The document outlines best practices for building an effective closed loop lead distribution program. It recommends starting with a pilot program, finding channel manager evangelists, establishing a program office, balancing incentives for partners and vendors, communicating expectations, defining reporting requirements, qualifying leads, and ensuring the program is easy to use. It also stresses the importance of getting the process right from the beginning and measuring various metrics to track performance and ROI.

1. Building A Best Practice Closed Loop Lead Distribution Program Elay Cohen Sr. Director Product Management

3. Lead programs are a challenge for vendors and partners Bad data Poor reporting Quality of leads No forecast integration No ROI Usability No way to track performance

4. Baptie and CMP learned that all parties are dissatisfied Channel Is Not Impressed With Sales Opportunities or Leads

5. Lead Management best practice methodologies Start with a pilot scope Find your channel manager evangelists Establish program office Balance the carrot and stick Communicate and set expectations Define reporting requirements Get your process right 1 3 2 5 6 7 8 Qualify your leads first 4

9. 3. Get the process right from the beginning. Here is an example of a high tech company’s lead process.

11. 4. Source qualified leads Map key words to the sales process and make advertisements relevant

17. 7. The anatomy of a successful partner facing portal Brand Accept Leads My top lead lists My Stats Help and Search Lead In Box

18. 7. The anatomy…continued Clear communication Clear help Leads are qualified

20. 8. Don’t underestimate the time needed to build the right reports

21. 8. Track revenue contribution by partner Deal size Close rates Partner performance Historical performance Partner pipeline New customers Leads by product

22. 8. Measure and track productivity by partner Time to route Time to accept Time to qualify Time to close Aging trends Conversion rates

23. 8. Know which partners are participating Leader boards Login activity Lead create trends Adoption statistics Follow-up activity

24. 8. Know how you’re marketing spend is doing Marketing ROI Partner contributions Budget status Unclaimed funds Campaign performance

26. Lead Management best practice methodologies Start with a pilot scope Find your channel manager evangelists Establish program office Balance the carrot and stick Communicate and set expectations Define reporting requirements Get your process right 1 3 2 5 6 7 8 Qualify your leads first 4

27. Comprehensive on-demand business services

29. Customers are signing up and quickly realizing ROI

30. Questions Elay Cohen 415 518 6732 [email_address]

31. Next Steps: For more information about Salesforce PRM Please contact Elay Cohen, 415.518.6732, ecohen@salesforce.com New to salesforce.com? Sign up for a Free 30 Day Trial of Salesforce at: http://www.salesforce.com Introductory Pricing, Product Demos, Case Studies, Events http://www.salesforcePRMevents.com Existing salesforce.com customer?