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
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Agenda Where Are We Now? Where Are We Going? Q&A
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
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
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
Solutions in the portal
Approval workflow and record locking
Salesforce PRM Winter Demo
A day in the life of a partner
A day in the life of a channel manager
A day in the life of a channel admin
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
Listening to Our Customers Community VLO Programs Direct Engagement
Designated Product Managers & CSMs
Top 10 Feature Requests
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
A Road Map Based On Your Feedback
The road to adoption and trusted partner relationships
More Partner Productivity Improvements More Service and Support for Partners More Channel Management Tools More Community and Connectivity
More Channel Manager Tools
Custom report types
Sales teams on leads
Products on leads
Expanding the scope of channel management Tier 2 Partners Tier 1 Partners
Tools to make the channel manager’s life easier
Partner help desk
Partners managing their own profiles
My User Profile
More Partner Productivity Improvements
Make your partners’ experiences more sticky
Data enrichment of leads and customer data
Google services for marketing
Incentives for partners
More campaign tools for partners
More Channel Analytics For All Your Channels
Integrated and transparent demand/supply chains
More reporting and scorecards
A Day in the Life….
Distributor portal for reseller deal registrations
Partner Reporting Portals
Third Party Service & Support
Portals for service management too….
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
The Holy Grail of Channels
Which partner portal?
Are my contacts in Outlook?
Where is my forecast?
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 “ ”
PRM Nirvana – Networked PRM
Opt-in and opt-out of sharing communities
Partner Partner Partner Partner Partner Partner Partner Partner Vendors My CRM is Connected
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
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
PRM Team Introductions
Director of Product Management
PRM Solution Specialist
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
Visit the Channel Clinic for a Channel Audit
Come by and see a demo
Schedule some time product management
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