Strategies For Partner Recruitment & Channel Account Management - A Customer Panel

Strategies For Partner Recruitment & Channel Account Management: A Customer Panel Ken Creager , Meru Networks, Inc. Ernie Megazzini , Network Physics, Inc. Marianne Carter, Phoenix Technologies Adi Kuruganti , Salesforce.com Track: Channel Executives

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Introductions Ken Creager Senior Director, Strategic Markets Ernie Megazzini Senior Director Channels & Alliances Meru Networks Marianne Carter Phoenix Technologies Network Physics Director, Global Channel Marketing

What Channel Challenges Are You Facing Today? Mind share? Visibility? Scale? Adoption? Do you know who your top performing partners are? Do you know why they are your top performers? ” “

The Beginning Of Partner Lifecycle Management ,[object Object],[object Object],[object Object],[object Object],[object Object],Recruitment, qualification, activation and on-boarding Goal: Make more of your partners sell as much as your strategic partners

How Effective Is Your Channel Recruitment? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Ken Creager Senior Director, Strategic Markets MERU NETWORKS [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Challenges Faced ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How We Addressed The Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Web To Lead form

[object Object],[object Object],[object Object],[object Object],[object Object],New Strategy Translated Into Better Results

Ernie Megazzini Senior Director Channels & Alliances [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Network Management Appliance & Insights EMPLOYEES: 88 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Marketing, License Management, Service & Support, 2 downloaded AppExchange applications # USERS: 452

A Brief Intro On Our Products….. Ending the Network versus Application Blame Game

Partners & Customers Financial Health Care Manufacturing Retail Technology Media & Internet Partners

Key Challenges Faced ,[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]

How We Addressed The 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],DEPLOYMENT DETAILS

Key Channel Program: Momentum Demo Program ,[object Object],[object Object],[object Object]

Demo The Partner Recruitment Process

New Strategy Translated Into Better Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Marianne Carter Director, Global Channel Marketing PHOENIX TECHNOLOGIES [email_address]

Company Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Challenges Faced ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How We Addressed The Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Application And Contract Approval Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Contract Approval request New Partner Account Convert/Reject contract

Partner On-Board Launch Packs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Partner Task List

Direct And Indirect Opportunities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Partner Profile Demographics & Dashboards ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Partner Locator Demonstration ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

New Strategy Translated Into Better Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

You Can Do This Today With The Tools You Have Recruit – Qualify – Convert - Measure Ramp up tasks for channel managers Success plans for partners Recruitment by segment Recruitment portals

Complete Partner Lifecycle Management Increase channel effectiveness with Salesforce PRM Automate Recruitment Market Sell Measure View Every Metric Improve Effectiveness Generate Loyalty Recruit ,[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]

Ken Creager Senior Director, Strategic Markets Ernie Megazzini Senior Director Channels & Alliances QUESTION & ANSWER SESSION Network Physics Meru Networks Marianne Carter Director, Global Channel Marketing Phoenix Technologies

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