S C P005 Keswani 091807
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Transcript of S C P005 Keswani 091807
Change Management and Partners
Drew Clarke, Cognos Inc
Ginette Miron, Cognos, Inc
Anika Keswani, salesforce.com
Track: Sales: Channel & Partner Management
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.
Agenda
Welcome
Channel Change Management Methodology
The Cognos Story
Lessons Learned & Takeaways
ROI
Q&A
Welcome
Drew Clarke
VP, Americas Marketing and Global Marketing Operations
Ginette Miron
PartnerNetwork Manager
The number one barrier to change: FEAR
Here is a recipe to mitigate fear and achieve success
ChannelChange
ManagementMethodology
Partner Input
BusinessProcess
Comm
unications
Scope
What did you employ
to drive change?
Every customer is unique
All About Cognos
• INDUSTRY: High Tech
• EMPLOYEES: 3,500
• GEOGRAPHY: Global
• # USERS: 1,405
• % REVENUE GENERATED WITH PARTNERS: 30%
• PRODUCT(S) USED: SFA, Marketing Automation, PRM
Cognos is the world leader in business intelligence (BI) and performance management solutions. They provide world-class enterprise BI, planning and consolidation software and services to help companies plan, understand and manage financial and operational performance.
The Cognos Channel Structure
Why deploy SFDC - PRM
Closed Loop Marketing/Lead Distribution
Opportunity Management / pipeline visibility
Get more value with top-tier partners
Partner Enablement – Give them the tools to be
successful
General Project Timeline
Planning
Design
Develop
Deploy
October ‘06
Business Process Review
Solution Design Doc ConfigurationAlpha Review
Pilot Rollout & Training
Kickoff Call
November ‘06 Dec - Jan ‘06
Phase II Rollout and Training
March ‘07Jan ‘07
Develop Integration
Beta Review
Technical Design Doc
July ‘07
Let’s see how this methodology applied to Cognos
We enlisted feedback and support from partners and internal stakeholders
Pre roll out 2 Months prior to rollout Validation of key processes Top tier partners interviewed Provided a pilot to give partners
something to work with and provide feedback
Changes made Modified Lead Distribution process Time-based opportunity management Enhanced partner enablement tools
• Competitive information• Quick reference guides • Selling tools for Cognos products.
Mid Market Partners integrated into the Cognos Selling Process through SFDC – SFA and PRM
The scope was limited to select users, regions, and processes
Users 50 partners at a time Select channel managers
Regions 100% of LATAM first
ProcessesOpportunitiesSales collateralMarketing Leads But, no orders
Key success factor:
Same time zone
Key success factor:
Same time zone
We also chose partners that we knew would adopt
Criteria to choose partners:
High performers
Strong and Trusted relationships
Committed to providing feedback
Resource Capability
Handle the Volume
Who selected?
Partner Account Manager
We remained flexible on our business process
Managing Partner Relationships PAMs are more accountable for collaborating with
partners due to added data visibility Executive-level visibility
Managing Cognos sales methodology Opportunity for partners to become well-versed in
Cognos Methodology Partners may not always use standard
methodology Managing Deal Registration
Resistance from partners to register deal for exclusivity and Cognos visibility
• Building trust to encourage these registrations
Regional differences: Qualified vs. Unqualified leads are sent to partners depending on location
Communicate. Communicate. Communicate.
Communicate frequently Pre – email
• Internal teams
• External - partners
• Web based demo
Partner Summit – closed door sessions
Phase 2 Rollout • Internal teams – Business
Development Reps, Account Managers
• One on One sessions with partners (Web based)
Example of one of the email templates used
Day in the life of…
Channel manager
Partner
Results and ROI for PRM
Results
Lead Distribution
Opportunity Management
Partner Usage• Top 4 of SFDC PRM
• Over 1M partner transactions (database hit) since go live
• In July – 50% of active users logged in
• LATAM / North America, EMEA, Australia, Israel
What are the lessons learned?
Lessons Learned• High volume of new leads “overflowed” some partners
• Business Process – Consider an adjustment to the process Common request to integrate Salesforce – Salesforce Systems
– 30% of partners were already Salesforce customers
Take Aways Over - Communicate – and then do it some more….
Partner Account Managers are key to adoption/usage
Listen to the partners
Be open to change on both technology and business process as you deploy and use.
QUESTION & ANSWER
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