- 15 partners saw over 300% growth in subscription revenue, while 30 partners saw over 200% growth and 70 partners saw over 75% growth in 2011. - SugarCRM's global channel subscription business grew 50% in 2011. - The top 10 partners added over 400 new customers in 2011. - SugarCRM's vision for 2012 is to continue partner growth, focus on large accounts, implement healthy business practices, and invest in marketing and enablement to support partners.

1. How Partners Are Growing
with SugarCRM
Jeff Campbell
SVP Worldwide Mid Market
& Channel Sales

2. Welcome!

3. Thank You!

4. Success

5. Your Success
• 15 partners with 300%+ subscription revenue growth
• 30 partners with 200%+ subscription revenue growth
• 70 partners with 75%+ subscription revenue growth
• Partner-sourced deals tripled from 2010 to 2011
• 50% growth in global channel subscription business
• Top 10 Partners added 400 new customers

6. More of Your Success…
• Open Symbol ascends to new business leader
• 53 partners doubled subscription business
• Our top partner added 99 customers in 2011
• The top rookie partner added 26 customers!
• Every region saw strong partner growth in 2011

7. What is SugarCRM’s vision of
Partner Success for 2012?

8. The 2012 Mission for Success
• Small and Midmarket 50%...60%...70%...80%...
• Respond to the opportunity with Large Accounts
• Drive “healthy” business practices

9. Disciplined Selling
• Controlled renewal discounts
• Controlled renewals from future quarters
• Controlled incentives on multi-year deals
• Globally, new sales compensation focus
10/5/20 ©2012 SugarCRM 9

10. Investment in your Success
• Marketing Investments
• Global Partner Enablement Team
• 2012 business planning
• Partner Advisory Board & SIGs
• Improved partner onboarding
• New Sales/Pre-Sales training
• Certification program
• Channel Renewals support
• Large Accounts team

11. Packaging for Partners - Program In-A-Box
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10/5/20 ©2011 SugarCRM 11

12. Channel Marketing Programs
 MDF Program  Marketing Programs
 Web Assets  White Papers In-A-Box
 Partner Portal  Webcasts In-A-Box
 Go to Market Plans  Drip Email Campaigns
 Syndicated Web Content  Case Studies
 Promotional Webcast
 Co-Branded Collateral
 Partner of the Month
 Press Release Templates
 Google AdWords Program
 Marketing Education  Live Events
 Marketing 101 Webcast  CRM Acceleration
 Marketing Hire in a Box  Industry Tradeshows
 Marketing Vendor List and  Regionals User Groups
Negotiated Prices
 Marketing Boot Camp
10/5/20 ©2011 SugarCRM 12

13. Marketing Education
 Marketing Boot Camp  Monthly Marketing 101
 Workshop Agenda: Webcast
 Overview of a marketing system  3nd Thursday of the Month
 Overview of a marketing calendar  Topics Include:
 SugarCRM Messaging and  SugarCRM messaging
Differentiation  Google Ad Words / Organic
 SEO/PPC and Keywords Search
 Improving your website  Lead Nurturing & Drip Marketing
 Blogs
 Nurture Marketing
 Putting the pieces together
 Building the calendar
10/5/20 ©2011 SugarCRM 13

14. Our Mutual Success…First Half of 2012
• 25% increase in average deal size (N & A)
• 60% increase in New and Add transactions
• 100% growth in Total New & Add Sales

15. Large Win Success…Q3
• Bray 500 users
• Opcalia 400 users
• EMIS 1,100 users
• Macquarie Unv. 3,000 users (Insightful)

16. What is your definition of Success?

17. • Achieve top VAR
• Triple your Sugar business
• Expand to a new region
• Foremost expert in a niche

18. Achieving your success doesn’t mean
being the biggest or most dominant

19. But…

20. You must be Committed
We must have a Plan

21. Are you distinctive?

22. Does the Market know?

23. 10/5/20 ©2012 SugarCRM 24

24. Over 90% of SugarCRM’s leads
originate on our website!

27. Success

28. Success
Commitment
Plan
Partnership