PRM Solution


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  • PRM Solution

    1. 1. Team Salesforce PRM Overview
    2. 2. The History of Channel Management <ul><li>Channel Chaos </li></ul>
    3. 3. How Do You Make Your Channel Programs and Partner Relationships Successful? Partner Adoption? Program ROI? Lead Accountability? Channel Conflict? Fair Account Distribution? Lost Leads? Measurable Results?
    4. 4. What Channel Challenges Are You Facing Today? Channel Conflict? Mind share? Visibility? Scale? Adoption? Do you know who your top performing partners are? Do you know why they are your top performers? ” “
    5. 5. But There Is Hope! 90% adoption with qualified leads. Recruitment reduced from 10 days to 2 hours. Top 20 partners have doubled business. Zero Channel Conflict. Reduced coop processing time by 50%. Streamlined channel processes by 1 day/week
    6. 6. F5 Collaborates for Higher Sales Challenge <ul><li>Channel Silos </li></ul><ul><li>No visibility </li></ul><ul><li>Manual process </li></ul><ul><li>90% of business through channel </li></ul>Internal use only Solution Results With our partners, we are now able to deliver the best solutions to our joint customers. “ ” — VP North America Channels, F5 <ul><li>Integrated PRM and SFA solution </li></ul><ul><li>Opportunity collaboration </li></ul><ul><li>Complete visibility </li></ul><ul><li>Deal registration for partners at all levels </li></ul><ul><ul><li>300% increase in deal registrations </li></ul></ul><ul><ul><li>High partner adoption </li></ul></ul><ul><ul><li>Increased channel sales to $42 Million closed </li></ul></ul><ul><ul><li>Increased top 20 partner business by 20% </li></ul></ul>
    7. 7. WebTrends Drives High Channel Adoption Challenge <ul><li>Infrastructure needed to grow business </li></ul><ul><li>Time to market </li></ul><ul><li>Extend our sales force reach </li></ul><ul><li>Inside and outside deal collaboration </li></ul><ul><li>Revenue and forecast visibility </li></ul>Internal use only Solution Results We have a wide network of partners, and these capabilities really help us manage the program and strengthen our relationship with them . “ ” — VP, WebTrends <ul><li>Integrated PRM and SFA solution </li></ul><ul><li>Web-captured leads to partners </li></ul><ul><li>‘ One-stop’ for all partner tasks, leads, documentation and co-op </li></ul><ul><li>Automated workflow </li></ul><ul><li>Case Escalation </li></ul><ul><li>Worldwide rollout in 45 days </li></ul><ul><li>Over 70% partner adoption </li></ul><ul><li>454 unique partner users </li></ul><ul><li>Over 15,000 leads distributed to partners </li></ul><ul><li>More than 85 Co-op claims processed </li></ul>
    8. 8. Measurable Success at Network Physics High Adoption 75% Partner Login after 1 Month Higher Revenue 214% Increase in Revenue Sales Coverage Zero Channel Conflict Larger Deals Record-breaking Deal Size Faster Collections Order-to-cash improvements Greater Scale 85 partners signed in first 6 months
    9. 9. Customers with Leading Partner Programs
    10. 10. One Pipeline. One Application. One Salesforce. ” — VP of sales, Webtrends Our partners are now part of our sales force. “ My CRM My SFA Complete Visibility with Integrated PRM and CRM High Adoption through Customizable Portals and Branding Complete Partner Lifecycle Functionality Reduced Channel Conflict with Deal Registration and Opportunity Management My PRM
    11. 11. Adds the Power of AppExchange! Install AppExchange Apps to Your Portal Share Any Custom Process or Object Share Custom Price Books and Products
    12. 12. Complete Partner Lifecycle Management Increase channel effectiveness with Salesforce PRM Automate Recruitment Market Sell Measure View Every Metric Improve Effectiveness Generate Loyalty Recruit <ul><li>Sales Analytics </li></ul><ul><li>Forecasting </li></ul><ul><li>Dashboards </li></ul><ul><li>Data Quality Management </li></ul><ul><li>Partner Recruitment </li></ul><ul><li>Partner Account Management </li></ul><ul><li>Partner Training </li></ul><ul><li>Channel Plans </li></ul><ul><li>Lead Management </li></ul><ul><li>Partner Communications </li></ul><ul><li>Funds & Budgeting Management </li></ul><ul><li>Document Management </li></ul><ul><li>Deal Registration </li></ul><ul><li>Opportunity Management </li></ul><ul><li>Activity Management </li></ul><ul><li>Pricing Management </li></ul><ul><li>Workflow </li></ul>
    13. 13. Extend Your Partner Program with the AppExchange <ul><li>PRM Add-on Applications </li></ul><ul><ul><li>Funds Management </li></ul></ul><ul><ul><li>Channel Insight </li></ul></ul>Channel Management <ul><ul><li>Finance Management </li></ul></ul><ul><ul><li>Channel Planning </li></ul></ul><ul><ul><li>Many more </li></ul></ul>Community Ratings and Reviews Live demo and test drive Install with Clicks
    14. 14. Marketing Programs and Promotions For The Channel <ul><li>High performance promotional management </li></ul><ul><li>To partners and for partners </li></ul>
    15. 15. POS & Inventory Application Available Now <ul><li>Integrate POS and inventory data with your database </li></ul><ul><li>Measure performance and compare sell in vs. sell through </li></ul><ul><li>Algorithms to drive data accuracy </li></ul>
    16. 16. Best Practices in Action <ul><li>A day in the life of a channel executive </li></ul><ul><li>A day in the life of a partner </li></ul>
    17. 17. Five Key Principles of an Award-Winning Program Build Partner Adoption Optimize Account Coverage Measure Channel Success Close the Loop on Lead Management Streamline Recruitment 1 3 2 4 5
    18. 18. Streamline Partner Recruitment Easy-to-Use, Customizable Portal Give Partners an Easy to Use Portal Customize Recruitment by Segment Measure Success 1
    19. 19. Build Partner Adoption <ul><li>Make All Your Partnerships Stick </li></ul>2 Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Lead 1 Lead 2
    20. 20. Optimize Channel Coverage Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates Approve Create Account, Contact, and Opportunity Workflow Rules are Triggered Leverage Record Types, Layouts, Field-level security 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 3 Zero Channel Conflict with Deal Registration
    21. 21. Close the Loop on Lead Management Lead Tracking Lead Generation Lead Qualification Send leads to reps not just companies Limit the number of leads Enrich the lead quality Capture timely feedback Deploy competitive shark tank Hold Partners Accountable for Every Lead 4 Lead Distribution
    22. 22. Measure Channel Performance With Scorecards <ul><li>Use Dashboards that Drive Business Goals </li></ul>Dashboard Types Channel Sales Performance Deal Registration Recruitment Budgets Partner Profitability Partner Marketing ROI 5 Revenue Visibility Channel Growth Partner Win Rates Adoption by Partner Pipeline Forecasts
    23. 23. Unlimited Success with Winter 07 Applications