S C P003 Kuruganti 091707


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  • S C P003 Kuruganti 091707

    1. 1. Adoption Strategies for Channel Success Kurt Shaver, GFI Software Brett Strauss, Media Defined Sales: Channel & Partner Management
    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 including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve 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. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, 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 service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, 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. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . 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. Kurt Shaver General Manager, Americas [email_address]
    4. 4. About GFI Software <ul><ul><li>INDUSTRY : Hi-Tech (security and messaging software for SMBs) </li></ul></ul><ul><ul><li>EMPLOYEES : 285 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 50 CRM and 750 PRM (North America rollout) </li></ul></ul><ul><ul><li>PRODUCTS : CRM, PRM and NetExam </li></ul></ul><ul><ul><li>Channel Structure: SMB reseller channel, switched model to primarily indirect </li></ul></ul>
    5. 5. GFI’s Channel Challenges <ul><li>Lead distribution to partners involved a combination of Excel spreadsheets, emails, Post-It notes,… </li></ul><ul><li>We could not track sales progress or forecast business </li></ul><ul><li>We had limited mindshare with most partners </li></ul><ul><li>We had no formal training and certification program </li></ul>
    6. 6. Why we selected Salesforce PRM <ul><li>Seamless integration with Salesforce CRM </li></ul><ul><li>Market leadership and associated development resources </li></ul><ul><li>Extended functionality via the AppExchange </li></ul>
    7. 7. Elements to our channel program success <ul><li>Efficiently distribute leads </li></ul><ul><li>Introduce Deal Registration </li></ul><ul><li>Track sales cycle and forecast business </li></ul><ul><li>Leverage portal as a “billboard” for news </li></ul><ul><li>Deliver integrated training and certification </li></ul>We focused on five high-value functions
    8. 8. 1. Efficiently distribute Leads <ul><li>Facts: </li></ul><ul><ul><li>26,561 Leads distributed YTD 2007 </li></ul></ul><ul><ul><li>3,347 (12.6%) converted to opportunities </li></ul></ul><ul><li>Out-sourced lead qualification </li></ul><ul><li>Benefit – a central, real-time view for: </li></ul><ul><ul><li>GFI management (lead quality, rep performance), </li></ul></ul><ul><ul><li>GFI sales reps (focus areas, partner performance) </li></ul></ul><ul><ul><li>Partners (GFI mindshare, wider partner base) </li></ul></ul>
    9. 9. 2. Drive higher deal registrations Submitted since May 151 Qualified since May 97 (64%) Avg $ of Qualified $7.62K* * More than double average sale Slow start, but we tweaked the program to improve performance
    10. 10. 3. Better track sales and forecast business First time ever….forecast visibility summary reports avg 52.482 $4,520,750.73 $8,793,160.17         Grand Totals (6,212 records) avg 62.198 $357,169.58 $396,855.09 Stage: Commitment to Buy - 90% (187 records) avg 47.829 $1,987,292.09 $2,649,722.78 Stage: Renewal 75% (4,856 records) avg 77.249 $1,070,691.03 $1,784,485.05 Stage: Formal Quotation - 60% (338 records) avg 92.175 $626,357.16 $1,565,892.91 Stage: Identify Needs & Budget - 40% (206 records) avg 59.245 $479,240.87 $2,396,204.34 Stage: Qualified an Opportunity - 20% (625 records) Age Expected Revenue Amount  
    11. 11. 4. Use the portal as the news “Billboard” <ul><li>“ Drip” communications </li></ul><ul><li>Promo banners </li></ul><ul><li>News and announcements </li></ul>
    12. 12. 4. Define clear and concise channel program and process help Clear communication Clear help Leads are qualified
    13. 13. Brett Strauss President [email_address]
    14. 14. About Media Defined <ul><ul><li>INDUSTRY : Hi-Tech (e-Learning and Management solutions) </li></ul></ul><ul><ul><li>EMPLOYEES : 4,500 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 585 </li></ul></ul><ul><ul><li>PRODUCT(S) USED : AppExchange partner </li></ul></ul>
    15. 15. 5. Build a robust training and certification program <ul><li>Training courses </li></ul><ul><li>Registration </li></ul><ul><li>Online delivery </li></ul><ul><li>Testing </li></ul>
    16. 16. Certification performance integrated with partner account profiles and incentives <ul><li>Partner certification tracking </li></ul><ul><li>Lead assignment rules tied to certifications </li></ul><ul><li>More margin offered to certified partners </li></ul>
    17. 17. Want more information on how you can create killer training and certification solutions for your partners? Brett Strauss President [email_address]
    18. 18. GFI channel program in action A day in the life….
    19. 19. Elements of our channel program success <ul><li>Efficiently distribute leads </li></ul><ul><li>Introduce Deal Registration </li></ul><ul><li>Track sales cycle and forecast business </li></ul><ul><li>Leverage portal as a “billboard” for news </li></ul><ul><li>Deliver integrated training and certification </li></ul>We focused on five high-value functions
    20. 20. Our new partner program has delivered amazing results in the first year itself <ul><ul><li>PRM partner sales have doubled Y over Y </li></ul></ul><ul><ul><li>75% adoption in July </li></ul></ul><ul><ul><li>4.2 million partner transactions </li></ul></ul>Salesforce PRM is the cornerstone of our entire channel model. The reps love it and our partners are using it. “ ” GM North American Operations
    21. 21. Gotchas to Watch Out For <ul><li>Data entry : Lower your expectations. Partners have their OWN CRM system and do not want to update multiple systems. </li></ul><ul><li>CRM and PRM not the same thing : Prior 3 rd party integration with Salesforce does not guarantee integration with PRM. </li></ul><ul><li>Rotting Leads : We addressed with workflow. 7 days to make contact or lose Lead. 45 days with no activity, lose it. </li></ul><ul><li>Train-train-train : You need to constantly reinforce SOPs with Webinars, documentation, CAM calls and visits… </li></ul>
    22. 22. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in 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>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>
    23. 23. Kurt Shaver General Manager, Americas Brett Strauss President QUESTION & ANSWER SESSION