S C P003 Kuruganti 091707

Adoption Strategies for Channel Success Kurt Shaver, GFI Software Brett Strauss, Media Defined Sales: Channel & Partner Management

Safe Harbor Statement ,[object Object],[object Object],[object Object]

Kurt Shaver General Manager, Americas [email_address]

About GFI Software ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

GFI’s Channel Challenges ,[object Object],[object Object],[object Object],[object Object]

Why we selected Salesforce PRM ,[object Object],[object Object],[object Object]

Elements to our channel program success ,[object Object],[object Object],[object Object],[object Object],[object Object],We focused on five high-value functions

1. Efficiently distribute Leads ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

2. Drive higher deal registrations Submitted since May 151 Qualified since May 97 (64%) Avg $ of Qualified $7.62K* * More than double average sale Slow start, but we tweaked the program to improve performance

3. Better track sales and forecast business First time ever….forecast visibility summary reports avg 52.482 $4,520,750.73 $8,793,160.17 Grand Totals (6,212 records) avg 62.198 $357,169.58 $396,855.09 Stage: Commitment to Buy - 90% (187 records) avg 47.829 $1,987,292.09 $2,649,722.78 Stage: Renewal 75% (4,856 records) avg 77.249 $1,070,691.03 $1,784,485.05 Stage: Formal Quotation - 60% (338 records) avg 92.175 $626,357.16 $1,565,892.91 Stage: Identify Needs & Budget - 40% (206 records) avg 59.245 $479,240.87 $2,396,204.34 Stage: Qualified an Opportunity - 20% (625 records) Age Expected Revenue Amount

4. Use the portal as the news “Billboard” ,[object Object],[object Object],[object Object]

4. Define clear and concise channel program and process help Clear communication Clear help Leads are qualified

Brett Strauss President [email_address]

About Media Defined ,[object Object],[object Object],[object Object],[object Object],[object Object]

5. Build a robust training and certification program ,[object Object],[object Object],[object Object],[object Object]

Certification performance integrated with partner account profiles and incentives ,[object Object],[object Object],[object Object]

Want more information on how you can create killer training and certification solutions for your partners? Brett Strauss President [email_address]

GFI channel program in action A day in the life….

Elements of our channel program success ,[object Object],[object Object],[object Object],[object Object],[object Object],We focused on five high-value functions

Our new partner program has delivered amazing results in the first year itself ,[object Object],[object Object],[object Object],Salesforce PRM is the cornerstone of our entire channel model. The reps love it and our partners are using it. “ ” GM North American Operations

Gotchas to Watch Out For ,[object Object],[object Object],[object Object],[object Object]

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

Kurt Shaver General Manager, Americas Brett Strauss President QUESTION & ANSWER SESSION

S C P003 Kuruganti 091707

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S C P003 Kuruganti 091707