PRM Product Road Map William Moxley, salesforce.com Adi Kuruganti, salesforce.com Elay Cohen, salesforce.com Sales: Channel and Partner Management
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Our roadmap was developed by YOU Customer interactions Surveys Usability testing Roadmap = + + +
Opportunity Products was one of the most frequently requested enhancements for Spring 07 <ul><li>Spring 07 PRM Release </li></ul><ul><li>Opportunity products </li></ul><ul><li>Role hierarchy for partners </li></ul><ul><li>Change owner email template </li></ul>1 1 2 2 3 3
Accounts was released shortly before Summer 07 <ul><li>Summer 07 PRM Release </li></ul><ul><li>Accounts in the portal </li></ul><ul><li>Direct Creation of Opportunities </li></ul><ul><li>Tiered Pricing </li></ul><ul><li>Sharing to Roles & Internal Subordinates </li></ul><ul><li>Contact Sharing </li></ul>1 2 3 4 1 4 5 3
There has been a great response from customers <ul><li>Over 200% increase in customer base </li></ul><ul><li>45X times more PRM traffic than last year </li></ul>
But there are a tremendous number of new features we want to deliver Our roadmap themes: Partner success Channel program excellence Salesforce to Salesforce integration
Make partner sales reps more effective by sharing valuable Contact information Expose Contacts tab in the partner portal Leverage Contact Sharing to control which Contacts in an Account the partner can see
Provide partners with a centralized location to manage all of their Tasks <ul><li>Expose Tasks tab in portal </li></ul><ul><li>Provides partners with a consolidated task list across Leads, Opportunities, etc. </li></ul>Important for task driven partner business processes
Enable third party service partners by sharing Cases via the portal <ul><li>Outsourced case management: </li></ul><ul><li>Assign cases to partners </li></ul><ul><li>Empower partners to manage case resolution </li></ul><ul><li>Partners logging cases: </li></ul><ul><li>Allow partners to log cases for customers </li></ul><ul><li>360º view with Customer Portal </li></ul>Portal for service partners too…
Give partners insight into their business with reporting capabilities <ul><li>Define custom reports for your channel partners </li></ul><ul><li>Allow partners to enter report parameters </li></ul>Extensive reporting capabilities available now through partner
Make it easier for partners to find important marketing collateral Tag Share Rate Subscribe Bringing the Wisdom of Crowds to Corporate Content Management
Greater customization by leveraging S-Controls, web tabs, and more Easier integration on portal Build custom user interface and mashups for partners
Reduce the burden on Channel Managers and Channel Ops by delegating partner user administration <ul><li>Allow partner admin to: </li></ul><ul><li>Create or deactivate partner users </li></ul><ul><li>Reset passwords </li></ul>Shield your organization from dealing with partner turnover Restrict # of partner users each partner can have
Give Channel Ops more administrative flexibility <ul><li>Allow Channel Managers to log in as partners but not create partner users </li></ul><ul><li>Better accommodate industry consolidation: </li></ul><ul><ul><li>Merge partner accounts </li></ul></ul><ul><ul><li>Change the account on a partner contact </li></ul></ul><ul><ul><li>Delete inactive partner contacts </li></ul></ul>Before After Split Manage Partners permission
Innovate by listening to your partner community <ul><li>Get real time feedback on your programs </li></ul><ul><li>Develop innovative new programs </li></ul><ul><li>Build trust </li></ul>The ideaExchange for partners!
Allow channel managers to model partner hierarchies Model Vendor Distributor Reseller relationships by allowing partners to own / manage other partners Visibility Grant partners visibility and administrative rights to users below them in the role hierarchy 2 tier, 3-tier, n-tier Distributor Reseller Reseller Reseller Vendor Reseller
B2B Integration a $26B Challenge “ Goldman Sachs estimates that last year… $26 billion was spent on B2B, or inter-company, integration . The minimum integration costs start at $1 million , but can go up from there quickly. http://www.perfectxml.com/Xanalysis/TSG/NewNewThing.asp
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First Target Use Case: PRM No More Double Entry = Higher Adoption Vendor Salesforce Org Reseller/Broker Salesforce Org Leads Opportunities Custom Objects