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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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
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Learn Morehttp://blogs.salesforce.com/prm/
http://www.appexchange.com
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