Reducing Channel Conflict Through Deal Registration


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Reducing Channel Conflict Through Deal Registration

  1. 1. Reducing Channel Conflict Through Deal Registration Frank Defesche, Augie Lucenti , BridgeWave Communications Track: Sales Operations
  2. 2. Safe Harbor Statement <ul><li>“ 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. </li></ul><ul><li>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, 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. </li></ul><ul><li>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 . </li></ul><ul><li>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., inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
  3. 3. Partner Channels Are a Significant Opportunity Indirect Sales (70%) Direct Sales (30%) Source: U.S. Bureau of Labor Statistics, 2005; The Gartner Group, 2002 5 Million Salespeople in High Tech, Manufacturing and Distribution (U.S.) Revenue Breakdown by Channel For High Tech Wirelless Manufacturing Channel Size Comparison
  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. One Pipeline. One Application. One Salesforce. ” — CIO, Phoenix Technologies Our partners are now part of our Salesforce. “ My CRM My PRM 100% On-Demand PRM Integrated Salesforce SFA Deal Collaboration Easy for Partners to Use Visibility across direct and indirect sales channels Partner Portals
  6. 6. Deal Registration <ul><li>Enable partners to register leads </li></ul><ul><li>Leverages page layouts, workflow, FLS </li></ul><ul><li>Approved deals are converted to opportunities </li></ul>
  7. 7. Reducing Channel Conflict 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
  8. 8. Best Practices in Action <ul><li>A day in the life of a channel sales operations </li></ul><ul><li>A day in the life of a partner </li></ul>
  9. 9. Augustino R Lucenti EVP Sales and Marketing [email_address]
  10. 10. Company Introduction Template <ul><li>Leading wireless broadband manufacturer </li></ul><ul><li>12 sales reps in 5 countries </li></ul><ul><li>Recently release product in 70/80Ghtz Frequencies </li></ul>INDUSTRY: Manufacturing EMPLOYEES: 65 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Service & Support, 3 downloaded AppExchange applications # USERS: 16
  11. 11. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Lack of automation / Information </li></ul></ul><ul><ul><li>Weak lead generation </li></ul></ul><ul><ul><li>No central forecasting </li></ul></ul><ul><ul><li>Poor revenue projections </li></ul></ul><ul><ul><li>Channel Conflict </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Integration between systems </li></ul></ul><ul><ul><li>Communications between Departments </li></ul></ul><ul><ul><li>No Methodology </li></ul></ul><ul><li>High Costs </li></ul><ul><li>Reduced revenue </li></ul><ul><li>Inefficiency </li></ul><ul><li>Low customer service </li></ul>
  12. 12. The Solution <ul><li>How did we address the challenges? </li></ul><ul><ul><li>Automated lead generation process </li></ul></ul><ul><ul><li>Central Forecasting </li></ul></ul><ul><ul><li>Implemented campaign philosophy </li></ul></ul><ul><ul><li>Integrated customer and tech support accountability and information into sales process </li></ul></ul><ul><ul><li>Implemented channel conflict and methodology process </li></ul></ul><ul><ul><li>Launched partner loyalty </li></ul></ul><ul><li>Enterprise Edition Upgrade, PRN, </li></ul><ul><li>15 Sales Users </li></ul><ul><li>30 Partners </li></ul><ul><li>Case and Campaign integration </li></ul><ul><li>Business Units affected </li></ul><ul><ul><li>Customer Support </li></ul></ul><ul><ul><li>Tech Support </li></ul></ul><ul><ul><li>Certified Partners </li></ul></ul><ul><ul><li>Distribution Partners </li></ul></ul><ul><li>Ongoing improvements </li></ul><ul><ul><li>Case Tracking </li></ul></ul><ul><ul><li>Campaign ROI </li></ul></ul>DEPLOYMENT DETAILS
  13. 13. Augustino R Lucenti EVP Sales and Marketing Frank Defesche Director PRM Moderated By:
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