The document summarizes a panel discussion on challenges vendors face in partner relationships and what vendors can do to improve. The panelists, who represent a technology integrator, solutions provider, and systems integrator, cite top challenges as maintaining margins, competing with large partners, and managing growth. They tell vendors to bring partners in earlier, clearly define deal registration, understand the partner perspective, and ensure partnerships are profitable for both parties.

1. What Do Partners Really Want From Vendors? Elay Cohen, salesforce.com Michael Volk, Fishnet Mark Parrinello, Kovarus John Eaton, Xtech Sales: Channel & Partner Management

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3. We have an amazing conference ahead of us 10 amazing channel tracks What partners want Partner lead ROI Adoption strategies Coverage models Change management Taking PRM to next level Hands On Implementation secrets Salesforce's Partner Program Road map

4. The product management team is here for you Will Moxley Adi Kuruganti Matt Morris Find one of us Talk about your existing implementation Talk about a planned implementation Demo grounds What’s possible with PRM

5. We’ve built innovative tools for the channel From Tool Kit to PRM leadership in less than 24 months Idea to Release for a Top 50 Idea = 2.2 Qtrs

6. Our secret: Maniacal focus on user success Products in the portal Role hierarchies Accounts in the portal Partners create opportunities Campaign history Forgot password Approval workflow Approval inbox Contact level sharing for channel managers Reassign leads by a partner Joint selling Vote Over 80,000 Votes In Less than a Year!

7. And here is a sneak preview of the Salesforce Network Update Subscribe Bringing The Power of the Community to Enterprise Collaboration Invite Share

8. 35,000 customers. One Network. Instant Integration.

9. PRM has brought tremendous ROI benefits to many

10. Tens of millions in new deal registrations Challenge Internal use only Solution Results The program is global and its driving net new pipeline and revenues to the bottom line. “ ” — VP Alliances, Bobby Napiltonia Exceeded deal registration program objectives No debate about partner sourced deals Improved payout accuracy 70% more authorized partners Reduce approval time weeks to minutes Reduce channel conflict Manage program levels Centralized partner authorization tools Deal registration portal Legal compliance program and integrated terms with click through terms Planned service registration program to be launched in Q1

11. Best practice channel adoption strategies drives channel revenues Challenge Shifted from direct to 100% indirect NO visibility to channel deals No way to track partner performance Internal use only Solution Results Salesforce PRM is the cornerstone of our entire channel model. The reps love it and our partners are using it. “ ” GM North American Operations Lead distribution Deal registration Targeted communications Training Certifications PRM partner sales have doubled Y over Y 75% adoption in July 4.2 million partner transactions

12. Non-traditional dealer channel “energized” by PRM Challenge Dealer inventory replenishment ad hoc Inaccurate product reporting Decentralized reporting Internal use only Solution Results We now know what our dealers are doing and our dealers have better tools to do their jobs. “ ” Director, Dealer Relations Branded portal Activity tracking Product tracking at stores Product reporting Dealers are use the tool track inventories HQ has improved product reporting Improved order efficiency

13. Channel growth Account management Partner analytics Optimize your channel partner relationships Time to value Portals in minutes Easy administration Partner success Partner self-service Deal collaboration

14. And the community of channel tools and support is growing Quoting and configuration Implementation specialists Channel Apps

15. 500% increase in partner transactions in 6 months

16. PRM Adoption is unprecedented in channel history Successful companies are seeing between 70 and 80% adoption Partners are using the portals

17. Channel conflict is still top “vendor” issue 39.7% of partners said they lost a deal to a manufacturing direct sales rep 56% of partner companies said manufacturer had lower price

18. Cash flow is the number one obstacle to growth by partners

19. Enough from me, let’s hear what our panel has to say Michael Volk, COO Fishnet Mark Parrinello, VP Sales Kovarus John Eaton, CEO XTech

20. About Leading solution provider and integrator Plus 50 more vendors Works with…

21. What are your top 5 business challenges today? Potential competition with Vendors Vendors “services” “ Issues” with vendor sales forces Managing ever increase number of vendors & products Vendor direction vs. Solutions Provider / VAR direction “ pure play” solution provider vs. “jack of all trades” International relationships, channel strategy / ROEs Margin pressure across the board

22. What would you tell a vendor to change? Bring us in earlier in sales cycle Let us put the Value in VAR Have well defined and clearly understood “Deal Registration Process” Understand the VAR / Solutions providers point of view when designing your channel strategy Understand relationship & differences between adjusting VAR discounts and vendor list prices “ Spreads” values are much more important to us than “Raw” values Watch what you do in Services Many Solutions Providers / VARs live and die by services revenue Attempt to limit Price List and Programmatic changes

23. About Leading technology integrator Top 5 vendors we work with

24. What are your top challenges today? Maintaining margins - being able to win the deals Competing with the large VARS Building a loyal customer base to support cash flow Keeping everyone happy; customers & manufacturers Efficient lead generation

25. What would you tell a vendor to change? Help fund us into new markets/geographies Ongoing training both Sales/positioning Technical Empower us to drive the sale cycles Articulate clearly their short term and long term expectations

26. Xtech is a Systems Integrator focusing on Government, Education and Enterprise clients Projects Include: New de Young Museum in San Francisco 311 Call Center for the City and County of San Francisco FIDS and Visual Paging Project at SFO 700 machine rollout, server and network upgrade for K-16 School

27. What are your top challenges today? Ensuring that services are bundled with product sales Pressure on margins on pure hardware deals Partnering not competing with manufacturers Adding value at all levels and being willing to step away when we cannot Managing growth without lowering quality

28. What would you tell a vendor to change? Must have culture of working with resellers or expect to go it alone. Or that we will compete against you Be consistent in your policies toward us People and relationships make the difference when products are of similar quality and price Selling your product or service has to be profitable for both parties

29. QUESTION & ANSWER SESSION

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