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How Salesforce Manages Its Partner Referral Program

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How salesforce.com Manages Its Partner and Referral Program Michael Fullmore, Salesforce.com Ed van Siclen, Salesforce.com Track: Channel and Partner Management
Safe Harbor Statement ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Salesforce.com’s Alliances – Key Challenges
Salesforce.com’s Alliances – Key Challenges, Cont. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Our Starting Point ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Multi-category Program with Tiered Benefits/Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Let’s take a look at our Partner Portal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Step One – Deal Registration ,[object Object],[object Object],[object Object],Their View My View One Pipeline!
Step Two – Streamlined Enrollment Process
Step 3 – Partner Enablement
Part 4 – Governance
Project Health
Increased Partner Activity Partner Program & Portal Relaunched NA Regional SI Webinar New partners, increased portal functionality and the revised partner program are driving a significant increase in partner portal users. Portal IDs Provisioned
PRM – Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Total Partner ‘Sourced’ Opportunities Total Number of Opportunities PRM Implemented
Imagine it. Learn it. Use it. ,[object Object],[object Object],[object Object],[object Object],[object Object],Result: Improved Partner Intimacy
Michael Fullmore Techincal Business Operations, Manager Ed van Siclen VP, Strategic Alliances QUESTION & ANSWER SESSION Salesforce.com Salesforce.com
New Approaches - Content Syndication ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Overview of Salesforce SharedVue Salesforce content embedded within partner website Proactively Manage Product Messaging & Positioning Brand Consistency & Integrity Free Sign Ups Trials from Partner’s site! Leads Tracked via PRM
What’s Next – Partner Finder
What’s Next – Partner Finder

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