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Reducing Channel Conflict Through Deal Registration  Frank Defesche, salesforce.com Augie Lucenti , BridgeWave Communications Track: Sales Operations
Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]
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
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?   ” “
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
Deal Registration ,[object Object],[object Object],[object Object]
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
Best Practices in Action ,[object Object],[object Object]
Augustino R Lucenti EVP Sales and Marketing [email_address]
Company Introduction Template  ,[object Object],[object Object],[object Object],INDUSTRY:  Manufacturing EMPLOYEES:  65 GEOGRAPHY:  Global PRODUCT(S) USED:  SFA, Service & Support, 3 downloaded AppExchange applications # USERS:  16
Key Challenges  ,[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 Solution  ,[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],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS
Augustino R Lucenti EVP Sales and Marketing Frank Defesche Director PRM  Salesforce.com Moderated By:
Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to  26335 In the message body:   Session 136, ####   For example, “ Session 123, 5555 ” Session ID:  136 Session ID # Scores for 4 categories SMS Voting powered by:

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Reducing Channel Conflict Through Deal Registration

  • 1. Reducing Channel Conflict Through Deal Registration Frank Defesche, salesforce.com Augie Lucenti , BridgeWave Communications Track: Sales Operations
  • 2.
  • 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
  • 6.
  • 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
  • 8.
  • 9. Augustino R Lucenti EVP Sales and Marketing [email_address]
  • 10.
  • 11.
  • 12.
  • 13. Augustino R Lucenti EVP Sales and Marketing Frank Defesche Director PRM Salesforce.com Moderated By:
  • 14.