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Channel Management Best Practices

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Channel Management Best Practices Channel Management Best Practices Presentation 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 .”
  • Safe Harbor Statement
    • “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.  All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
    • The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates.
    • Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor .
    • Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all.  Customers who purchase our services should make purchase decisions based upon features that are currently available.  Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  • 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
    • Channel Conflict
    • 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
    • Distributor portal
    • 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
  • Partner Adoption
    • 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
    • Free Consulting
    • Dedicated Support
  • Session Feedback Let us know how we’re doing!
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    Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 157, #### For example, “ Session 123, 5555 ” Session ID: 157 Session ID # Scores for 4 categories SMS Voting powered by: