Partner Management - Successforce Blog

PRM Track At Dreamforce '06

I'd like to share a brief plug for the new Channel Executive track set for this coming Dreamforce. Click here to review registration information. Some of the PRM centric tracks include:

1. Growth Strategies for Partner Recruitment and On-Boarding
2. Salesforce PRM, Partner Edition Roadmap
3. Hands On with the AppExchange for Channel Executives
4. Best Practices for PRM
5. Managing Channel Marketing Expenditures & Partner Incentives
6. Lead Distribution Programs to Optimize Channel Revenue
7. Developing a Multi-faceted, Global Portal Strategy
8. Channel Account Planning Strategies: Customer Panel
9. Implementation Best Practices for Partner Programs
10. Leveraging Deal Registration to Drive Channel Loyalty Programs

PRM Track At Dreamforce '06

I'd like to share a brief plug for the new Channel Executive track set for this coming Dreamforce. Click here to review registration information. Some of the PRM centric tracks include:

1. Growth Strategies for Partner Recruitment and On-Boarding
2. Salesforce PRM, Partner Edition Roadmap
3. Hands On with the AppExchange for Channel Executives
4. Best Practices for PRM
5. Managing Channel Marketing Expenditures & Partner Incentives
6. Lead Distribution Programs to Optimize Channel Revenue
7. Developing a Multi-faceted, Global Portal Strategy
8. Channel Account Planning Strategies: Customer Panel
9. Implementation Best Practices for Partner Programs
10. Leveraging Deal Registration to Drive Channel Loyalty Programs

Quick Win to Reduce Channel Conflict

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.

Quick Win to Reduce Channel Conflict

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.

Salesforce PRM Successes on iTunes

The Salesforce.com iTunes category in the iTunes music store has a podcast called PRM with the Salesforce.com Partner Portal. This represents a great Dreamforce talk with two Salesforce.com customers and Product Management highlighting success managing partners. The podcast is under an hour and is filled with best practices. Click here for to access the session and download it from iTunes. It's item number 21 in the full list of Salesforce.com podcasts. Also, we're excited about this year's upcoming Dreamforce event set for October 7 to 11. This year we'll have an entire track devoted to channel and partner management. For full conference details, click here. Save the date!

Salesforce PRM Successes on iTunes

The Salesforce.com iTunes category in the iTunes music store has a podcast called PRM with the Salesforce.com Partner Portal. This represents a great Dreamforce talk with two Salesforce.com customers and Product Management highlighting success managing partners. The podcast is under an hour and is filled with best practices. Click here for to access the session and download it from iTunes. It's item number 21 in the full list of Salesforce.com podcasts. Also, we're excited about this year's upcoming Dreamforce event set for October 7 to 11. This year we'll have an entire track devoted to channel and partner management. For full conference details, click here. Save the date!

Partner Recruitment Mash Up with Google Maps

One of Salesforce's Partner Management subject matter experts, Todd Janzen, has created a day in the life for a channel manager trying to recruit more partners. (Thanks Todd!) This demonstration is available for you to review. Click here to access the demonstration. Besides the business value of being able to more effectively and efficiently recruit more partners using Salesforce, Todd has creatively enabled a real cool feature. He's created a channel map showing the number of partners that have submitted an application to become a partner. How many of you have wished you could easily create a channel map or white space analysis? He created the channel map using Google Maps. Here is an example of how new partner prospect registrations show up on a Google Map. Visit the Partner Management feature page for full details on Salesforce.com's Partner Management and Partner Portal solution.

Partner Recruitment Mash Up with Google Maps

One of Salesforce's Partner Management subject matter experts, Todd Janzen, has created a day in the life for a channel manager trying to recruit more partners. (Thanks Todd!) This demonstration is available for you to review. Click here to access the demonstration. Besides the business value of being able to more effectively and efficiently recruit more partners using Salesforce, Todd has creatively enabled a real cool feature. He's created a channel map showing the number of partners that have submitted an application to become a partner. How many of you have wished you could easily create a channel map or white space analysis? He created the channel map using Google Maps. Here is an example of how new partner prospect registrations show up on a Google Map. Visit the Partner Management feature page for full details on Salesforce.com's Partner Management and Partner Portal solution.

Partner Visibility App Launched by Sigmatrak

Point of Sale (POS) data is the holy grail of channel management. Sigmatrak has successfully solved this age old mystery with their B2B messaging appliance. Their equipment improves the accuracy and consistency of data that is passed between trading partners. Now, the data that is processed, is integrated with Salesforce and is mapped to partner and customer accounts. Using Sigmatrak and Salesforce.com together, empowers sales and channel executives to know exactly what their partners are selling and who they are selling to. Channel sales activity is analyzed, inventory levels are tracked, and rebate claims are reconciled. Click here to take a test drive or install this AppExchange application. I really like the service monitor feature which demonstrates, on a Google Map, the locations of the messaging appliance within a partner community. It really brings the idea of a channel coverage map to life. Imagine having this powerful data and appliance inside your Salesforce.com system?

Partner Visibility App Launched by Sigmatrak

Point of Sale (POS) data is the holy grail of channel management. Sigmatrak has successfully solved this age old mystery with their B2B messaging appliance. Their equipment improves the accuracy and consistency of data that is passed between trading partners. Now, the data that is processed, is integrated with Salesforce and is mapped to partner and customer accounts. Using Sigmatrak and Salesforce.com together, empowers sales and channel executives to know exactly what their partners are selling and who they are selling to. Channel sales activity is analyzed, inventory levels are tracked, and rebate claims are reconciled. Click here to take a test drive or install this AppExchange application. I really like the service monitor feature which demonstrates, on a Google Map, the locations of the messaging appliance within a partner community. It really brings the idea of a channel coverage map to life. Imagine having this powerful data and appliance inside your Salesforce.com system?