The Official Salesforce Blog - Sales Force Automation

• Mobile Customer Relationship Management Survey

  Jul 31, 2006

  More and more, organizations are arming their field sales representatives with mobile access to CRM and SFA applications. With one-touch access through a variety of handheld devices, mobile sales representatives can now access real-time information including product availability, order status, and competitive intelligence to use at the point of interaction.  What best practices are being employed by organizations classified as best-in-class, and how can their lessons be leveraged by organizations just beginning their mobile CRM initiative?  To get answers, become part of Aberdeen's fact-based benchmark report by taking their Mobile customer relationship management Survey.

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• Quick Win to Reduce Channel Conflict

  May 3, 2006

  Deal registration is a PRM (partner relationship management) strategy used to reward partners for early registration of approved deals. There are many ways to make this a reality using Salesforce.com. One cost effective way is to use web 2 lead. This feature offers an extensible way to capture partner deal registrations and extend your enterprise to your partners.

  Here is a link to a customer that is benefiting from a salesforce driven deal registration program: Click here for F5 Networks Web 2 Lead Deal Registration Form.   You can see the types of questions this company requires its partners to answer in order to have their deal registrations approved. Using custom fields, page layouts, record types, web 2 lead, workflow, assignment rules, and reports/dashboards, this company is able to reduce channel conflict, increase channel revenues, and improve partner loyalty.   Here is a sample dashboard showing the result of partner deal registrations. This dashboard demonstrates the benefits of having an integrated SFA and PRM system.  If you're interested in some guidance or support to set up your own deal registration program feel free to contact product management at Salesforce. 

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