Channel Executives

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Channel Executives
Session Getting Your Message out with
Salesforce CRM Content for Partners

• Will Chan, PGP Corp
• Girish Balakrishnan, IronPort Systems
• Meghan Skinner, Rearden Commerce
• Scott Holden, salesforce.com

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Session Agenda

• Salesforce CRM Content for Partners Overview 5
  min
• Panel Introductions 20 min
• QA 30 min

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Moderated By
SCOTT HOLDEN
PRODUCT MARKETING
SALESFORCE.COM
WILL CHAN
CHANNEL PROGRAM MANAGER
GIRISH BALAKRISHNAN
BUSINESS SYSTEMS CONSULTANT
MEGHAN SKINNER
PARTNER MARKETING MANAGER
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Challenges to Driving Revenue Through Partners
Poor Visibility
Low Partner Mindshare
How do I get my partners to spend more time on my
products?
How do I know whats going on in my channel?
Ineffective Partner Tools
Low Partner Adoption

• How do I give my partners the right tools for
  success?

How do I get my partners to use the portal?
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Drive More Business Through Your Partners
Collaborate to drive more business
Use Community to drive loyalty
Connect with your partners
Make doing business with you easy!
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Delivering Measurable Channel Success with
Salesforce CRM Partner Networks
More Productive More Collaborative More
Effective
Up to 70
Up to 50
Up to 25
Up to 20
Channel Revenues
Partner Recruitment
Improved Win Rates
Reduced Costs
Source Salesforce.com Customer Survey for
Salesforce Partner Networks customers conducted
Sept. 2008, by an independent third-party firm
Critical Metrics LLC.
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Distribute Content with Ease Through Your Portal
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Weve taken the best approaches from the consumer
web
Preview Before Download
Search with Keywords
Tag Content
Rate and Review
Filter Search Results
Create Custom Alerts
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To Put The Best Content at Your Partners
Fingertips
Find it in a Flash
Tap Into The Wisdom of the Crowds
Deliver Updates Proactively
Full-text Search Intuitive Filters
See Downloads and Activity Feeds Tag, Rate, and
Share Feedback
Find Related Content Email Alerts and
Notifications
- VP Marketing, Ciena
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Moderated By
SCOTT HOLDEN
PRODUCT MARKETING
SALESFORCE.COM
WILL CHAN
CHANNEL PROGRAM MANAGER
GIRISH BALAKRISHNAN
BUSINESS SYSTEMS CONSULTANT
MEGHAN SKINNER
PARTNER MARKETING MANAGER
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Will Chan Channel Program Manager
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All About PGP Corp
PGP Corporation is a global leader in email and
data encryption software for Enterprise Data
Protection. PGP platform-enabled applications
allow organizations to meet current needs and
expand as security requirements change for email,
laptops, desktops, instant messaging,
smartphones, network storage, file transfers,
automated processes, and backups.

• INDUSTRY Software
• EMPLOYEES 350
• GEOGRAPHY World Wide
• USERS 1,000 PRM Users
• PRODUCT(S) USED CRM, PRM, Portal, MDF/Coop, Deal
  Registration, Lead Management

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PGP Global Partner Program

• 650 Partners World Wide
• Multi-tiered program
• VARs, VADs, SIs, MSPs OEMs
• Security practices built around
• Compliance
• Data Loss Prevention
• High level of technical expertise
• Trusted advisors to F1000/G1000 companies

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PGP Key Challenges

• Business

• Technology

• Multiple applications across the business owned
  by IT
• Multi-tiered program with partners dispersed
  worldwide
• Highly technical product set
• No effective way to distribute product info,
  sales tools case studies
• Partner enablement challenge

• Company intranet with most current product info,
  case studies sales tools not accessible to
  partners
• Segmented views needed to support multi-tiered
  partners
• No effective self service way to get info to
  partners in near real-time

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Existing Document Repository is Sub-Optimal

• Existing Process Challenges
• Long list of documents
• Poor user experience
• Not scalable
• No feedback

Salesforce CRM Content for Partners
Solution
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Enter Salesforce CRM Content for Partners

• Salesforce CRM Content
• Robust content management
• User friendly with easy search
• Logical workspaces
• Diverse partner types supported by profiles
• Real-time updates

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PGP Results and Key Take-Aways

• Results
• Easy administration by designated content
  contributors
• Single point of entry for all partner levels
• Easy version control
• Ready to scale with our channel
• Lesson Learned
• Look at it through the eyes of a partner
• Make it simple for the partner community
• Make content owners contributors for workspaces

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Girish Balakrishnan Business Systems Consultant
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All About IronPort Systems
IronPort Systems is an independent business unit
of Cisco's Security Technology Group, IronPort is
a leading provider of anti-spam, anti-virus and
anti-spyware appliances

• INDUSTRY Security
• EMPLOYEES 535
• GEOGRAPHY Global
• USERS 1594
• PRODUCT(S) USEDSFA, Marketing Automation,
  Partner Network

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IronPorts Partner Program

• 3 tier global program and growing
• 80 of IronPort revenue
• Partner sales associates, marketing managers and
  sales engineers
• Deal registration
• Access to channel marketing collateral
• Market development funds
• Partner training
• Partner Program is Key Focus for IronPorts
  Business Growth

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IronPort Key Challenges

• Business Challenges

• Technology Challenges

• Hard to find and distribute marketing collateral
• Duplicate documents
• Regional specific documents

• Click Commerce partner portal not scaling with
  the business
• Old solution required software downloads

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IronPort and Salesforce CRM Content for Partners

• Deployed Salesforce Content for Partners in mid
  August 2008
• Tags and search make finding local marketing
  collateral easy
• Created regional specific workspaces for
  different global regions
• Trained regional users on using content to reduce
  document duplicates
• Promoted awareness about new partner portal in
  the partner community

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IronPort Results

• Streamlined document publishing process
• Monitor usage with ease
• Deployed infrastructure to accommodate global
  growth
• Empowered partner network with latest marketing
  collateral

Better Collaboration Between Partner Community
and IronPort
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IronPort Key Lessons Learned

• Takeaways
• Educate users about the functionalities of
  Salesforce CRM Content
• Design and organize content for targeted partner
  user groups
• Continuing to work with IronPort partners to
  accommodate common usage patterns
• Overall a successful implementation
• Positive feedback from channel partners and
  IronPort channel team
• Increase in deal registration
• Better collaboration between partner community
  and IronPort

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Meghan Skinner Partner Marketing Manager
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All About Rearden Commerce
Rearden Commerce puts the web to work for you.
It turns the Web into an intelligent personal
assistant that connects users to what they want,
when they want it, based on exactly who and where
they are.
Think Travelocity, OpenTable, Ticketmaster,
Boston Coach, UPS, Kinkos and hundreds of other
sites all in a single system. --Bruce Richards
AMR Research

• INDUSTRY SOA Web Services
• EMPLOYEES Approximately 400 growing!
• GEOGRAPHY Headquartered in Foster City, CA
• USERS 185 (100 Partner Network users)
• PRODUCT(S) USED CRM, PRM, Customer Support
  Portal and AppExchange partners Widen
  Enterprises, InsideView, Google AdWords

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Rearden Commerce Partner Program

• Partners
• 30 regional travel agency resellers
• 20 referral partnerships
• Strategic partnerships with American Express
  Chase
• We Use Partner Networks to
• Distribute pre-qualified leads
• Track leads and opportunities
• Share sales, marketing, training and
  implementation resources
• Provide white label assets, ready for
  co-branding and more!

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Rearden Commerce Key Challenges

• Business Challenges

• Technology Challenges

• Extremely inefficient process for publishing
  assets resources
• No visibility into the use of our published
  resources
• Materials quickly became out-dated
• Needed an efficient way to search and filter the
  library of assets

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Rearden with Salesforce CRM Content for Partners

• Shift distribution of materials from CD mailers
  to SF Content
• Track usage through download reporting, votes
  comments
• Utilize filters such as tags, document type and
  workspaces

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Rearden Commerce Results

• Increased sales effectiveness through
  instantaneous distribution of new and updated
  materials
• Amplified visibility into usage allows our
  Marketing team to work more effectively and
  efficiently
• Improved reseller effectiveness through wider
  use of approved materials

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Rearden Commerce Key Lessons Learned

• We all think differently! Design an intuitive
  hierarchy with multiple paths to the same asset.
• Make it quick easy to locate content Assign
  detailed tags for effortless filtering.
• People forget whats available Use the Featured
  Content function to promote not only new and
  recently updated content, but cycle through older
  pieces as well.

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• QUESTIONS?

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Moderated By
SCOTT HOLDEN
PRODUCT MARKETING
SALESFORCE.COM
WILL CHAN
CHANNEL PROGRAM MANAGER
GIRISH BALAKRISHNAN
BUSINESS SYSTEMS CONSULTANT
MEGHAN SKINNER
PARTNER MARKETING MANAGER
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• THANK YOU!