Partner Networks Blog
Partner Networks Blog - Customer Stories
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Dell Channel Standardizes on Salesforce.com
Feb 4, 2009In an article on Channel Insider, Greg Davis Dell's Vice President and General Manager of Global Commercial Channels recently announced that Dell will be standardizing its channel program tools worldwide on solutions such as Salesforce.com.
According to the article, "...U.S. channel partners have enjoyed an average deal registration approval time of less than 36 hours recently, European partners have typically had to wait longer. All that will change for the better when the channel organization standardizes on the Salesforce.com platform for deal registration globally...".
Click on the link below to see the complete article.
http://www.channelinsider.com/c/a/Dell/Dell-Sets-Channel-Program-Team-Plans-Global-Initiatives/
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Dreamforce '08 sessions around Salesforce to Salesforce
Nov 19, 2008Customers who attended Dreamforce '08 heard about some of the great momentum around Salesforce to Salesforce. You heard George Hu at the Applications keynote on Nov 4th mention that we've seen a 350% increase in the number of companies using the service and records shared in just the last three months. Based on feedback from customers we've also made the product available free of charge to ALL customers (including Group Edition) with the Winter ’09 release. So all customers can send and accept invitations and share data with other companies using Salesforce CRM at no charge.
Some of you might have attended the sessions in the Channel track. If you did you learnt first-hand from customers who are using the product to drive greater lead conversion rates. You learnt how salesforce is using the product to run joint marketing campaigns with its partners and how global Networks are forming between vendors and partners with the ultimate goal of collaborating real-time on the force.com platform. One session that received rave reviews was around Joint Selling - how Secure Computing and Fishnet Security are driving higher levels of collaboration and closing deals faster since they've started using Salesforce to Salesforce. This was a great session for any customer looking to run a pilot with their top partners. Take a listen and as always if you need any help from the product management team to kick-start a pilot, don’t hesitate to contact us (s2s@salesforce.com)
Sessions of interest:
- Joint Selling with Partners using Salesforce CRM
- Best Practices in Lead Distribution
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Bringing Web 2.0 to the Channel
Aug 29, 2008Whether you are in the business of channel sales, channel marketing, or general partnering, you'll get a sense of what's new and exciting. The world of social networking has pushed its way into the world of business computing. Are you ready to leverage some of the great social networking tools?
Take a few minutes and listen to this pre-recorded webinar co-hosted by the Baptie group called Bringing Web 2.0 to the Channel.
Click here to access the webinar recording.
You can also download the presentation too. Download Bringingweb2.0.ppt
Some of the hot topics include:
- Share content with partners as easily as sharing videos on YouTube
- Connect with partners just like you connect with colleagues on LinkedIn
- Vote on partner ideas as simply as rating products on Amazon.com
- Exchange business information with the same ease as sharing on Facebook
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Dell Approves $200 M in Deals Registered by Partners
Jun 15, 2008
Recently, the VP and General Manager was interviewed. He discussed his partner program and most importantly he focused on what's in it for the partner. Click here for the full interview. The interview shows that Dell is truly a channel focused company. I recommend that every channel chief have this kind of direct communications with their partner constituents. Dell has adopted channel sales and channel marketing best practices to drive partner success.
Here are some of the highlights:
When we launched PartnerDirect on December 5, it included deal registration for our registered partners. Since that time, we have approved over $200M in deals with our partners. Eighty-two percent of the deals submitted by partners through deal registration have been approved. With registered deals, we work very closely with the partner to ensure they own the deal and we collectively win the business for Dell through the partner who invested and brought the deal to us.
I think the ultimate evidence of listening to and acting on partner feedback is PartnerDirect. We built this program on partner feedback. Based on feedback from thousands of solution providers, we developed new features for channel partners including a partner portal—www.dell.com/partner—partner logos and marketing materials, 100-percent dedicated sales and customer care, certification paths and training, credit options, and deal registration serviced by Salesforce.com partner relationship management tool.
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Bringing Web 2.0 to the Channel
May 22, 2008
I've been invited by the Channel Focus group to share insights, findings and learning on how vendors can bring Web 2.0 to the channel. Whether you are in channel sales, channel marketing or channel operations, you'll benefit from this presentation. To drive unprecedented levels of stickiness in their partnerships, vendors look for ways to further differentiate their programs. And channel partners are asking for more collaboration, more feedback and more process alignment. Web 2.0 best practices can accomplish just this.
Please register here: https://www1.gotomeeting.com/register/633758811 or email me at ecohen@salesforce.com.
Date: 29 May 2008
Time: 9.00hrs Pacific; 12.00hrs Eastern; 17.00hrs; 18.00hrs Central EuropeThe topics I'll be reviewing include:
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Latest Best Practices Webinar - Channel Partner Collaboration
Apr 1, 2008I wanted to let you all know about the latest in our Best Practices Webinar series. For those of you who could not attend live, we have a recorded version available.
In this webinar you have the chance to hear Peter Andrews, President of Dreambuilder Investments, explain how he grew his business by streamlining channel partner processes—with Salesforce Partner Portal, the easy to use and customize software-as-a-service solution.- Hear how Dreambuilder self-implemented Partner Portal in under a week
- See how real-time partner collaboration helped boost assets under management by 129% in one year
- Pick up best practices on channel collaboration for small businesses
- Learn the five keys to managing a fast implementation
. . . and see a live demo of Dreambuilder's Salesforce Partner Portal.
Click here to access the webinar.
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PRM white paper on channel best practices
Apr 1, 2008A new white paper is now available. The white paper is called "Ten Winning Ideas for Managing your Channel." This is a great document suited for channel managers and channel executives with or without experience in partner relationship management (PRM). The principles apply to channel sales and channel marketing processes.
The best practices discussed in the document include:
- Automate recruiting
- Streamline training
- Make adoption a priority
- Reduce channe conflict
- Focus on high value added tasks
- Personalize channel programs
- Tier your partners
- Create targeted incentives
- Measure chanenl success
- Act globally and act locally
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Dell Embraces Resellers with Salesforce Partners
Mar 31, 2008"To ensure that Dell salespeople and resellers don't compete for the same business, Dell instituted a deal registration system. With an online tool, built for Dell by Salesforce.com (NYSE:CRM - News), channel partners and Dell sales reps log in with business opportunities they're pursuing that are worth more than $50,000. Dell then reviews the entries for possible conflicts. "
Dell is making waves in the channel with its well timed "Partners Wanted" campaign. As a Dell partner, access to the best in class deal registration is a huge benefit. Partners register deals and customer deals tha are approved are protected. The days of channel conflict have been replaced with channel collaboration. Tools to drive channel sales has never been better.
Here is an image of what a typical Dell partner would see when they access the Salesforce Partners deal registration and partner management system.
The full article can be read here.
If you'd like your own Partner Relationship Management system like Dell and many other leading channel companies, click through to the Salesforce Partners page to learn more.
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Intacct Launches Expanded Channel Partner Program with Salesforce Partners
Mar 16, 2008Intacct, a leader in on-demand accounting and financial management solutions, announced the launch of the new Intacct Business Solution Provider partner program. Intacct's expanded channel partner program is designed to attract the top 5 to 7 % of the 10,000 companies that already resell accounting, financial management, and enterprise resource planning (ERP) solutions. The program is built on top of salesforce.com's Partner Portal.
The program offers partners: 1. Deal registration program benefits; 2. Training and certification; 3. Sales support 4. Renewal programs; 5. Discounts and more....
Click here to view a link to the full press release issued by Intacct.
Plus if you're interested to see how easy it is to customize your own partner portal talk to your account executive as soon as possible.
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Salesforce Partners Receives Top Grades From CRN
Jan 7, 2008Computer Reseller News engineers bullish on Dell's deal registration system powered by Salesforce Partners. Click here to review the full article or you can download the PDF below.
Some of the highlights include:
"We're giving it our thumbs- up for good design and thorough data oversight."
"As far as usability goes, the portal is right on the money. The site is as intuitive as navigating through Amazon.com, so no partner training is required."
"Engineers found that the process creates transparency between partners and the Dell channel sales team, while locking out Dell's direct-sales team."
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