WorkSpan Ecosystem Cloud Integrations for Connected Ecosystems
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WorkSpan Ecosystem Cloud Integrations for Connected Ecosystems August, 2020
Transcript of WorkSpan Ecosystem Cloud Integrations for Connected Ecosystems
WorkSpan Ecosystem CloudIntegrations for Connected
EcosystemsAugust, 2020
Our speakers today
Mark MinkenBusiness Analyst
SAP
Nithya LakshmananVP, ProductWorkSpan
Arun RamachandranSr. Director, Product
WorkSpan
Today’s Agenda● Partner Ecosystems and Integrations
● SAP Case Study
● WorkSpan Integration Solutions
● Demo
● Q&A
Poll
Q1: Are you a partner or alliance professional? ● Yes, I lead a partner organization● Yes, I manage a partner program/multiple
programs● Yes, I manage one or more partner
relationships● Yes, I have a role supporting partner
organizations (e.g. partner operations)● No, but I am interested in the topic
Q2: If yes, what kind of partner program(s) do you manage? (Select all that apply)
● Co-Sell Program● Channel / VAR Program● OEM Program● MDF / Incentive Program● Partner to Partner (P2P)● Other (share in the chat!)
Partner Ecosystems and Integrations
Partner Ecosystem Motions
Your Company joins an EcosystemData is shared between the Companies
Part
ner T
ypes
Hardware
Cloud
Software
Services
VAR
MSP
ChannelOEM
Marketplace
Sell-with
Co-solution
Bundles
Promotions
Co-marketing
Joint Funds
Partner Ecosystem Motions
Your Company participates in many EcosystemsDiverse data from MANY sources is shared across all these companies
Part
ner T
ypes
Hardware
Cloud
Software
Services
VAR
MSP
ChannelOEM
Marketplace
Sell-with
Co-solution
Bundles
Promotions
Co-marketing
Joint Funds
Information You and Your Partners Share Every Day
● Pipeline (deals registered, deals won, deals closed, ...)
● Leads (website, marketplace, SDR, …)
● Account Plans● Marketing Plans, MBOs,
Activities & Reports● Business Development Plans,
Activities & Reports● MDF funding requests & claim
packages● Solution catalog items
Your Company
Partner Portals Only Handle “Long-Tail” PartnersAll High-Touch Partnering is Done with Spreadsheets
CRM
Prospects and Customers
PRM
Your Sales Team
Port
al
SI Partner Mgrs
ISV Partner Mgrs
Other Partner Mgrs
Your SI Partners
Your ISV Partners
Your MSP, IHV, OEM, Cloud Partners
Channel Team
Your long-tail Channel Partners
Your TopChannel Partners
Integration Challenges in Partner Ecosystems
Cross-Company Business Orchestration
Sync across Multiple Ecosystems
Stakeholder Engagement
● Poor ability to share data from one company’s system to the partners’ systems
● No shared workflows to review and collaborate
● Little ability to connect multiple systems - CRM, Marketing Automation, Finance
● Your teams do this manually across multiple partner ecosystems
● Data needs to be entered into multiple tools - PRM portals, CRM, files, custom
● Risk of data exposure and compliance risks with manual, ad-hoc processes
● Impossible to stay on top of partner activity across all these platforms
● Data is stale, results in lack of trust
● Poor partner experience and participation
Example: Joint Pipeline ManagementManual, Ad-Hoc Processes
CRM
CRM
Pull Weekly, Monthly, QuarterlyReports
Manually Cleanse &
Transform Data
Manually Reconcile
Data
Manually Reconcile
Data
Partner Company Partner Company
Partner Managers
Pull Weekly, Monthly, QuarterlyReports
Manually Cleanse &
Transform Data
Partner Managers
● Inaccurate, Out-of-date
● Poor Visibility into Joint Pipeline
● No System for Collaboration
● Missed Opportunities
● Long Deal Cycles● High Risk of Data
Exposure
Poll
Q3: How do you currently share joint account and opportunity information with partners?
● All manual sharing● Download from our CRM systems into
spreadsheets and reconcile weekly● Some automated CRM integration, but difficult
to use and reconcile● Some automated CRM integration that works
pretty well● Integrated CRM opportunity sharing that works
very well
SAP Case Study
SAP Global Strategic Service Partners
● Program Name: SAP GSSP (Global Strategic Service Partners)
● Program Type: Co-Sell, Joint Solutions
● Partners Types: 16 Global SIs inc. Accenture, Capgemini, Cognizant, DXC, IBM, Infosys, Wipro and more; over 200 regional/local SIs and LOBs
SAP GSSP Before
● Disparate Home-grown systems and reporting tools across regions
● No system of Collaboration with partners or across PBMs and LOBs
● Lack of visibility into pre-pipeline activity
● Partners not attached to opportunities in CRM
Key Objectives
● Increase PBM Efficiency / Save Time○ Attach Partners to sales opportunities in SAP CRM Systems
● Facilitate Remote Collaboration between the Lines of Business and our PBM’s across the Globe
● Track Pre-Pipeline
● Improve Data Accuracy and Quality
Key WorkSpan Integration Capabilities
Automatic and Manual CRM Integrations Auto-Create Single, CRM-Connected
Platform
Track Pre-Pipeline with Accurate Data
Accurate pipeline data in near real-time
● Track partner influence early with documented pre-pipeline activity
● Opps can be converted, connected to opportunity in CRM
Increased PBMEfficiency
Multiple requirements set and defined on data model
● Saves our users time● Allows full transparency to
our Partner-led Initiatives ● Flexibility to have multiple
requirements in place.
Improved Collaboration with Partners, PBMs, LOBs
Ability to identify deals
● Independent collaboration with multiple service partners on the same deal
● Single CRM opportunity links to multiple partner opportunities in WS
SAP on WorkSpan
SAP CRM
Auto-Create by Region, Partner, Program
Data Export
● Single integration shares data with multiple partners and programs
● Digitized partner sharing and collaboration => No more spreadsheets!
● Immediate visibility to joint pipeline data
● Reports for multiple stakeholders: Partners, Regional PBMs, Global PBMs, LOB PBMs, Executives
● Shared system across partners and regions
Analytics
WorkSpan
SAP Solution Extensions
Program
Joint Opportunities
SAP GSSP Program
SAP Endorsed Apps Program
SAP Embrace Program
Key Takeaways & Best Practices
Future plans
● Continue our integration and onboarding of our Partners and additional LOB resources
● To take this data and re-integrate into our CRM systems with our broader teams
Words of Wisdom
● Define the requirements thoroughly as the WS team have many features that could improve your day to day
● Once the system is up and running, onboard as quickly as possible as the system is only as strong as its users.
Poll
Q4: How does your partner landscape compare to what Mark just described? (Check all that apply)
● Our current systems are home-grown and inefficient
● Our current data volumes are often beyond our ability to cope
● We have multiple partner program types (GSI, ISV, OEM, Cloud, Hardware, etc)
● We don’t have the ability to share opportunities or other business system data with partners
● Our partner attribution tagging and reporting is inaccurate
● We have poor visibility into partner-driven revenue and leadership questions partner’s value
WorkSpan Integration Solutions
Partner Programs Business Systems
SI
OEM
Channel
MDF
P2P
Marketplace
WorkSpan Ecosystem CloudManage your Partnering Process with Integrated Business Systems
Your Ecosystem is CONNECTED
● SCALABLE -- Scale to any number of partners and programs
● FAST -- Updates are live and always available
● AUTOMATED -- No manual error-prone processes
● SECURE -- Set central policy-based access controls
● EFFICIENT -- Give your Partner Managers 4-8 hours per week back on their calendar
Your Company
All Partnering Motions in a Single Shared System
CRM
Prospects and Customers
PRM
Your Sales Team
Port
al
SI Partner Mgrs
ISV Partner Mgrs
Other Partner Mgrs
Your SI Partners
Your ISV Partners
Your MSP, IHV, OEM, Cloud Partners
Channel Team
Your long-tail Channel Partners
Ecosystem Cloud
Your TopChannel Partners
How WorkSpan enables Connected Ecosystems
You and Your Partners can Integrate ● Each company’s CRM can connect to a
single partner opportunity● Company configured data model aligned to
your business, with field privacy controls
Secure Sharing and Collaboration● Only share what you intend to, via plans
and access policies● Shared views and KPIs● Configure workflows for review and
collaboration
It’s not enough to just receive data. WorkSpan innovations are how data is consumed, processed, and shared securely with partners!
Connect once, Share with any Partner / Program ● Configure integrations to any source or
destination system● Share from a single system to multiple
programs on WorkSpan
Shared Sales Plan
Secure Sharing and Collaboration
Opportunity Name
Account Name
Sourced By
Stage
AI for Retail Nike SAP Alliance Sourced
IoT in EMEA P&G SAP Won
Security Acorn SAP Lost
Infrastructure Walmart SAP Discontinued
Cloud Migration Riley Inc Infosys Alliance Sourced
Smart Cards WHS Infosys Won
ERP Transformation
Spatial Infosys Lost
Point of Sale Diablo Infosys Discontinued
● Shared Sales Plans with opportunities sourced by any company
● Joint Pipeline Views and KPIs for cadence calls and track opportunity updates
● Track Partner Contribution with tasks, assets, comments, activity history
Infosys’ CRM
SAP’s CRM
“Synced from”
“Synced from”
SAP Partner Mgrs
Infosys Partner Mgrs
Shar
ed V
iew
of O
ppor
tuni
ties
WorkSpan Shared Opportunity
You and Your Partner can Integrate
SAP DetailsIndustry Retail
CRM Account Nike Inc.
Region North America
Sales Stage Negotiation
Amount $500K
LOB Supply Chain
Industry Manufacturing
CRM Account Nike USA
Region Americas
Sales Stage Discovery
Amount $200K
Focus Area Big Data
Infosys Details
SAP’s CRM Infosys’ CRM
Opportunity Name In Store Digital TransformationAccount Name NikeSourced By SAP
● Opportunity data linked from each partner’s CRM, extends to any number of partners (> 2)
● Shared view for all partners invited to the opportunity,
● Data aligns to each company’s configured data model● Private fields only your company employees can see
Custom fields for SAP
Custom fields for Infosys
Your CRM
Connect Once, Share with any Partner / Program
● Auto-Create Policies - Company defined rules for automatic sharing with partners and programs in WorkSpan
● Granular Security on CRM Views - Partner managers only see data for their assigned partners and regions
● Share Securely with Multiple Partners - 1 CRM opportunity can link to multiple partner opportunities, collaborate independently and securely with each partner
● Invite Collaborating Partners to the same opportunity in WorkSpan
Your Secure CRM View
Service Partner
Channel Partner
OEM Partner
Auto-Create
Policies
Company A Company B
Example: Joint Pipeline Management Bi-directional Integrations to your CRM and your partners’ CRM
Create Opportunity
Share with Partner
Company
Opportunity is mutually progressed to Qualified
stageOpportunity is
Updated
WS CRM Load
WS Opportunity
Update
Opportunities Opportunities
1.Create in WorkSpan
2.Create in CRM
3.Updates to both CRMs
Wor
kSpa
n In
tegr
atio
n P
artn
er C
RMs
Your Account in Microso Partner Center
WorkSpan is integrated with Microsoft Partner CenterSync Referrals from Microsoft with Opportunities in WorkSpan
● Receive referrals from Microsoft Partner Center in WorkSpan
● Easy one click access from the opportunity in WorkSpan, to open and edit the linked Referral in Partner Center
Ecosystem Cloud
Your CRM
Your Partner Mgrs
Partner A
Partner B
Partner C
Many Ways to Implement Integrations - Files, APIs, iPaaS
File Loads/Exports
Quick to configure, no dependency on IT
WorkSpan APIs
Real-time, event-based or periodic batch updates
Connectors on iPaaS
WorkSpan Connectors on SoftwareAG webMethods.io and Microsoft Power Automate
Low cost, no-code integrations to 100s of applications
➢ Co-Sell Programs○ Joint Pipeline Management integrated to your CRM and your partner’s CRM○ Share existing CRM opportunities, or sync new pre-pipeline accounts and opportunities with CRM
➢ OEM Programs○ Share pipeline and revenues for OEM partner’s products from your CRM○ OEM partner nominates a new opportunity, qualify and submit to your CRM
➢ Channel and ISV Programs○ Submit or Receive Leads and Deal Registrations in CRM○ Automate Won/Lost updates by mapping stage updates in your CRM or partner CRM
➢ MDF Programs○ Integrate Campaigns from Marketing Automation systems (HubSpot, Marketo)○ Send Approved Claims to Payment Systems (Vistex, ERP)
➢ Marketplace Programs○ Share Marketplace Leads with Partners, integrated to partner’s CRM
Deploy any Cross-Company Integration
“WorkSpan's powerful ecosystem cloud platform enables our partners to collaborate across the Microsoft
ecosystem more effectively to accelerate solution delivery and
increase value for customers.”
WorkSpan Customers- In their own words “
“Sharing data with partners is critical but challenging. WorkSpan allows us to integrate between partners and
make the data actionable.”
“WorkSpan has helped us address the difficult challenge of organizing
joint sales pursuits between two global companies with different
commercial models.”
Connor McCarren, GTM and Field Operations, SAP
Jason Johns, Senior Vice President, Global Alliances & Channels, Software AG
Gavriella Schuster, Corporate VP, One Commercial Partner, Microsoft
“With WorkSpan we’re getting a much better percentage of leads
turned into partnership opportunities.”
Luke Sudbury, Alliance Manager, Global Systems Integrators, Dell
“You have two choices. You can go the traditional way with tons of email attachments, slides, and spreadsheets. Or, you look for a tool like WorkSpan where you enhance the collaboration between partners in an almost automatic way.”
Roland Wartenberg, Sr. Director Strategic Alliances, NetApp
“WorkSpan lets us bring two CRM systems together - from Microsoft and SAP- in one shared system of record to
effectively collaborate on joint opportunities at scale.”
Margaret Synan, Director Business Strategy, WW SAP on Azure Lead, Microsoft
● You and Your Partners can rapidly deploy Integrations
● Secure and Configurable for your Business
● Neutral Platform for Joint Review and Collaboration
● Integrate Once, Submit to Any Ecosystem - Your Company or Partner Hosted
● Integrations for any Program Type - Co-Sell, Co-Build, Channel, MDF, Marketplaces
● Real-Time Notifications to your Users and Partners
● Automatic Updates keep teams in sync and accelerate business outcomes
● Shared KPIs to drive Accountability
Sync across Multiple Ecosystems
Stakeholder Engagement
CONNECTED Ecosystems on WorkSpan
Cross-Company Business Orchestration
Demos● Bi-directional CRM
Integration● Integration to Slack
● Acme Salesperson creates an opportunity in Salesforce, and tags Dunder Consulting as the partner
● CRM Opportunity is automatically created in WorkSpan, in the shared Sales Plan for Acme and Dunder Consulting
● Dunder Consulting can now add their own data to this opportunity in their company section
● Acme and Dunder Consulting can track their joint pipeline and KPIs in the shared sales plan
Demo Scenarios
● Dunder Consulting submits a new opportunity to Acme on WorkSpan
● Acme users are notified on Slack when this new partner nominated opportunity is added
● Opportunity is qualified by both parties and stage is set to Alliance Qualified on WorkSpan
● Opportunity is automatically created in Acme’s Salesforce CRM
Acme Dunder Dunder Acme
Demo
Questions?
Mark MinkenBusiness Analyst
SAP
Nithya LakshmananVP, ProductWorkSpan
Arun RamachandranSr. Director, Product
WorkSpan
Partner Program Success Starts Today
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Journey for Your Programs
Host Your Partner Program on WorkSpan
THANK YOU
