Elay Cohen, Sr. Director PRM

1
Partner Relationship ManagementRoad Map for
Salesforce PRM

• Elay Cohen, Sr. Director PRM
• Will Moxley, Director PRM
• Adi Kuruganti, Product Manager, PRM
• PRM Business Unit

2
Safe Harbor Statement

• Safe harbor statement under the Private
  Securities Litigation Reform Act of 1995 This
  presentation may contain forward-looking
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  expressed or implied by the forward-looking
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  statements of historical fact could be deemed
  forward-looking, including any projections of
  subscriber growth, earnings, revenues, or other
  financial items and any statements regarding
  strategies or plans of management for future
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  concerning new, planned, or upgraded services or
  technology developments and customer contracts or
  use of our services.
• The risks and uncertainties referred to above
  include - but are not limited to - risks
  associated with the integration of Sendia
  Corporations technology, operations,
  infrastructure and personnel with ours
  unexpected costs or delays incurred in
  integrating Sendia with salesforce.com, which
  could adversely affect our operating results and
  rate of growth any unknown errors or limitations
  in the Sendia technology any third party
  intellectual property claims arising from the
  Sendia technology customer and partner
  acceptance and deployment of the AppExchange and
  AppExchange Mobile platforms interruptions or
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  business model breach of our security measures
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  and rate of growth the emerging market in which
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  our employees and manage our growth competition
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• Any unreleased services or features referenced in
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  delivered on time or at all.  Customers who
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  obligation and does not intend to update these
  forward-looking statements, except as required by
  law.

3
Agenda
Where Are We Now? Where Are We Going?
QA
4
Unprecedented Partner Adoption and Loyalty
Partner Relationship Mgmt
User Experience Sales Force Automation Partner
Relationship Mgmt Marketing Automation Service
Support Analytics
Enabling Integrated Sales Channel Management
On-Demand
5
One Pipeline. One Application. One Salesforce.
Complete Visibility High Adoption Complete
Reduced Channel Conflict
My CRM
My SFA
My PRM


Our partners are now part of our sales force.
VP of sales, Webtrends
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Adds the Power of AppExchange!

• Install AppExchange apps to your portal
• Share any custom process or object
• Share custom price books and products
• Related lists and attachments for partners
• Notes and activities for partners
• Streamlined partner account management
• Solutions in the portal
• Approval workflow and record locking

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Salesforce PRM Winter Demo

• A day in the life of a partner
• A day in the life of a channel manager
• A day in the life of a channel admin

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The PRM Directory

• PRM best practices and apps on demand

9
POS Inventory Application Available Now

• Integrate POS and inventory data with your
  salesforce.com database
• Measure performance and compare sell in vs. sell
  through
• Algorithms to drive data accuracy

10
Listening to Our Customers
Direct Engagement
VLO Programs
Community

• VLO Events
• Designated Product Managers CSMs
• Roadmap Reviews
• Pilot Programs

• User Groups
• Focus Groups
• Successforce.com
• Developer Forums

• Design Reviews
• Usability Testing
• Site Visits
• Ride-alongs

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Whats next?

• Top 10 Feature Requests

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1
Partner lead sync
Delegated partner admin
2
7
De-dupe rules
Reporting for partners
8
3
Multi-tier channel visibility
Contacts in the portal
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4
Time based workflow
Cases for partners
5
10
n-Languages in portals
Incentives and points
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A Road Map Based On Your Feedback

• The road to adoption and trusted partner
  relationships

More Channel Management Tools
More Partner Productivity Improvements
More Service and Support for Partners
More Community and Connectivity
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More Channel Manager Tools
Expanding the scope of channel management

• Multi-tier
• Recruitment
• Collaboration
• Visibility

• Reporting Tools
• Channel forecasts
• Custom report types
• Adoption dashboards
• Saved Search

• Productivity
• Contact sharing
• Data de-duplication
• Sales teams on leads
• Products on leads

Tier 1 Partners
Tier 2 Partners
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Partner Self-Service

• Tools to make the channel managers life easier
• Partner help desk
• Delegated administration
• Partners managing their own profiles

My User Profile
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More Partner Productivity Improvements

• Make your partners experiences more sticky
• Data enrichment of leads and customer data
• Google services for marketing
• Mobile access
• Incentives for partners
• More campaign tools for partners

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More Channel Analytics For All Your Channels

• Integrated and transparent demand/supply chains
• More reporting and scorecards
• A Day in the Life.
• Distributor portal for reseller deal registrations

Partner Reporting Portals
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Third Party Service Support

• Portals for service management too.

Outsourced case management Assign cases to
partners Empower partners to manage case
resolution Partner driven solutions Warranty
claims Customer entitlements views
Multi-vendor Case Management
Customer Success Portals
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The Holy Grail of Channels

• Which spreadsheet?
• Which partner portal?
• Which login?
• Are my contacts in Outlook?
• Where is my forecast?

Partners are confused!

How do I keep track of all of these
competing and redundant systems? How do I manage
my data in my own systems? Reseller Partner

19
PRM Nirvana Networked PRM

• Opt-in and opt-out of sharing communities

Partner
Partner
Partner
Vendors
Partner
Partner
Partner
My CRM is Connected
Partner
Partner
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The Trusted Platform Drives Real Time Connectivity
Invite
Authorize
Collaborate
Share
Vendors My Partner Connections My Partner
Connect Programs
Partners My Vendor Connections My Vendor
Programs My Vendor Leads
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Driving Channel Effectiveness and Partner Adoption
Information Access
Portal
Outlook
Mobile
Sharing Network
RSS
Chats Forums
Channel Management Automation
Incentive Compensation
Quoting Configuration
Contracts
Rebates Promotions
Partner Recruitment
Lead Distribution
Training Certification
Channel Planning
Deal Registration
Channel Forecasting
Order Management
Campaign Execution
Partner Marketing
Invoice
Channel Analytics
Opportunity Management
Outsourced Service
Activity Collaboration
Dealer Locator
Product Pricing
POS
Collaborative Selling
Commerce
Planning
Channel Marketing
Partner, Solution and Sales Team Modeling
Calendar Fiscal Year
Sales ToolsCollateral
ProductsPrice Books
AccountsContacts
Partner Accounts
TeamsTerritories
Platform
Meta Data Customization
Workflow Approvals
Web Services Integration
ERP Adapters
Mobile Platform
Document Management
Proceed With Caution
Partner
Focused Investment
Salesforce
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PRM Team Introductions

• Will Moxley
• Director of Product Management
• Adi Kuruganti
• Product Manager
• Frank Defesche,
• PRM Solution Specialist

23
How Do you Extend Sales Marketing Success To
Your Entire Ecosystem of Partners?
Partners
Distributors
Associates
Collaborators
Contractors
Associates
Consultants
Agents
Outsourcers
VARs
Resellers
Allies
Integrators
24
QA
Visit the Channel Clinic for a Channel
Audit Come by and see a demo Schedule some time
product management
25
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