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Driving Channel Adoption: My Portal is Live, Now What?

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Watch here: http://www.youtube.com/watch?v=auLmw4XfW9k

You've launched your partner portal. You've implemented the basics like deal registration, lead sharing, MDF, and content. But now what?! Join us for this interactive session on how to take your portal to the next level. Customers, partners, and product experts will offer innovative ways you can leverage your partner portal to truly drive channel adoption. See you there!

Presented by: Susan Gausch, salesforce.com; Zoe Peterson, Avaya; Greg Munster, Red Hat Inc.; Andrew O’Driscoll, Clear Task

Publié dans : Business, Technologie
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Driving Channel Adoption: My Portal is Live, Now What?

  1. 1. Driving Channel Adoption: MyPortal is Live, Now What?Sales Professionals Track Susan Gausch, salesforce.com Zoe Peterson, Avaya Greg Munster, Red Hat Inc. Andrew O’Driscoll, Clear Task
  2. 2. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded servicesor technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing anddelivering new functionality for our service, new products and services, our new business model, our past operatinglosses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breachof our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergersand acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand,retain, and motivate our employees and manage our growth, new releases of our service and successful customerdeployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprisecustomers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is includedin our annual report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. This documents and otherscontaining important disclosures are available on the SEC Filings section of the Investor Information section of our Website.Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation anddoes not intend to update these forward-looking statements.
  3. 3. Susan GauschSenior Solution Delivery Manager
  4. 4. Agenda Chatter your questions – LIVE – to the Chatter session feed. http://bit.ly/channel adoption Our speakers… – Zoe Peterson (Avaya) – Greg Munster(Red Hat) – Andrew O’Driscoll(Clear Task) Interactivity – please feel free to ask questions during the presentations and after
  5. 5. Our Goals for Today…  Discuss the 3 key strategies you need to know to help get partners using your portal  Share how each of our speakers have used these strategies successfully to get real results in increasing channel adoption  Demonstrate how the strategies were put into practice in the partner portal and discuss how the choices were made and the impacts they had  Pose questions to our speakers… during (Chatter) or live during each segment and after all speakers during our Q&A
  6. 6. Why Do We Love Our Partners?
  7. 7. Why Is It Tough to Get Partners to our Portal?
  8. 8. The Relationship is Different  Partners work WITH you….not FOR you – Partners AREN’T employees – Consider the motivators
  9. 9. So…What Drives Adoption?
  10. 10. Zoe PetersonSenior Manager, World Wide Channel Operations Avaya
  11. 11. About Avaya •Leading global provider of Business Communications solutions •80% Channel/20% Direct •Salesforce deployed 2009 for CRM/PRM •From Pilot to Production in less than 6 months •4,400 CRM Users •22K+ Partner Users and expanding to 50K+ by end of year •Enterprise Chatter Free
  12. 12. How Avaya Listens to Partners  Ideas • 10 New Ideas per month  Partner Conferences • Partner Driven  Social Media Enhancements:  Improved Partner  Global Support Finder  Streamlined Opp Reg  New/Improved SSRs  New user profiles  Reports  Integrated external apps  Manage comms preferences
  13. 13. Make It Simple  Global PRM Training Program  Global Help Desk  SSO Integration  Future integration with Quote/Ordering platform  Making it easier for partners to transact with Avaya and each other
  14. 14. Centralizing One stop shop for Avaya Connect LMS Integration and Program Scorecards Sales Support Requests Used as Launch Pad to other apps Multi-party collaboration on deals Soon! Partner Portal revamp
  15. 15. How Avaya Uses the 3 Key Strategies Provide multiple ways to solicit partner feedback and SHOW your response Simplify training – make it EASY to access and provide lots of options to attend Make your portal the launching pad for those key activities that partners MUST do
  16. 16. Greg MunsterDirector, Business Operations Red Hat
  17. 17. About Red Hat & Partner Center  Founded in 1993, IPO 1999  73 offices in 29 countries  RHT traded on NYSE, S&P 500 Index  More than 3,900 employees  Worlds trusted open source leader  60% revenue through channel  3rd gen Partner Center launched 2010  14,000 Partner Center users
  18. 18. How Red Hat Listens Use ideas and cases Content feedback Global partner survey Regional conferences
  19. 19. Simplification Dynamic Partner Home Page Fully Localized in 9 Languages More Content Packs Partner Toolbox
  20. 20. More on Simplification Native Force.com Partner Locator Continually revisit core processes More self-service Listing of Partner Locations
  21. 21. Centralizing Partner Center is hub for partner activity New functionality: • Partner Re-qualification • Native Force.com LMS with Training Paths
  22. 22. How Red Hat Uses the 3 Key Strategies Listen to your partner wants and needs Keep it simple to use and service Use your portal as hub for all activity
  23. 23. Andrew O’Driscoll CEO Clear Task
  24. 24. About Clear Task  San Francisco-based salesforce.com consulting partner  100% Salesforce focus  Implemented 600+ projects  Developed 8+ AppExchange apps  Formerly known as Apprivo
  25. 25. Consider Both Parties
  26. 26. Listen Forget the stick!  Look at the data View through partner lenses –Login history – Financial –Content Ratings – Selling –Downloads – Community –Partner Scorecard – Training –Top partner attributes Give reasons not mandates!  Take action on it
  27. 27. Simplify Partners log in infrequently  PRM users are different Don’t overwhelm them  Take a different approach Centralize information –Standardize processes –Use Public Groups Minimize page clutter –Create fewer profiles –Stay “native”  Keep it simple
  28. 28. Centralize Consolidate into one portal  Fight the 2 portal urge! This has become easier!  Build the business case – More Salesforce features  Provide good content – Force.com maturity  Make users feel special – 3rd party native applications  Target different – More flexible pricing models messages by tier or geo – Salesforce Sites for non users Drives down overall cost
  29. 29. How Clear Task Uses the 3 Key Strategies Listen to what both customers and partners want Provide easy ways to administer Centralize but make it personal too
  30. 30. Q&A We’ll take your questions from the audience and Chatter for Susan, Zoe, Greg and Andrew Want to talk more? Just let us know!
  31. 31. How Could Dreamforce Be Even Better? Tell Us! Every session survey you submit is a chance to win an iPad 2! Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech. Click on the personalized link to be directed to the survey page for the sessions you attended.