B2B Lead Management with Partners.

1. ELEMENTS FOR
MULTI-TOUCH
LEAD MANAGEMENT
WITH PARTNERS

2. PARTNER LEAD MANAGEMENT
THE CHALLENGE TODAY

3. NO LEAD VISIBILITY
Goes out Excel, may never come back
PARTNER LED LEAD MANAGEMENT
ISSUES TODAY
NO ATTRIBUTION
LEAD ADOPTION
Goes out Excel, comes back deal
registration
Are Partners actually working leads
NO LEAD CONTENT
No Guided selling on how to address lead
NO SALES MOTIONS
SCALE
Where is the sales process up to, lead by lead?
How do we handle thousands of leads, across
hundreds of partners across many campaigns ?

4. ELEMENTS
LEAD BY LEAD SYSTEMATIC
APPROACH = ENGAGEMENT
GUIDED SELLING CONTENT
WITH LEAD = KNOWLEDGE
PARTNER SALES DIRECTLY
ASSIGNED LEAD = CONVERSION

5. PARTNER LED LEAD MANAGEMENT
HOW IT NEEDS TO LOOK
CAMPAIGN DRIVEN
OPPORUNITIES
Content
PARTNER
SALES
EngagementData
Sales Motion
END
CUSTOMERS

6. HYBRID VENDOR / PARTNER LEAD FLOW
MULTI-TOUCH MQL TO SQL
PARTNER
SALES
END
CUSTOMERS
END
CUSTOMERS
Internal
Sales
SQL
Lead

7. ELEMENTS
LEAD BY LEAD SYSTEMATIC
APPROACH = ENGAGEMENT
GUIDED SELLING CONTENT
WITH LEAD = KNOWLEDGE
PARTNER SALES DIRECTLY
ASSIGNED LEAD = CONVERSION

8. GUIDED SELLING FOR PARTNERS
ENABLE ON THE FLY
GUIDED SELLING CONTENT
CONVERSATION POINTS
KEY PRODUCT AREAS
NO MORE EXCEL !
INTERNAL, PARTNER & HYBRID

9. GUIDED SELLING FOR PARTNERS
SALES MOTIONS
STEP BY STEP SALES MOTION
FEEDBACK ON EACH MOTION
NO MORE EXCEL !
LEAD 2 DEAL REG

10. ELEMENTS
LEAD BY LEAD SYSTEMATIC
APPROACH = ENGAGEMENT
GUIDED SELLING CONTENT
WITH LEAD = KNOWLEDGE
PARTNER SALES DIRECTLY
ASSIGNED LEAD = CONVERSION

11. SCALE IT ACROSS HUNDREDS OF PARTNERS
USE THE FORCE!
STRESSED YOU
+ = HAPPY YOU
(
(

12. SINGLE VIEW OF ALL LEADS
CAMPAIGN BY CAMPAIGN

13. SINGLE VIEW OF ALL OPPORTUNITIES
PARTNER SALES

14. VENDOR & PARTNER SALES
REPORTING

15. VENDOR & PARTNER SALES
LEADERBOARDS