s c p006 moxley 091807
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Full session information and video available on successforce.com.TRANSCRIPT
Taking PRM to the Next Level
Jason Wiley, F5 Networks
William Moxley, salesforce.com
Sales: Channel and Partner Management
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Agenda
The evolution of a PRM deployment
F5 Networks case study
AppExchange PRM offerings
The evolution of a PRM deployment
Channel ManagerEnablement(internally focused)
PartnerEnablement
(externally focused)
True PartnerCollaboration
Most companies start internally focused by defining their program and profiling their partners
Partner account profiling
Partner recruitment
Reports & dashboards
Program rules
Channel manager ramp
Channel ManagerEnablement(internally focused)
PartnerEnablement
(externally focused)
True PartnerCollaboration
They begin to collaborate with partners by putting up a portal with basic functionality
Partner account profiling
Partner recruitment
Reports & dashboards
Program rules
Channel manager ramp
Lead distribution
Deal registration
Training & certifications
Program creation
Co-marketing
Channel ManagerEnablement(internally focused)
PartnerEnablement
(externally focused)
True PartnerCollaboration
Taking PRM to the next level involves true collaboration
Partner account profiling
Partner recruitment
Reports & dashboards
Program rules
Channel manager ramp
Lead distribution
Deal registration
Training & certifications
Program creation
Co-marketing
Partner self-service
Business planning
Forecast collaboration
Joint selling
B2B integration
Channel ManagerEnablement(internally focused)
PartnerEnablement
(externally focused)
True PartnerCollaboration
F5 is taking several steps to take PRM to the next level
Partner account profiling
Partner recruitment
Reports & dashboards
Program rules
Channel manager ramp
Lead distribution
Deal registration
Training & certifications
Program creation
Co-marketing
Partner self-service
Business planning
Forecast collaboration
Joint selling
B2B integration
Where are you on this framework?
Channel ManagerEnablement(internally focused)
PartnerEnablement
(externally focused)
True PartnerCollaboration
F5 collaborates for higher sales
ChallengeChallenge
Channel Silos
No visibility
Manual processes
Fragmented channel
programs
90% of business through
channel
Channel Silos
No visibility
Manual processes
Fragmented channel
programs
90% of business through
channel Internal use only
SolutionSolution ResultsResults
F5 Networks reduces channel conflict, increases deal registrations by 300%, and increases the business of its top 20 partners by 50%.
“
” — VP North America Channels, F5
Integrated PRM and SFA
Opportunity collaboration
Lead forwarding
Deal registration
Custom quoting (New)
Business planning (New)
Integrated PRM and SFA
Opportunity collaboration
Lead forwarding
Deal registration
Custom quoting (New)
Business planning (New)
300% increase in deal
registrations
Increased top 20 partner
business by 50%
High partner adoption
Increased channel sales to
$78 Million closed
300% increase in deal
registrations
Increased top 20 partner
business by 50%
High partner adoption
Increased channel sales to
$78 Million closed
F5 Business Overview
F5 Networks, Inc (FFIV) 1355 employees (635 SF users), ~36 regional facilities
What do we do? Leaders in application delivery networking…the world runs better with F5!
How are things going?Growing fast! 30% employee increase, Leasing new 137,000 sq ft Seattle building, Puget Sound (WA) Technology Talent
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F5 & Salesforce.com
SFA History• Customer Since Dec ‘00
– First Licensed Enterprise Customer
• Dedicated Business Application Manager Feb ’03
PRM Deployments• Deal Registration Program Dec ’04
• Shared Portal Opportunity Access Nov ’05
• Lead Forwarding May ’06
F5 Channel Program
Global Channel Model• 3 to 5 Partner Tiers
• ~90-95% Product Sold Indirectly
• ~60-65% Channel Initiated
NA Initiatives: “Continuous Improvement”• Pipeline Collaboration – early partner engagement
• Improve Profiling Visibility - jointly sell, deliver & support
• Marketing Funds/Lead Forwarding - building credibility in
turn trust & satisfaction
F5 Implementation Timeline
F5 Implementation Timeline
F5 Next Level PRM
Channel Enhancements: • Continue Global Path - share best practices
• Configurations - enable up selling capabilities
• Distribution Portal - streamline time to order
Business Management Tools• Profiling Capabilities – targeting channel audiences
• Partner Planning – align goals & objectives
• Marketing Funds – ROI reporting
F5 Demonstrations
Business Planning
Marketing Fund Requests• Lead Forwarding
Configurations
F5 Next Level PRM
5 Implementation Success Tips• Business drives system, not vice versa
• Communicate to partners, execute strategy
• Continuously improve, drive value within SFA/PRM
• Align necessary resources
• Establish training strategy
F5 Thanks!
F5 leveraged the MDF/Co-op Fund Management app on the AppExchange
Track MDF Requests
and Claims
Automate approval
process and receive
notification
Visibility to marketing
expenditures and ROI
Configurable
Best practice, closed loop fund collaboration tool to enable marketing planning
And they utilized the Business Planning app
Develop business plans
with your strategic
partners
Maximize partner
revenue potential
through goal alignment
And there are many more apps available from salesforce.com and our partners
Partner Management
Deal Registration
Template
Lead Distribution
Partner Recruitment
Special Pricing
Rebate Management
POS Tracking
Partner Communications
Jason Wiley
SPEAKER TITLE HERE
William Moxley
Dir, PRM Product Management
QUESTION & ANSWER SESSION
F5 Networks
Salesforce.com
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Q&A
What’s next?
Get a one on one demo
Get it now & start a pilot
Learn Morehttp://blogs.salesforce.com/prm/
http://www.appexchange.com