Salesforce PRM, Partner Edition Roadmap

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Salesforce PRM, Partner Edition Roadmap

  1. 1. Elay Cohen, Sr. Director PRM Will Moxley, Director PRM Adi Kuruganti, Product Manager, PRM PRM Business Unit Partner Relationship Management Road Map for Salesforce PRM
  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 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. </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 www.salesforce.com /investor . </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.  Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
  3. 3. Agenda Where Are We Now? Where Are We Going? Q&A
  4. 4. Unprecedented Partner Adoption and Loyalty Partner Relationship Mgmt User Experience Sales Force Automation Partner Relationship Mgmt Marketing Automation Service & Support Analytics Enabling Integrated Sales Channel Management On-Demand
  5. 5. 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 Reduced Channel Conflict My PRM
  6. 6. Adds the Power of AppExchange! <ul><li>Install AppExchange apps to your portal </li></ul><ul><li>Share any custom process or object </li></ul><ul><li>Share custom price books and products </li></ul><ul><li>Related lists and attachments for partners </li></ul><ul><li>Notes and activities for partners </li></ul><ul><li>Streamlined partner account management </li></ul><ul><li>Solutions in the portal </li></ul><ul><li>Approval workflow and record locking </li></ul>
  7. 7. Salesforce PRM Winter Demo <ul><li>A day in the life of a partner </li></ul><ul><li>A day in the life of a channel manager </li></ul><ul><li>A day in the life of a channel admin </li></ul>
  8. 8. The PRM Directory <ul><li>PRM best practices and apps on demand </li></ul>
  9. 9. POS & Inventory Application Available Now <ul><li>Integrate POS and inventory data with your salesforce.com database </li></ul><ul><li>Measure performance and compare sell in vs. sell through </li></ul><ul><li>Algorithms to drive data accuracy </li></ul>
  10. 10. Listening to Our Customers Community VLO Programs Direct Engagement <ul><li>VLO Events </li></ul><ul><li>Designated Product Managers & CSMs </li></ul><ul><li>Roadmap Reviews </li></ul><ul><li>Pilot Programs </li></ul><ul><li>Design Reviews </li></ul><ul><li>Usability Testing </li></ul><ul><li>Site Visits </li></ul><ul><li>Ride-alongs </li></ul><ul><li>User Groups </li></ul><ul><li>Focus Groups </li></ul><ul><li>Successforce.com </li></ul><ul><li>Developer Forums </li></ul>
  11. 11. What’s next? <ul><li>Top 10 Feature Requests </li></ul>Partner lead sync Contacts in the portal Reporting for partners Cases for partners Incentives and points Delegated partner admin Time based workflow Multi-tier channel visibility De-dupe rules n-Languages in portals 1 3 2 4 5 6 9 8 7 10
  12. 12. A Road Map Based On Your Feedback <ul><li>The road to adoption and trusted partner relationships </li></ul>More Partner Productivity Improvements More Service and Support for Partners More Channel Management Tools More Community and Connectivity
  13. 13. More Channel Manager Tools <ul><li>Multi-tier </li></ul><ul><li>Recruitment </li></ul><ul><li>Collaboration </li></ul><ul><li>Visibility </li></ul><ul><li>Reporting Tools </li></ul><ul><li>Channel forecasts </li></ul><ul><li>Custom report types </li></ul><ul><li>Adoption dashboards </li></ul><ul><li>Saved Search </li></ul><ul><li>Productivity </li></ul><ul><li>Contact sharing </li></ul><ul><li>Data de-duplication </li></ul><ul><li>Sales teams on leads </li></ul><ul><li>Products on leads </li></ul>Expanding the scope of channel management Tier 2 Partners Tier 1 Partners
  14. 14. Partner Self-Service <ul><li>Tools to make the channel manager’s life easier </li></ul><ul><ul><li>Partner help desk </li></ul></ul><ul><ul><li>Delegated administration </li></ul></ul><ul><ul><li>Partners managing their own profiles </li></ul></ul>My User Profile
  15. 15. More Partner Productivity Improvements <ul><li>Make your partners’ experiences more sticky </li></ul><ul><li>Data enrichment of leads and customer data </li></ul><ul><li>Google services for marketing </li></ul><ul><li>Mobile access </li></ul><ul><li>Incentives for partners </li></ul><ul><li>More campaign tools for partners </li></ul>
  16. 16. More Channel Analytics For All Your Channels <ul><li>Integrated and transparent demand/supply chains </li></ul><ul><li>More reporting and scorecards </li></ul><ul><li>A Day in the Life…. </li></ul><ul><li>Distributor portal for reseller deal registrations </li></ul>Partner Reporting Portals
  17. 17. Third Party Service & Support <ul><li>Portals for service management too…. </li></ul>Multi-vendor Case Management Customer Success Portals Outsourced case management Assign cases to partners Empower partners to manage case resolution Partner driven solutions Warranty claims Customer entitlements views
  18. 18. The Holy Grail of Channels <ul><li>Which spreadsheet? </li></ul><ul><li>Which partner portal? </li></ul><ul><li>Which login? </li></ul><ul><li>Are my contacts in Outlook? </li></ul><ul><li>Where is my forecast? </li></ul>Partners are confused! How do I keep track of all of these competing and redundant systems? How do I manage my data in my own systems? Reseller Partner “ ”
  19. 19. PRM Nirvana – Networked PRM <ul><li>Opt-in and opt-out of sharing communities </li></ul>Partner Partner Partner Partner Partner Partner Partner Partner Vendors My CRM is Connected
  20. 20. The Trusted Platform Drives Real Time Connectivity Vendors My Partner Connections My Partner Connect Programs Partners My Vendor Connections My Vendor Programs My Vendor Leads Invite Authorize Share Collaborate
  21. 21. Driving Channel Effectiveness and Partner Adoption Meta Data Customization Workflow Approvals Web Services Integration ERP Adapters Mobile Platform Document Management Partner, Solution and Sales Team Modeling Channel Management Automation Platform Partner Focused Investment Channel Analytics Channel Planning Partner Recruitment Opportunity Management Deal Registration Incentive Compensation Outsourced Service Lead Distribution Activity Collaboration Quoting & Configuration Contracts Product & Pricing Channel Forecasting Training & Certification Rebates & Promotions Order Management Campaign Execution Partner Marketing Dealer Locator Invoice POS Calendar Fiscal Year Sales Tools Collateral Products Price Books Accounts Contacts Partner Accounts Teams Territories Information Access Portal Outlook Mobile Sharing Network RSS Salesforce Proceed With Caution Chats & Forums Channel Marketing Collaborative Selling Commerce Planning
  22. 22. PRM Team Introductions <ul><li>Will Moxley </li></ul><ul><ul><li>Director of Product Management </li></ul></ul><ul><li>Adi Kuruganti </li></ul><ul><ul><li>Product Manager </li></ul></ul><ul><li>Frank Defesche, </li></ul><ul><ul><li>PRM Solution Specialist </li></ul></ul>
  23. 23. How Do you Extend Sales & Marketing Success To Your Entire Ecosystem of Partners? Distributors Partners Resellers Agents Integrators VARs Contractors Allies Collaborators Associates Outsourcers Associates Consultants
  24. 24. Q&A <ul><ul><li>Visit the Channel Clinic for a Channel Audit </li></ul></ul><ul><ul><li>Come by and see a demo </li></ul></ul><ul><ul><li>Schedule some time product management </li></ul></ul>
  25. 25. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) on the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>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 164, #### For example, “ Session 123, 5555 ” Session ID: 164 Session ID # Scores for 4 categories SMS Voting powered by:

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