exploring new technologies in prm

Exploring New

Technologies In PRM

Presented by Sponsored by

#PartnerMKTG

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Panelists

MODERATOR

Erich Flynn

CEO

TreeHouse Interactive

Alicia Fiorletta

Managing Editor

Channel Marketer Report


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

(7)

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


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


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.

Enhanced Integrations with Major CRM Systems


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


Improved Integrations with CRM

Packaged vs. custom coded integrations

360° Partner View backend

Simple web site, web portal front end

More holistic approach


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


Mass Assignment of Leads


Lead and Opportunity Sharing


ROI - Partner Closed Leads are Measurable


Integrated Partner Training and Certification


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


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


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

Partner Marketing Enablement Technologies


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


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



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.

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


The New Partner Marketplace


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.

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


Partner Marketplace vs. Locator

Geo-centric to solution centric focus

More natural search


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


What We Covered

1. Enhanced Integrations with Major CRM Systems

2. Integrated Partner Training and Certification

3. Partner Marketing Enablement Technologies

4. The New Partner Marketplace


Four New Technologies in Partner Relationship Management

Question and Answer


Contact Information


Email: [email protected]

Marketing: [email protected]

Sales: [email protected]

Twitter: @treehousei

Web: www.treehousei.com

Phone: 801.576.8428

mailto:[email protected]



http://www.treehousei.com/

Q&A // Submit Your Questions

Type question here

Panelists // Q&A

MODERATOR

Erich Flynn

CEO

TreeHouse Interactive

Alicia Fiorletta

Managing Editor

Channel Marketer Report

Thank You For Attending

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http://bit.ly/exploreprm

exploring new technologies in prm

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