Salesforce Communities for Sales: 10 Questions You Should Ask Yourself

5,062 views

Published on

Thinking of getting a channel management solution? Thinking of using Salesforce's Communities for Sales? Think carefully! For a list of key considerations and “10 Questions to Ask Yourself,” be sure to take a look through these slides.

Published in: Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
5,062
On SlideShare
0
From Embeds
0
Number of Embeds
15
Actions
Shares
0
Downloads
88
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Salesforce Communities for Sales: 10 Questions You Should Ask Yourself

  1. 1. 10 Questions to Ask About Salesforce’s Communities for Sales Presented by: - Jim Somers, CMO - Chris Bucholtz, Director of Content Marketing © Relayware, Inc. All Rights Reserved 2014
  2. 2. Agenda • Our Speakers • Setting the Stage: Definitions & Distinctions • 10 Questions to Ask About Your PRM choice • Audience Q&A Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 Chris Bucholtz Director, Content Marketing Jim Somers Chief Marketing Officer 2
  3. 3. What is PRM? partner | relationship | management Noun 1 a system of methodologies, strategies, software and web-based capabilities that help a vendor manage partner relationships. PRM enables vendors to better work with their partners through the introduction of reliable systems, processes and procedures for interacting with them: “Relayware [Partner Relationship Management] is a comprehensive, highly configurable platform with strong mobility.”* * Source: Forrester Research, Inc. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 3
  4. 4. PRM vs. CRM – What’s the Difference? PRM CRM • A system of methodologies, strategies, softwa re and web-based capabilities that help a vendor manage partners. Enables vendors to better work with their partners through the introduction of reliable systems, processes & procedures for interacting with them. • A discipline that deals with the management of a company’s interactions with current and future customers. • • Uses technology to organize, automate and synchronize sales, marketing and customer service and technical support. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 4
  5. 5. PRM vs. CRM – What’s the Difference? PRM • CRM Indirect Selling (and marketing, delivery, support …) – Partners – Dealers – Distributors – Agents – – Prospects – Customers – B2B – B2C VARs – Direct Selling Resellers – • Consultants Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 5
  6. 6. CRM – It’s Big! Source: Gartner Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 6
  7. 7. PRM vs. CRM – What’s the Difference? Company Direct Customer Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 7
  8. 8. PRM vs. CRM – What’s the Difference? Single Tier Distribution Intermediary Customer Two Tier Distribution Intermediary Customer Two Tier Distribution Distributor Intermediary Customer Sub- Company Sub-Distributor Distribution Customer Direct Customer Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 8
  9. 9. PRM vs. CRM – What’s the Difference? Single Tier Distribution Intermediary Customer Two Tier Distribution Intermediary Customer Two Tier Distribution Distributor Intermediary Customer Sub- Company Sub-Distributor Direct Distribution Customer Indirect Customer Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 9
  10. 10. What is Salesforce Communities? Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 10
  11. 11. What is Salesforce Communities? “… Salesforce Communities is the company's answer to legacy portal software,” said Anna Rosenman, senior product marketing manager. “At its heart is Chatter and Salesforce's collaboration tools,” said Rosenman …“plus the ability to combine a myriad range of data and processes, depending on the design vision of the users.” - CRM Buyer, May 3, 2013 Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 11
  12. 12. Before choosing Salesforce.com’s Communities Sales, make sure it meets your needs for functionality, integration & affordability Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 for 12
  13. 13. Before You Make the Jump Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 13 13
  14. 14. Question No. 1 One way Salesforce bills for Communities is by “unique” partner log-ins: - 200 log-ins/mo. = $30,000 / yr - 5,000 log-ins/mo. = $420,000 / yr - 20,000 log-ins/mo. = $1,500,000 / yr Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 14
  15. 15. Question No. 1 (Cont’d) Our Approach: A flat fee per month based on the edition you choose and number of internal users at your company. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 15
  16. 16. Question No. 1 Salesforce’s alternate billing model is based on the sales of licenses – not log-ins: - 20 partners = $8,400 / yr - 100 partners = $30,000 / yr - 5,000 partners = $1,530,000 / yr * Requires at least (1) license to Salesforce’s Enterprise Edition Sales Cloud ($1,500 per year). Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 16
  17. 17. (Cont’d) Question No. 2 Relayware’s flat fee model eliminates sticker shock for channel-centric companies with large partner ecosystems. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 17
  18. 18. "Partner empowerment comes through education." (VP, worldwide channel sales)* * “Advice For Improving Your IT Vendor Channel,”M. Speyer, Forrester Research, Inc. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 18
  19. 19. (Cont’d) Salesforce’s Communities enables training through a portal interface. But not all partners are alike? WHAT IF your training needs to be tailored by … - Partner Geography - Partner Type Fully Customized - Or - - Partner Role - Partner Tier Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 19
  20. 20. (Cont’d) Relayware allows you to create: - Rules-based qualification and compliance - Programs targeted at discrete global, regional, company and role-specific audiences - Rules for scoring and accreditation You can deliver a deeper and more personalized level of training and foster a deeper and more personalized engagement between you and your channel partners. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 20
  21. 21. - Oh! But it costs extra … … and it wasn’t really designed with the channel in mind. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 21 21
  22. 22. (Cont’d) Relayware has robust marketing capabilities built into the core product, which include: - Tools to enable joint marketing with channel partners - Customizable marketing materials and marketing tools kits and marketing stores - Rich-media content libraries and support for incentive and loyalty programs. - These are not generic marketing tools – they’re tools created to help you court, close and keep channel partners. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 22 22
  23. 23. Salesforce Communities stores data and provides reports about that data, but lacks channelcentric fields. Scorecarding and detailed profile-matching are difficult to perform. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 23
  24. 24. (Cont’d) - Relayware’s flexible data structure accommodates roll-up hierarchies of contacts, local branches & parent organizations. - Customers can tailor the data structure to fit their specific needs with unlimited custom fields and objects. - Result: You can group partners in any way your business needs to: globally, regionally, locally, by company or by contact. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 24
  25. 25. Salesforce Communities only offers basic MDF program support. It gives its users tools for portal-based fund requests with only basic fund management and an approvals workflow at the back end. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 25
  26. 26. (Cont’d) With Relayware, every interaction through every application in the system is traced and measured to understand how well MDF is paying off. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 26
  27. 27. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 27
  28. 28. “55% to 65% of channel partners are already involved in social media marketing — the cornerstones being Facebook, Twitter, and YouTube …”* * “The 10 Most Innovative Partner Co-Marketing Tactics,” Jonathan Silber, Forrester Research, Inc. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 28
  29. 29. “55% to 65% of channel partners are already involved in social media marketing — the cornerstones being Facebook, Twitter, and YouTube …”* Salesforce Communities was designed as a very “social” way to manage channel programs. And it is – if the only people whose input you care about are the partners you already have. * “The 10 Most Innovative Partner Co-Marketing Tactics,” Jonathan Silber, Forrester Research, Inc. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 29
  30. 30. (Cont’d) Relayware supports communities, groups, sub-groups and discussions, and you can accept all participants or just the participants you approve. Every interaction triggers a live update to your records. Stay engaged with the partners you have now … … and the ones you may bring to your side in the future. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 30
  31. 31. Salesforce Communities has list-management and email capabilities, which are useful for marketing to potential new partners. But after you’ve marketed to your list, the rest of the complex task of recruitment is left up to you. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 31
  32. 32. (Cont’d) Relayware gives the ability to build scored and weighted target lists and multi-channel recruitment campaigns that include social media and instant messaging. - Has an on-boarding process that uses time or eventtriggered on-boarding communications to accelerate new registrants to profitable partners. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 32
  33. 33. Salesforce Communities attempts to provide ways to motivate customers, but the basic nature of Salesforce prevents tracking connected interactions in personal incentive and loyalty programs. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 33
  34. 34. (Cont’d) Relayware’s approach: – Manage both personal and company incentives. – Incent partners not just around sales numbers but around other activities that help them become increasingly better and more engaged partners. – Includes training and compliance, lead acceptance and closures and participation in joint marketing campaigns. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 34
  35. 35. Choosing Communities ties you into Salesforce as your CRM application – or at least it does without a major investment in integration Would you rather make a “forklift upgrade” - or - a faster and less costly integration? Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 35
  36. 36. (Cont’d) Relayware doesn’t force you into a CRM decision. It works seamlessly with Salesforce! – Pre-built integration with Salesforce.com – Uses a REST-ful API that makes integration with SFDC and most other CRM apps easy Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 36
  37. 37. Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 37
  38. 38. You Owe it to Yourself to Ask … - Why should I be punished for my own success? - Are all my partners alike? - Why can’t I have a flexible solution that adjusts to my specific needs (without programming)? - How loyal are my partners - do they need to be better engaged, rewarded and incented? - Does Salesforce really understand the critical needs of my channel partners? Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 38
  39. 39. For More Information Download Whitepaper • www.relayware.com/salesforce-PRM Join the Conversation • #channelchoices General Questions • Email us at research@relayware.com Collaborate beyond the enterprise.™ © Relayware, Inc. All Rights Reserved 2014 39

×