Get real-time visibility into the status of partner-owned opportunities while empowering partners with direct access to price books and opportunity information. Salesforce is the single place for updating deal information, tracking milestones, and recording all opportunity-related interactions.Put an end to competitive issues and conflicts in your channel sales and earn partner loyalty and better deals. Distributing the right leads to the right partners and measuring success is a critical element in channel programs and partner success.A best practice for rapid channel growth is to enlist partners to bring new business to you through a deal registration program. This involves partners registering new deals to you, and in return, they gain program benefits such as additional margin.
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PRM
Process Maps – Winter ‘08
Maximize Revenue with Indirect Sales – Deal Registration
A best practice for rapid channel growth is to enlist partners to bring new business to you through a deal registration program. This involves partners registering new deals to you, and in return, they gain program benefits such as additional margin.
Direct vs. Indirect Leads
Lead Quality by Source
Top Partners
Deal Registration Program • Vendor creates a deal g program registration p g • Vendor communicates its benefits and requirements Partner Sources the Lead • Run marketing campaigns to generate leads • Uncover an opportunity with an existing customer Partner Qualifies the Lead • Current situation • Product of interest • Time frame Partner Registers the Deal • S b it via the partner portal Submits i th t t l • Submits via Salesforce-toSalesforce connection The Partner will receive an autoresponse email confirming that the deal has been received and that they will hear back within 48 hours
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Gain Better Visibility into Your Channel – Deal Registration
Get real-time visibility into the status of partner-owned opportunities while empowering partners with direct access to price books and opportunity information. Salesforce is the single place for updating deal information, tracking milestones, and recording all opportunity-related interactions.
Deal Status
Sales by Partner
Indirect vs. Direct Sales
Partner Scorecard
Channel Manager Is Notified • Vi the partner portal Via th t t l • Via Salesforce-to-Salesforce
Channel Manager Reviews Queries th d t b for i ti deals • Q i the database f existing d l
Deal Is Approved
Partner Works the Deal • Sales cycle • Negotiation
Partner Closes the Deal • Submit proof of performance • Receive additional margin credit
• Time frame is set
• Confirms all the information is complete
Re-Submit the Deal Partner may want to resubmit the deal with additional information
Rejects the Deal If the deal already exists or the information is not complete, the channel manager rejects the deal p p and provides an explanation
Time Frame Expires If the time frame expires, the partner has to resubmit the deal or file for an extension
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Maximize Revenue with Indirect Sales – Lead Distribution
Put an end to competitive issues and conflicts in your channel sales and earn partner loyalty and better deals. Distributing the right leads to the right partners and measuring success is a critical element in channel programs and partner success.
Direct vs. Indirect Leads
Lead Quality by Source
Top Partners
Lead Referral Program Vendor Sourced Lead • Vendor creates a lead p g referral program • Vendor signs up lead referral partners • Run marketing campaigns to generate leads • Uncover an opportunity with an existing customer Vendor Qualifies Lead • Current situation • Product of interest • Time frame Channel Manager Maps Lead to Partners • Specific rep • Specific partner • Group of partners: shark tank
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Gain Better Visibility into Your Channel – Lead Distribution
Get real-time visibility into the status of partner-owned opportunities while empowering partners with direct access to price books and opportunity information. Salesforce is the single place for updating deal information, tracking milestones, and recording all opportunity-related interactions.
Deal Status
Sales by Partner
Indirect vs. Direct Sales
Partner Scorecard
Partner Is Notified • Trigger an email notification • Log in to see new leads
Partner Accepts the Lead • Confirm they want the lead
Partner Works the Lead • Requalifies the lead • Confirms interest
Partner Works the Deal • Sales cycle • Negotiation Time Frame Expires If time expires, the channel manager can p o de a a age ca provide an extension or re-distribute the lead to another partner .
Partner Closes the Deal
• Submit proof of performance • Receive additional margin credit