Tools to Increase Partner Adoption and Loyalty

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Tools to Increase Partner Adoption and Loyalty

  1. 1. Tools to Increase Partner Adoption and Loyalty Kurt Shaver , GFI Mike Wallgren, Altiris Elay Cohen , Salesforce.com Ryan Worobel , Salesforce.com Track: Channel Executives
  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 <ul><li>Introductions </li></ul><ul><li>Channel Adoption Today </li></ul><ul><li>Best Practices </li></ul><ul><li>Customer Strategies for Adoption and Loyalty </li></ul><ul><ul><li>GFI </li></ul></ul><ul><ul><li>Altiris </li></ul></ul><ul><li>Salesforce PRM Solution Summary </li></ul><ul><li>Question and Answers </li></ul>
  4. 4. Introductions Kurt Shaver VP/GM Americas Operations Elay Cohen Senior Director Product Management, PRM Salesforce.com Mike Wallgren Altiris, Inc. GFI Software Marketing Operations Analyst
  5. 5. 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
  6. 6. What Challenges Are You Facing To Reach This Objective? Channel Conflict? Mind share? Visibility? Scale? Adoption? Do you know what it’ll take your partners to collaborate with you and provide you sales and marketing updates? ” “
  7. 7. We Here This Over and Over…. # 1 channel management challenge today is partner adoption. ” “
  8. 8. Partner Adoption <ul><li>What drives your partner relationships? </li></ul>Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Segment and Target Benefits Lead 1 Lead 2
  9. 9. Partner Adoption Tips and Tricks <ul><li>Brand your portals </li></ul><ul><li>Personalize the portal </li></ul><ul><li>Provide process help and detail </li></ul><ul><li>Find the WIFM (what’s in it for me) of channels </li></ul>
  10. 10. Channel Manager Adoption <ul><li>Empower channel managers to manage and create their own programs </li></ul>Recruit Partners Manage My Partners Partner Scorecards & Dashboards Collaborate with Partners My Channel Program Dashboards Channel Sales Performance Deal Registration Recruitment Budgets Funds & Claims Usage Partner Marketing ROI
  11. 11. Now Let’s Here From Some Customers!
  12. 12. Kurt Shaver VP/GM Americas Operations [email_address]
  13. 13. Company Introduction <ul><li>Founded 1992 in Malta </li></ul><ul><li>U.S. HQ in Cary, NC </li></ul><ul><li>160,000 customers, mostly network admins of SMBs </li></ul><ul><li>VC buyout resulted in new management </li></ul><ul><li>Goal to grow via the channel </li></ul>INDUSTRY: Security software EMPLOYEES: 245 GEOGRAPHY: Worldwide PRODUCTS USED: Enterprise + PRM USERS: 50 internal + 500 partners
  14. 14. Key Challenges Faced <ul><li>Business Challenges </li></ul><ul><ul><li>Lead distribution to channel </li></ul></ul><ul><ul><li>Get channel to bring business to us </li></ul></ul><ul><ul><li>Forecasting channel business </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Merging three companies with multiple, separate systems </li></ul></ul>
  15. 15. How We Addressed the Challenges <ul><ul><li>Rolling out Phase 1 of partner portal next week </li></ul></ul><ul><ul><ul><li>Integrated marketing campaign as incentive to use portal </li></ul></ul></ul><ul><ul><ul><li>Must attend Web training to benefit from: </li></ul></ul></ul><ul><ul><ul><ul><li>Pre-loaded lead list </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Co-branded email </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Follow up call scripts </li></ul></ul></ul></ul><ul><ul><ul><ul><li>White paper and pr support </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Q4 SPIF on featured product </li></ul></ul></ul></ul><ul><ul><li>Americas/EMEA/APAC portals will allow tailored channel communication by each BU. </li></ul></ul>
  16. 16. <ul><li>Already had alpha partner offer to augment our lead list with thousands of their own customers. </li></ul><ul><li>Future: </li></ul><ul><ul><li>Increased close ratio and decreased sales cycle </li></ul></ul><ul><ul><li>Increased sales from previously unknown opportunities (deal registration) </li></ul></ul><ul><ul><li>Ability to more accurately focus our channel business </li></ul></ul>Results
  17. 17. Summary Slide <ul><li>Good Luck to You and Me </li></ul>
  18. 18. Mike Wallgren Marketing Operations Analyst WW Salesforce.com Administrator Altiris, Inc. [email_address]
  19. 19. Company Introduction <ul><li>Provider of IT Service Management solutions </li></ul><ul><li>Global company </li></ul><ul><ul><li>WW HQ in Salt Lake City, Utah </li></ul></ul><ul><ul><li>Offices in other major countries throughout the world </li></ul></ul><ul><li>Horizontal focus – customers in all industries of all sizes, and in all geographies </li></ul><ul><li>85% of revenue flows through diversified partner base </li></ul><ul><li>Hundreds of key partners worldwide </li></ul><ul><li>IPO in 2002 - NASDAQ: ATRS </li></ul><ul><li>$187.6M in revenue in 2005 </li></ul><ul><li>Solutions based on three pillars: </li></ul><ul><ul><li>Lifecycle integration </li></ul></ul><ul><ul><li>Audit-ready security </li></ul></ul><ul><ul><li>Automated operation </li></ul></ul>INDUSTRY: Software EMPLOYEES: 1,000 GEOGRAPHY: Global PRODUCTS USED: SFA, Marketing, PRM. # USERS: 350 Altiris Corporate Headquarters
  20. 20. Key Challenges Faced <ul><li>Business Challenges </li></ul><ul><ul><li>Global company with strong channel focus </li></ul></ul><ul><ul><li>Need for improvement in lead distribution & follow-up </li></ul></ul><ul><ul><li>Partners not integrated into sales process </li></ul></ul><ul><ul><li>Lack of visibility into partners’ true ability to manage leads and opportunities </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Current lead distribution model: Push leads out to partners via download of a .csv file </li></ul></ul><ul><ul><li>Lack of integration with Altiris’ Salesforce.com org </li></ul></ul>
  21. 21. How We Addressed the Challenges <ul><ul><li>Redefine business process for managing partner leads and opportunities </li></ul></ul><ul><ul><li>Automate lead distribution, deal registration, and partner pipeline tracking through Salesforce.com </li></ul></ul><ul><ul><li>Standardize on one process and system worldwide </li></ul></ul><ul><ul><li>Promote partner adoption: </li></ul></ul><ul><ul><ul><li>Keep process simple, especially at first </li></ul></ul></ul><ul><ul><ul><li>Provide promotions and incentives for following process </li></ul></ul></ul><ul><ul><ul><li>Provide help with funding: MDF, regional budgets </li></ul></ul></ul>
  22. 22. <ul><ul><li>For Altiris: </li></ul></ul><ul><ul><ul><li>Partners integrated more fully into the sales and marketing process </li></ul></ul></ul><ul><ul><ul><li>Accountability and visibility for leads distributed to partners </li></ul></ul></ul><ul><ul><ul><li>Establish a global process for managing and evaluating partner lead activity </li></ul></ul></ul><ul><ul><li>For Altiris partners: </li></ul></ul><ul><ul><ul><li>Helps partners be more productive in managing leads </li></ul></ul></ul><ul><ul><ul><li>Receive recognition for ability to manage leads and opportunities </li></ul></ul></ul><ul><ul><ul><li>Demonstrates that Altiris is willing to invest in helping their partners be successful </li></ul></ul></ul>Our Results Improved Dramatically
  23. 23. QUESTION & ANSWER SESSION Kurt Shaver VP/GM Americas Operations Elay Cohen Senior Director Product Management, PRM Salesforce.com Mike Wallgren Altiris, Inc. GFI Software Marketing Operations Analyst
  24. 24. Some New Best Practices in Partner Adoption My CRM My SFA Marketing Tools My PRM POS reporting Deal Registration
  25. 25. More Tools for Partner Loyalty and Adoption <ul><li>PRM best practices and apps on demand </li></ul>
  26. 26. Marketing Programs and Promotions For The Channel <ul><li>High performance promotional management </li></ul><ul><li>To partners and for partners </li></ul>
  27. 27. 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>
  28. 28. F5 Collaborates for Higher Sales Challenge <ul><li>Channel Silos </li></ul><ul><li>No visibility </li></ul><ul><li>Manual process </li></ul><ul><li>90% of business through channel </li></ul>Internal use only Solution Results With our partners, we are now able to deliver the best solutions to our joint customers. “ ” — VP North America Channels, F5 <ul><li>Integrated PRM and SFA solution </li></ul><ul><li>Opportunity collaboration </li></ul><ul><li>Complete visibility </li></ul><ul><li>Deal registration for partners at all levels </li></ul><ul><ul><li>300% increase in deal registrations </li></ul></ul><ul><ul><li>High partner adoption </li></ul></ul><ul><ul><li>Increased channel sales to </li></ul></ul><ul><ul><li>Increased top 20 partner business by 20% </li></ul></ul>
  29. 29. A Day In The Life Of An F5 Reseller <ul><li>The Key to adoption for this company is deal registration </li></ul>
  30. 30. Complete Partner Lifecycle Management Increase channel effectiveness with Salesforce PRM Automate Recruitment Market Sell Measure View Every Metric Improve Effectiveness Generate Loyalty Recruit <ul><li>Sales Analytics </li></ul><ul><li>Forecasting </li></ul><ul><li>Dashboards </li></ul><ul><li>Data Quality Management </li></ul><ul><li>Partner Recruitment </li></ul><ul><li>Partner Account Management </li></ul><ul><li>Partner Training </li></ul><ul><li>Channel Plans </li></ul><ul><li>Lead Management </li></ul><ul><li>Partner Communications </li></ul><ul><li>Funds & Budgeting Management </li></ul><ul><li>Document Management </li></ul><ul><li>Deal Registration </li></ul><ul><li>Opportunity Management </li></ul><ul><li>Activity Management </li></ul><ul><li>Pricing Management </li></ul><ul><li>Workflow </li></ul>
  31. 31. Who is using this and How are they doing?
  32. 32. Q&A <ul><li>More Resources: </li></ul><ul><ul><li>Salesforce PRM Demo: </li></ul></ul><ul><ul><li>http://www.salesforce.com/products/partner-relationship-management.jsp </li></ul></ul><ul><ul><li>Visit the Channel Clinic for a Channel Audit </li></ul></ul><ul><ul><li>Elay Cohen: [email_address] </li></ul></ul><ul><ul><li>Frank Defesche [email_address] </li></ul></ul><ul><ul><li>Ryan Worobel [email_address] </li></ul></ul><ul><li>Demo </li></ul>

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