how to grow channel sales using salesforce communities

© 2013 Channelinsight Proprietary & Confidential

How To Grow Channel Sales Using Salesforce Communities


Channelinsight Jeremy Miller – Sr. Director Product Management

salesforce.com Adam Hanin - Sr. Director Industry Solutions High Tech

Safe Harbor

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Become a Customer Company: Connect to Your Customers in a Whole New Way

Business Success Involves a Complex Ecosystem

Customer

Services Partner

Agent

Reseller

Prospect

Dealer

Supply Chain Partner

Vendor

Broker

What if you could re-imagine every business touch point, connecting your business data with the

power of social in a single experience?

communities

for Sales for Marketing for Service for Any Experience

Joint marketing and selling

Partner recruitment

and education

Deal management

Customer self-service

Collaborative case

resolution

White-glove premium communities

Campaign management and alignment

Centralized agency

management

Prospect engagement

Products treated as community members

Product co-creation

with customers

Intranet replacement with social experience

Connect Business Data and Social to Every Customer, Partner, & Employee Experience

Community 1: Self-Service Community

Community 2: Partner Community

Community 3: Company Community

Community n: Any Community

Business Data

Cases

Unify Multiple Communities and Share Business Data with a Single Platform

Community 1: Self-Service Community

Community 2: Partner Community

Community 3: Internal Community

Community n: Any Community

.

Salesforce Sets a New Standard for Online Communities

Social Collaboration

Branding & Customization

Business Processes

Mobile Access

Security & Reliability

Social Intelligence

Users Belong to Multiple Communities with Single Sign-On

Single Platform unifies internal, customer, and partner communities Membership in multiple communities Seamlessly toggle between communities in a single UI Support multiple auth providers including SAML, Facebook and Google

Extensible Publisher Makes Feed Hub for Productivity

Enterprise Class Sharing Model Enforced Throughout

Data: Internal-External Post Data: Internal Only Post

CMS Provides a Tailored Experience

Design and publish websites, social pages, and mobile experiences Visual studio to build pages, templates, navigation, and style sheets Easy import tools for users to contribute text, images, and data Ability to add both CMS and Salesforce content

eMail and Marketing Automation

LMS

TPM

POS

CPQ

Contracts

Incentives

ISVs

Mapping

Communicate

Add Depth and Richness to Your Program With Salesforce ISV Partners

Recruit

Co-Market

Collaborate

Sell & Service

Measure

Manage

Build Community


Grow Your Channel With Communities


Channel Portals

•  So partners can register deals •  So everyone can track the progress of the

deals •  So they can collaborate to get the deals done

–  Inventory, pricing, training

•  So partners can be motivated by quotas and rebates


Salesforce Communities

•  Extend their CRM for their portal needs •  Collaborate with internal reps •  Stick with a process the business knows


Communities in the channel

Communities help drive channel sales •  Partners can register opportunities •  Manufacturers and partners can collaborate

on those deals •  Chatter to discuss roadblocks and get

status updates •  Work together on pricing •  Training and marketing collateral


Sharing Performance Information

Channelinsight shows partners their performance in Communities

•  Show the right data to the right partners quickly •  Load point of sale automatically and share

with the appropriate users •  Sales reps and channel partners see the same

sales information •  Work together to address problems early


Channelinsight in Communities

•  Add features to Sales Cloud and Communities out of the box

•  Eliminate the need to create a point of sale and inventory data loading process

•  Automate data sharing security •  Automate chatter alerts for new customers, large deals,

upsale opportunities •  Automatically close the loop on opportunities to reduce

manual entry •  Automate error handling so partners maximize payout

and you get the information you need


Demo


Key Takeaways

•  Salesforce Communities is a platform for your portal needs

•  Performance Content, such as that provided by Channelinsight, helps you collaborate with your partners to grow sales

•  Look for solutions that help with key functionality such as sharing rule security and account matching


Questions?

Jeremy Miller Email: [email protected]

Learn More: Web: www.channelinsight.com

Blog: http://blog.channelinsight.com/blog

LinkedIN: http://www.linkedin.com/company/channelinsight

Twitter: https://twitter.com/_Channelinsight

Facebook: https://www.facebook.com/Channelinsight

how to grow channel sales using salesforce communities

Technology

forwardlooking statements

public statements

statements of belief

new products

new releases

new business model

statements of historical

new functionality