How Partners are growing with SugarCRM

777 views

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
777
On SlideShare
0
From Embeds
0
Number of Embeds
7
Actions
Shares
0
Downloads
21
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • Welcome to SugarCon 2012 Partner DayWelcome to our international group of partners representing over (how many countries)Welcome to our partners representing over (how many customers)Welcome to our partners representing customers from 1 user all the way thousandsWelcome to our newest partners, including the most recent 40 partners that joined us in Q1 of 2012And welcome to partners such as Synolia, Genius4U and Insightful, who have been with SugarCRM for 7 years
  • I’d like to thank everyone one in the room for our record breaking 2011, and for Q1…another record breaking quarter for SugarCRM…You (our partners) have been foundational in our continued growth, and without you, SugarCRM would not have achieved the remarkable goals we have to this dateSo, thank you.And, also, thank you for being here. This event costs money, and takes away your precious billable time. We recognize the time and energy you’re investing into your business today and this week.So, again, thank you.
  • Success…What a GREAT wordWhen we achieve it, nothing feels betterFor me personally…it’s all about hitting the company’s revenue targets…And what about you? What is your definition of success…
  • You had some phenominal growth as you invested and focused on your Sugar practices…
  • Amazingly, our top partner in 2010, having grown total business respectably more than 75%, was dethroned by a challenger that grew his new business 10X to take the crownAs Larry pointed out, you achieved phenomenal growth as a group, with over 50 partners doubling their sugar subscription business in a meaningful way. And, remarkably, the most prolific partner in terms of new customers added just under 100. Second place was 80…and, Jim, you were third…And, as remarkable, the most prolific rookie added 26 customers! Awesome, just awesome. We’re all going to really celebrate that success at tonight’s awards dinner.But in three words…you guys rock!
  • So what is our definition of success in 2012?Well, Larry talked about our greater vision and the opportunity we believe is in front of usAnd from a Sales perspective, we want to continue to accelerate top line growth in partnership with you
  • At the highest level…
  • In addition to the Marketing investments Nick discussed…I talked about our growth in the company, and here are just a few ways in which we’ve invested to enable our company to scale and improve your success…
  • Go To Market plansSyndicated web content – ZiftGoogle AdWords – kicking programoff in the next two weeks, 6 NA partners enrolled – regional adwords using MDF, discounted pricing
  • For Q1 2012
  • At the highest level…
  • Refer to Notes
  • It means being deeply committed, fanatical evenCreating visibility for yourselfAnd being distinctive…differentiationCreating visibility for yourself…
  • Ask yourself…are you distinctive? Not in smell or look, per se…Have you established your differentiation? Does your market know? Do they really know?
  • Ask yourself…are you distinctive? Not in smell or look, per se…Have you established your differentiation? Does your market know? Do they really know?
  • Ask yourself…are you distinctive? Not in smell or look, per se…Have you established your differentiation? Does your market know? Do they really know?
  • Ask yourself…are you distinctive? Not in smell or look, per se…Have you established your differentiation? Does your market know? Do they really know?
  • Hopefully it’s not to settle for mediocrity because…
  • Unified user experience and brand that spans the web site, collateral, and productsSupport Portal – MindtouchPartner PortalWeb site as a selling toolWhat is the technology behind it – D6 to D7Enhanced profile of
  • Ask yourself…are you distinctive? Not in smell or look, per se…Have you established your differentiation? Does your market know? Do they really know?
  • As Nick said, we’re putting a lot of muscle behind you.One of the ways you may have noticed is our new websiteSince we launched the new website, our traffic has DOUBLEDAnd we’re creating visibility for youmore than you may knowCheck out our new solutions section
  • Success…What a GREAT wordWhen we achieve it, nothing feels betterFor me personally…it’s all about hitting the company’s revenue targets…And what about you? What is your definition of success…
  • So, the message I would leave you with today…And while we’re all here together for the week…What is your definition of Success for 2012 and beyond with SugarCRM?We are committed to your success. Are you committed?Do we have a plan in place? How are we together performing to plan?And, then, let’s be fanatical about achieving our mutual success in partnership.
  • How Partners are growing with SugarCRM

    1. 1. How Partners Are Growing with SugarCRM Jeff Campbell SVP Worldwide Mid Market & Channel Sales
    2. 2. Welcome!
    3. 3. Thank You!
    4. 4. Success
    5. 5. Your Success• 15 partners with 300%+ subscription revenue growth• 30 partners with 200%+ subscription revenue growth• 70 partners with 75%+ subscription revenue growth• Partner-sourced deals tripled from 2010 to 2011• 50% growth in global channel subscription business• Top 10 Partners added 400 new customers
    6. 6. More of Your Success…• Open Symbol ascends to new business leader• 53 partners doubled subscription business• Our top partner added 99 customers in 2011• The top rookie partner added 26 customers!• Every region saw strong partner growth in 2011
    7. 7. What is SugarCRM’s vision of Partner Success for 2012?
    8. 8. The 2012 Mission for Success• Small and Midmarket 50%...60%...70%...80%...• Respond to the opportunity with Large Accounts• Drive “healthy” business practices
    9. 9. Disciplined Selling• Controlled renewal discounts• Controlled renewals from future quarters• Controlled incentives on multi-year deals• Globally, new sales compensation focus10/5/20 ©2012 SugarCRM 9
    10. 10. Investment in your Success• Marketing Investments• Global Partner Enablement Team• 2012 business planning• Partner Advisory Board & SIGs• Improved partner onboarding• New Sales/Pre-Sales training• Certification program• Channel Renewals support• Large Accounts team
    11. 11. Packaging for Partners - Program In-A-Box( +>60)& ( )( $% 4#)@0>A$=8)B%05 9 ?086 ! "#$% ( $( ) #*& & , ( - . ( /) $& 01#& , 6 ) & ! ! "#$%+ ( % & #& ) • Webcast Strategy Brief – Email Copy ! "#$%2 34 /"#6& & #5% 1C < %D0)$E $% 6 040==)+5)! " #$% +>60) )( 9 ! "#$%7 0( 8 & & 1C FFF) 0#6 $86 =8% +4=) GC FFF)HI I +% 46 0=) 8" 86 J C FFF)&9 +=07)< 0$9 =) 9( 5% /56& 1C K +" % +4#)E 0>A$=8)) )9 GC H4#+6 4#)I % +86 +, +4)+4)@0>=6 80L); 0E =9 0880% $6)>9 L)0, 9 $=8=)) – ! "#$%: 05; 6& & !! <% & #*$( 8= #> & ; 6% #*6?& %*( 5%$#> & *06. #5% ( $1& . 0*% $/% & , 0- @% & . 6& 0. ; /#6& Landing Page Copy !! <% & #*$( 8! </6% & ; 6% #*6?& ; *% *#&$1& - ; $/5( % > /% #</6% & 6% #*6& & /$) , 0- = ; ( 50- #& A& /$) 5; 0- @ /0$( 8= 0% 11/% & #6?& &B #3/$( *& C#D; /*#- #$% 6?& 9/%#& 8 " #$ !$ %& !$ ( ) * ! + E( $1/$) & ) #& F( & G& M 4)" =)5+% +6 )$4)N+" % +4#=)E 0>A$=8)8+)9 4)N+E )O/ P Q; R S)$47)! " #$% +>60)/ 9 =)+I 86 6 )9 0$% )( 9 " , T0=) – B #36/% , 0. H& #& 8N0), +>60)0UI 0%04A0)5+% 9 6 )8N0)A+, I $4VW +$7)E $%6 =L)% A6 =)% %+% 07" 4#)7+E 486 0)$47)6 0$=6 , 4A% 4#) I % A86 8VC ) +7" D6 ) @N$8)V+" )E 69 0$% · X I% 9)9 4)+4)8N6 0>A$=8:)) =)E , +D0)=$9 % A86 8V)E 6 0=)I +7" D6 8N), +>60)$AA0==)=+9 86 · PAA0==)! " #$% % )$4V)=, $% N+40)+% 08) )5 +, 8I 9 )8$>9 " +4=) Timeline · @+% 940)$47)" I 7$80)! " #$% 45 , $86 ?)+55 6 )6 +% +4)$" 8+, $86 9 N04)V+" )% % A$9V)E 08" 4)8+)8N0) – 408E +% ?) Follow-Up Emails · X I 9 048), +>60)5" 4A86 , 0, 9 +4$98V)Y" 6 V)$47)=6 I 9 6 A?9 , V)$A% +==)$9)! " #$% 9 9 )70I +V, 048) +I 86+4=) · ( +70% $807)76 ==6 =A" +4:)Z+" % )AN$4A0)8+)$=?)8N0)0U 0%I 8=) ) ! I 0$?0%=:) · ; $, 0L)Q6 0L)H% T$86 89 #$46 +4) · ; $, 0L)Q6 0L)H% T$86 89 #$46 +4) • PPT Slides with Speaker Notes · ; $, 0L)Q6 0L)H% T$86 89 #$46 +4) ) B #35( 6% & @0>A$=8)( $4$#0% :) ( $( ) #*I - 01#*( % 0*& @0>A$=8)( +70% :)) $8+% C#) /6% % J CE& *( /0$& ! + *H& $& CE& C; J ! ! "#$%J CE& & ! • Customizable Banner Ad B #3/$( *& ) #$1( ?& @ . ), 6 80=:)X +7" A86 4" 48% +4=) G[ ), 6 80=:)! I 0$?0% )Q+I 6 4" )1) A) G[ ), 6 80=:)! I 0$?0% )Q+I 6 4" )G) A) 1[ ), 6 80=:)] P) 4" K; *"#H& ; #6% L /0$6& & 1C ] " 0=86 +4)1) GC ] " 0=86 +4)G) J C @+" 9 7)V+" )9?0)" =)8+)5+9+E )" I )E 6 6 9 8N)V+" )$580%)8N0)0D048)8+)9 4), +% 0$% 0)$>+" 8) ! " #$% ( ^) &&! " #$% ( )*+% )- . ) & , / $#0)1) 1123211) &+456 70486 )8+)! " #$% ( :); +8)*+% 6 6 86 $9 & )< =8%>" +4)10/5/20 ©2011 SugarCRM 11
    12. 12. Channel Marketing Programs MDF Program  Marketing Programs Web Assets  White Papers In-A-Box  Partner Portal  Webcasts In-A-Box  Go to Market Plans  Drip Email Campaigns  Syndicated Web Content  Case Studies  Promotional Webcast  Co-Branded Collateral  Partner of the Month  Press Release Templates  Google AdWords Program Marketing Education  Live Events  Marketing 101 Webcast  CRM Acceleration  Marketing Hire in a Box  Industry Tradeshows  Marketing Vendor List and  Regionals User Groups Negotiated Prices  Marketing Boot Camp10/5/20 ©2011 SugarCRM 12
    13. 13. Marketing Education Marketing Boot Camp  Monthly Marketing 101  Workshop Agenda: Webcast  Overview of a marketing system  3nd Thursday of the Month  Overview of a marketing calendar  Topics Include:  SugarCRM Messaging and  SugarCRM messaging Differentiation  Google Ad Words / Organic  SEO/PPC and Keywords Search  Improving your website  Lead Nurturing & Drip Marketing  Blogs  Nurture Marketing  Putting the pieces together  Building the calendar10/5/20 ©2011 SugarCRM 13
    14. 14. Our Mutual Success…First Half of 2012• 25% increase in average deal size (N & A)• 60% increase in New and Add transactions• 100% growth in Total New & Add Sales
    15. 15. Large Win Success…Q3• Bray 500 users• Opcalia 400 users• EMIS 1,100 users• Macquarie Unv. 3,000 users (Insightful)
    16. 16. What is your definition of Success?
    17. 17. • Achieve top VAR• Triple your Sugar business• Expand to a new region• Foremost expert in a niche
    18. 18. Achieving your success doesn’t mean being the biggest or most dominant
    19. 19. But…
    20. 20. You must be Committed We must have a Plan
    21. 21. Are you distinctive?
    22. 22. Does the Market know?
    23. 23. 10/5/20 ©2012 SugarCRM 24
    24. 24. Over 90% of SugarCRM’s leads originate on our website!
    25. 25. Success
    26. 26. SuccessCommitment PlanPartnership

    ×