Bring Web 2'0 to your Channel

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Bring Web 2.0 to your Channel

• Elay Cohen
• Vice President of Products
• Partner Networks

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Key Takeaways

• What are examples of Web 2.0?
• What does Web 2.0 mean to you?
• What does Web 2.0 mean to your partners?

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The channel as we know it today

• Low forecast accuracy
• No single point of truth
• Poor adoption

• Duplicate data entry
• Information silos
• Poor pipeline visibility

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The Consumer Web Offers the Channel Hope
Even partners use these apps. No training
required.
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Think about How Easy It Is to Search and Find
What You Need on the Web
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Amazons Community Experience is Designed to
Evoke Trust and Make Us Buy

• Look at the power of the community
• Buyers and sellers
• Ratings
• Comments

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New Technologies Shapes the Channel
Why cant channel programs be as easy as the
Consumer Web?
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Bring Web 2.0 to Your ChannelMake your programs
stick
Content Syndication and Subscriptions
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Wisdom of Crowds
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Mash-Up Data Visualization
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P2P Communities
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CRM to CRM
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Why Do We Need Better Content Tools? Business
Information is Unstructured and Unmanageable
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Business Information Breakdown by Type
Unstructured Data 85
Channel Program Guides Sales Tools Training
Materials Documents Spreadsheets Presentations Pho
ne Calls Video
Unstructured data doubles every 2 months
Sources Merrill Lynch, IDC Corporation
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Partners Cant Find What They Need When They Need
It
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Intelligent Content Publishing Drives Channel
Loyalty
Publishing content should be smart and easy to use
Web 2.0 User Interface Workspaces Tagging Tag
Clouds Featured Content Content reviews
Channel marketing groups should be aware!
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Empower Partners to Subscribe to Whats Important
and Relevant
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Make finding content fun for your partners
Rate
Subscribe
Tag
Push and pull communications
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Web 2.0 Content Syndication and Subscriptions in
the Partner Portal
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Workspaces Top Content Tag Clouds Intelligent
Search
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Partners Preview, Rate, and Comment Content
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This is a partners view of how they see content
Tags ? Ratings ? Comments ? Preview
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How Do You Collect Feedback from your Partners?
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• Partner advisory boards
• Surveys
• Email
• Word of mouth
• Suggestion boxes

Do your partners think they are being listened to?
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Collect Feedback from your Partners and Leverage
the Wisdom of Crowds
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What do your partners think of your programs?
Vote
Discuss
Suggest
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Here is How the Community Forum Looks Like Inside
a Partner Portal
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Democratize your community
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• Community Management Best Practices

• Market your community
• Monitor your community
• Dont police it
• Drive broad adoption

• Maintain executive sponsorship
• Manage your top Ideas
• Communicate results back to the community

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3
Is This How You See and Work with Your Data?
Sales Distributors
From data warehouse to pivot tables
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Mash Ups Make Data Easier to See and Use
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Consolidate data from disparate sources to drive
change
Your partner Data on a Map
POS data on a map
Search Engine Marketing Campaigns
Channel maps drives coverage and recruitment
Marketing program mash ups to run MDF
POS data is finally actionable
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My Partner Coverage Map
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Replace spreadsheets and pivot tables with eye
friendly maps
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Partners Want to also Work with Other Partners
not just Vendors
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Partner to Partner (P2P) Collaboration is on the
rise, are you ready?

January, 2008

B2B integration costs companies 3.0 Billion

October, 2007
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4
How Do Companies Find Each Other to Partner?

• Personal contacts
• Customer referrals
• Vendor account managers Referrals
• Vendor sites
• Google

Email
Phone
Face to Face
Meetings
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4
Its Easy for Consumers to Find Each Other and
Collaborate
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P2P Directories are Becoming the Norm
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On Public Web Sites
Private in Partner Portals
Empower your partners to easily form partnerships
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Partners View Each Others Profiles and
Collaborate with P2P Finders
Rate
Invite
Find
Recommend
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And the Drill Down to a Specific Partners Profile
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Technology Has Made Sharing Data a 3B Problem
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Complex, Expensive Integration
Different Platforms
Different Infrastructure
Different Standards
Different IT Teams
Partner Infrastructure
Your Infrastructure
October, 2007
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Consumer Web Evolving to Multi-Tenant Networks
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Multi-tenant services network users
together Single-click connections Automated
updates Full user control
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Connect and Share Leads, Deals, Opportunities,
MDF, Business Plans and more with Partners in
Clicks
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CRM to CRM
Update
Share
Invite
Sync
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Each Party Elects to Opt In and Opt Out of
Sharing with Clicks
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• Vendors and partners define rules of engagement

Pick list mapping lets partners keep their
processes
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Web 2.0 Gives Partners One Login to Vendor
Programs
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CRM and Vendor Programs in One Place
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Bring Web 2.0 to Your ChannelMake your programs
stick
Content Syndication and Subscriptions
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2
Wisdom of Crowds
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Mash-Up Data Visualization
4
P2P Communities
5
CRM to CRM
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Questions
Elay Cohen Vice President Partner
Networks ecohen_at_salesforce.com 415.518.6732