Taking Your Partner Portal to theNext Level: Driving ChannelAdoptionSue Gausch, Salesforce.comNaeem Randhawa, VM WareDarre...
Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contai...
Sue GauschSenior Solution Delivery Manager@sgauschwww.linkedin.com/in/suegausch
Agenda and ObjectivesAgenda   The VMWare story:    curbing the “partner    sprawl”   How Riverbed made it    happen – gi...
ObjectivesWith this session you will:    Learn about how VMware combats “partner sprawl”     and how you can use those sa...
VMware Partner PortalMore Needs, More Tools!Naeem Randhawa, VMware, Global Partner Portals Manager@socialcurbwww.linkedin....
Naeem RandhawaPartner Portals, Global Manager@socialcurb
All About VMware             The global leader in virtualization and cloud infrastructure,             delivers customer-p...
VMware Partner Central (PRM)Gartner’s definition of PRM:“..improve an enterprise’s ability to market, sell and service end...
VMware Partner Central (PRM)      more!                  Partner Portal Tools                    Accreditations/ Certs    ...
Portal Architecture     MyLearn Platform      CCI Rewards       Entitlements       Oracle EBS       Digital River         ...
Partner University    MyLearn Platform      Custom built    Multi-language (9)
Sales Tools   Lots of tools:    ROI/TCO Calculator   Soln. Enablement Kits   Opp/ Deal Registration    Leads/ Promotions  ...
Rewards Tool  Rewards, Reports   3rd Party SAAS
Portal Features/ Portals “Sprawl”more tools! more challenges!                                               Beta Program  ...
PRM Features/Portals “Sprawl” impacthoops to jump through                                       Sprawl•   Multi-registrati...
Governance                         Governance                                                                             ...
Solution Path | 3 Prong Approach: Governance                  Add Accountability & Ownership
Summary | Key Take-Aways• Growth expected, driving complexity• Think ahead, make a plan• Governance Plan for technology, p...
Reference | Project w/ New ProcessGlobal L10nSalesforce L10nenableTier I/II LanguagesMulti-year
Reference | Project w/ New Process
Reference | Portals: The Ugly Realitythe challenge•   Business demand to deliver increasing•   Budgets tightening•   Compl...
Darren BronsonSr. Manager, Channel OperationsRiverbed Technologies
All About Riverbed              Riverbed accelerates & manages applications and networks,              allowing enterprise...
All About Riverbed              New product: Steelhead Cloud Accelerator                Joint solution between Riverbed a...
Riverbed Partner Portal Goals      Host Key           Partner Sales      “Portal” to     Documents            Operations  ...
Custom Look & FeelMatches corporatewebsiteSliding Banners
Landing Pages for Document AccessMultiple pages within a tabLinks to key documentsLibrary is secondaryVisualForce for now,...
Deal Registration FormGoal: Ease of Use w/Minimal EntryPartner/Customer selection by picklists,populated by queriesPage Ex...
“My Account” pages View/edit own contact and account records “Partner Admin” profile   Add/disable users   Edit another’...
Integration with Other Systems One Stop Shop for Partners Single-Sign On (SSO) Integration with   Quotes/Orders   Traini...
Reports (in progress) Desired Report Types   VAR reports for Distributors   Revenue Trending   Program Compliance (reve...
Sue Gausch             Naeem Randhawa      Darren BronsonSenior Solution Delivery    Global Manager   Senior Manager, Chan...
Taking Your Partner Portal to the Next Level: Driving Channel Adoption
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Taking Your Partner Portal to the Next Level: Driving Channel Adoption

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You've launched your Partner Portal and implemented the basics, like deal registration, lead sharing, MDF, and content. Join us to learn how to take your Portal to the next level. You'll hear from customers, partners, and the product experts on innovative ways that you can leverage your Partner Portal and drive channel adoption.

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Taking Your Partner Portal to the Next Level: Driving Channel Adoption

  1. 1. Taking Your Partner Portal to theNext Level: Driving ChannelAdoptionSue Gausch, Salesforce.comNaeem Randhawa, VM WareDarren Bronson, Riverbed
  2. 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward- looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  3. 3. Sue GauschSenior Solution Delivery Manager@sgauschwww.linkedin.com/in/suegausch
  4. 4. Agenda and ObjectivesAgenda  The VMWare story: curbing the “partner sprawl”  How Riverbed made it happen – giving partners what they want  How can you take it to the next level?  QA
  5. 5. ObjectivesWith this session you will:  Learn about how VMware combats “partner sprawl” and how you can use those same techniques in your company  See the way that Riverbed has customized their partner portal to brand it consistently and give partners quick access to the information they need  Ask Questions! We’ve got some great experts in the room, take advantage…
  6. 6. VMware Partner PortalMore Needs, More Tools!Naeem Randhawa, VMware, Global Partner Portals Manager@socialcurbwww.linkedin.com/in/socialcurb
  7. 7. Naeem RandhawaPartner Portals, Global Manager@socialcurb
  8. 8. All About VMware The global leader in virtualization and cloud infrastructure, delivers customer-proven solutions that accelerate IT by reducing complexity and enabling more flexible, agile service delivery. We have 400K customers and 95% of Fortune 1000 companies.  $3.77 Billion in 2011/ 11,000 Employees  VMW Portals: salesforce.com Customer (CRM)/ Service/ Partner (PRM)  85% Revenue through Partner Network  VMW Net Promoter Score 68% (best in class 70%)
  9. 9. VMware Partner Central (PRM)Gartner’s definition of PRM:“..improve an enterprise’s ability to market, sell and service end customersthrough channel partners”“..consolidate data and transactions; set business rules and track activity”“..used to manage channel partners, distributors, alliance or strategicpartnerships”VMware Partner Central Portal: 50,000+ Global Partners/ 250,000+ Users Multi-tier (Registered/ Pro/ Enterprise/ Premiere) Partner Success Lifecycle: Enable> Create Demand> Sell> Rewards
  10. 10. VMware Partner Central (PRM) more! Partner Portal Tools Accreditations/ Certs Partner University Sales Competencies Soln Enablement Kits Marketing Solutions Partner Rewards More Needs! More Tools! Moar! Moar!
  11. 11. Portal Architecture MyLearn Platform CCI Rewards Entitlements Oracle EBS Digital River Eloqua Other 3rd Party
  12. 12. Partner University MyLearn Platform Custom built Multi-language (9)
  13. 13. Sales Tools Lots of tools: ROI/TCO Calculator Soln. Enablement Kits Opp/ Deal Registration Leads/ Promotions Competency Calc Custom built
  14. 14. Rewards Tool Rewards, Reports 3rd Party SAAS
  15. 15. Portal Features/ Portals “Sprawl”more tools! more challenges! Beta Program Beta Program Partner Email Portal Mngmnt University Partner Logo Campaigns Tool Builder Admin Portal eStore Commstrack Custom/ Tool PEX AltusCase Study: VMware.com Partner U Virt. Platform Partner University TV Marketing SR Viewer ISV Portal Partner Mktday in the life of a partner SCA Portal Partner Eval Portal Bureau NAM Partner Mkt Partner Mkt PEX on Tour Bureau APJ Bureau EMEA Partner Partner salesforce.com Rewards Incentives Partner Sales MyVMware 2nd Instance VSX Portal Vstorm? Mngmnt Rewards Central VPP Event in a Portal Demand Gen Box Website in Center a Box Prospecting Renewals Days Demand Central Sales Generation Tools Social Media Search Eng CIP Finder Compliance Syndication Partner Ready Marketing Solution Operations ?????? TCO/ROI Tool Portal Campaigns Calculator Opportunity Calculator
  16. 16. PRM Features/Portals “Sprawl” impacthoops to jump through Sprawl• Multi-registrations• Experience continuity disconnect Partner Central MyVMware VSX Portal Event in a Box• If not addressed, will compound Cross Platform Challenges - Unified Development/ Web Svcs Reduced Control - Social Software/ Collaboration - Content Management - Personalization - Localization (L10N/I18N) - Expertise Location/ Mngmnt - Communication Consistency - Mobile strategy - Identity/ Access Mngmnt - User Ideation Lack on Consistency - Search/ Taxonomy - User Experience/ Branding - Knowledge Mngmnt - Usability/ Look & Feel - Data Mining - Profiling/ Targeting - Metrics/ Tracking Lack of Unified Experience
  17. 17. Governance Governance Partner Metrics UniversityOmniture My Learn platform Salesforce.com User Experience Rewards MgmtUX Site Enhancements CCI Personalization Sales ToolsPartner Role Based Multiple SAAS/ Other Localization Marketing ToolsTier 1: APJ, Partner U Multiple SAAS/ Other Partner Content Mgmt EnablementInterwoven?/ Other Multiple SAAS/ Other Entitlement Mgmt. Social Collab MyVMwareSocialCast MyVmware / Various Solution Path | 3 Prong Approach Tools Portal Horizon SSO Horizon SSO Partner Capability 3. 2. 1. Governance Platform Needs Business Needs People> Process> Tech
  18. 18. Solution Path | 3 Prong Approach: Governance Add Accountability & Ownership
  19. 19. Summary | Key Take-Aways• Growth expected, driving complexity• Think ahead, make a plan• Governance Plan for technology, people & process• Buy-in/ Sponsorship
  20. 20. Reference | Project w/ New ProcessGlobal L10nSalesforce L10nenableTier I/II LanguagesMulti-year
  21. 21. Reference | Project w/ New Process
  22. 22. Reference | Portals: The Ugly Realitythe challenge• Business demand to deliver increasing• Budgets tightening• Complexity growth
  23. 23. Darren BronsonSr. Manager, Channel OperationsRiverbed Technologies
  24. 24. All About Riverbed Riverbed accelerates & manages applications and networks, allowing enterprises to implement virtualization, consolidation, cloud computing, and disaster recover without compromising performance.  $728M in Revenue (2011)  Rapid Growth in Recent Years  Channel Partners – 95% of sales through the channel – 2-tier distribution model  Salesforce Licenses – 1,250 SFDC users – 8,200 PRM users
  25. 25. All About Riverbed New product: Steelhead Cloud Accelerator  Joint solution between Riverbed and Akamai  Accelerates access to Salesforce data centers worldwide  5x-100x speed-up  60-95% traffic reduction  Related Session: “Best Practices for Overcoming SaaS Performance Challenges” 4pm Thursday WAN Branch Offices Customer Data Center
  26. 26. Riverbed Partner Portal Goals Host Key Partner Sales “Portal” to Documents Operations Other Systems Product Collateral Deal Reg Training Sales Tools Opportunity Mgmt Support Program Guides Quotes MDF Orders Renewals
  27. 27. Custom Look & FeelMatches corporatewebsiteSliding Banners
  28. 28. Landing Pages for Document AccessMultiple pages within a tabLinks to key documentsLibrary is secondaryVisualForce for now,CMS planned
  29. 29. Deal Registration FormGoal: Ease of Use w/Minimal EntryPartner/Customer selection by picklists,populated by queriesPage Expands for New AccountsApproval Process before ConversionOther details  Text at top  Video tutorial links  Progress monitor icon  Picklists for country, state/province
  30. 30. “My Account” pages View/edit own contact and account records “Partner Admin” profile  Add/disable users  Edit another’s contact/user record View Training & Certification data
  31. 31. Integration with Other Systems One Stop Shop for Partners Single-Sign On (SSO) Integration with  Quotes/Orders  Training  MDF  Support (Cust. Portal)  Renewals Some Data Passed Back  Quote amounts  Training Certifications
  32. 32. Reports (in progress) Desired Report Types  VAR reports for Distributors  Revenue Trending  Program Compliance (revenue, training, strategic initiatives)  MDF ROI Personalization Hard for Partners Options  Standard Reports  VisualForce w/Google Charts  3rd Party Reporting Tool
  33. 33. Sue Gausch Naeem Randhawa Darren BronsonSenior Solution Delivery Global Manager Senior Manager, Channel Manager Vmware Operations Salesforce.com @socialcurb Riverbed Technologies @suegausch

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