Tools to Increase Partner Adoption and Loyalty

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Tools to Increase Partner Adoption and Loyalty
Track Channel Executives

• Kurt Shaver, GFI
• Mike Wallgren, Altiris
• Elay Cohen, Salesforce.com
• Ryan Worobel, Salesforce.com

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Agenda

• Introductions
• Channel Adoption Today
• Best Practices
• Customer Strategies for Adoption and Loyalty
• GFI
• Altiris
• Salesforce PRM Solution Summary
• Question and Answers

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Introductions
Kurt Shaver
GFI Software
VP/GM Americas Operations
Altiris, Inc.
Mike Wallgren
Marketing Operations Analyst
Elay Cohen
Salesforce.com
Senior Director Product Management, PRM
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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
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What Challenges Are You Facing To Reach This
Objective?
Visibility?
Adoption?
Scale?
Channel Conflict?
Mind share?

Do you know what itll take your partners to
collaborate with you and provide you sales and
marketing updates?

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We Here This Over and Over.

1 channel management challenge today is partner
adoption.

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Partner Adoption

• What drives your partner relationships?

Qualified Leads
Business Planning Tools
Cash Flow
Deal Registration
Rebates Special Pricing MDF Claims Incentives
Exclusivity and Discounts
Segment and Target Benefits
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Partner Adoption Tips and Tricks

• Brand your portals
• Personalize the portal
• Provide process help and detail
• Find the WIFM (whats in it for me) of channels

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Channel Manager Adoption

• Empower channel managers to manage and create
  their own programs

Dashboards Channel Sales Performance Deal
Registration Recruitment Budgets Funds Claims
Usage Partner Marketing ROI
Manage My Partners
Recruit Partners
Collaborate with Partners
Partner Scorecards Dashboards
My Channel Program
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Now Lets Here From Some Customers!
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Kurt Shaver
VP/GM Americas Operations
kshaver_at_gfiusa.com
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Company Introduction

• Founded 1992 in Malta
• U.S. HQ in Cary, NC
• 160,000 customers, mostly network admins of SMBs
• VC buyout resulted in new management
• Goal to grow via the channel

INDUSTRY Security software
EMPLOYEES 245
GEOGRAPHY Worldwide
USERS 50 internal 500 partners
PRODUCTS USED Enterprise PRM
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Key Challenges Faced

• Business Challenges
• Lead distribution to channel
• Get channel to bring business to us
• Forecasting channel business
• Technology Challenge
• Merging three companies with multiple, separate
  systems

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How We Addressed the Challenges

• Rolling out Phase 1 of partner portal next week
• Integrated marketing campaign as incentive to use
  portal
• Must attend Web training to benefit from
• Pre-loaded lead list
• Co-branded email
• Follow up call scripts
• White paper and pr support
• Q4 SPIF on featured product
• Americas/EMEA/APAC portals will allow tailored
  channel communication by each BU.

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Results

• Already had alpha partner offer to augment our
  lead list with thousands of their own customers.
• Future
• Increased close ratio and decreased sales cycle
• Increased sales from previously unknown
  opportunities (deal registration)
• Ability to more accurately focus our channel
  business

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Summary Slide

• Good Luck to You and Me

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Altiris, Inc.
Mike Wallgren
Marketing Operations Analyst WW Salesforce.com
Administrator
mwallgren_at_altiris.com
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Company Introduction

• Provider of IT Service Management solutions
• Global company
• WW HQ in Salt Lake City, Utah
• Offices in other major countries throughout the
  world
• Horizontal focus customers in all industries of
  all sizes, and in all geographies
• 85 of revenue flows through diversified partner
  base
• Hundreds of key partners worldwide
• IPO in 2002 - NASDAQ ATRS
• 187.6M in revenue in 2005
• Solutions based on three pillars
• Lifecycle integration
• Audit-ready security
• Automated operation

INDUSTRY Software
EMPLOYEES 1,000
GEOGRAPHY Global
USERS 350
PRODUCTS USED SFA, Marketing, PRM.
Altiris Corporate Headquarters
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Key Challenges Faced

• Business Challenges
• Global company with strong channel focus
• Need for improvement in lead distribution
  follow-up
• Partners not integrated into sales process
• Lack of visibility into partners true ability to
  manage leads and opportunities
• Technology Challenge
• Current lead distribution model Push leads out
  to partners via download of a .csv file
• Lack of integration with Altiris Salesforce.com
  org

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How We Addressed the Challenges

• Redefine business process for managing partner
  leads and opportunities
• Automate lead distribution, deal registration,
  and partner pipeline tracking through
  Salesforce.com
• Standardize on one process and system worldwide
• Promote partner adoption
• Keep process simple, especially at first
• Provide promotions and incentives for following
  process
• Provide help with funding MDF, regional budgets

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Our Results Improved Dramatically

• For Altiris
• Partners integrated more fully into the sales and
  marketing process
• Accountability and visibility for leads
  distributed to partners
• Establish a global process for managing and
  evaluating partner lead activity
• For Altiris partners
• Helps partners be more productive in managing
  leads
• Receive recognition for ability to manage leads
  and opportunities
• Demonstrates that Altiris is willing to invest in
  helping their partners be successful

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QUESTION ANSWER SESSION
Kurt Shaver
GFI Software
VP/GM Americas Operations
Altiris, Inc.
Mike Wallgren
Marketing Operations Analyst
Elay Cohen
Salesforce.com
Senior Director Product Management, PRM
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Some New Best Practices in Partner Adoption
Marketing Tools
Deal Registration
POS reporting
My CRM
My SFA
My PRM
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More Tools for Partner Loyalty and Adoption

• PRM best practices and apps on demand

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Marketing Programs and Promotions For The Channel

• High performance promotional management
• To partners and for partners

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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

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F5 Collaborates for Higher Sales

With our partners, we are now able to deliver the
best solutions to our joint customers.

VP North America Channels, F5
Challenge
Solution
Results

• Channel Silos
• No visibility
• Manual process
• 90 of business through channel

• Integrated PRM and SFA solution
• Opportunity collaboration
• Complete visibility
• Deal registration for partners at all levels

• 300 increase in deal registrations
• High partner adoption
• Increased channel sales to
• Increased top 20 partner business by 20

Internal use only
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A Day In The Life Of An F5 Reseller

• The Key to adoption for this company is deal
  registration

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Complete Partner Lifecycle ManagementIncrease
channel effectiveness with Salesforce PRM
Market
Sell
Measure
Recruit
Automate Recruitment
View Every Metric
Improve Effectiveness
Generate Loyalty

• Sales Analytics
• Forecasting
• Dashboards
• Data Quality Management

• Lead Management
• Partner Communications
• Funds Budgeting Management
• Document Management

• Deal Registration
• Opportunity Management
• Activity Management
• Pricing Management
• Workflow

• Partner Recruitment
• Partner Account Management
• Partner Training
• Channel Plans

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Who is using this and How are they doing?
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QA
More Resources Salesforce PRM Demo
http//www.salesforce.com/products/partner-relati
onship-management.jsp Visit the Channel Clinic
for a Channel Audit Elay Cohen
ecohen_at_salesforce.com Frank Defesche
fdefesche_at_salesforce.com Ryan Worobel
rworobel_at_salesforce.com

• Demo