S C P009 Fullmore 091907


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  • S C P009 Fullmore 091907

    1. 1. How salesforce.com Manages Its Partner and Referral Program Michael Fullmore, Salesforce.com Ed van Siclen, Salesforce.com Track: 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. <ul><li>Business Challenges </li></ul><ul><ul><li>MORE </li></ul></ul><ul><ul><ul><li>More Revenue from Partners </li></ul></ul></ul><ul><ul><ul><li>More Pipeline from Partners </li></ul></ul></ul><ul><ul><ul><li>More Leads from Partners </li></ul></ul></ul><ul><ul><ul><li>Achieve Results with No New Headcount! </li></ul></ul></ul><ul><li>Technology Challenges </li></ul><ul><ul><li>Implementing on an existing salesforce.com org </li></ul></ul>Salesforce.com’s Alliances – Key Challenges
    4. 4. Salesforce.com’s Alliances – Key Challenges, Cont. <ul><li>Summary of Challenges </li></ul><ul><ul><li>Create Low-Touch, No-Touch Scalable Model </li></ul></ul><ul><ul><li>Create Business Optics to Track Business Impact </li></ul></ul><ul><ul><ul><li>Close Rates </li></ul></ul></ul><ul><ul><ul><li>Average Deal Size </li></ul></ul></ul><ul><ul><ul><li>Average Sales Duration </li></ul></ul></ul><ul><ul><li>Enable a trained ARMY of partners </li></ul></ul><ul><ul><li>Substantiate Business Impact to Increase Partner Investment </li></ul></ul>
    5. 5. Our Starting Point <ul><li>Partnership was like the wild west </li></ul><ul><ul><li>Opportunistic and lawless </li></ul></ul><ul><ul><li>No real, organized Partner Program </li></ul></ul><ul><li>Incredible pressure and minimal resources </li></ul><ul><ul><li>Monthly Closes (think about having 12 quarter closes a year!) </li></ul></ul><ul><li>No visibility into our channels business </li></ul><ul><ul><li>Couldn’t ascertain how Partners/Alliances impacted our business </li></ul></ul><ul><li>Lack of Ability or Resources to Scale </li></ul><ul><ul><li>Communication, Recruitment, Education/Training </li></ul></ul>
    6. 6. Multi-category Program with Tiered Benefits/Criteria <ul><li>AppExchange Partners </li></ul><ul><li>Consulting Partners </li></ul><ul><li>Referral Partners </li></ul><ul><li>Strategic Partners </li></ul><ul><li>Technology Partners </li></ul><ul><li>Training Partners </li></ul><ul><li>Value-Added Resellers </li></ul>
    7. 7. Let’s take a look at our Partner Portal <ul><li>How did we address these challenges? </li></ul><ul><ul><li>We Drank Our Own Champagne! </li></ul></ul><ul><ul><li>Implemented PRM </li></ul></ul><ul><ul><li>Defined Internal Partner Deal Process Flows </li></ul></ul><ul><ul><li>Mapped & Integrated Partner Portal to Core Salesforce Instance </li></ul></ul><ul><ul><li>Created Dashboards to Monitor Success & Drive Forecasting </li></ul></ul>
    8. 8. Step One – Deal Registration <ul><li>Visibility into Business </li></ul><ul><li>Reduced Channel Conflict </li></ul><ul><li>Closed Loop Lead Management </li></ul>Their View My View One Pipeline!
    9. 9. Step Two – Streamlined Enrollment Process
    10. 10. Step 3 – Partner Enablement
    11. 11. Part 4 – Governance
    12. 12. Project Health
    13. 13. Increased Partner Activity Partner Program & Portal Relaunched NA Regional SI Webinar New partners, increased portal functionality and the revised partner program are driving a significant increase in partner portal users. Portal IDs Provisioned
    14. 14. PRM – Results <ul><li>What were the results? </li></ul><ul><ul><li>Over a 9 Month Period…. </li></ul></ul><ul><ul><li>Grew Global Partner Community by 400% </li></ul></ul><ul><ul><li>Grew Lead Count by 218% (YoY) </li></ul></ul><ul><ul><li>Grew Pipeline by 290% (YoY) </li></ul></ul><ul><ul><li>Improved Partner On-Boarding </li></ul></ul><ul><ul><li>Improved Visibility into Partner Impact </li></ul></ul><ul><ul><li>Able to adhere to Corporate SOX Compliance Standard </li></ul></ul><ul><ul><li>Maintained High Close Rates and Average Deal Size </li></ul></ul>
    15. 15. Total Partner ‘Sourced’ Opportunities Total Number of Opportunities PRM Implemented
    16. 16. Imagine it. Learn it. Use it. <ul><li>How to apply what you’ve learned when you get home </li></ul><ul><ul><li>Automate </li></ul></ul><ul><ul><li>Centralize </li></ul></ul><ul><ul><li>Implemented </li></ul></ul><ul><ul><li>Integrate </li></ul></ul>Result: Improved Partner Intimacy
    17. 17. Michael Fullmore Techincal Business Operations, Manager Ed van Siclen VP, Strategic Alliances QUESTION & ANSWER SESSION Salesforce.com Salesforce.com
    18. 18. New Approaches - Content Syndication <ul><li>Brand Integrity </li></ul><ul><li>Consistent Content Structure </li></ul><ul><li>Free 30-day Trial Provided by Partners, Directly from the Partner’s Website </li></ul><ul><li>Resulting Lead is Routed back to the Partner via the Partner Portal </li></ul><ul><li>Partner Develops Lead & Submits as a Referral via Partner Portal </li></ul><ul><li>Normal Referral Payouts Apply </li></ul>
    19. 19. Overview of Salesforce SharedVue Salesforce content embedded within partner website Proactively Manage Product Messaging & Positioning Brand Consistency & Integrity Free Sign Ups Trials from Partner’s site! Leads Tracked via PRM
    20. 20. What’s Next – Partner Finder
    21. 21. What’s Next – Partner Finder