Joint Selling with Partners Using Salesforce CRM

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Joint Selling with Partners Using Salesforce CRM
Track Channel Executives
Moderated by Adi Kuruganti, Senior Product
Manager
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We have a great panel today
Ron Bohn
VP, Sales Operations
Michael Scatena
Manager, Sales Operations
Mike Volk
COO, Fishnet Security
Willie Terreau
Inside Sales Manager
Andrew ODriscoll
CEO, Apprivo
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Ron Bohn VP, Sales Operations
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About our Company
Secure Computing provides Internet security that
protects businesses against email and Web threats
like viruses, spam, malware and network
intrusion. Our more than 22,000 global
customers include the majority of the Dow Jones
Global 50 Titans and numerous organizations in
the Fortune 1000, all supported by a worldwide
network of over 2,000 partners. In September
McAfee announced it will acquire Secure
Computing scheduled for a Q4 2008 close.

• INDUSTRY Hi-Tech Security
• EMPLOYEES 900 (Soon to be 4,500)
• GEOGRAPHY Global
• USERS 435
• PRODUCT(S) USED SFA, Partner Portal, Salesforce
  to Salesforce and Content

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How We Use Salesforce Today
400 users (high adoption) Accounts, Contacts
Opportunities Product Evaluations Customizable
Forecasting
Leads 150 web-to-lead forms 10,000
leads/quarter
Partner Portal Salesforce to Salesforce Deal
Registration, Joint Selling MDF Requests and
Claims
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Our Primary Channel Challenges
Low visibility into run-rate
Slow communication cycle
Limited Channel ROI and Partner Accountability
Low visibility into Partner deals
Resistance to login into multiple CRM/PRM systems
Improve Partner Loyalty
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Why We Picked Salesforce Partner Networks
Integrated CRMPRM
Partner Choice
Not using Salesforce CRM
Using Salesforce CRM
On-Demand Portal
Salesforce to Salesforce
Centralize on Salesforce Accentuate benefits of
platform Indirect Direct 360 visibility
Full visibility into renewals and pipeline Better
tracking of run-rate Tighter collaboration with
partners
Choice drives greater adoption and stronger
partner relationships
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Lets first take a look at our portal solution

• Leads
• Deal Reg
• Opportunities
• MDF
• Partner Profile
• News Section

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We want to provide the same program benefits to
partners with their own Salesforce CRM system
Shared Pipeline Visibility
Access to Hot Deals
100 Visibility
Faster close rates
Partner to Partner Collaboration
Real-time Deal Updates
Closer Sales Rep Interaction
Higher sales rep productivity
Who better to explain the partner benefits than
one of our strongest partners Fishnet Security
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Michael Volk COO
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A Leader in Providing Enterprise Security
Solutions
Headquartered in Kansas City, MO, FishNet
Security, Inc. is a leading professional services
company specializing in providing information
security solutions to enterprise and small- and
medium-size business clients. The company
provides audit and assessment, implementation,
support, training, staff augmentation, and
managed security services.

• INDUSTRY Hi-Tech Solution Provider
• EMPLOYEES 300
• GEOGRAPHY Global
• USERS 182
• PRODUCT(S) USED SFA, Salesforce to Salesforce

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On Average we support 20-25 primary vendors
Our Problem Too many Vendor PRM solutions
Vendor 6
Vendor 1
Vendor 5
Vendor 2
Vendor 4
Vendor 3
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Result loss in sales rep productivity

• Too many price lists must be maintained
• Support contact info must be maintained
• Deal Registrations must be submitted, responses
  must be obtained before quotes can be generated
• Shipping and order status must be manually
  updated
• Processes and procedures vary across vendors

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Our Goal one solution to manage all our vendor
programs
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Eliminate manual updates
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Share pipeline and forecasting
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Register Deals from own CRM
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Integrate vendor price lists
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Receive shipping confirmations in real time
Closely tie Estimated Close Dates and Win
Probabilities with Vendors
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Now Lets Dig Deeper into our Pilot
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Our Pilot focused on key business processes
Roll-up Forecasting
Joint Selling
Make it easy for your partners to work with you
on opportunities
Complete visibility into partner pipeline
First meeting in early August and Pilot kick-off
on September 20th
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We decided what objects to share
Fishnet View
Secure View
Share Opportunities and Activities for Phase 1
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Right down to the field level
Secure View
Fishnet View

• Not sharing Fishnet Sale price to end client
• Not sharing Parts number

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What we needed to agree on
Stage Mapping Fishnet View
Stage Mapping Secure View
Both sides set volume of deal flow to be 20
opportunities per month
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What we didnt need to agree on

• Opportunity Naming convention

Secure View
Fishnet View

• Changes to Close Date and Stage

Secure View
Fishnet View

• Ownership within VAR/Vendor CRM systems were
  defined by respective companies (trust is
  mandatory)

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Lets take a look at our solution
Michael Scatena
Willie Terreau
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Apprivo helped both companies successfully
roll-out the pilot program
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Andrew ODriscoll Founder
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About our Company
Apprivo has designed and implemented more
Salesforce Partner Networks than any other
consulting firm. Our products and services
streamline complex processes and improve customer
sales alignment, transparency and performance
across the entire value chain.

• INDUSTRY Salesforce Certified Consultant
• EMPLOYEES Under 50
• GEOGRAPHY United States
• USERS N/A
• PRODUCT(S) USED Salesforce Partner Networks,
  Salesforce SFA and Force.com

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Salesforce to Salesforce Rollout Strategy
Discovery Planning
Design Implementation
Testing Rollout

• Begin with business strategy, not technology
• Identify and pilot one essential process
• Break the end-to-end process into discrete
  elements

• Identify which elements will be shared
• Uncover all outcomes that may result from sharing
• Design workflow and validation to support desired
  outcomes

• Conduct end-to-end testing with your business
  partner
• Rollout to small pilot group
• Focus user training on how processes map, flow
  and impact your business partner

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Results so far

• Zero duplicate data entry
• 100 forecast visibility
• Tightly integrated business process
• Significantly enhanced Team selling
• In the last month over 20 Opportunities

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Whats next for our Pilot Program

• Expand to Additional Regions
• Implement Deal Registration/ Lead Sharing
• Share Products and Price Lists
• Joint Marketing Campaigns
• Expand the pilot to additional companies

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Key Takeaways

• Partner choice is good
• Executive sponsorship is a must
• Focus on business process not technology
• Pick your high-value partners (pilot and then
  expand)

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Industry Networks Are On The Rise
Commercial Banking
Media
Insurance
Telco
Retail/ Franchise
Public Sector
Hardware
Software
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Connect Free!
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QUESTION ANSWER SESSION
Ron Bohn
VP, Sales Operations
Michael Scatena
Manager Sales Operations
Mike Volk
COO, Fishnet Security
Willie Terreau
Inside Sales Manager
Andrew ODriscoll
CEO, Apprivo