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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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

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

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

Our secret: Maniacal focus on user success

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Over 80,000 Votes In Less than a Year!

And here is a sneak preview of the Salesforce Network

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Bringing The Power of the Community to Enterprise Collaboration

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35,000 customers. One Network. Instant Integration.

PRM has brought tremendous ROI benefits to many

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

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

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

Channel growthAccount management

Partner analytics

Optimize your channel partner relationships

Time to value Portals in minutes

Easy administration

Partner successPartner self-service

Deal collaboration

And the community of channel tools and support is growing

Quoting and

configurationImplementation

specialists

Channel Apps

500% increase in partner transactions in 6 months

PRM Adoption is unprecedented in channel history

Successful companies are seeing

between 70 and 80% adoption

Partners are using the portals

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

Cash flow is the number one

obstacle to growth by partners

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

About

Leading solution provider and integrator

Plus 50 more vendors

Works with…

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

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

About

Leading technology integrator

Top 5 vendors we work with

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

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

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

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

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

QUESTION & ANSWER SESSION

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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