This webinar explored four new technologies in partner relationship management (PRM): 1) Enhanced integrations with major CRM systems that provide a 360-degree partner view and improved lead/opportunity management capabilities. 2) Integrated partner training and certification featuring on-demand microtrainings and automated competency tracking. 3) Partner marketing enablement technologies that allow partners to easily create co-branded materials and marketing campaigns. 4) The new partner marketplace/locator solution that allows buyers to find the right partners and drives leads to partners.

1. #PartnerMKTG
Exploring New
Technologies In PRM
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2. Welcome Webinar Attendees
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5. Panelists
MODERATOR
Erich Flynn Alicia Fiorletta
CEO Managing Editor
TreeHouse Interactive Channel Marketer Report

6. TreeHouse Interactive – Confidential © 2012

7. Who Is TreeHouse Interactive?
SaaS Provider of Award Winning Products For:
Partner Relationship Management
Marketing Automation/Demand Generation
Headquarters in Salt Lake City
Founded 1997
Privately Held
Professional and Partner Services
Profitable and Fast Growing
SMB to Global 1000 Customers
VMware/Mozy, Hostway, Rackspace, SGI, Quantum,
National Instruments, Silver Peak and more…
Salesforce CRM Partner & Member Of AppExchange
Oracle Gold Partner
Microsoft Dynamics CRM Partner
TreeHouse Interactive – Confidential © 2012
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8. Goals For Today
Demonstrate Four New
Technologies in the Partner
Relationship Management
(PRM) Space That Can Provide
Significant Added Value to
Your Company and Your
Partners
TreeHouse Interactive – Confidential © 2012

9. Four New Technologies In PRM
Enhanced Integrations with
Major CRM Systems
Integrated Partner Training
and Certification
Partner Marketing
Enablement Technologies
Partner Locator to Partner
Marketplace
TreeHouse Interactive – Confidential © 2012

10. What Is Partner Relationship Management?
PRM provides partners with all the tools they need to successfully sell,
service and support your offerings. It provides manufacturers the
automation and integrations necessary to effectively scale to support large
numbers of partners.
TreeHouse Interactive – Confidential © 2012

11. Enhanced Integrations with
Major CRM Systems
TreeHouse Interactive – Confidential © 2012

12. What’s Changed?
Old PRM/CRM integrations were:
Custom coded for each new client
Too deal centric - Focused too
much on contacts, leads and
opportunities
Didn’t include workflows
Limited lead management
capabilities
Required manual intervention
TreeHouse Interactive – Confidential © 2012

13. Improved Integrations with CRM
Packaged vs.
custom coded
integrations
360° Partner
View backend
Simple web
site, web
portal front
end
More holistic
approach
TreeHouse Interactive – Confidential © 2012

14. Improved Lead/Opportunity Management
Treating partners like internal
sales teams
Mass assignment of leads
Lead and opportunity sharing
Seamless integration with
marketing automation for
improved ROI visibility
TreeHouse Interactive – Confidential © 2012

15. Mass Assignment of Leads
TreeHouse Interactive – Confidential © 2012

16. Lead and Opportunity Sharing
TreeHouse Interactive – Confidential © 2012

17. Lead and Opportunity Sharing
TreeHouse Interactive – Confidential © 2012

18. ROI - Partner Closed Leads are Measurable
TreeHouse Interactive – Confidential © 2012

19. Integrated Partner Training
and Certification
TreeHouse Interactive – Confidential © 2012

20. Partner Training and Certification
Training is one of the most
frequently requested items by
partners
Most training is:
Too long
Not focused on customer or
partner benefits
Not integrated with systems for
reporting and search
TreeHouse Interactive – Confidential © 2012

21. Improved Partner Training and Certification
On-demand micro trainings are
the trend
Short focused trainings of 2-5
minutes
Accessible 24/7/365
Trainings stress partner and
customer benefits
Trainings include lots of graphics
and pictures
Can be training tracks or
individual
Track competency for partner
and channel staff
Automate delivery of certificates
TreeHouse Interactive – Confidential © 2012

22. Improved Partner Training & Certification
Account Name Role Name First Name Last Name Title All Trainings Complete
TreeHouse Test Reseller Emmitt Christensen Sales
TreeHouse QA Test Reseller QA Test Test All Trainings Complete
Dunder Mifflin Reseller Dwight Schrute Assistant to the Regional Manager
Dunder Mifflin- Scranton Reseller Michael Scott Regional Manager All Trainings Complete
TreeHouse Interactive – Confidential © 2012

23. Partner Marketing
Enablement Technologies
TreeHouse Interactive – Confidential © 2012

24. Amp Up Partner Marketing Capabilities
Benefits for Partners
Extends limited partner marketing resources
Gets partners what they need, when they need it
Greatly decreased time to delivery vs. traditional print
Makes it easy to create professional looking
materials that are easily personalized
Increases leads and sales
Encourages consistent branding in the marketplace
Creates a tighter link between partner and vendor
Benefits for Companies
Automates process and reduces costs
Reduces waste (eco-friendly)
Provides consistent branding in the field
Increases leads and sales
Establishes a competitive differentiator for your
program
TreeHouse Interactive – Confidential © 2012

25. Allow Partners to Easily Co-Brand
Important Marketing Materials
Partners can create
co-branded materials
like collateral or direct
mail pieces from the
portal
Partners simply
upload their logos,
address and text
The system produces
print ready or HTML
ready material for
partners to market to
their customers
TreeHouse Interactive – Confidential © 2012

26. Full-Service Marketing Campaign
Automation / Demand Generation
Partners can view current
email promotions available
Partners choose campaign,
upload their logos, lists and
text for the campaign
elements
The system sends the
email for the partner
Leads from email are sent
directly to partner in real-
time
Partners get a link to view
a real-time report to see
opens, link clicks, etc.
TreeHouse Interactive – Confidential © 2012

27. Content Syndication and
Co-Branded Partner Mini-Sites
Allows co-branding
directly on partner
websites
Content changed on
master site is
syndicated across all
partner sites
automatically
Custom Contact Us /
Request More
Information form is
used for real-time
partner lead generation
Leads are sent to
partner in real time
TreeHouse Interactive – Confidential © 2012

28. The New Partner Marketplace
TreeHouse Interactive – Confidential © 2012

29. Customer and Partner Problem
Customers need to find the
right partners for their
needs
Geographic
Technical
Government vs.
Commercial
Partners want the companies they represent to
send them qualified leads and demonstrate a
commitment to their success.
TreeHouse Interactive – Confidential © 2012

30. Partner Marketplace and Locator Solution
Allows buyers to find the right
partner
Drives leads to partners
Keys to success
Allow partners to update their
profiles regularly
MONITOR data!!!!!!!
Make sure partner entries and
updates are automated
TreeHouse Interactive – Confidential © 2012

31. Partner Marketplace vs. Locator
Geo-centric
to solution
centric focus
More natural
search
TreeHouse Interactive – Confidential © 2012

32. Partner Marketplace vs. Locator
Interactive
Partners maintain
their own listings
Customers
provide feedback
on partners they
have used
Dynamic
Leverages multi-
media for a more
complete
experience
TreeHouse Interactive – Confidential © 2012

33. What We Covered
Four New Technologies in Partner Relationship
Management
1. Enhanced Integrations with
Major CRM Systems
2. Integrated Partner Training
and Certification
3. Partner Marketing Enablement
Technologies
4. The New Partner Marketplace
TreeHouse Interactive – Confidential © 2012

34. Question and Answer
TreeHouse Interactive – Confidential © 2012

35. Contact Information
Email: info@treehousei.com
Marketing: marketing@treehousei.com
Sales: sales@treehousei.com
Twitter: @treehousei
Web: www.treehousei.com
Phone: 801.576.8428
TreeHouse Interactive – Confidential © 2012

36. TreeHouse Interactive – Confidential © 2012

37. Q&A // Submit Your Questions
Type question here

38. Panelists // Q&A
MODERATOR
Erich Flynn Alicia Fiorletta
CEO Managing Editor
TreeHouse Interactive Channel Marketer Report

39. Thank You For Attending
This Webinar
You can download this presentation at:
http://bit.ly/exploreprm