Tools to Increase Partner Adoption and Loyalty

Tools to Increase Partner Adoption and Loyalty Kurt Shaver , GFI Mike Wallgren, Altiris Elay Cohen , Salesforce.com Ryan Worobel , Salesforce.com Track: Channel Executives

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Introductions Kurt Shaver VP/GM Americas Operations Elay Cohen Senior Director Product Management, PRM Salesforce.com Mike Wallgren Altiris, Inc. GFI Software Marketing Operations Analyst

How Do you Extend Sales & Marketing Success To Your Entire Ecosystem of Partners? Distributors Partners Resellers Agents Integrators VARs Contractors Allies Collaborators Associates Outsourcers Associates Consultants

What Challenges Are You Facing To Reach This Objective? Channel Conflict? Mind share? Visibility? Scale? Adoption? Do you know what it’ll take your partners to collaborate with you and provide you sales and marketing updates? ” “

We Here This Over and Over…. # 1 channel management challenge today is partner adoption. ” “

Partner Adoption ,[object Object],Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Segment and Target Benefits Lead 1 Lead 2

Partner Adoption Tips and Tricks ,[object Object],[object Object],[object Object],[object Object]

Channel Manager Adoption ,[object Object],Recruit Partners Manage My Partners Partner Scorecards & Dashboards Collaborate with Partners My Channel Program Dashboards Channel Sales Performance Deal Registration Recruitment Budgets Funds & Claims Usage Partner Marketing ROI

Now Let’s Here From Some Customers!

Kurt Shaver VP/GM Americas Operations [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Security software EMPLOYEES: 245 GEOGRAPHY: Worldwide PRODUCTS USED: Enterprise + PRM USERS: 50 internal + 500 partners

Key Challenges Faced ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How We Addressed the Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],Results

Summary Slide ,[object Object]

Mike Wallgren Marketing Operations Analyst WW Salesforce.com Administrator Altiris, Inc. [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Software EMPLOYEES: 1,000 GEOGRAPHY: Global PRODUCTS USED: SFA, Marketing, PRM. # USERS: 350 Altiris Corporate Headquarters

Key Challenges Faced ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How We Addressed the Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Our Results Improved Dramatically

QUESTION & ANSWER SESSION Kurt Shaver VP/GM Americas Operations Elay Cohen Senior Director Product Management, PRM Salesforce.com Mike Wallgren Altiris, Inc. GFI Software Marketing Operations Analyst

Some New Best Practices in Partner Adoption My CRM My SFA Marketing Tools My PRM POS reporting Deal Registration

More Tools for Partner Loyalty and Adoption ,[object Object]

Marketing Programs and Promotions For The Channel ,[object Object],[object Object]

POS & Inventory Application Available Now ,[object Object],[object Object],[object Object]

F5 Collaborates for Higher Sales Challenge ,[object Object],[object Object],[object Object],[object Object],Internal use only Solution Results With our partners, we are now able to deliver the best solutions to our joint customers. “ ” — VP North America Channels, F5 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Day In The Life Of An F5 Reseller ,[object Object]

Complete Partner Lifecycle Management Increase channel effectiveness with Salesforce PRM Automate Recruitment Market Sell Measure View Every Metric Improve Effectiveness Generate Loyalty Recruit ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Who is using this and How are they doing?

Q&A ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Tools to Increase Partner Adoption and Loyalty

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Tools to Increase Partner Adoption and Loyalty