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 Roadmap3. Hands On with the AppExchange for Channel Executives4. Best Practices for PRM5. Managing Channel Marketing Expenditures & Partner Incentives6. Lead Distribution Programs to Optimize Channel Revenue7. Developing a Multi-faceted, Global Portal Strategy8. Channel Account Planning Strategies: Customer Panel9. Implementation Best Practices for Partner Programs10. 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-Boarding2. Salesforce PRM, Partner Edition Roadmap3. Hands On with the AppExchange for Channel Executives4. Best Practices for PRM5. Managing Channel Marketing Expenditures & Partner Incentives6. Lead Distribution Programs to Optimize Channel Revenue7. Developing a Multi-faceted, Global Portal Strategy8. Channel Account Planning Strategies: Customer Panel9. Implementation Best Practices for Partner Programs10. 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 inte
grated 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?
Tools for Business Planning...Even With Partners
Business planning is always a hard task and business planning with partners is even more difficult. To solve this problem, we've just launched a business planning tool that you can use with your partner communities. Many companies are managing their business planning processes using Salesforce. Today, you're probably using word docs or spreadsheets to manage your plans especially with your partners. Some of you are even using email as a method to collaborate with partners. The Partner Business Planning Application enables you to leverage bes
t practice planning methodologies to track all types of objectives (revenues, employee development, demand generation and more). Here is a screenshot of a dashboard measuring business plan and partner ROI. These plans can be created by partners or by channel managers and company to company collaboration is managed through Salesforce and the Partner Portal. The application is available to test drive and "GET" from the AppExchange. Let us know what you think of the application and if it's helping align your partners' business objectives with your own company's business objectives. Imagine collaborative planning with measurement based checks and balances.
Tools for Business Planning...Even With Partners
Business planning is always a hard task and business planning with partners is even more difficult. To solve this problem, we've just launched a business planning tool that you can use with your partner communities. Many companies are managing their business planning processes using Salesforce. Today, you're probably using word docs or spreadsheets to manage your plans especially with your partners. Some of you are even using email as a method to collaborate with partners. The Partner Business Planning Application enables you to leverage best practice planning methodologies to track all types of objectives (revenues, employee development, demand generation and more). Here is a screenshot of a dashboard measuring business plan and partner ROI. These plans can be created by partners or by channel managers and company to company collaboration is managed through Salesforce and the Partner Portal. The application is available to test drive and "GET" from the AppExchange. Let us know what you think of the application and if it's helping align your partners' business objectives with your own company's business objectives. Imagine collaborative planning with measurement based checks and balances.
Partner Deal Registration Demonstration Available
One of Salesforce's PRM subject matter experts, Frank Defesche, has created a day in the life of a partner deal registration program. (Thanks Frank!) This demonstration is available for you to review at your leisure. Deal registration is increasingly being used by companies selling through partners as a way to reduce channel conflict, drive channel revenues, and improve partner loyalty. Many customers today, namely F5 Networks are using Salesforce.com to manage their deal registration programs. Click here for a link to the demonstration. Let us know if this demonstration was useful to show you how you can use Salesforce SFA and the Salesforce Partner Portal to support deal registration.
Partner Deal Registration Demonstration Available
One of Salesforce's PRM subject matter experts, Frank Defesche, has created a day in the life of a partner deal registration program. (Thanks Frank!) This demonstration is available for you to review at your leisure. Deal registration is increasingly being used by companies selling through partners as a way to reduce channel conflict, drive channel revenues, and improve partner loyalty. Many customers today, namely F5 Networks are using Salesforce.com to manage their deal registration programs. Click here for a link to the demonstration. Let us know if this demonstration was useful to show you how you can use Salesforce SFA and the Salesforce Partner Portal to support deal registration.
Partner Management Tools To Measure ROI
How are you tracking the ROI on all of your partner sales and marketing expenditures? Are you running marketing development or coop advertising programs? Do you have visibility to the effectiveness of the money you are allocating to your territories and/or your partners? A new tool is available today to help you manage all of your channel marketing programs. Visit the AppExchange and either test drive or get some of the applications designed specifically for companies that sell through distributors, resellers, VARS, or agents. The Partner Relationship Management applications are best practices in channel management. Budgets 
are created, managed, and allocated. Fund Requests are submitted and approved and claims are submitted, approved and processed. The entire process is supported with reports and dashboard to track ROI and fund effectiveness. A sample dashboard is included for your review. For many customers, once the application is viewed, there is no need to rely on spreadsheets to track sales and marketing expenditures. The information is now centralized and tied to users, accounts, campaigns, and opportunities. All of the Partner Relationship Management applications are available to test drive and install. Start with the Channel Funds application and see how all of your budgets, request, and claims processes are now consolidated using Salesforce.com.
Partner Management Tools To Measure ROI
How are you tracking the ROI on all of your partner sales and marketing expenditures? Are you running marketing development or coop advertising programs? Do you have visibility to the effectiveness of the money you are allocating to your territories and/or your partners? A new tool is available today to help you manage all of your channel marketing programs. Visit the AppExchange and either test drive or get some of the applications designed specifically for companies that sell through distributors, resellers, VARS, or agents. The Partner Relationship Management applications are best practices in channel management. Budgets are created, managed, and allocated. Fund Requests are submitted and approved and claims are submitted, approved and processed. The entire process is supported with reports and dashboard to track ROI and fund effectiveness. A sample dashboard is included for your review. For many customers, once the application is viewed, there is no need to rely on spreadsheets to track sales and marketing expenditures. The information is now centralized and tied to users, accounts, campaigns, and opportunities. All of the Partner Relationship Management applications are available to test drive and install. Start with the Channel Funds application and see how all of your budgets, request, and claims processes are now consolidated using Salesforce.com.
Best Practice Channel Management Tools Now Available on the AppExchange
We’re excited to bring to you a set of best practice channel management tools to help your organization more effectively manage your partners and drive incremental channel revenues. We launched 6 new PRM (partner relationship management) applications. The applications include: Channel Finance, Funds Management, Rebates & Promotions, Channel Plans, Partner Communications, and Special Pricing. The release of these applications is a direct result of the AppExchange and Salesforce’s flexible platform. Our team has leveraged years of PRM expertise to bring you tools to download and use immediately in your channel organizations. 
Consider the Funds Management application. Budgets are created, approved and managed. Fund requests are created, approved, and tracked. And then, proof of performance is verified through the claims process. All transactions roll up to global channel marketing budgets. Companies today are using spreadsheets and home grown solutions to solve these problems and now Salesforce is offering them to you for free. To test drive or download any or all of these applications, please visit the AppExchange.
Here are the direct links to the URLs to test drive and download these applications.
Best Practice Channel Management Tools Now Available on the AppExchange
We’re excited to bring to you a set of best practice channel management tools to help your organization more effectively manage your partners and drive incremental channel revenues. We launched 6 new PRM (partner relationship management) applications. The applications include: Channel Finance, Funds Management, Rebates & Promotions, Channel Plans, Partner Communications, and Special Pricing. The release of these applications is a direct result of the AppExchange and Salesforce’s flexible platform. Our team has leveraged years of PRM expertise to bring you tools to download and use immediately in your channel organizations. Consider the Funds Management application. Budgets are created, approved and managed. Fund requests are created, approved, and tracked. And then, proof of performance is verified through the claims process. All transactions roll up to global channel marketing budgets. Companies today are using spreadsheets and home grown solutions to solve these problems and now Salesforce is offering them to you for free. To test drive or download any or all of these applications, please visit the AppExchange.
Here are the direct links to the URLs to test drive and download these applications.
Streamline Partner Recruitment with Salesforce
Many customers today use Salesforce to manage new partner registration and recruitment programs. To this end, companies use Record Types, Page Layouts, Custom Fields, Lead Processes, Web to Lead, Find Duplicates, Lead Conversion, Assignment Rules, Reports/Dashboards and Workflow to streamline new partner recruitment. Here are the steps and the recommended approach to make it happen in your companies. First, create a Record Type called new partner registration. Note that multiple Record Types can be used to support customer leads, partner recruitment, and deal registration business models. Each record type is assigned a Lead Process. Here is an example of how multiple record types with corresponding lead processes are set up in Salesforce.
Streamline Partner Recruitment with Salesforce
Many customers today use Salesforce to manage new partner registration and recruitment programs. To this end, companies use Record Types, Page Layouts, Custom Fields, Lead Processes, Web to Lead, Find Duplicates, Lead Conversion, Assignment Rules, Reports/Dashboards and Workflow to streamline new partner recruitment. Here are the steps and the recommended approach to make it happen in your companies. First, create a Record Type called new partner registration. Note that multiple Record Types can be used to support customer leads, partner recruitment, and deal registration business models. Each record type is assigned a Lead Process. Here is an example of how multiple record types with corresponding lead processes are set up in Salesforce.
Customers Share Salesforce PRM Successes
Listen to Jim Lima from Fortinet and Kory Kimball from Webtrends share their successes with Salesforce PRM. Both are managing their partnership relationships through Salesforce. Both have great ROI stories to share. These success stories are great examples of how companies quickly and easily implemented Salesforce PRM.
Customers Share Salesforce PRM Successes
Listen to Jim Lima from Fortinet and Kory Kimball from Webtrends share their successes with Salesforce PRM. Both are managing their partnership relationships through Salesforce. Both have great ROI stories to share. These success stories are great examples of how companies quickly and easily implemented Salesforce PRM.
F5 Networks Revamps its Partner Program with Salesforce
F5 Networks, a premier
Salesforce.com customer, has decided to strengthen its channel program with
enhanced collaborative selling tools. "The F5 vision of seamless
integration for our products also applies to how we want to work with our
channel," said Dean Darwin, Vice President of North American channel sales
for F5. "This is a new architecture for our channel programs and our goal is
to continue to add components that protect and support our partners across the
entire opportunity management lifecycle. F5 partners are a select group and
we're confident that this program will help them grow their F5 business, make
it more profitable, and make it easier to deliver the best solutions to our
joint customers." Click here for full details.
An article in Computer
Reseller News also showcases this program as a demonstration of F5 Network's
heightened commitment to adding more value to its partners' businesses.
"F5 Networks is overhauling its channel strategy, now pledging to turn
every sales lead over to a partner before its own field-sales force." Click here for full details.
We expect to see great
success for F5 Networks as they increase their channel revenues through
improved partner benefits. F5 is using standard Salesforce tools to manage and
measure this partner program.
F5 Networks Revamps its Partner Program with Salesforce
F5 Networks, a premier
Salesforce.com customer, has decided to strengthen its channel program with
enhanced collaborative selling tools. "The F5 vision of seamless
integration for our products also applies to how we want to work with our
channel," said Dean Darwin, Vice President of North American channel sales
for F5. "This is a new architecture for our channel programs and our goal is
to continue to add components that protect and support our partners across the
entire opportunity management lifecycle. F5 partners are a select group and
we're confident that this program will help them grow their F5 business, make
it more profitable, and make it easier to deliver the best solutions to our
joint customers." Click here for full details.
An article in Computer
Reseller News also showcases this program as a demonstration of F5 Network's
heightened commitment to adding more value to its partners' businesses.
"F5 Networks is overhauling its channel strategy, now pledging to turn
every sales lead over to a partner before its own field-sales force." Click here for full details.
We expect to see great
success for F5 Networks as they increase their channel revenues through
improved partner benefits. F5 is using standard Salesforce tools to manage and
measure this partner program.
Partner Deal Registration with Salesforce
Companies managing a network of partners are increasingly looking to increase channel revenues and improve partner loyalty through deal registration programs. As a channel centric organization, this must be top of mind for you. Given the importance of deal registration programs, it's no surprise that many companies are turning to Salesforce and the Salesforce Partner Portal to support their deal registration programs. VPs of Channels and Sales require a consolidated forecast bringing together their direct sales data and their channel partner data, including deal registrations. 
Salesforce offers the only truly integrated solution. A common statement heard from VPs of Sales is: “I need a dashboard that shows me my direct and indirect pipeline so I can analyze my business and predict my revenues.” A best practice consolidated dashboard is included in this blog for you to experience the benefits of consolidated pipeline management. With Salesforce, launching such programs is easy. Use standard tools to define your deal registration forms and associated metrics. Improve stickiness and ensure partner adoption with workflow driven alerts and tasks. Reduce channel conflict today and develop your own deal registration program with Salesforce.
Partner Deal Registration with Salesforce
Companies managing a network of partners are increasingly looking to increase channel revenues and improve partner loyalty through deal registration programs. As a channel centric organization, this must be top of mind for you. Given the importance of deal registration programs, it's no surprise that many companies are turning to Salesforce and the Salesforce Partner Portal to support their deal registration programs. VPs of Channels and Sales require a consolidated forecast bringing together their direct sales data and their channel partner data, including deal registrations. Salesforce offers the only truly integrated solution. A common statement heard from VPs of Sales is: “I need a dashboard that shows me my direct and indirect pipeline so I can analyze my business and predict my revenues.” A best practice consolidated dashboard is included in this blog for you to experience the benefits of consolidated pipeline management. With Salesforce, launching such programs is easy. Use standard tools to define your deal registration forms and associated metrics. Improve stickiness and ensure partner adoption with workflow driven alerts and tasks. Reduce channel conflict today and develop your own deal registration program with Salesforce.
Partner Portal Demo
PRM and Salesforce's Partner Portal enables
companies to cost effectively and easily increase revenues driven through
partners. Companies can share leads and
opportunities, enable deal registration programs, co-market, and communicate
rebates and incentives to partners through the Salesforce Partner Portal. Channel Managers gain visibility to partner
performance and sales executives finally have a consolidated pipeline
representing both direct and indirect opportunities and deals.
This presentation is available in Breeze (5 mins).
Partner Portal Demo
PRM and Salesforce's Partner Portal enables
companies to cost effectively and easily increase revenues driven through
partners. Companies can share leads and
opportunities, enable deal registration programs, co-market, and communicate
rebates and incentives to partners through the Salesforce Partner Portal. Channel Managers gain visibility to partner
performance and sales executives finally have a consolidated pipeline
representing both direct and indirect opportunities and deals.
This presentation is available in Breeze (5 mins).
Build your own PRM program using Custom Objects?
Many of our customers today are leveraging custom objects to build PRM applications to manage, track and measure their partner programs. Companies engage with their partners through sharing of Leads and joint selling with Opportunities. This part is straightforward and already managed through core Salesforce SFA and Partner Portal. Other companies are also enabling partner management processes through Salesforce’s Custom Objects. Some types of partner management applications needed by channel managers worldwide include: co-marketing funds, special pricing authorizations, certification tracking, deal registration, certifications, and channel account planning. The Dashboard inlcuded in this post shows how Custom Objects have been designed to support rebates, market development funds (MDF), and coop. 
The dashboard is presented on top of marketing request and claim objects modeled against best practice PRM processes.
Now channel managers, inside of Salesforce, can easily track the marketing requests and claims submitted by their partners. These objects are easily exposed to partners using Salesforce’s Partner Portal Toolkit. Have you created PRM processes using these objects? Have you exposed these objects to partners? Share your PRM successes and questions.
Build your own PRM program using Custom Objects?
Many of our customers today are leveraging custom objects to build PRM applications to manage, track and measure their partner programs. Companies engage with their partners through sharing of Leads and joint selling with Opportunities. This part is straightforward and already managed through core Salesforce SFA and Partner Portal. Other companies are also enabling partner management processes through Salesforce’s Custom Objects. Some types of partner management applications needed by channel managers worldwide include: co-marketing funds, special pricing authorizations, certification tracking, deal registration, certifications, and channel account planning. The Dashboard inlcuded in this post shows how Custom Objects have been designed to support rebates, market development funds (MDF), and coop. The dashboard is presented on top of marketing request and claim objects modeled against best practice PRM processes.
Now channel managers, inside of Salesforce, can easily track the marketing requests and claims submitted by their partners. These objects are easily exposed to partners using Salesforce’s Partner Portal Toolkit. Have you created PRM processes using these objects? Have you exposed these objects to partners? Share your PRM successes and questions.
PRM: Partner Portal in action
Companies today are realizing the benefits of PRM (Partner Relationship Management) by consolidating their direct and indirect sales and marketing activities. Companies are using salesforce.com to manage partners while they’re extending their deal data and sales tools to share with their partners
through salesforce.com’s Partner Portal. To the right is an example of a Partner Portal. The company is fictitious to protect the innocent but the message is clear. Branding is easily customized to match corporate guidelines and corporate style sheets. The experience is tailored to meet the needs of the partner community. Leads, opportunities, documents and custom objects are shared for collaboration. A custom object was designed and launched to model the Market Development Funds (MDF) business process. There are many customers tare extending the benefits of salesforce.com to their partner communities. Share your PRM successes here.
PRM: Partner Portal in action
Companies today are realizing the benefits of PRM (Partner Relationship Management) by consolidating their direct and indirect sales and marketing activities. Companies are using salesforce.com to manage partners while they’re extending their deal data and sales tools to share with their partners through salesforce.com’s Partner Portal. To the right is an example of a Partner Portal. The company is fictitious to protect the innocent but the message is clear. Branding is easily customized to match corporate guidelines and corporate style sheets. The experience is tailored to meet the needs of the partner community. Leads, opportunities, documents and custom objects are shared for collaboration. A custom object was designed and launched to model the Market Development Funds (MDF) business process. There are many customers tare extending the benefits of salesforce.com to their partner communities. Share your PRM successes here.
PRM with Salesforce.com
I get asked all the time: how does Salesforce.com handle complex channel sales models and how does Salesforce.com enable PRM (Partner Relationship Management)?
The answer to these questions resides in understanding your partner requirements and business needs. Segment your partner community to find out what's most important to each partner group. While all partners are important, there are some that are more strategic than others. Consider your partners' buying relationship; channel tier; geography; product specializations; certifications, etc when categorizing. How easily can you segment your partner community today and what tools do you have in place to track the segmentations?
PRM with Salesforce.com
I get asked all the time: how does Salesforce.com handle complex channel sales models and how does Salesforce.com enable PRM (Partner Relationship Management)?
The answer to these questions resides in understanding your partner requirements and business needs. Segment your partner community to find out what's most important to each partner group. While all partners are important, there are some that are more strategic than others. Consider your partners' buying relationship; channel tier; geography; product specializations; certifications, etc when categorizing. How easily can you segment your partner community today and what tools do you have in place to track the segmentations?
Recent Comments
Subscribe to Comments Feed