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Sitecore Partner Sales Enablement

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Sitecore 8 - Sales enablement for partners. Includes positioning, product offering and partner program

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Sitecore Partner Sales Enablement

  1. 1. Partner Sales Enablement Presented By: Jerry Norman- Nott / jnn@sitecore.net Australia & New Zealand - 2015
  2. 2. AgendaToday Introduction The History Positioning ProductOfferings Partner Program Let’s do business
  3. 3. Know every customer. Own every experience.
  4. 4. We are leaders in Digital Experience technology We work with our Partners on technology and sales enablement WE DO NOT compete with our Partners We are committed to customer success
  5. 5. Over 5,000 customers
  6. 6. ‘Leader’ in the report for 5th consecutive year. Most CompleteVision. “Sitecore has been making sound investments in the future while addressing the concerns of its established customers. Sitecore Experience Database, developed in partnership with MongoDB, exhibits a strong vision for the relationship between big data and customer experience.” “Sitecore Business Optimisation Services help ensure that the product’s considerable functionality is used toward business outcomes and addresses adoption and quality concerns among existing customers. “ Gartner MagicQuadrant forWCM, 2014 COMPLETENESS OF VISION ABILITYTOEXECUTE
  7. 7. Gartner MagicQuadrant for MultichannelCampaign Management, 2014 COMPLETENESS OF VISION ABILITYTOEXECUTE Gartner MagicQuadrant for Digital Marketing Hubs, 2014
  8. 8. ForresterWave WebContent Management for Digital Experiences, 2015 Quotes From Forrester – 2015 “Sitecore has a strong product and high growth.” “WCM backbone integrated with marketing software, analytics, social media integration and commerce” “Sitecore’s suite approach will help customers quickly configure and deploy experiences across most steps of the customer journey.”
  9. 9. Sitecore Platform History
  10. 10. v3.0 - 2001 First Commercial Release CMS Functionality v6.1 - 2009 Enterprise Ready CMS Online Marketing System v7.0 - 2012 Marketing Platform Enhanced Integration Ability v7.5 - 2014 Experience Database Experience Profile v8.0 - 2015 ExperienceAnalytics Full Marketing Platform
  11. 11. Sitecore Positioning
  12. 12. Customer Experience
  13. 13. Customer Experience leaders outperform the market
  14. 14. Leaders S&P 500 Index Laggards Stock performance of Forrester’s Customer Experience Index Source:WatermarkConsulting 2013 (Cumulative total return)
  15. 15. Leaders S&P 500 Index Laggards Source:WatermarkConsulting 2013 (Cumulative total return) Stock performance of Forrester’s Customer Experience Index 2007 --> 2011 22.5% -46.3% -1.3%
  16. 16. Leaders S&P 500 Index Laggards 51.5% Source:WatermarkConsulting 2013 (Cumulative total return) Stock performance of Forrester’s Customer Experience Index 2007 --> 2013 77.7% -2.5%
  17. 17. of buyers will pay more for a better customer experience,
  18. 18. of buyers will pay more for a better customer experience, of customers feel vendors consistently meet their expectations.
  19. 19. say they deliver “superior” customer service
  20. 20. say they deliver “superior” customer service think these same companies deliver “superior” customer service
  21. 21. One Platform. One Experience
  22. 22. Single CustomerView Social CRM Online Shop Website POS eDM
  23. 23. IntegratingCustomer Data Social CRM Online Shop Website POS eDM
  24. 24. Sitecore® Experience Database™ xDB Social CRM Online Shop Website POS eDM
  25. 25. SitecoreWhirlwindTour
  26. 26. Sitecore® Experience Platform™ Experience Management Analytics & Insights Federated Experience Manager Print Experience Manager SitecoreCommerce Email & Campaign Social
  27. 27. Sitecore® Experience Management
  28. 28. Multi Channel
  29. 29. Delivering PersonalisedOptimised Experiences
  30. 30. Analytics & Insights
  31. 31. Federated Experience Manager
  32. 32. Print Experience Manager
  33. 33. SitecoreCommerce
  34. 34. SitecoreCommerce
  35. 35. Sitecore® Email Experience Manager
  36. 36. MarketingAutomation and Retargeting
  37. 37. Sitecore Social
  38. 38. Sitecore Social (Komfo) VentureBeats rank Sitecore Social #1 - April 2015
  39. 39. Technology Landscape Microsoft SQL Server Microsoft Windows Server Microsoft ASP.NET MVC | WebForms Microsoft .NET Lucene.NET | Apache SOLR Microsoft Dynamics CRM | Salesforce iOS | Android Windows Phone Xamarin MongoDB InDesign Microsoft SharePoint Microsoft Azure Windows Active Directory
  40. 40. Hosting Models On Premises Server Azure Managed PlatformVirtual Machines Managed Services
  41. 41. Customer Journey
  42. 42. fast broadband
  43. 43. Product Campaign Location Budget Persona Stage ID Search Ad Landing Page Comparison Site Publisher Home Page Quote/Offer Campaign Site Quote/Offer Email Reminder Quote/Offer Welcome Email Print Welcome Pack Mobile App Monthly Statements Social Campaign Renewal Offer Product Pages New Product Offer Call Centre Broadband Streaming Chatswood - NSW High EntertainmentJunkie Research Email Upsell TV Evaluation Consideration Purchase Renewal Phone Social Mobile In-Store
  44. 44. Product Campaign Location Budget Persona Stage ID Search Ad Landing Page Comparison Site Publisher Home Page Quote/Offer Campaign Site Quote/Offer Email Reminder Quote/Offer Welcome Email Print Welcome Pack Mobile App Monthly Statements Social Campaign Renewal Offer Product Pages New Product Offer Call Centre ACQUISITION AWARENESS - LEADS ENGAGEMENT CONVERSION – CROSS SELL RETENTION RENEWALS – WORDOF MOUTH Broadband Streaming Chatswood - NSW High EntertainmentJunkie Research Email Upsell TV Evaluation Consideration Purchase Renewal Phone Social Mobile In-Store
  45. 45. Partner Program
  46. 46. Sitecore Partner Program New partnerships Building expertise Proven expertise Scaled expertise Looking for experience Maturing relationship Planning for mutual success Leader Integrated Scalability Committed partners CXM execution Referenced success Training and certification
  47. 47. • • • •
  48. 48. Local Sitecore partner representative: - Jerry Norman-Nott Technical & Sales enablement sessions Recognition on Sitecore.net High commission rates (up to 25%) Assistance with bids & tenders Partner Benefits
  49. 49. Whitepapers Videos Vertical Insights Webinars Brochures Product Demos Case Studies Workshops Events
  50. 50. Sitecore Partner Network (SPN) SPN will help you learn, collaborate, and grow your Sitecore practice Access to partner resources: • Partner program information • Opportunity registration form • Products information • Sales & marketing assets
  51. 51. Sitecore LocalToYou
  52. 52. Sitecore Staff Customer SuccessMarketingTeamSalesTeam TechnicalTeam Business Optimisation (SBOS) PartnerTeam
  53. 53. Focused on helping customer and partners maximise return on investment by enabling them to generate significant, quantifiable business value using the Sitecore® Experience Platform™ using a data-driven methodology.
  54. 54. Technical Services,Training, and Support Technical Services - Solution Architects and Senior Consultants in 5 different location across Australia and New Zealand Training - ContentAuthors, Digital Marketers, Administrators, and Developers Support - Availability and responsiveness of Sitecore Support Assist (50 hours) Readiness Assessment Reinforce (100 hours) Pre-Deployment Review Readiness Assessment Collaborate (160 hours) Milestone Reviews Readiness Assessment Pre-Deployment Review Customizing Launch Assistance Performance Tuning Data Architecture and Integration Assistance Development Environment Review Pre-Deployment Review Milestone Reviews Implementation Start-up Review Launch Assistance Post-Live Health Check Requirements Review Post-Live Health Check Personalize EnablementBundleStarterKit
  55. 55. Summary
  56. 56. Partners achieve clients for life $ Project Lifecycle (time) Retainer Based – Not Project Based Beneficial to Partner Beneficial to Clients Agile – Promotes Trust Sitecore Implementations Traditional Implementation
  57. 57. Three Asks: Agree on target prospect list for joint planning Customer visibility and collaborative business upsell Agree on Sitecore education engagement (SalesTraining , SBOS, TechnicalTraining)
  58. 58. Let’s do some business together
  59. 59. Presented by: Jerry Norman-Nott / jnn@sitecore.net Technical Partner Manager ANZ
  60. 60. 88 Forrester names Sitecore “Leader” in Wave for Web Content Management Systems, 2015
  61. 61. Sitecore Strengths | Quotes from Forrester 89 • Sitecore has a strong product and high growth. • WCM backbone integrated with marketing software, analytics, social media integration and commerce • Suite approach is a more consistent user experience and integrated toolkits such as workflow, testing and analytics • Sitecore’s pricing is also attractive especially when compared toAdobe • Sitecore’s suite approach will help customers quickly configure and deploy experiences across most steps of the customer journey. • Standout features for this .NET product include • content tagging and targeting • Customer profiling • Multisite delivery • Mulitchannel delivery

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