GFI Software implemented a channel partner program using Salesforce PRM to address previous challenges of inefficient lead distribution, lack of visibility into sales progress and forecasting. The key elements of success were efficiently distributing leads, introducing deal registration, tracking the sales cycle and forecasting business, leveraging the portal for communications, and delivering integrated training and certification programs. Results included doubled PRM partner sales year-over-year and 75% adoption of the program within the first year.

1. Adoption Strategies for Channel Success Kurt Shaver, GFI Software Brett Strauss, Media Defined Sales: Channel & Partner Management

3. Kurt Shaver General Manager, Americas [email_address]

9. 2. Drive higher deal registrations Submitted since May 151 Qualified since May 97 (64%) Avg $ of Qualified $7.62K* * More than double average sale Slow start, but we tweaked the program to improve performance

10. 3. Better track sales and forecast business First time ever….forecast visibility summary reports avg 52.482 $4,520,750.73 $8,793,160.17 Grand Totals (6,212 records) avg 62.198 $357,169.58 $396,855.09 Stage: Commitment to Buy - 90% (187 records) avg 47.829 $1,987,292.09 $2,649,722.78 Stage: Renewal 75% (4,856 records) avg 77.249 $1,070,691.03 $1,784,485.05 Stage: Formal Quotation - 60% (338 records) avg 92.175 $626,357.16 $1,565,892.91 Stage: Identify Needs & Budget - 40% (206 records) avg 59.245 $479,240.87 $2,396,204.34 Stage: Qualified an Opportunity - 20% (625 records) Age Expected Revenue Amount

12. 4. Define clear and concise channel program and process help Clear communication Clear help Leads are qualified

13. Brett Strauss President [email_address]

17. Want more information on how you can create killer training and certification solutions for your partners? Brett Strauss President [email_address]

18. GFI channel program in action A day in the life….

23. Kurt Shaver General Manager, Americas Brett Strauss President QUESTION & ANSWER SESSION