Channel Management Best PracticesPresentation Transcript
Dean Darwin VP North American, F5 Networks Elay Cohen Sr. Director Product Management PRM Business Unit Salesforce.com Channel Management Best Practices Keynote
Tommy Boy Video Clip
What Does it Mean to Not be a Tommy Boy?
“ Channel must be knowledgeable on all your products and latest technology updates.”
“ Channel must be able to sell on their own with the latest competitive analysis and company positioning.” “ Channel must feel “connected ” to the vendor to build loyalty and knowledge.” “ Channel must have instant access to latest vendor marketing programs.” “ Channel must be able to easily utilize channel programs like lead forwarding, MDF, and Deal Registration.” “ Channel should be part of an overall business plan .”
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The History of PRM
Chaos in the channel
F5 Drives 90% Revenue Through Channel
90% of revenues driven through channels
60% growth year over year
Over 10,000 customers
Leading provider of products and services for application delivery networks
F5 Challenged with Channel Conflict and Visibility We looked ourselves in the mirror and said, 'We call ourselves channel-friendly. Are we really putting skin in the game?'
Poor Deal Visibility
Too many “disconnected” channel programs
Trust and Loyalty
Scale to manage programs
” “ — F5 Networks
F5 Gives VARs an Edge
Salesforce PRM is the tool of choice for deal registration
Direct access to customer data
Registered discounts for 120 days
Partners are brought into deals earlier
Workflow driven deal forwarding
F5 Drives More Business to Partners
Deal approvals shortened by 90%
300% increase in deal registrations
Increased visibility to pipeline
Top 20 partners have doubled their business
We get more leads, more scope, and support to work the deal and, ultimately more business at a better margin . . ” “ — David Lesser, President and CTO, Nexum, an F5 partner
Our Mantra Is Partner Loyalty
Our partners are number 1
Ease of use for partners
Needs to add value
Not just another portal
Needs to incorporate the entire supply chain
Flexibility in the system to launch new future programs
Further Differentiation and Channel Success
Best practice channel management tools
Enhanced education and certification
Integrated supply chain
Business at the speed at light
F5 Collaborates With Channel For Higher Sales With our partners, we are now able to deliver the best solutions to our joint customers. “ ” Dean Darwin VP North America Channels, F5 Thanks Dean!
In closing… Don’t be this guy….
This Is What The Channel Is Saying
Channel Experts Share Their Secrets Partner Adoption Strategies Lead Management Channel Manager Adoption Partner Profiling Channel Conflict Global Program Management Recruitment Strategies Funny Money and Loyalty Program Personalization Process Help and Benefits 1 3 2 4 5 6 9 8 7 10
What drives your partner relationships?
Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Segment and Target Benefits 1 Lead 1 Lead 2
Channel Manager Adoption
Empower channel managers to manage and create their own programs
Recruit Partners Manage My Partners Partner Scorecards & Dashboards Collaborate with Partners My Channel Program 2
Measure Channel Success
Design dashboards that drive your objectives
My Channel Program Dashboards Channel Sales Performance Deal Registration Recruitment Budgets Funds & Claims Usage Partner Marketing ROI 3
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 High Adoption Complete Partner Lifecycle Functionality Reduced Channel Conflict 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 Related lists and attachments for partners Notes and activities for partners Streamlined partner account management Configurable email templates
The PRM Directory
PRM best practices and apps on demand
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
The Road Map for Channel Success CRM Applications User Experience Sales Force Automation Partner Relationship Mgmt Marketing Automation Service & Support Analytics Enabling Integrated Sales Channel Management On-Demand
What’s Ahead Of You At Dreamforce
3 days of channel management best practices and networking with channel executives
The Community is Growing…Be a Part of It
More Dreamforce Resources:
PRM Success Clinics
One on One Sessions with Product Management
Register at the Salesforce Pavilion
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