1. Optimize Channel Coverage and Partner Loyalty with Deal Registration Jeff Zobrist, Siemens, PLM Software David Crilley, Proofpoint Channel and Partner Management
2.
3. Dave Crilley Director, Channel Marketing [email_address] Jeff Zobrist Director, Global Channel Operations PLM Software [email_address]
4.
5. Channel conflict is a common reason for deal registration programs Source: Channel Enablers research of leading IT Vendors
6. Deals are being registered on the “backs of napkins” Source: Channel Enablers research of leading IT Vendors Paper/email is still the primary mechanism to manage programs
7. Deal registration process best practice process flow Submit Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates (Merge) Approve Deal Registration Create Account, Contact, Opportunity (optional) Partner Portal Submission Channel Manager Reviews Submitted Deals Convert Registration to Opportunity Approval Workflow Submitted Assign Sales Team Partner Account Manager Extended Sales Team Send Notifications Workflow Alert to Sales Team Partner View View My Opportunities View My Submitted Registrations Report Approval Rejected Manage & Close Opportunity Opportunity Close Forecast Roll-up
8. Deal Registration best practice methodologies Define Goals for Program Have an Adoption Plan for Launch, Early Phase, and Ongoing Map Program from A-Z Determine Success Metrics and Track them in real time Define and Publish your Deal Reg Validation Criteria 1 3 2 5 6 Define and Communicate Value to Partners 4
13. SFDC PRM – Single Sales Tool for Channel Managers
14.
15.
16.
17. Siemens SFDC Deal Registration (Inbound Lead Process) This process outlines a lead originated by a Partner and is entered into the PRM portal as a “registered” partner lead. Traffic Cop Checks for Dups and/or Conflict Traffic Cop Converts Lead (Assign Owner to CM) Opportunity Registered (Date Stamp) Accept Lead? Yes Communication Sent to Partner No Partner UGS Legend Automatic Communication Sent to Partner Traffic Cop (or CM) Adds Partner to Sales Team Traffic Cop (or CM) updates Partner Registration Type Partner works On Opportunity Partner Entered into PRM Portal (Partner Creates Lead in Portal or Mass Load) Partner Qualifies Lead and updates Partner Status to Qualified Traffic Cop Notified the Lead is Qualified
18. Siemens PLM Channel Partner Deal Registration Decision Process Existing PLM Customer Account? YES PLM Named Enterprise Vertical Account? Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team Existing PLM Customer Prospect? No No Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add No YES YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) YES Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team No YES Deal Registration Rejected UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add Current Opportunity in Play? Last 12 months (Location, Product family, Budget, Timing) No Deal Registered to Partner Opportunity Created, tied to Account, and Partner added to Sales Team Deal Registrations will be valid for 180 days, if activity and progress in account, then will be renewed in 90 day increments. Desire to Reward Channel Partner for Aggressiveness and Collaboration UGS Sales Rep can decide if they want Partner involved in opportunity due to Value Add No
19.
20.
21. Opportunity Management – adding value Links on the Opportunity to key sales information on the Partner Portal Links to Partner On-line Order System
22.
23.
24.
25. Thank You. Jeff Zobrist Director, Global Channel Operations PLM Software [email_address]
26.
27. What is Messaging Security? Inbound Threats Came First Outbound Threats Followed Enterprise SMTP, HTTP, IM and FTP services Security threats have always been a problem to enterprises 101010101010101 0101010101010101 101010101010101 01010101010101010 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101 101010101010101 0101010101010101 101010101010101 0101010101010101010101 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101010 Spam Phishing Directory harvest Denial of service Viruses Botnets Intellectual property Corporate governance Security, privacy and compliance
28.
29.
30.
31. Proofpoint Deal Registration – Process Map Assign to Proofpoint salesperson & notify partner automated Proofpoint admin NO YES Partner enters deal registration request in Proofpoint Partner Portal (creates Lead) “ declined” message sent to partner “ request received” message to partner, cc to Proofpoint Sales mgmt Approve request? Convert to Stage 0 Opportunity “ approved” message sent to partner, cc to Proofpoint Sales mgmt Partner pursues with Proofpoint Salesperson Add partner salesperson to Sales Team
![Safe Harbor Statement ,[object Object],[object Object],[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)