CMP Channel Exclusive Research Work with Your Vendor Partners on Your Terms

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CMP Channel Exclusive ResearchWork with Your
Vendor Partners on Your Terms
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Speaking Today
Kevin McLaughlin, Senior Editor, CMP
Channel Elay Cohen, Senior Product Line
Director, PRM, Salesforce.com Eri Golembo,
Executive Vice President, Acceleration
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Channel Explosion of the Last Decade
240,000
90,000
Source
1997
2007
2007
1997
Billions
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Channel Disconnects

• Partners have choice
• Too many portals and too much time
• Information is not easily shared

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Vendor/VAR Relationships No Longer Exclusive

• Likelihood that Solution Providers will
  proactively add a new vendor that sells the same
  general
• technology as their current strategic, tactical
  or opportunistic vendor, within next 12 months.

Source
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Trend VARs Re-Evaluating Vendors

• According to recent research from IPED, Solution
  Providers are
• proactively changing their vendors at an
  accelerated pace over the
• past 2 years.
• Adding vendors has increased 38 from 2 years ago
• Adding new products has increased 70 from 2
  years ago
• On average, SPs add 2-3 vendors a year and 6-7
  new product lines

Source
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• "As we add more vendor partners, and move away
  from existing relationships, that adds more
  complexity to a situation that's already messy as
  a result of partners and vendors communicating
  mainly through spreadsheets."
• -- Solution provider in the Southwest

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Partner Portals A Door To Confusion?

• Large vendors with multiple products and brands
• sometimes don't make it easy for partners to
  access
• information through partner portals.
• Some of the most common issues with partner
  portals have to do with navigation. There is a
  limited amount of time a partner will spend on a
  website looking for information before
  frustration sets in.
• -- Troy Webb, a managing partner of Morrisville,
  N.C.-based Incentric Solutions

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How many portals do you log into?
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• "One of the common challenges is that you're
  duplicating data at your office, inside your own
  company, and sharing information outside the
  company. When a channel partner gets a lead and
  brings it to the vendor, we often spend a lotof
  time duplicating information, and the vendor
  usually ends up losing out."    -- West Coast
  solution provider

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What Solution Providers Think

• "I want to keep my client list close to the vest.
  Is my territory manager trustworthy enough that
  if I talk to him about a deal, they're not going
  to share that information?
• -- Stuart Crawford, Business Development
  Representative
• IT Matters Inc., Calgary
• When we share forecast information with vendors,
  the paranoia exists that the vendors
  relationships with other business partners may be
  stronger than the internal security on their own
  forecasting systems.
• -- Anonymous solution provider in
  the Mid-West

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What Solution Providers Think

• When leads are put into the vendor's CRM
  system, they're also showing up in the
  distributors system and our own system. And if
  you don't update all three leads, they'll launch
  it over the wall to someone else.
• -- Anonymous VAR in the Northeast

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We have a solution to your vendor woes

• Step 1. Run your business on salesforce.com
• Step 2. Connect with your vendors
• Step 3. Share leads and pipeline data
• Step 4. Grow your business

No more duplicate data entry Share information on
your terms
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The leader in CRM delivers great results for
customers
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Celebrating with our Community of
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Did you know all of these companies are already
using Salesforce.com?
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What If there was a way to connect your CRM
system to your vendors CRM in minutes?
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What if connecting to a vendor was as easy as
connecting with a friend on Facebook?
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What If this connection enabled you to instantly
and automatically share any dataon your terms?
MDF Requests Business Plans POS
Leads Pipeline Deal registration
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Introducing
The First Channel Business Network Get connected
before you get left behind
- Director Sales Operations, DoubleClick
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Opt in to connect and share leads in clicks and
on your terms
Update
Share
Connect
Sync
You decide what to share, when to share and with
who You also decide what not share and when not
share
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Rapid success for this partnership
lt60 minutes to connect
100 of leads synchronized
100 of leads updated regularly
Vendor
Reseller
Director Sales Operations, DoubleClick
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Acceleration company snapshot

• eMarketing technology services and solutions
• 85 employees
• 8 years in business
• New York, Atlanta, London, Johannesburg, Cape
  Town
• Key partners
• Partners a significant source of referrals and
  leads

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We run all sales activities reporting on
salesforce.com

• Loved by the sales team
• Manage day-to-day prospect communication
• Automated communications - Templates
• Store prospect sales tools
• Critical for sales management
• Visibility into sales pipeline/activity
• Control of information in case of
  vacation/defection
• Lead flow tracking
• Forecasting

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We also run our account management and marketing
on salesforce.com

• End to end customer view
• Track important dates and auto-reminders
• Depository of client data (sales
  history/contracts/staffing)
• Track up-selling and cross-selling opportunities
• Integrated marketing sales
• Insight into buying patterns
• Centralize Contacts
• Sales statistical analyses

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The world before Salesforce to Salesforce

• Leads emailed to Acceleration
• Never sure if leads were entered into
  salesforce.com
• Only partial info entered
• Only qualified leads entered
• Report back to DoubeClick using Excel
• They could never reconcile against what they sent
  us

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It was pretty easy to set up
Big task was setting business rules

• Set up and configuration in hours
• An email invitation
• Process mapping
• Field mapping

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The pay back is huge

• For sales people
• Leads are contacted while they are still hot
• Leads are easy to prioritize
• No duplicate data entry
• For management
• Data is protected
• Easy to share pipeline
• Stronger relationship with vendor
• For Vendor Partner
• Easier to reconcile and analyze
• Real time results

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Significant to our overall strategy

• Creates stickiness with our vendor partner
• Its all about the relationship
• We feel were all working together

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Your mission Reach out to your vendor partners
and connect your salesforce.com system to their
salesforce.com
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Get started for as low as 10 per user per month
and be up and running in minutes

• But youll first need get your own salesforce.com
  system

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Q A Submit Your Questions Now

• Kevin McLaughlin, Senior Editor, CMP Channel
• Elay Cohen, Senior Product Line Director, PRM,
  Salesforce.com
• Eri Golembo, Executive Vice President,
  Acceleration
•  

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Resources

• To view this event on-demand
• http//www.channelweb.com/netseminars
• For more information