salesforce.com PRM Solution

salesforce.com Team Salesforce PRM Overview

The History of Channel Management
Channel Chaos

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?

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? ” “

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

F5 Collaborates for Higher Sales Challenge
Channel Silos
No visibility
Manual process
90% of business through channel
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
Integrated PRM and SFA solution
Opportunity collaboration
Complete visibility
Deal registration for partners at all levels
300% increase in deal registrations
High partner adoption
Increased channel sales to $42 Million closed
Increased top 20 partner business by 20%

WebTrends Drives High Channel Adoption Challenge
Infrastructure needed to grow business
Time to market
Extend our sales force reach
Inside and outside deal collaboration
Revenue and forecast visibility
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
Integrated PRM and SFA solution
Web-captured leads to partners
‘ One-stop’ for all partner tasks, leads, documentation and co-op
Automated workflow
Case Escalation
Worldwide rollout in 45 days
Over 70% partner adoption
454 unique partner users
Over 15,000 leads distributed to partners
More than 85 Co-op claims processed

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

Customers with Leading Partner Programs

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

Adds the Power of AppExchange! Install AppExchange Apps to Your Portal Share Any Custom Process or Object Share Custom Price Books and Products

Complete Partner Lifecycle Management Increase channel effectiveness with Salesforce PRM Automate Recruitment Market Sell Measure View Every Metric Improve Effectiveness Generate Loyalty Recruit
Sales Analytics
Forecasting
Dashboards
Data Quality Management
Partner Recruitment
Partner Account Management
Partner Training
Channel Plans
Lead Management
Partner Communications
Funds & Budgeting Management
Document Management
Deal Registration
Opportunity Management
Activity Management
Pricing Management
Workflow

Extend Your Partner Program with the AppExchange
PRM Add-on Applications
Funds Management
Channel Insight
Channel Management
Finance Management
Channel Planning
Many more
Community Ratings and Reviews Live demo and test drive Install with Clicks

Marketing Programs and Promotions For The Channel
High performance promotional management
To partners and for partners

POS & Inventory Application Available Now
Integrate POS and inventory data with your salesforce.com database
Measure performance and compare sell in vs. sell through
Algorithms to drive data accuracy

Best Practices in Action
A day in the life of a channel executive
A day in the life of a partner

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

Streamline Partner Recruitment Easy-to-Use, Customizable Portal Give Partners an Easy to Use Portal Customize Recruitment by Segment Measure Success 1

Build Partner Adoption
Make All Your Partnerships Stick
2 Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Lead 1 Lead 2

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

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

Measure Channel Performance With Scorecards
Use Dashboards that Drive Business Goals
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

Unlimited Success with Winter 07 Applications

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salesforce.com PRM Solution

by Chris Cranis on Jan 18, 2007

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