How Salesforce Communities can be used to manage a develop better relationships with your partners, resellers and distributors

1. Channeling the Power of Partners
to Scale Your Sales Organization

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3. Introducing Our Speakers
Niall Murphy
Solution Architect
Community Cloud
Salesforce
Curt Westburg
Head of Sales
Dexter & Chaney
Matisha Ladiwala
Director of Indirect and
International Channels
Constant Contact
Joe Burke
CRM Systems Director
Constant Contact
Sharing Customer Successes

4. Got Questions?
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presentation content for reference

5. The Partner Challenge – Questions To Ask Yourself
How can business effectively recruit, train, and motivate external partners ?
Channel Visibility How can we understand activity and performance ?
Technology Support Is there a technology platform for partners?
Go To Market Integration Connecting partners to marketing and product teams
Partner Productivity What additional services can we provide ?
Channel Feedback Moving from one way to two way communication

6. Community Cloud Delivers on Full Partner Lifecycle
Keeping partners connected
3
Channel Visibility
and Insight
CRM Data and
Business
Processes
2
Partner
Recruitment and
Enablement
1

7. Partner
Recruitment and
Enablement
1
Key Features and Benefits
Keeping partners connected
Recruit partners directly on your website and
onboard them using the community
Enable partners to sell more effectively by
providing them the tools to be more productive
• Access to Sales Presentation, Pricelists
• Partner Focused Knowledge Base
• Ability to Collaborate and Ask Questions
• Learning Management System (LMS)
Integration

8. Partner
Recruitment and
Enablement
CRM Data and
Business
Processes
1
2
Key Features and Benefits
Keeping partners connected
One unified platform means partners can
participate in your business processes, work on
CRM data like opportunities & leads (or any
object).
Providing tools that make partners more
productive is the key to success and adoption.
Instead of over burdening them with data entry
the focus should be on optimising existing
processes

9. As a business you get instant visibility into
updates made by partners which drives efficent
pipeline, forecasting rigor and streamlined
processes for frequent tasks like discount
approval
Key Features and Benefits
Keeping business connected
3
Channel Insight
and Visibiltiy
CRM Data and
Business
Processes
2
Partner
Recruitment and
Enablement
1

10. Communities Connecting the Partner Ecosystem
Increased Channel Sales
Providing tools and a
community where partners
are more effective drives
results and adoption
Channel Insight
Gain visibility into the Accounts
and Opportunities your partners
are engaged on
Customer Service
Partners can deliver an
enhanced service
experience
Interactive Brand Experience
Extend online brand with
personalised partner experience
Aligned Ecosystem
Partners become more
connected to your business
Extended Business Process
Discount Approvals, Market
Development Funds, Pricing
Calculators drive Partner
Productivity

11. A customer journey with Dexter + Chaney
Transforming Partner Relationships
Helping Construction Companies Grow

12. More than 20 years of technology advancement
Setting the standard
• Seattle-based software developer
• Spectrum® Construction Software — cloud-
based, mobile friendly
• Business management solutions for all aspects of
the business
• Thousands of leading contractors rely on Dexter +
Chaney solutions

13. A roadmap to success with Community Cloud
Building a Strong Foundation
Before
• Email notification of
leads
• Automated sharing
only if partner used
Salesforce
Now
• Sharing leads
through partner
community
• Mostly a one-way
communication —
us to them
Tomorrow
• Build two-way
communication
• Share documents
and reports
• Create an
interactive
community of
partners

14. What were the business goals?
Connecting internal and external teams in real time
Two-way channel
communications
1
Timely lead
delivery
2
Complete and
accurate funnel
management
3
Lead registration
process
4
Accurate and
consistent quotes
and pricing
5

15. Our Community Success
A connected channel reaps big benefits
Improved channel
communication
Up-to-date sales materials,
less confusion, and
increased customer upsell.Easier lead registration
Real time system, reduced
channel conflict
Faster lead delivery
Real time delivery, more
responsive prospects,
increased conversion rates
Consistent quoting
Improved accuracy, reduction of
errors
Improved funnel management
Real time metrics, increased board
satisfaction

16. Real-Time Metrics
Everyone reads from the same page

17. Easier Funnel Management
Taking advantage of opportunities when they happen

18. Dynamic Quote Generation
Going from prospect to profit faster

19. Leading the Way
More than 650K customers and growing
© 2015 Constant Contact, Inc.

20. Connections are Key to Our Business
The Solution Provider Program at Constant Contact
Leads
• Lead Sharing
• Marketplace
• Services Customers
Resources
• Dedicated Account Managers
• Sales, marketing and support
• Custom Services Outsourcing
Growth
• Solution Provider Certification
• Services Delivery Guides
• Partner Portalhttp://www.constantcontact.com/solutionproviders
© 2015 Constant Contact, Inc.

21. Why Community Cloud?
Partners used multiple applications to interact with Constant Contact
Developer Resources
© 2015 Constant Contact, Inc.
Welcome, Betty
Reporting Marketing Resources Marketplace

22. Why Community Cloud?
Too many systems — hard to have a 360-degree view
Didn’t scale
Didn’t allow us to identify and help the most
engaged Partners
Didn’t enable us to have the conversations we
really wanted to have with partners
© 2015 Constant Contact, Inc.

23. Deploying Community Cloud
The choice is easy: Top 5 Reasons
http://partners.constantcontact.com
1. Consistent with our CRM platform
2. In-house expertise
3. Availability of consulting partners
4. Scalable & secure
5. Ability to directly configure and customize
© 2015 Constant Contact, Inc.

24. Business Requirements Meet Technology Needs
Salesforce helps put all the pieces together
© 2015 Constant Contact, Inc.
LMSSales Cloud
Lead Passing
SSO
Communities
Custom
UI/UX & Process

25. © 2015 Constant Contact, Inc.
Constant Contact Partner Community

26. Marketing Assets
Provide a searchable library for easy access
© 2015 Constant Contact, Inc.

27. Learning Management System Integration
Connect partners with certification materials
© 2015 Constant Contact, Inc.
I’d like to expand
my Constant Contact
knowledge

28. 28
© 2015 Constant Contact, Inc.
Service Customers: Enable Partners to Perform Service Delivery
Enable partners to support customers directly

29. On the Horizon
Targeted marketing for partners
© 2015 Constant Contact, Inc.

30. Connecting internal team with Partners
A 360-degree view for easier management
© 2015 Constant Contact, Inc.

31. Metrics for Success
Stronger partner relationships help grow business
© 2015 Constant Contact, Inc.
• Over 650,000 logins since we launched in mid 2014
• 140% increase in the number of engaged partners
• 35% increase in the number of master certified partners
• 30% increase in the number of customers being brought in by partners since 2013
• 10% increase in the average number of customers being managed by partners

32. What’s Next
Continue to engage partners and grow our channel
© 2015 Constant Contact, Inc.
• Partner Engagement
• e.g. Social collaboration between partners
• Partner Productivity
• e.g. Insights for partners by providing actionable reporting
• Partner Growth
• e.g. Incent partner activities using MDF
….which will grow the Constant Contact partner channel

33. Looking Back — Moving Forward
Lessons learned on the road to success
© 2015 Constant Contact, Inc.
• Manage Scope
• Don’t compromise on UI/UX
• Ensure alignment of IT and the Business
• Empower and work as a cross functional team
• Communicate and manage expectations (of partners, as well as internal teams)

34. Thank you