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Managing Direct and Indirect Sales Seamlessly

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					Managing Direct and Indirect Sales Seamlessly

         Track: Channel Executives


                       Jeff Zobrist, Siemens PLM Software
                       Elay Cohen, Salesforce.com
      Elay Cohen
VP Industry Marketing
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-
looking statements including but not limited to statements concerning the potential market for our existing service offerings
and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or
uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results
expressed or implied by the forward-looking statements we make.

The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in
our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our
service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain
profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating
history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to
release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of
the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective
tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and
interest rates.

Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-
K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These
documents are available on the SEC Filings section of the Investor Information section of our website at
www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-
looking statements, except as required by law.
Agenda

  Challenges Today
  Siemens Business Overview and Go to Market
  System Overview & Highlights
  Results
  What’s Next
  Q&A
Top 50 All Ranked Visibility As Number One Reason
For Implementing Salesforce




      Channel Forecasts                    Deals

      How do I know what’s       What deals are my partners
      going on in my channel?             chasing?




        Coverage Models              Channel Conflict
  How do I know who is going    How do I mitigate channel
      after which markets?               conflict?
The Holy Grail For Top Executives with Channels


Visibility Across Direct
 & Indirect Channels

  Integrated dashboards
 across direct and indirect
         channels


  Account and Deal
    Collaboration

    Deal registration
Lead & opportunity sharing
Getting There Isn’t Easy

 1. Executive commitment
 2. Define rules of engagement
 3. Reward collaboration
 4. Educate and train direct reps, partner manager, and
    partners on go to market
 5. Don’t be afraid to share
Integrated CRM and PRM Reduces Channel Conflict
and Drives Sales Collaboration




      Connect with    Collaborate to drive   Use Community to
      your partners     more business          drive loyalty




          Manage Direct and Indirect
The Standard For Channel Management



~25,000      ~20,000         ~16,000     ~9,000   ~3 000




           Dell’s Partner Portal is as
          easy to use as Amazon.com



            …Is the Facebook of the
                 enterprise……
Deployed Direct and Indirect Sales Tools in 90 days


 Accelerated revenue and profitability
 growth for partners

 Full visibility to partner sales activity

 Live in 90 days




                               “    Some of our top partners have
                                     seen 38% growth year over
                                     year since launching Salesforce
                                     Partners.
                                               ”
                 Jeff Zobrist
Director, Global Solution Partner
           Program & Operations
All About Siemens PLM Software, Inc.

                  Siemens PLM Software
                  (Product Lifecycle Management)

                  Global applications for companies to better
                  manage innovation through product design,
                  testing, and manufacturing, and recycling

                   •   INDUSTRY: Enterprise Software
                   •   EMPLOYEES: 8,700
                   •   GEOGRAPHY: Global
                   •   # USERS: >1,000 Internal Users / >1,500 Partner
                       Sales Rep Users
                   •   PRODUCT(S) USED: SFA, PRM, 2 downloaded
                       AppExchange applications, custom integrations
Siemens AG – a global enterprise
Sales: 72.4 billion Euro1), employees: 398,000 (FY 2007)


   Energy Sector                    Industry Sector                Healthcare Sector
Sales: ~ 20 billion Euro          Sales: ~ 40 billion Euro        Sales: ~ 11 billion Euro




                           Business activities in 180 countries

                                264 manufacturing sites

                         Research & Development Statistics
          € 3.4 billion R&D in fiscal 2007    7,900 inventions in 2007
          32,500 R&D employees worldwide  50,700 active patents
          17,500 software engineers
                                                                                 1) continuing operations
Siemens PLM Software Solutions
employees: 8,700, customers 52,000




            Transforming the Process of Innovation
Siemens
The Strategic Industrial Software Provider




                             Industrial Software Platform
Managing Direct and Partner Sales
        “Seamlessly”
Why Do Companies Leverage Partners for
Collaborative Sales?

    MASS MARKET COVERAGE                      FASTER TIME TO MARKET


        Partners influence >70% FIXED
  SERVICE DELIVERY CAPABILITIES
                                SCALE WITHOUT SCALING
                                           COSTS
         of the Software revenue
                                ALIGN WITH CUSTOMER BUYING
         in the Top 10 Enterprise
   ACCESS TO SPECIFIC MARKETS
                                           HABITS

           Software
    ALIGNMENT WITH PROMINENT Companies.
                                  HIGH-TOUCH AFTERMARKET
           VENDORS                                    SUPPORT
                 Source: 2008, IDC & company statements

    INCLUSION IN INTEGRATED
                                        PRESERVE MARKET STAYING POWER
          SOLUTIONS

                                                          Source: IPED, IDC,& Siemens
The Seeds Of Conflict …

                                     Partner
     Direct Sales                                                Partners
                                    Managers
 • Sell Software … Meet        • Sell Software … Manage   • Solve Customer
   Customer                      Territory Performance      Problems
   Requirements                • Trusted Advisor for      • Drive profitable services
 • Measured by Quota             Partner                    by selling Software
   Attainment                  • Measured by Quota        • Measured by Profit
                                 Attainment                 Performance



                          It should not be a question of
                          who the account belongs to …
                          It’s a question of how we
                                 work together.
                                                                Source: IPED & Siemens
Different “Views” of Conflict …
     Direct Sales         Partner Manager              Partner
 • “Partners get in       • “Partners don’t      • “Vendors steal
   the way and either       follow through on      deals and interfere
   mess up the deal         revenue                with my customer
   or slow the sales        commitments or         relationships”
   cycle”                   meet quota goals”    • Wrong Response:
 • Wrong Response:        • Wrong Response:        Keep vendors in the
   Go around the            Take a deal from       dark and sell in a
   partner to close the     one partner and        vacuum
   deal faster              give it to another   • Right Response:
 • Right Response:          partner                Engage the vendor
   Engage the partner     • Right Response:        early … leverage
   early … execute a        Enable the             all available
   collaborative sale       partners to            resources
                            execute



                                                      Source: IPED & Siemens

                                    19
Siemens PLM Software
Managing Sales Conflict




                          20
Global Sales Model
Direct Sales & Partner Alignment




                                                                                     Alliance Partners
                                              Direct Sales
   ENTERPRISE




                      Named Account
                      SI Partner Teaming
                            Channel
                              Sales




                                                                                                                 Volume Channel Partners
                          by Invitation                        Aligned by Industry
                                              Direct Sales




                                                                                     Solution Channel Partners
                        Territory Sales
                                                                  Partner
   SMB / MID MARKET




                      Aligned by Territory
                        Channel Sales                        Deal Registration
                       Deal Registration

                       Channel “Hard Deck"


                        Channel Sales
                       Aligned by Territory
                            & Industry                       Serviced by Partners
                           /Application
                             Specialty
Integrated CRM/PRM Strategy
Single, Global Tool & Process

 “Partner HR”              SFA / CRM             Sales Portal

 Partner accounts         Customer Accounts     Leads
 Partner contacts         Customer Contacts     Opportunities
 Leads                    Opportunities         Accounts
 Partner recruitment      Leads                 MDF
 Contracts / Discounts    Dashboards            Channel Plans
 Budgets                  Reports               Activities & Tasks
 Channel plans            Activities & Tasks
 Certifications
 Dashboards
 Reports
 Activities & Tasks


Partner Managers           Direct Sales &            Partners
                          Partner Managers
Use The Tools … Respect The Rules
Complete Visibility Across The Organization


  Executive Mgt                                         Partner
                        •   Sales Collaboration        Managers
                        •   Account Management
                        •   Territory Management
                        •   Lead Distribution
                        •   Opportunity Management
                        •   Pipeline Development
  Sales Managers        •   Forecasting

                            Direct Sales Reps
                                                     Partners
Use The Tools …
Complete Visibility of the Partner Business

                              Training & Cert.
                                                          Leads & Deal Reg.
Partner Account
  Master Data

                              Business Plan      Dashboards        Opportunities
       Partner                                                 Pricing & Order Entry
      Contacts
                        Business Objectives                        Forecasting
       Webkey
                                     Contracts
                                    Discounts            Partner Sales Portal

           MDF                     Compliance                  Accounts
   (Budget, Request, Claim)
                                                              Collaboration
Collaborate …. Direct and Indirect
Account Visibility
 >1.7 M Accounts
   – D&B information
   – Detailed account
     information
   – Account hierarchy
   – Opportunities they
     are working
     (private)

 Account owner
  collaboration
 Territory management
 Reduced channel
  conflict
Collaborate … Direct and Indirect
Opportunity Visibility
 Track sales team
  members and access
 Track Alliance partner
  involvement and next
  steps
 Channel Deal
  registration detail
  tracking
 Track Channel Partner
  involvement and next
  steps
Collaborate …. Partners Empowered to
Register Opportunities

 1.Search global
   account list

 2.Register Opportunity

 3.Siemens approves
   and convert to
   approved “deal
   registration”

 4.Collaborate and
   Close business
Collaborate … Single, Enhanced Opportunity
Page for Sales Efficiency

 Same view for Direct
  and partners
 One view of sales
  cycle and next steps
 One pipeline &
  forecast
 Integration to partner
  portal for marketing
  info
 Integration to SAP
  for pricing,
  quote, and
  order
Collaborate … Beyond Sales
MDF and Business
Planning

 Partners and Partner
  Managers collaborate
  on a single, simplified
  format
We Gained Visibility and Business Insight

 Global consistency and
  predictability
 Better leverage of
  upstream data
  (Marketing/telemarketing)
 More accurate and timely
  downstream order data
  (SAP)
 Monitor and track partner
  business, partner sales
  capacity, and partner sales
  productivity
We are Driving Results
  Sales Execution and Focus
    – Increase of 25% in overall pipeline size
    – Better executive focus on key deals –> higher
      win rates
    – Collaboration reduces sales conflict earlier in
      sales cycle
    – Managers coach and talk strategy
    – Improved sales forecasting accuracy

     Improved direct sales & partner
      satisfaction                                      Accelerated Revenue &
                                                         Profitability Growth
    – Global consistent processes
    – Simplified ease of doing business                  Increased Customer
  More accurate and timely data                             Satisfaction
Where We Are Headed

  Forecasting
  Order entry (SAP)
  Marketing automation (Eloqua)
  Training university (Saba)
  Community
  Salesforce to Salesforce
My Heros: Jeff, Michelle, Helena, Janti




Jeff Hunsaker         Michelle Nixxon            Helena Peace               Janti Tang
 Siemens PLM IT          Siemens PLM                Siemens PLM              Siemens PLM
Manager, IT Support     SFDC - Americas             SFDC - EMEA               SFDC - AP



                                 Jeff Zobrist, Director, Global Solution Partner Program &
                                 Operations says: “…this team does the heavy lifting
                                 and proves invaluable every day. They are focused
                                 and responsive to the needs of our partners and
                                 users around the globe”.
QUESTION & ANSWER



        JEFF ZOBRIST
        Director, Global Solution Partner
        Program & Operations


        ELAY COHEN
        VP Industry Marketing
My Heros: Jeff, Michelle, Helena, Janti




Jeff Hunsaker         Michelle Nixxon            Helena Peace               Janti Tang
 Siemens PLM IT          Siemens PLM                Siemens PLM              Siemens PLM
Manager, IT Support     SFDC - Americas             SFDC - EMEA               SFDC - AP



                                 Jeff Zobrist, Director, Global Solution Partner Program &
                                 Operations says: “…this team does the heavy lifting
                                 and proves invaluable every day. They are focused
                                 and responsive to the needs of our partners and
                                 users around the globe”.
QUESTION & ANSWER



        JEFF ZOBRIST
        Director, Global Solution Partner
        Program & Operations


        ELAY COHEN
        VP Industry Marketing

				
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posted:11/20/2011
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