
      • Automate approval process and receive notification
      • Visibility to marketing expenditures and ROI
      • Configurable
      Best practice, closed loop fund collaboration tool to enable marketing planning
    • 21. And they utilized the Business Planning app
      • Develop business plans with your strategic partners
      • Maximize partner revenue potential through goal alignment
    • 22. And there are many more apps available from salesforce.com and our partners
      • Partner Management
      • Deal Registration Template
      • Lead Distribution
      • Partner Recruitment
      • Special Pricing
      • Rebate Management
      • POS Tracking
      • Partner Communications
    • 23. Jason Wiley SPEAKER TITLE HERE William Moxley Dir, PRM Product Management QUESTION & ANSWER SESSION F5 Networks Salesforce.com
    • 24. Partner Account Management
      • Build extensive partner profiles
      • Calculate partner performance with a partner scorecard
      • Track aggregate partner performance
    • 25. Deal Registration Template
      • Gain visibility in channel deals
      • Reduce channel conflict
      • Build trust
      • Automate approval process and receive notifications
    • 26. Partner Recruitment Template
      • Grow your channel program
      • Streamline the partner application and approval process
      • Measure progress against partner recruitment goals
    • 27. Session Feedback Let us know how we’re doing!
      • Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:
        • Overall rating of the session
        • Quality of content
        • Strength of presentation delivery
        • Relevance of the session to your organization
      We strive to improve, t hank you for filling out our survey.
      • Additionally, please score each individual speaker on:
        • Overall delivery of session
    • 28. Q&A
    • 29. What’s next? Get a one on one demo Get it now & start a pilot Learn More http://blogs.salesforce.com/prm/ http://www.appexchange.com

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