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© 2013 Channelinsight Proprietary & Confidential
How To Grow Channel Sales Using Salesforce Communities
© 2013 Channelinsight Proprietary & Confidential
Channelinsight Jeremy Miller – Sr. Director Product Management
salesforce.com Adam Hanin - Sr. Director Industry Solutions High Tech
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Become a Customer Company: Connect to Your Customers in a Whole New Way
Business Success Involves a Complex Ecosystem
Customer
Services Partner
Agent
Reseller
Prospect
Dealer
Supply Chain Partner
Vendor
Broker
What if you could re-imagine every business touch point, connecting your business data with the
power of social in a single experience?
communities
for Sales for Marketing for Service for Any Experience
Joint marketing and selling
Partner recruitment
and education
Deal management
Customer self-service
Collaborative case
resolution
White-glove premium communities
Campaign management and alignment
Centralized agency
management
Prospect engagement
Products treated as community members
Product co-creation
with customers
Intranet replacement with social experience
Connect Business Data and Social to Every Customer, Partner, & Employee Experience
Community 1: Self-Service Community
Community 2: Partner Community
Community 3: Company Community
Community n: Any Community
Business Data
Cases
Unify Multiple Communities and Share Business Data with a Single Platform
Community 1: Self-Service Community
Community 2: Partner Community
Community 3: Internal Community
Community n: Any Community
.
Salesforce Sets a New Standard for Online Communities
Social Collaboration
Branding & Customization
Business Processes
Mobile Access
Security & Reliability
Social Intelligence
Users Belong to Multiple Communities with Single Sign-On
Single Platform unifies internal, customer, and partner communities Membership in multiple communities Seamlessly toggle between communities in a single UI Support multiple auth providers including SAML, Facebook and Google
Extensible Publisher Makes Feed Hub for Productivity
Enterprise Class Sharing Model Enforced Throughout
Data: Internal-External Post Data: Internal Only Post
CMS Provides a Tailored Experience
Design and publish websites, social pages, and mobile experiences Visual studio to build pages, templates, navigation, and style sheets Easy import tools for users to contribute text, images, and data Ability to add both CMS and Salesforce content
eMail and Marketing Automation
LMS
TPM
POS
CPQ
Contracts
Incentives
ISVs
Mapping
Communicate
Add Depth and Richness to Your Program With Salesforce ISV Partners
Recruit
Co-Market
Collaborate
Sell & Service
Measure
Manage
Build Community
© 2013 Channelinsight Proprietary & Confidential
Grow Your Channel With Communities
© 2013 Channelinsight Proprietary & Confidential
Channel Portals
• So partners can register deals • So everyone can track the progress of the
deals • So they can collaborate to get the deals done
– Inventory, pricing, training
• So partners can be motivated by quotas and rebates
© 2013 Channelinsight Proprietary & Confidential
Salesforce Communities
• Extend their CRM for their portal needs • Collaborate with internal reps • Stick with a process the business knows
© 2013 Channelinsight Proprietary & Confidential
Communities in the channel
Communities help drive channel sales • Partners can register opportunities • Manufacturers and partners can collaborate
on those deals • Chatter to discuss roadblocks and get
status updates • Work together on pricing • Training and marketing collateral
© 2013 Channelinsight Proprietary & Confidential
Sharing Performance Information
Channelinsight shows partners their performance in Communities
• Show the right data to the right partners quickly • Load point of sale automatically and share
with the appropriate users • Sales reps and channel partners see the same
sales information • Work together to address problems early
© 2013 Channelinsight Proprietary & Confidential
Channelinsight in Communities
• Add features to Sales Cloud and Communities out of the box
• Eliminate the need to create a point of sale and inventory data loading process
• Automate data sharing security • Automate chatter alerts for new customers, large deals,
upsale opportunities • Automatically close the loop on opportunities to reduce
manual entry • Automate error handling so partners maximize payout
and you get the information you need
© 2013 Channelinsight Proprietary & Confidential
Demo
© 2013 Channelinsight Proprietary & Confidential
Key Takeaways
• Salesforce Communities is a platform for your portal needs
• Performance Content, such as that provided by Channelinsight, helps you collaborate with your partners to grow sales
• Look for solutions that help with key functionality such as sharing rule security and account matching
© 2013 Channelinsight Proprietary & Confidential
Questions?
Jeremy Miller Email: [email protected]
Learn More: Web: www.channelinsight.com
Blog: http://blog.channelinsight.com/blog
LinkedIN: http://www.linkedin.com/company/channelinsight
Twitter: https://twitter.com/_Channelinsight
Facebook: https://www.facebook.com/Channelinsight