Dec 5th Webinar presented by Channelinsight and Salesforce on How To Grow Your Channel Sales Using Salesforce Communities covers the basics on Salesforce Communities (PRM) and how to get channel POS Data into Salesforce.

1. How To Grow Channel Sales Using Salesforce Communities
© 2013 Channelinsight Proprietary & Confidential

2. Channelinsight
Jeremy Miller – Sr. Director Product
Management
© 2013 Channelinsight Proprietary & Confidential

3. salesforce.com
Adam Hanin - Sr. Director Industry Solutions
High Tech

4. Safe Harbor
Safe 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
such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could
differ materially from the results expressed or implied by the forward-looking statements we make. All statements other
than statements 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 of management for future operations, statements of belief, any statements concerning new, planned, or
upgraded services or 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 and
delivering new functionality for our service, new products and services, our new business model, our past operating
losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting,
breach of our security measures, the outcome of any litigation, risks associated with completed and any possible
mergers and 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
customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger
enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com,
inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form
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Any unreleased services or features referenced in this or other presentations, press releases or public statements are
not currently available and may not be delivered on time or at all. Customers who purchase our services should make
the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation
and does not intend to update these forward-looking statements.

5. Become a Customer Company:
Connect to Your Customers in a Whole New Way

6. Business Success Involves a Complex Ecosystem
Agent
Vendor
Reseller
Supply Chain
Partner
Customer
Dealer
Broker
Services
Partner
Prospect

7. What if you could re-imagine every business touch
point, connecting your business data with the
power of social in a single experience?

8. communities
Connect Business Data and Social
to Every Customer, Partner, & Employee Experience
for Sales
for Service
Joint marketing and
selling
Customer
self-service
Campaign management
and alignment
Products treated as
community members
Partner recruitment
and education
Collaborative case
resolution
Centralized agency
management
Product co-creation
with customers
Deal management
White-glove premium
communities
Prospect engagement
Intranet replacement
with social experience
for Marketing
for Any Experience

9. Unify Multiple Communities and Share Business
Data with a Single Platform
Community 2:
Community 1:
Community 2:
Self-Service Community Partner Community
Community 1:
Self-Service Community
Partner Community
Community 3:
Company Community
Community 3:
Community n:
Any Community n:
Community
Any Community
Internal Community
Business Data
Cases

10. Salesforce Sets a New Standard for Online
Communities
Business Processes
Branding &
Customization
Social Collaboration
.
Social Intelligence
Mobile Access
Security & Reliability

11. Users Belong to Multiple Communities with Single
Sign-On
Single Platform unifies internal,
customer, and partner
communities
Membership in multiple
communities
Seamlessly toggle between
communities in a single UI
Support multiple auth providers
including SAML, Facebook and
Google

12. Extensible Publisher Makes Feed Hub for Productivity

13. Enterprise Class Sharing Model Enforced
Throughout
Data: Internal-External Post
Data: Internal Only Post

14. CMS Provides a Tailored Experience
Design and publish websites,
social pages, and mobile
experiences
Visual studio to build pages,
templates, navigation, and style
sheets
Easy import tools for users to
contribute text, images, and data
Ability to add both CMS and
Salesforce content

15. Add Depth and Richness to Your Program With
Salesforce ISV Partners
Recruit
Build
Community
Co-Market
Sell &
Service
Collaborate
Measure
POS
Manage
CPQ
Communicate
Mapping
LMS
ISV
s
Contracts
Incentives
TPM
eMail and Marketing Automation

16. Grow Your Channel With
Communities
© 2013 Channelinsight Proprietary & Confidential

17. Channel Portals
• So partners can register deals
• So everyone can track the progress of the
deals
• So they can collaborate to get the deals done
– Inventory, pricing, training
• So partners can be motivated by quotas and
rebates
© 2013 Channelinsight Proprietary & Confidential

18. Salesforce Communities
• Extend their CRM for their portal needs
• Collaborate with internal reps
• Stick with a process the business knows
© 2013 Channelinsight Proprietary & Confidential

19. Communities in the channel
Communities help drive channel sales
• Partners can register opportunities
• Manufacturers and partners can collaborate
on those deals
• Chatter to discuss roadblocks and get
status updates
• Work together on pricing
• Training and marketing collateral
© 2013 Channelinsight Proprietary & Confidential

20. Sharing Performance Information
Channelinsight shows partners their performance
in Communities
• Show the right data to the right partners
quickly
• Load point of sale automatically and share
with the appropriate users
• Sales reps and channel partners see the same
sales information
• Work together to address problems early
© 2013 Channelinsight Proprietary & Confidential

21. Channelinsight in Communities
• Add features to Sales Cloud and Communities out of the
box
• Eliminate the need to create a point of sale and
inventory data loading process
• Automate data sharing security
• Automate chatter alerts for new customers, large deals,
upsale opportunities
• Automatically close the loop on opportunities to reduce
manual entry
• Automate error handling so partners maximize payout
and you get the information you need
© 2013 Channelinsight Proprietary & Confidential

22. Demo
© 2013 Channelinsight Proprietary & Confidential

23. Key Takeaways
• Salesforce Communities is a platform for your
portal needs
• Performance Content, such as that provided by
Channelinsight, helps you collaborate with your
partners to grow sales
• Look for solutions that help with key functionality
such as sharing rule security and account matching
© 2013 Channelinsight Proprietary & Confidential

24. Questions?
Jeremy Miller
Email: jmiller@channelinsight.com
Learn More:
Web: www.channelinsight.com
Blog: http://blog.channelinsight.com/blog
LinkedIN: http://www.linkedin.com/company/channelinsight
Twitter: https://twitter.com/_Channelinsight
Facebook: https://www.facebook.com/Channelinsight
© 2013 Channelinsight Proprietary & Confidential