Building a Global Partner Program - From Strategy to ExecutionPresentation Transcript
Building a Global Partner Program: From Strategy to Execution Chris Gorglione, Segway Scott Safe, Network Physics Viviana Padilla, salesforce.com Track: Channel Executives
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The Challenges of Global Programs
Network Physics Inc.
Question and Answers
Salesforce PRM Solution Summary
The Challenges of Going Global With Channels
I’ve seen companies struggle with….
Act Globally While Acting Locally!
One database. One experience. One international program.
Tools to help:
Field level security
Let’s Hear What Our Customers Have To Say Chris Gorglione Product Manager [email_address] Scott Safe VP Marketing [email_address]
Chris Gorglione Product Manager [email_address]
Develop and manufacture personal transportation products
Over 100 dealers in NA
33 Distributors around the world
Focus on police & security, short distance commuting and consumer recreation
INDUSTRY: Personal Transportation EMPLOYEES: 120 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Service & Support, PRM # USERS: 20 Employees 150 Partners
Segway Inc. – Key Challenges
Strong, qualified lead generation (web, tradeshows, in-bound calls).
No consistent method to distribute leads to partners
No way for partners to report back on deal activity
No visibility into close rates and marketing effectiveness.
Anecdotal feedback that leads were not being followed by the channel.
No internal resources to develop or implement a new system.
Custom solutions were far beyond of budget.
Qualified leads were “falling through the cracks”
No way to track marketing ROI
Conflict between Commercial Sales and Channel Partners – both working on same deals.
Potential customer pre-purchase frustration.
No consistency across global markets
Segway Inc. – The Solution
Installed and configured PRM to demo internally.
Added functionality for channel to report retail sales.
Added customer satisfaction functionality based on retail sales.
Rolled-out to select group of channel partners for testing and feedback.
Organized web conferences to introduce and train the channel.
Developed incentives to reward usage and changed policies to stem channel conflict.
Trained channel using web conferences.
Marketing & Sales Initiative
1 day to install / configure and 2 weeks of testing before roll-out
Reaching All Markets and Channels Globally
Did a phased roll out with partners globally
Tested with key markets and then rolled out offering
Segway Inc. – Results
75% of the channel was logging into the portal by the end of the first month.
Able to verify that leads were being read and followed-up.
Commercial sales team was able to work with the channel by seeing what partners were working on.
Easily see what marketing campaigns were most effective.
Visibility into customer satisfaction with dealers / distributors.
They demand all communications go through the portal
It must be the time zones….
75% of the channel was logging into the portal by the end of the first month
Partner reticence ceased. Partners talked to the press openly about the success model of NP, and how fast we have reacted to their needs
Won Gartner IT ChannelVision praise for our Enterprise VAR program
Invited to Salesforce Partner Portal Board of Advisors
Channel friendly program
Channel Partners – Dealer & Distributors
# Partners: ~86
Timely Sales Tools & News
Understand marketing effectiveness
Chris Gorglione Product Management Scott Safe VP Marketing QUESTION & ANSWER SESSION Network Physics Segway Vivianna Padilla Senior Consultant Salesforce.com
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
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