s c p001 cohen 091707
DESCRIPTION
Full session information and video available on successforce.com.TRANSCRIPT
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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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Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
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We have an amazing conference ahead of us
10 amazing channel tracks1. What partners want
2. Partner lead ROI
3. Adoption strategies
4. Coverage models
5. Change management
6. Taking PRM to next level
7. Hands On
8. Implementation secrets
9. Salesforce's Partner Program
10. Road map
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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
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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
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Our secret: Maniacal focus on user success
Vote
Over 80,000 Votes In Less than a Year!
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And here is a sneak preview of the Salesforce Network
UpdateSubscribe
Bringing The Power of the Community to Enterprise Collaboration
Invite Share
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35,000 customers. One Network. Instant Integration.
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PRM has brought tremendous ROI benefits to many
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Tens of millions in new deal registrations
ChallengeChallenge
Internal use only
SolutionSolution ResultsResults
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
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
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
Deal registration portal
Legal compliance program
and integrated terms with
click through terms
Planned service registration
program to be launched in
Q1
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ChallengeChallenge
Shifted from direct to 100%
indirect
NO visibility to channel
deals
No way to track partner
performance
Shifted from direct to 100%
indirect
NO visibility to channel
deals
No way to track partner
performance
Internal use only
SolutionSolution ResultsResults
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
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
PRM partner sales have
doubled Y over Y
75% adoption in July
4.2 million partner
transactions
Best practice channel adoption strategies drives channel revenues
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ChallengeChallenge
Dealer inventory
replenishment ad hoc
Inaccurate product
reporting
Decentralized reporting
Dealer inventory
replenishment ad hoc
Inaccurate product
reporting
Decentralized reporting
Internal use only
SolutionSolution ResultsResults
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
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
Dealers are use the tool
track inventories
HQ has improved product
reporting
Improved order efficiency
Non-traditional dealer channel “energized” by PRM
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Channel growthAccount management
Partner analytics
Optimize your channel partner relationships
Time to value Portals in minutes
Easy administration
Partner successPartner self-service
Deal collaboration
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And the community of channel tools and support is growing
Quoting and
configurationImplementation
specialists
Channel Apps
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500% increase in partner transactions in 6 months
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PRM Adoption is unprecedented in channel history
Successful companies are seeing
between 70 and 80% adoption
Partners are using the portals
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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
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Cash flow is the number one
obstacle to growth by partners
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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
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About
Leading solution provider and integrator
Plus 50 more vendors
Works with…
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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
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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
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About
Leading technology integrator
Top 5 vendors we work with
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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
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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
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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
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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
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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
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QUESTION & ANSWER SESSION
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What’s next?
Get a one on one demo
Get it now & start a pilot
Learn Morehttp://blogs.salesforce.com/prm/
http://www.appexchange.com
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