Adoption is a universal channel dilemma

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Adoption is a universal channel dilemma
Best Practices in Partner Adoption
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Partner adoption is a universal concern

• Symptoms
• Low portal login rates
• No single point of truth
• Too many logins
• Dependency on email

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But adoption is not a challenge for all companies
Reports Improved Channel Partner Productivity
Partners gave Siemens PLM Software top ratings
in the following categories product
understanding, sales call support, Partner Portal
and sales training delivery.
Siemens PLM Softwares focus and commitment to
the channel over the last few years has delivered
positive measurable results, Allan Blackwell,
Principal Cutting Edge Solutions
We mutually bring each other into sales
opportunities to leverage each others strengths.
There is a high level of trust. Tom
Gaunt President, NetPLM
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Balance your carrots and sticks to optimize
results and drive adoption

• Whats in it for the partner?
• Qualified leads
• Campaign history
• Enriched data
• Incentives
• Support

• Whats in it for the vendor?
• Timely feedback
• Updated activity
• 48 hour claw-back
• Performance tracking
• Activity tracking

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10 things you can do to improve adoption

• Publish leader boards
• Define the right metrics
• Email your partners performance with dashboards
• Provide workflow aids
• Forward qualified leads with campaign detail
• Make your content easy to find
• Give your partners a voice
• Integrate to your partners own systems
• Leverage MDF
• Share customer data

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Define clear metrics of success and publish
channel manager leader boards
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What are you measuring and are reports getting in
the right hands?
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Put the right reports in the hands of channel
managers and channel executives
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Measure and track productivity by partner
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Know which partners are participating
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Email your partners performance dashboards

• Schedule dashboards to be emailed to top partners

Create Schedule Notify Run
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Drive process and productivity improvements with
workflow
Deal expiration reminders Sales stage
tools Competitive updates Proactive sales support
Marketing program pointers
What workflow tools have you enabled for channel
success?
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Go deep in your process flow to find out where it
makes sense to use workflow
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Give partners what they need when they need it
with workflow and libraries
Just in time
RFP templates
Sales tools
Sales process support
Pricing
Field update reminders
Customer email template
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Forward qualified leads to your partners and be
clear on terminology
Know when to pass an opportunity to your partners
Customer
Inquiry
Lead
Qualified Lead
Deal
Vendor managed
Partner managed
Qualify and Data Enrich
Empower to register close
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Provide campaign history on your account and
customer details

• Consider the following
• 1.  Add a campaign to a lead to track ROI
• 2.  Create an opportunity from a campaign
• 3.  Drill down on the campaign to view summary
  reports
• 4.  View HTML email status history on leads
• 5.  Search on campaigns
• 6.  View campaign hierarchies

Partner Drill in Portal
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Make content relevant and easy to find
Bring the power of the consumer web to your
Partner Portal
Tag
Rate
Publish
Subscribe
Your partner community defines relevance You
measure whats working..and whats not
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Democratize Feedback from your Community
What do your partners think of your programs?
Vote
Discuss
Suggest
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Enable partners to share data directly from their
own Salesforce CRM system
Share
Update
Invite
Sync
No double entry for partners!!!!
Accounts Contacts Activities
Leads Opportunities Custom Objects
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Each party elects to opt in and opt out of sharing

• Vendors and partners define rules of engagement

Pick list mapping lets partners keep their
processes
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Collaborative marketing planning and program
funding is a great way to drive partner adoption

• Get the process right!

Marketing Plan
Budget
Program Request
Claims
Pay
Reporting
Activities
Approvals
Workflow
Attachments
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How to Make your Partners as Good at Marketing as
your own Marketing Department?

• Key lessons learned
• Marketing fund requests should be tied to
  business plan objectives
• Funds should be discretionary
• Train your partners on being great marketers
• Provide a library of marketing template
• Showcase successful partner marketing programs
• Make guidelines clear
• Send reminder messages before funds expire
• Marketing plans should include goal, objective,
  target audience, general tactics

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Share customer data with your partners

• Publish a yellow pages of customer accounts
• Make it clear to your partners who to go after

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10 things you can do to improve adoption

• Publish leader boards
• Define the right metrics
• Email your partners performance with dashboards
• Provide workflow aids
• Forward qualified leads with campaign detail
• Make your content easy to find
• Give your partners a voice
• Integrate to your partners own systems
• Leverage MDF
• Share customer data