Lead Distribution Programs to Optimize Channel Revenue Customer Panel


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Lead Distribution Programs to Optimize Channel Revenue Customer Panel

  1. 1. Lead Distribution Programs to Optimize Channel Revenue: Customer Panel Chris Gorglione, Segway Dave Crilley, Proof Point Anika Keswani, Salesforce.com Track: Channel 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 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>The Lead Black Hole </li></ul><ul><li>Best Practices </li></ul><ul><li>Customer Stories </li></ul><ul><ul><li>Segway </li></ul></ul><ul><ul><li>Proof Point </li></ul></ul><ul><li>Question and Answers </li></ul><ul><li>Salesforce PRM Solution Summary </li></ul>
  4. 4. Challenges With Lead Management <ul><li>It’s a black hole…. </li></ul><ul><ul><li>No way for companies to track lead close rates </li></ul></ul><ul><ul><li>No way for companies to track ROI on marketing campaigns </li></ul></ul><ul><ul><li>Difficult for companies to distribute lead to best fit channels </li></ul></ul><ul><li>The problem is universal across all customers in all industries. </li></ul>
  5. 5. 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>
  6. 6. What We’ve Learned From Our Customers Send leads to reps not just companies Limit the number of leads Enrich the lead quality Introduce partner to customer Capture timely feedback Competitive Shark Tank Empower. Educate. Measure.
  7. 7. <ul><li>But, let’s listen to what our customers have to say… </li></ul>
  8. 8. Chris Gorglione Product Manager Dave Crilley Director of Channel Marketing Anika Keswani Consultant Salesforce.com Moderated By:
  9. 9. Chris Gorglione Segway Product Manager http://segway.com/
  10. 10. <ul><li>Developer and manufacturer of Personal Transportation products. </li></ul><ul><li>Over 100 Dealers in N. America </li></ul><ul><li>33 Distributors in Europe, Asia, S. America and Australia. </li></ul>Segway Inc. INDUSTRY: Personal Transportation EMPLOYEES: 120 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Service & Support, PRM # USERS: 20 Employees 150 Partners
  11. 11. Segway Inc. – The Solution <ul><li>Implementation Strategy </li></ul><ul><ul><li>Installed and configured PRM to demo internally. </li></ul></ul><ul><ul><li>Added functionality for channel to report retail sales. </li></ul></ul><ul><ul><li>Added customer satisfaction functionality based on retail sales. </li></ul></ul><ul><ul><li>Rolled-out to select group of channel partners for testing and feedback. Organized web conferences to introduce and train the channel. </li></ul></ul><ul><ul><li>Developed incentives to reward usage and changed policies to stem channel conflict. </li></ul></ul><ul><li>Salesforce PRM </li></ul><ul><li>125+ users </li></ul><ul><li>Oracle Integration </li></ul><ul><li>Trained channel using web conferences. </li></ul><ul><li>Marketing & Sales Initiative </li></ul><ul><li>1 day to install / configure and 2 weeks of testing before roll-out </li></ul>DEPLOYMENT DETAILS
  12. 12. Segway Inc. – Results <ul><li>Outcome </li></ul><ul><ul><li>75% of the channel was logging into the portal by the end of the first month. </li></ul></ul><ul><ul><li>Able to verify that leads were being read and followed-up. </li></ul></ul><ul><ul><li>Commercial sales team was able to work with the channel by seeing what partners were working on. </li></ul></ul><ul><ul><li>Easily see what marketing campaigns were most effective. </li></ul></ul><ul><ul><li>Visibility into customer satisfaction with dealers / distributors </li></ul></ul><ul><ul><li>More accurate customer information </li></ul></ul>
  13. 14. Proofpoint Snapshot <ul><li>Provide messaging security to Global 2000, Fortune 500 </li></ul><ul><li>HQ in Silicon Valley, CA, offices around the world </li></ul><ul><ul><li>24x7 global support </li></ul></ul><ul><li>Best of breed partners </li></ul><ul><li>Award-winning solutions </li></ul><ul><li>Customers are 100% reference-able </li></ul>Strategic Partners
  14. 15. What is Messaging Security? Enterprise SMTP, HTTP and FTP services It’s not just spam and viruses anymore! 101010101010101 0101010101010101 101010101010101 01010101010101010 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101 101010101010101 0101010101010101 101010101010101 0101010101010101010101 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101010 Inbound Threats Came First Outbound Threats Followed Spam Phishing Directory harvest Denial of service Viruses Botnets Intellectual property Corporate governance Security, privacy and compliance
  15. 16. PRM Implementation Tips <ul><li>Best Practices </li></ul><ul><ul><li>advance communications & training </li></ul></ul><ul><ul><li>simple interface </li></ul></ul><ul><ul><li>simple business rules </li></ul></ul><ul><li>Critical Success Factors </li></ul><ul><ul><li>compelling draw </li></ul></ul><ul><ul><li>useful content </li></ul></ul><ul><ul><li>internal buy-in </li></ul></ul>
  16. 17. “Home” Page Partners register new deals here, creating a new Lead. (Approved deals are converted to Opportunities). Individuals at authorized partners see their name here, and can read their organization’s Account profile record. ( Read-only access.) Partner individuals can send an email to their Channel Account Manager. Welcome message and quick links to specific content, including region-specific promotions, are right here. This is where leads from custom co-marketing campaigns will appear. If there are no current co-marketing campaigns in effect for this individual’s specific partner organization, the Lead Inbox will be hidden.
  17. 18. “Leads” Page Partners can pick available Leads from the “All Leads” view. Partners can see the Leads they’ve already picked in the “My Leads” view. Partners can make edits to their Leads, instantly viewable by their Proofpoint sales counterparts. Partners will see basic information on new leads, including company name, state/province, industry and create date. An overview of how the Leads system works. (Partners have read/write access to Leads, and read-only access to Opportunities. Following standard procedure, Proofpoint salespeople decide when to convert a Lead to an Opportunity.) NOTE : Leads and Opportunities are available to Gold, Silver and MSP partners only in the US and Canada, and to Gold partners only in APAC, EMEA, and Latin America. Leads are managed outside the portal for Japan.
  18. 19. “Opportunities” Page NOTE : Leads and Opportunities are available to Gold, Silver and MSP partners only in the US and Canada, and to Gold partners only in APAC, EMEA, and Latin America. Leads are managed outside the portal for Japan. Partners can view all their Leads that have been converted by their Proofpoint sales counterparts here. Approved deal registrations are automatically converted to Opportunities, and are viewable here, too. Unlike Leads, Partners have read only access to Opportunities.
  19. 20. “News” Page Partners can read product announcements, partner program enhancements, and other news items of interest to Proofpoint partners, worldwide
  20. 21. “Documents” Page <ul><li>Partners can view and download useful content from selected folders here, including: </li></ul><ul><li>Branding Center </li></ul><ul><li>Case Studies </li></ul><ul><li>Competition </li></ul><ul><li>Data Sheets </li></ul><ul><li>Presentations </li></ul><ul><li>Selling Tools (REGION-SPECIFIC) </li></ul><ul><li>Technical Information </li></ul><ul><li>Training </li></ul><ul><li>White Papers </li></ul>
  21. 22. QUESTION & ANSWER SESSION Chris Gorglione Product Manager Dave Crilley Director of Channel Marketing
  22. 23. ” — VP of sales, Webtrends Our partners are now part of our sales force. “ My CRM One Pipeline. One Application. One Salesforce. My SFA Complete Visibility with Integrated PRM and CRM High Adoption through Customizable Portals and Branding Complete Partner Lifecycle Functionality Reduced Channel Conflict with Deal Registration and Opportunity Management My PRM
  23. 24. Add the Power of AppExchange Install AppExchange Apps to Your Portal Share Any Custom Process or Object Share Custom Price Books and Products
  24. 25. <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><li>Demo </li></ul>
  25. 26. 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 161, #### For example, “ Session 123, 5555 ” Session ID: 161 Session ID # Scores for 4 categories SMS Voting powered by: