S C P008 Davis 091907

PRM Implementation Success Factors Andrew O’Driscoll, Apprivo Ryan Davis, Salesforce.com Track: Channel and Partner Management

Safe Harbor Statement ,[object Object],[object Object],[object Object]

Ryan Davis Principal Consultant, PRM Global Services Lead Salesforce.com [email_address] (415) 246-7219 Andrew O’Driscoll CEO Apprivo [email_address] (415) 378- 2471

About Apprivo Apprivo works exclusively with companies using salesforce.com, providing consulting and development services Apprivo customers primarily sell through indirect channels and want to extend their salesforce deployment to support channel business processes such as deal registration, lead distribution, and MDF among others. Apprivo has co-developed several of the PRM applications in the AppExchange PRM category and have implemented over 20 PRM deployments www.apprivo.com

We’ve worked with PRM customers of all sizes and industries

Session Agenda and Overview ,[object Object],[object Object],[object Object],[object Object],[object Object]

1. Most customers start with a pilot ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

2. Partner training is key for success http://www.sprintcreative.com/salesforce/ http://www.rackspace.com/partners/partnerportaldemo.php ,[object Object],[object Object],[object Object],[object Object],Description Highest ,[object Object],[object Object],Train-the- Trainer (T3) Moderate ,[object Object],[object Object],Training Portal or 3 rd party training tool ,[object Object],[object Object],Considerations Webinar or Recorded Training Option Lowest LOE

3. Create metrics to track pilot exit criteria and ongoing success http://blogs.salesforce.com/prm/

4. Create a custom help file to augment standard support processes ,[object Object],[object Object],[object Object],Standard Help Custom Help

5. Customize portal branding for a seamless user experience Logo Accept Leads Home Page Message My Stats Help and Search Lead In Box Footer Header Approval In Box CSS (throughout)

6. Develop targeted messages to encourage usage and adoption ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

7. Communicate with Branded Email Messages ,[object Object],[object Object],[object Object],[object Object],[object Object],User letterhead to expand and strengthen company brand

8. Address OWD , Sharing Rules , & Security Considerations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

9. Leverage the partner Role Hierarchy to address visibility, editability, and forecasting ,[object Object],[object Object],[object Object],Channel Account Manager 1 Role XYZ Partners Inc Partner Executive XYZ Partners Inc Partner Manager XYZ Partners Inc Partner User

10. Leverage Roles and Queues to Scale Lead Distribution ,[object Object],[object Object],[object Object]

10 (cont’d). Increase and Automate Partner Out-reach with workflow ,[object Object],[object Object],[object Object],[object Object]

Partner Account Management ,[object Object],[object Object],[object Object],[object Object],http://www.salesforce.com/appexchange/detail_overview.jsp?NavCode__c=a0130000006P6IoAAK-d&id=a0330000003ek87AAA

Partner Account Management ,[object Object]

Deals can be registered as leads or opptys by partners Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates Approve Create Account, Contact, and Opportunity Channel Manager Reviews Submitted Deals Convert to Opportunity No Duplicates Exist Assign Sales Team Extended Sales Team Send Notifications Workflow Alert to Sales Team Partner Submits Proof of Performance Claim Send Notification Channel Manager Action Partner Action

We’ve pre-built an entire deal registration program ,[object Object],[object Object],22 Reports 6 1 3 61 Email Templates S-Control Dashboards Custom Fields

Considerations as part of a deal registration methodology Define program and rules of engagement Establish a compelling partner reward system Keep it simple Avoid the visibility black hole Track program and individual partner success Crush channel conflict 1 3 2 4 5 6 8 7 Provide timely, branded feedback and communication Provide the collateral to generate the demand

What lessons have we learned along the way? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Question and Answer Ryan Davis Principal Consultant, PRM Global Services Lead Salesforce.com [email_address] (415) 246-7219 Andrew O’Driscoll CEO Apprivo [email_address] (415) 378- 2471

What’s next? Get a one on one demo Get it now & start a pilot Learn More

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

S C P008 Davis 091907

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S C P008 Davis 091907