Leveraging Deal Registration to Drive Channel Loyalty Programs

Leveraging Deal Registration to Drive Channel Loyalty Programs Frank Defesche, Salesforce.com Errett Kroeter , Lantronix, Inc. Ernie Megazzini , Network Physics, Inc. Track: Channel Executives

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

Partner Channels Are a Significant Opportunity Indirect Sales (70%) Direct Sales (30%) Source: U.S. Bureau of Labor Statistics, 2005; The Gartner Group, 2002 5 Million Salespeople in High Tech, Manufacturing and Distribution (U.S.) Revenue Breakdown by Channel For High Tech, Manufacturing, & Consumer Goods Channel Size Comparison

Key Business Issue is Achieving Channel Sales Goal VP Sales and Channel Sales are frustrated with channel program Lack of Visibility ,[object Object],[object Object],[object Object],Ineffective Channel Selling ,[object Object],[object Object],[object Object],[object Object],Challenges to Maximizing Channel Sales

“” We work closely with vendors that have tools that are easy to find and use on a day to day business.” Reseller Partner Bottom line Ease of doing business More qualified Leads Cash flow Partners Are Struggling Too What keeps partners up at night?

Partner Adoption ,[object Object],Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Benefit: Future revenue streams Lead 1 Lead 2

Funny Money and Loyalty Discretionary Marketing Funds ,[object Object],[object Object],[object Object],[object Object],[object Object],Non-Discretionary ,[object Object],[object Object],[object Object],[object Object],What drives partners today? Rebates? Coop? MDF? Special Pricing?

Deal Registration ,[object Object],[object Object],[object Object]

Optimized Channel Coverage and Partner Loyalty Deal Registration Reject Deal Registration Review Deal Registration Find Duplicates Approve Create Account, Contact, and Opportunity Workflow Rules are Triggered Leverage Record Types, Layouts, Field-level security Channel Manager Reviews Submitted Deals Convert to Opportunity No Duplicates Exist Assign Sales Team Extended Sales Team Send Notifications Workflow Alert to Sales Team Partner Submits Proof of Performance Claim Send Notification Channel Manager Action Partner Action

Best Practices in Action ,[object Object],[object Object]

Errett Kroeter Director, Worldwide Channel Marketing [email_address]

Lantronix At A Glance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: IT Networking EMPLOYEES: 200 GEOGRAPHY: Global PRODUCT(S) USED: SFA, PRM, 3 AppExchange applications # USERS: 50 “ Every 10 Business Seconds-- Lantronix Network Enables Another Device”

Key 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]

The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS

Results ,[object Object],[object Object],[object Object],[object Object],[object Object]

Lantronix PRM Implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ernie Megazzini Senior Director Channels & Alliances [email_address]

Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Network Management Appliance & Insight 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 and Customers Financial Health Care Manufacturing Retail Technology Media & Internet Partners

Key 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],[object Object],[object Object]

The Solution ,[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],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS

Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Demo ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

ERRETT KROETER Director, Worldwide Channel Marketing ERNIE MEGAZZINI Senior Director Channels & Alliances QUESTION & ANSWER SESSION

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 159, #### For example, “ Session 123, 5555 ” Session ID: 159 Session ID # Scores for 4 categories SMS Voting powered by:

Leveraging Deal Registration to Drive Channel Loyalty Programs

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Leveraging Deal Registration to Drive Channel Loyalty Programs