The document discusses implementing a lead distribution program using Salesforce Partner Relationship Management (PRM) software to optimize channel revenue and management. It provides an overview of common challenges with lead management, best practices identified from customer implementations, and case studies from Segway and Proofpoint on how they overcame issues by using Salesforce PRM to automate their partner lifecycles, increase visibility into leads and opportunities, and improve channel effectiveness. Customer panelists discuss their implementations and results in increasing partner engagement and sales.

1. Lead Distribution Programs to Optimize Channel Revenue: Customer Panel Chris Gorglione, Segway Dave Crilley, Proof Point Anika Keswani, Salesforce.com Track: Channel Management

6. What We’ve Learned From Our Customers Send leads to reps not just companies Limit the number of leads Enrich the lead quality Introduce partner to customer Capture timely feedback Competitive Shark Tank Empower. Educate. Measure.

8. Chris Gorglione Product Manager Dave Crilley Director of Channel Marketing Anika Keswani Consultant Salesforce.com Moderated By:

9. Chris Gorglione Segway Product Manager http://segway.com/

15. What is Messaging Security? Enterprise SMTP, HTTP and FTP services It’s not just spam and viruses anymore! 101010101010101 0101010101010101 101010101010101 01010101010101010 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101 101010101010101 0101010101010101 101010101010101 0101010101010101010101 101010101010101 101010101010101 1010101010101010 01010101010101010 1010101010101010 01010101010101010 Inbound Threats Came First Outbound Threats Followed Spam Phishing Directory harvest Denial of service Viruses Botnets Intellectual property Corporate governance Security, privacy and compliance

17. “Home” Page Partners register new deals here, creating a new Lead. (Approved deals are converted to Opportunities). Individuals at authorized partners see their name here, and can read their organization’s Account profile record. ( Read-only access.) Partner individuals can send an email to their Channel Account Manager. Welcome message and quick links to specific content, including region-specific promotions, are right here. This is where leads from custom co-marketing campaigns will appear. If there are no current co-marketing campaigns in effect for this individual’s specific partner organization, the Lead Inbox will be hidden.

18. “Leads” Page Partners can pick available Leads from the “All Leads” view. Partners can see the Leads they’ve already picked in the “My Leads” view. Partners can make edits to their Leads, instantly viewable by their Proofpoint sales counterparts. Partners will see basic information on new leads, including company name, state/province, industry and create date. An overview of how the Leads system works. (Partners have read/write access to Leads, and read-only access to Opportunities. Following standard procedure, Proofpoint salespeople decide when to convert a Lead to an Opportunity.) NOTE : Leads and Opportunities are available to Gold, Silver and MSP partners only in the US and Canada, and to Gold partners only in APAC, EMEA, and Latin America. Leads are managed outside the portal for Japan.

19. “Opportunities” Page NOTE : Leads and Opportunities are available to Gold, Silver and MSP partners only in the US and Canada, and to Gold partners only in APAC, EMEA, and Latin America. Leads are managed outside the portal for Japan. Partners can view all their Leads that have been converted by their Proofpoint sales counterparts here. Approved deal registrations are automatically converted to Opportunities, and are viewable here, too. Unlike Leads, Partners have read only access to Opportunities.

20. “News” Page Partners can read product announcements, partner program enhancements, and other news items of interest to Proofpoint partners, worldwide

22. QUESTION & ANSWER SESSION Chris Gorglione Product Manager Dave Crilley Director of Channel Marketing

23. ” — VP of sales, Webtrends Our partners are now part of our sales force. “ My CRM One Pipeline. One Application. One Salesforce. My SFA Complete Visibility with Integrated PRM and CRM High Adoption through Customizable Portals and Branding Complete Partner Lifecycle Functionality Reduced Channel Conflict with Deal Registration and Opportunity Management My PRM

24. Add the Power of AppExchange Install AppExchange Apps to Your Portal Share Any Custom Process or Object Share Custom Price Books and Products