Monthly Economic Monitoring of Ukraine No.230, March 2024
Reducing Channel Conflict Through Deal Registration
1. Reducing Channel Conflict Through Deal Registration Frank Defesche, salesforce.com Augie Lucenti , BridgeWave Communications Track: Sales Operations
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3. Partner Channels Are a Significant Opportunity Indirect Sales (70%) Direct Sales (30%) Source: U.S. Bureau of Labor Statistics, 2005; The Gartner Group, 2002 5 Million Salespeople in High Tech, Manufacturing and Distribution (U.S.) Revenue Breakdown by Channel For High Tech Wirelless Manufacturing Channel Size Comparison
4. What Channel Challenges Are You Facing Today? Channel Conflict? Mind share? Visibility? Scale? Adoption? Do you know who your top performing partners are? Do you know why they are your top performers? ” “
5. One Pipeline. One Application. One Salesforce. ” — CIO, Phoenix Technologies Our partners are now part of our Salesforce. “ My CRM My PRM 100% On-Demand PRM Integrated Salesforce SFA Deal Collaboration Easy for Partners to Use Visibility across direct and indirect sales channels Partner Portals
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7. Reducing Channel Conflict Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates Approve Create Account, Contact, and Opportunity Workflow Rules are Triggered Leverage Record Types, Layouts, Field-level security Channel Manager Reviews Submitted Deals Convert to Opportunity No Duplicates Exist Assign Sales Team Extended Sales Team Send Notifications Workflow Alert to Sales Team Partner Submits Proof of Performance Claim Send Notification Channel Manager Action Partner Action