Channel Management Best Practices

Dean Darwin VP North American, F5 Networks Elay Cohen Sr. Director Product Management PRM Business Unit Salesforce.com Channel Management Best Practices Keynote

What Does it Mean to Not be a Tommy Boy? ,[object Object],“ Channel must be able to sell on their own with the latest competitive analysis and company positioning.” “ Channel must feel “connected ” to the vendor to build loyalty and knowledge.” “ Channel must have instant access to latest vendor marketing programs.” “ Channel must be able to easily utilize channel programs like lead forwarding, MDF, and Deal Registration.” “ Channel should be part of an overall business plan .”

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

The History of PRM ,[object Object]

F5 Drives 90% Revenue Through Channel ,[object Object],[object Object],[object Object],Leading provider of products and services for application delivery networks

F5 Challenged with Channel Conflict and Visibility We looked ourselves in the mirror and said, 'We call ourselves channel-friendly. Are we really putting skin in the game?' ,[object Object],[object Object],[object Object],[object Object],[object Object],” “ — F5 Networks

F5 Gives VARs an Edge ,[object Object],[object Object],[object Object],[object Object],[object Object]

F5 Drives More Business to Partners ,[object Object],[object Object],[object Object],[object Object],We get more leads, more scope, and support to work the deal and, ultimately more business at a better margin . . ” “ — David Lesser, President and CTO, Nexum, an F5 partner

Our Mantra Is Partner Loyalty ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Further Differentiation and Channel Success ,[object Object],[object Object],[object Object],[object Object],[object Object]

F5 Collaborates With Channel For Higher Sales With our partners, we are now able to deliver the best solutions to our joint customers. “ ” Dean Darwin VP North America Channels, F5 Thanks Dean!

In closing… Don’t be this guy….

This Is What The Channel Is Saying

Channel Experts Share Their Secrets Partner Adoption Strategies Lead Management Channel Manager Adoption Partner Profiling Channel Conflict Global Program Management Recruitment Strategies Funny Money and Loyalty Program Personalization Process Help and Benefits 1 3 2 4 5 6 9 8 7 10

Partner Adoption ,[object Object],Business Planning Tools Qualified Leads Deal Registration Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Segment and Target Benefits 1 Lead 1 Lead 2

Channel Manager Adoption ,[object Object],Recruit Partners Manage My Partners Partner Scorecards & Dashboards Collaborate with Partners My Channel Program 2

Measure Channel Success ,[object Object],My Channel Program Dashboards Channel Sales Performance Deal Registration Recruitment Budgets Funds & Claims Usage Partner Marketing ROI 3

One Pipeline. One Application. One Salesforce. ” — VP of sales, Webtrends Our partners are now part of our sales force. “ My CRM My SFA Complete Visibility High Adoption Complete Partner Lifecycle Functionality Reduced Channel Conflict My PRM

Adds the Power of AppExchange! Install AppExchange apps to your portal Share any custom process or object Share Custom price books and products Related lists and attachments for partners Notes and activities for partners Streamlined partner account management Configurable email templates

The PRM Directory ,[object Object]

POS & Inventory Application Available Now ,[object Object],[object Object],[object Object]

The Road Map for Channel Success CRM Applications User Experience Sales Force Automation Partner Relationship Mgmt Marketing Automation Service & Support Analytics Enabling Integrated Sales Channel Management On-Demand

What’s Ahead Of You At Dreamforce ,[object Object]

The Community is Growing…Be a Part of It

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Channel Management Best Practices

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Channel Management Best Practices