Enabling Partner to Partner Collaboration

1
Enabling Partner to Partner Collaboration
Track Channel Executive

• Zoe Peterson, Avaya
• Patty Peppito, Avaya
• Susan Gausch, salesforce.com
• Ryan Davis, salesforce.com

2
Safe Harbor Statement
Safe harbor statement under the Private
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,
our ability to continue to release and gain
customer acceptance of new and improved versions
of our service, customer and partner acceptance
of the AppExchange, successful customer
deployment and utilization of our services,
unanticipated changes in our effective tax rate,
fluctuations in the number of shares outstanding,
the price of such shares, foreign currency
exchange rates and interest rates. Further
information on these and other factors that could
affect our financial results is included in the
reports on Forms 10-K, 10-Q and 8-K and in other
filings we make with the Securities and Exchange
Commission from time to time. These documents are
available on the SEC Filings section of the
Investor Information section of our website at
www.salesforce.com/investor. Salesforce.com, inc.
assumes no obligation and does not intend to
update these forward-looking statements, except
as required by law.
3
Ryan Davis Engagement Manager, Professional
Services
4
Susan Gauch Principal Consultant, Professional
Services
5
Patty Peppito World-wide Channel Operations
6
Zoe Peterson World-wide Channel Operations
7
All About Avaya
Avaya delivers Intelligent Communications
solutions that help companies transform their
businesses to achieve marketplace advantage. More
than one million businesses worldwide, including
nearly 90 percent of the FORTUNE 500, use Avaya
solutions for IP Telephony, Unified
Communications, Contact Centers and
Communications-Enabled Business Processes. Avaya
Global Services provides comprehensive service
and support for companies, small to large.

• INDUSTRY Communications
• EMPLOYEES 18,000
• GEOGRAPHY Global
• USERS 300 SFA, 5000 Salesforce CRM Partners
• PRODUCT(S) USED SFA, Salesforce CRM Partners,
  Ideas, Content

8
All About Avayas Channel

• Ecosystem of 3400 partner organizations
• Tiers Platinum, Gold Bronze
• Types Alliance Partner, DevConnect Member,
  Distributor, Reseller, Service Support
  Specialist, Service Provider, System Integrator

9
Five key focus areas to improve collaboration

• Ease of doing business
• Drive Sales
• Instill Trust and Confidence
• Increase Time Savings
• Provide Timely Intelligence

Increasing collaboration and intelligence
acrossthe Channel Ecosystem to drive growth and
success
10
Background regarding our PRM implementation

• Project Start Date
• August 4, 2008
• Go-live Date
• Internal September 9, 2008
• Partners September 17, 2008
• Functionality Deployed
• Partner Profiling
• Partner to Partner (P2P) Finder
• Ideas
• Content
• Joint Business Planning and Marketing

11
The Partner to Partner (P2P) Finder enhances our
partner collaboration and community

• Overview
• Leverages APEX and VisualForce
• Functionality available to partners and internal
  users to facilitate Avaya-Partner collaboration
  and Partner-Partner collaboration
• Partners opt-in based on setting flag on
  Account
• Data shared
• Map
• Partner Profile
• Product/Service Authorizations
• Territory Authorizations

12
DEMO of Avayas P2P Finder
13
Ideas allows our partners to share feedback and
provides valuable insight for us

• Created four categories in one partner community
• Increased responsiveness to partner feedback
• Enables greater success in rollout of
  enhancements and future functionality
• iPods for Ideas as incentive for providing
  feedback

14
Collaboration via content gets the right material
to our channel

• Content to be delivered will include
• Program Guides/Policies
• Links to Market Intelligence
• Sales Enablement tips
• Product/Service collateral
• Piloting now full deployment planned in 2009

Rate
Tag
Subscribe
Track
15
DEMO of Avayas Ideas implementation
16
Joint Business Planning and Marketing

• Business Plans and objectives created jointly by
  CAM and Partner
• If created by CAM, BP is assigned to and approved
  by Partner using Approval workflow
• Fund requests are associated to a Business Plan
  objectives and a Budget
• ROI and performance tracking
• Streamlined payment processing

17
DEMO of Avayas Joint Business Planning and
Marketing
Adds objectives and sends to Submits to partner
for approval
Avaya CAM creates Business Plan
Partner reviews, updates, and approves
Jointly execute plan and review at regular
intervals
18
Lessons learned from our deployment

• Reward partners to drive usage and for active
  participation in development of partner community
  (e.g. iPods for Ideas)
• Take the opportunity provided by sales meetings
  to give updates on progress and highlight
  adopters and contributors
• Communicate back to users regarding their input
  status of Ideas, use of the system

19
Avaya has big plans for PRM in the future

• Phase II Pipeline
• Partner visible opportunities
• Lead Distribution
• Deal Registration

20
Session FeedbackLet us know how were doing and
enter to win an iPod nano!

• Please score the session from 5 to 1
  (5excellent,1needs improvement) in the
  following categories
• Overall rating of the session
• Quality of content
• Strength of presentation delivery
• Relevance of the session to your organization

Additionally, please fill in the name of each
speaker score them on overall delivery.
We strive to improve, thank you for filling out
our survey.
21
QUESTION ANSWER SESSION
Zoe Peterson
World-wide Channel Operations
Patty Peppito
World-wide Channel Operations
Susan Gauch
Principal Consultant
Ryan Davis
Engagement Manager