How Salesforce'com Uses PRM

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How Salesforce.com Uses PRM
Track Channel Executives

• Raquel Pancer, Salesforce.com
• Michael Fullmore, Salesforce.com
• Andrew ODriscoll, Apprivo

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Agenda

• Salesforce Partner Program
• Why do we have a partner program?
• What does our program look like?
• What are our challenges?
• Channel Tools From Salesforce PRM
• Account management enrollment
• Deal registration for referral partners
• Branded portals
• Extended Channel Tools With The Appexchange
• Program management
• Partner finder
• Q A

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Salesforce.com Partner Program

• Consulting Partners
• Referral Partners
• Strategic Partners
• Technology Partners
• Value-added Resellers

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Were No Different From You

• How does our partner program measure up?
• High number of new partner applications
• High deal collaboration with limited visibility
• Lost leads
• Difficult to set collaborative plans
• Partner entitlements are not clear
• No central place to target content

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Bridging The Gap and Making Partners Successful

• How are we addressing the challenges?
• Include partners in go-to-market model
• Define partner types
• Define business model to support partners
• Create tools and resources that will enable
  partners to work and succeed
• Provide partner with visibility into their
  business
• Customize and personalize partner experience to
  match type and level

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Our Mission

• Provide a world class enablement service to
• partners to help them, efficiently, go-to
• market with salesforce.com measuring/tracking
• their performance such that through highly
  satisfied
• customers, everyone achieves their revenue and
• market share goals

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Partner Program Objectives

• Offer partners support and resources they need
  according to how they engage with salesforce.com
• Categorize partners based on business strengths
  and capabilities
• Align tools and resources with partner value
• Ensure partners get the right information and
  tools to be able to focus on the right business
  initiatives and engage with customers as they do
  best
• Automate processes to scale the partner ecosystem

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Cross Functional Team To Drive Channel Success

• SECRET SAUCE
• Well designed partner program
• Flexible and extensible platform (like
  salesforce.com ? )
• Channel expertise
• Technical expertise to deliver
• Custom application development

• DEPLOYMENT DETAILS
• Implemented Partner Portal with PartnerForce
• 300 partner companies 2,000 users
• Leveraged Business Operations, Training,
  Marketing, Web services, Technical Support,
  Finance
• Engaged external consultant for customization
• More customization, more partner visibility into
  their business
• Automation and scalability

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Michael Fullmore
Technical Manager
mfullmore_at_salesforce.com
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Technology Solution

• How did we address the challenges?
• Created a scalable infrastructure to support the
  new partner program
• Extend the internal reach of salesforce.com to
  the partner
• community with PRM
• Created automated process to
• provide partner community growth
• Provided some Self-Service Portal
• type functionality

DEPLOYMENT DETAILS

• Evaluated external/internal solutions
• Deployed PRM and configured portals for our
  partners to login to
• Created an approval process for Finance to create
  vendors in other systems
• Created the Enrollment object to act both as a
  Lead and Opportunity record
• Trained the internal users to work with the
  system

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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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The Program Comes To Life With Salesforce PRM

• Department - Global Alliances
• Users - 300 companies
• Target - 700 companies
• Key Requirements
• Lead/ deal registration
• Program requirements
• visibility
• Partner communication
• Key Benefits
• Eliminated manual lead
• referral process
• One view for the partners
• Partner updates

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Demo Of A Day In The Life Of A Salesforce Partner
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Andrew ODriscoll
Salesforce.com Partner
aodriscoll_at_apprivo.com
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Partner Program Solution
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Partner Recruitment On-boarding

• Key Requirements
• View available programs and benefits
• Capture partner enrollment information
• Ramp up approved partners
• Key Benefits
• Lower enrollment cost
• Reduced application processing time
• Integrated with salesforce.com deployment

• Users - Potential Partners and Alliance Managers

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Partner Application
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Partner Application Bank Information
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Process Application in Salesforce.com
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Partner Portal

• User - Approved Partners
• Key Requirements
• View enrolled programs
• View program requirements attainment
• Integrate with other partner activities
• Key Benefits
• Provide program transparency to partners
• Reduced cost to serve
• Consolidate partner activities in one portal

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Partner Programs
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Enrolled Programs
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Program Attainment
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Partner Finder

• User - Public
• Key Requirements
• Allow public to search for partners
• Search by geography and expertise
• Generate partner leads
• Key Benefits
• Integrated with salesforce.com deployment
• Provides partner marketing exposure
• Lead generation

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Partner Locator Search
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Partner Locator Listings
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Solution Summary

• End-to-end partner program solution
• Using standard salesforce.com products and
  technologies
• Available to you on the AppExchange

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Projected Results

• What were the projected results?
• Business flexibility and scalability
• Motivates partners to work with us and reach
  higher levels
• Tracks and measures performance indicators
• Profitability
• Usability
• Recognizes total value (not only revenues)
  contributed to relationship
• Supports partners with multiple business
  relationships
• Allows partners to expand commitment and business
  growth
• Delivers single source of contact for
  relationship

BUSINESS OBJECTIVES ACHIEVED

• Growth
• Market reach
• Organizational scalability
• Decreased cost of engaging and supporting
  customers

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Next Steps

• Were going to continue to share best practices
  with you and our community
• Were going to publish the custom partner program
  apps on the AppExchange

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QUESTION ANSWER SESSION
Raquel Pancer, Salesforce.com Michael Fullmore,
Salesforce.com Andrew ODriscoll, Apprivo
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