Managing Direct and Indirect Sales Seamlessly Track: Channel

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Managing Direct and Indirect Sales Seamlessly
Track Channel Executives

• Jeff Zobrist, Siemens PLM Software
• Elay Cohen, Salesforce.com

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Elay Cohen VP Industry Marketing
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Safe Harbor Statement
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Securities Litigation Reform Act of 1995 This
presentation may contain forward-looking
statements including but not limited to
statements concerning the potential market for
our existing service offerings and future
offerings. All of our forward looking statements
involve risks, uncertainties and assumptions. If
any such risks or uncertainties materialize or if
any of the assumptions proves incorrect, our
results could differ materially from the results
expressed or implied by the forward-looking
statements we make. The risks and uncertainties
referred to above include - but are not limited
to - risks associated with possible fluctuations
in our operating results and cash flows, rate of
growth and anticipated revenue run rate, errors,
interruptions or delays in our service or our Web
hosting, our new business model, our history of
operating losses, the possibility that we will
not remain profitable, breach of our security
measures, the emerging market in which we
operate, our relatively limited operating
history, our ability to hire, retain and motivate
our employees and manage our growth, competition,
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of our service, customer and partner acceptance
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assumes no obligation and does not intend to
update these forward-looking statements, except
as required by law.
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Agenda

• Challenges Today
• Siemens Business Overview and Go to Market
• System Overview Highlights
• Results
• Whats Next
• Q A

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Top 50 All Ranked Visibility As Number One Reason
For Implementing Salesforce
Deals
Channel Forecasts
How do I know whats going on in my channel?

• What deals are my partners chasing?

Channel Conflict
Coverage Models

• How do I know who is going after which markets?

• How do I mitigate channel conflict?

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The Holy Grail For Top Executives with Channels
Visibility Across Direct Indirect Channels
Integrated dashboards across direct and indirect
channels
Account and Deal Collaboration
Deal registration Lead opportunity sharing
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Getting There Isnt Easy

• Executive commitment
• Define rules of engagement
• Reward collaboration
• Educate and train direct reps, partner manager,
  and partners on go to market
• Dont be afraid to share

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Integrated CRM and PRM Reduces Channel Conflict
and Drives Sales Collaboration
Collaborate to drive more business
Use Community to drive loyalty
Connect with your partners
Manage Direct and Indirect
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The Standard For Channel Management
25,000
20,000
16,000
3 000
9,000
Dells Partner Portal is as easy to use as
Amazon.com
Is the Facebook of the enterprise
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Deployed Direct and Indirect Sales Tools in 90
days
Accelerated revenue and profitability growth for
partners Full visibility to partner sales
activity Live in 90 days

Some of our top partners have seen 38 growth
year over year since launching Salesforce
Partners.

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Jeff Zobrist Director, Global Solution Partner
Program Operations
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All About Siemens PLM Software, Inc.
Siemens PLM Software (Product Lifecycle
Management) Global applications for companies to
better manage innovation through product design,
testing, and manufacturing, and recycling

• INDUSTRY Enterprise Software
• EMPLOYEES 8,700
• GEOGRAPHY Global
• USERS gt1,000 Internal Users / gt1,500 Partner
  Sales Rep Users
• PRODUCT(S) USED SFA, PRM, 2 downloaded
  AppExchange applications, custom integrations

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Siemens AG a global enterpriseSales 72.4
billion Euro1), employees 398,000 (FY 2007)
Energy Sector Sales 20 billion Euro
Healthcare Sector Sales 11 billion Euro
Industry Sector Sales 40 billion Euro
Business activities in 180 countries
264 manufacturing sites
Research Development Statistics

• 3.4 billion RD in fiscal 2007
• 32,500 RD employees worldwide
• 17,500 software engineers

• 7,900 inventions in 2007
• 50,700 active patents

1) continuing operations
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Siemens PLM Software Solutions employees 8,700,
customers 52,000
Transforming the Process of Innovation
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Siemens The Strategic Industrial Software
Provider
Industrial Software Platform
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Managing Direct and Partner Sales Seamlessly
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Why Do Companies Leverage Partners for
Collaborative Sales?
Source IPED, IDC, Siemens
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The Seeds Of Conflict
It should not be a question of who the account
belongs to Its a question of how we work
together.
Source IPED Siemens
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Different Views of Conflict
Source IPED Siemens
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Siemens PLM SoftwareManaging Sales Conflict
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Global Sales ModelDirect Sales Partner
Alignment
Named Account
SI Partner Teaming
ENTERPRISE
Alliance Partners
Direct Sales
Channel Salesby Invitation
Aligned by Industry
Territory Sales
Partner Deal Registration
Volume Channel Partners
Aligned by Territory
Direct Sales
Channel SalesDeal Registration
SMB / MID MARKET
Solution Channel Partners
Channel Hard Deck"
Channel Sales
Serviced by Partners
Aligned by Territory Industry /Application
Specialty
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Integrated CRM/PRM StrategySingle, Global Tool
Process

• Leads
• Opportunities
• Accounts
• MDF
• Channel Plans
• Activities Tasks

• Customer Accounts
• Customer Contacts
• Opportunities
• Leads
• Dashboards
• Reports
• Activities Tasks

Partner HR
SFA / CRM
Sales Portal

• Partner accounts
• Partner contacts
• Leads
• Partner recruitment
• Contracts / Discounts
• Budgets
• Channel plans
• Certifications
• Dashboards
• Reports
• Activities Tasks

Direct Sales Partner Managers
Partner Managers
Partners
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Use The Tools Respect The RulesComplete
Visibility Across The Organization
Partner Managers
Executive Mgt

• Sales Collaboration
• Account Management
• Territory Management
• Lead Distribution
• Opportunity Management
• Pipeline Development
• Forecasting

Sales Managers
Direct Sales Reps
Partners
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Use The Tools Complete Visibility of the
Partner Business
Training Cert.
Leads Deal Reg.
Partner Account Master Data
Business Plan
Opportunities Pricing Order Entry Forecasting
Dashboards
Partner Contacts Webkey
Business Objectives
Contracts Discounts Compliance
Partner Sales Portal Accounts Collaboration
MDF (Budget, Request, Claim)
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Collaborate . Direct and Indirect
Account Visibility

• gt1.7 M Accounts
• DB information
• Detailed account information
• Account hierarchy
• Opportunities they are working (private)
• Account owner collaboration
• Territory management
• Reduced channel conflict

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Collaborate Direct and Indirect
Opportunity Visibility

• Track sales team members and access
• Track Alliance partner involvement and next steps
• Channel Deal registration detail tracking
• Track Channel Partner involvement and next steps

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Collaborate . Partners Empowered to Register
Opportunities

• Search global account list
• Register Opportunity
• Siemens approves and convert to approved deal
  registration
• Collaborate and Close business

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Collaborate Single, Enhanced Opportunity Page
for Sales Efficiency

• Same view for Direct and partners
• One view of sales cycle and next steps
• One pipeline forecast
• Integration to partner portal for marketing info
• Integration to SAP for pricing,
  quote, and order
  

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Collaborate Beyond SalesMDF and Business
Planning

• Partners and Partner Managers collaborate on a
  single, simplified format

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We Gained Visibility and Business Insight

• Global consistency and predictability
• Better leverage of upstream data
  (Marketing/telemarketing)
• More accurate and timely downstream order data
  (SAP)
• Monitor and track partner business, partner sales
  capacity, and partner sales productivity

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We are Driving Results

• Sales Execution and Focus
• Increase of 25 in overall pipeline size
• Better executive focus on key deals gt higher win
  rates
• Collaboration reduces sales conflict earlier in
  sales cycle
• Managers coach and talk strategy
• Improved sales forecasting accuracy
• Improved direct sales partner satisfaction
• Global consistent processes
• Simplified ease of doing business
• More accurate and timely data

Accelerated Revenue Profitability
Growth Increased Customer Satisfaction
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Where We Are Headed

• Forecasting
• Order entry (SAP)
• Marketing automation (Eloqua)
• Training university (Saba)
• Community
• Salesforce to Salesforce

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My Heros Jeff, Michelle, Helena, Janti
Jeff Hunsaker Siemens PLM IT Manager, IT Support
Helena Peace Siemens PLM SFDC - EMEA
Janti Tang Siemens PLM SFDC - AP
Michelle Nixxon Siemens PLM SFDC - Americas
Jeff Zobrist, Director, Global Solution Partner
Program Operations says this team does the
heavy lifting and proves invaluable every day.
They are focused and responsive to the needs of
our partners and users around the globe.
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QUESTION ANSWER
JEFF ZOBRIST
Director, Global Solution Partner Program
Operations
ELAY COHEN
VP Industry Marketing
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My Heros Jeff, Michelle, Helena, Janti
Jeff Hunsaker Siemens PLM IT Manager, IT Support
Helena Peace Siemens PLM SFDC - EMEA
Janti Tang Siemens PLM SFDC - AP
Michelle Nixxon Siemens PLM SFDC - Americas
Jeff Zobrist, Director, Global Solution Partner
Program Operations says this team does the
heavy lifting and proves invaluable every day.
They are focused and responsive to the needs of
our partners and users around the globe.
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QUESTION ANSWER
JEFF ZOBRIST
Director, Global Solution Partner Program
Operations
ELAY COHEN
VP Industry Marketing