Adoption is a universal channel dilemma

1. Adoption is a universal channel dilemma Best Practices in Partner Adoption

3. But adoption is not a challenge for all companies

4. Balance your carrots and sticks to optimize results and drive adoption What�s in it for the partner? Qualified leads Campaign history Enriched data Incentives Support How does claw back work? Spend time on this slide This is what you do and how you do itHow does claw back work? Spend time on this slide This is what you do and how you do it

5. 10 things you can do to improve adoption Publish leader boards Define the right metrics Email your partners performance with dashboards Provide workflow aids Forward qualified leads with campaign detail Make your content easy to find Give your partners a voice Integrate to your partners� own systems Leverage MDF Share customer data

6. Define clear metrics of success and publish channel manager leader boards

7. What are you measuring and are reports getting in the right hands?

8. Put the right reports in the hands of channel managers and channel executives

9. Measure and track productivity by partner

10. Know which partners are participating See me in the context of an averageSee me in the context of an average

11. Email your partners performance dashboards Schedule dashboards to be emailed to top partners http://blogs.salesforce.com/analytics/2008/01/scheduled-and-1.htmlhttp://blogs.salesforce.com/analytics/2008/01/scheduled-and-1.html

12. Drive process and productivity improvements with workflow

13. Go deep in your process flow to find out where it makes sense to use workflow

14. Give partners what they need when they need it with workflow and libraries

15. Forward qualified leads to your partners and be clear on terminology Inquiry: every response � solicited or unsolicited Lead: every company you target - with complete data appended Qualified Lead: A lead which has passed a qualification conversation Opportunity: A qualified lead which has been accepted into the partner rep�s sales pipeline Have a common vocabulary Work on this with your partners!! Don�t send incomplete lead records Don�t let leads be �reviewed� by direct sales first For medium and large business leads � qualify!!! For small business leads, don�t qualify, but augment the data If you wouldn�t give it to your direct team, don�t give it to your partners When lead quality goes up, volume WILL go down Ensure that your partners know what an A, B and C lead is Inquiry: every response � solicited or unsolicited Lead: every company you target - with complete data appended Qualified Lead: A lead which has passed a qualification conversation Opportunity: A qualified lead which has been accepted into the partner rep�s sales pipeline Have a common vocabulary Work on this with your partners!! Don�t send incomplete lead records Don�t let leads be �reviewed� by direct sales first For medium and large business leads � qualify!!! For small business leads, don�t qualify, but augment the data If you wouldn�t give it to your direct team, don�t give it to your partners When lead quality goes up, volume WILL go down Ensure that your partners know what an A, B and C lead is

16. Provide campaign history on your account and customer details Consider the following: 1.� Add a campaign to a lead to track ROI 2.� Create an opportunity from a campaign 3.� Drill down on the campaign to view summary reports 4.� View HTML email status history on leads 5.� Search on campaigns 6.� View campaign hierarchies

18. Democratize Feedback from your Community Give your partners a voice and your partners loyal Give your partners a voice and your partners loyal

19. Enable partners to share data directly from their own Salesforce CRM system

20. Each party elects to opt in and opt out of sharing Vendors and partners define rules of engagement

21. Collaborative marketing planning and program funding is a great way to drive partner adoption Get the process right!

22. How to Make your Partners as Good at Marketing as your own Marketing Department? Key lessons learned: Marketing fund requests should be tied to business plan objectives Funds should be discretionary Train your partners on being great marketers Provide a library of marketing template Showcase successful partner marketing programs Make guidelines clear Send reminder messages before funds expire Marketing plans should include: goal, objective, target audience, general tactics

23. Share customer data with your partners Publish a yellow pages of customer accounts Make it clear to your partners who to go after

24. 10 things you can do to improve adoption Publish leader boards Define the right metrics Email your partners performance with dashboards Provide workflow aids Forward qualified leads with campaign detail Make your content easy to find Give your partners a voice Integrate to your partners� own systems Leverage MDF Share customer data