S C P005 Keswani 091807

Change Management and Partners Drew Clarke, Cognos Inc Ginette Miron, Cognos, Inc Anika Keswani, salesforce.com Track: Sales: Channel & Partner Management

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

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Welcome Drew Clarke VP, Americas Marketing and Global Marketing Operations [email_address] Ginette Miron PartnerNetwork Manager [email_address]

The number one barrier to change: FEAR

Here is a recipe to mitigate fear and achieve success Channel Change Management Methodology Partner Input Business Process Communications Scope What did you employ to drive change?

All About Cognos ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Cognos is the world leader in business intelligence (BI) and performance management solutions. They provide world-class enterprise BI, planning and consolidation software and services to help companies plan, understand and manage financial and operational performance.

Why deploy SFDC - PRM ,[object Object],[object Object],[object Object],[object Object]

General Project Timeline Planning Design Develop Deploy October ‘06 Business Process Review Solution Design Doc Configuration Alpha Review Pilot Rollout & Training Kickoff Call November ‘06 Dec - Jan ‘06 Phase II Rollout and Training March ‘07 Jan ‘07 Develop Integration Beta Review Technical Design Doc July ‘07

Let’s see how this methodology applied to Cognos

We enlisted feedback and support from partners and internal stakeholders ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The scope was limited to select users, regions, and processes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key success factor: Same time zone

We also chose partners that we knew would adopt ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

We remained flexible on our business process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Communicate. Communicate. Communicate. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Example of one of the email templates used

Day in the life of… ,[object Object],[object Object]

Results and ROI for PRM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What are the lessons learned? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What’s next? Get a one on one demo Get it now & start a pilot Learn More http://blogs.salesforce.com/prm/ http://www.appexchange.com

S C P005 Keswani 091807

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

En vedette

En vedette (6)

Similaire à S C P005 Keswani 091807

Similaire à S C P005 Keswani 091807 (20)

Plus de Dreamforce07

Plus de Dreamforce07 (20)

Dernier

Dernier (20)

S C P005 Keswani 091807