Channeling the Power of Partners to Scale Your Sales Organization

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Introducing Our Speakers

Niall MurphySolution ArchitectCommunity CloudSalesforce

Curt WestburgHead of SalesDexter & Chaney

Matisha LadiwalaDirector of Indirect and International ChannelsConstant Contact

Joe BurkeCRM Systems Director Constant Contact

Sharing Customer Successes

GotQuestions?DreamforceApp–BuiltonCommunityCloud!

Use the session feed to ask questions and download presentation content for reference

ThePartnerChallenge–QuestionsToAskYourselfHowcanbusinesseffectivelyrecruit,train,andmotivateexternalpartners?

Channel Visibility Howcanweunderstandactivityandperformance?

Technology Support Isthereatechnologyplatformforpartners?

Go To Market Integration Connectingpartnerstomarketingandproductteams

Partner Productivity Whatadditionalservicescanweprovide?

Channel Feedback Movingfromonewaytotwowaycommunication

CommunityCloudDeliversonFullPartnerLifecycleKeepingpartnersconnected

3ChannelVisibility

andInsight

CRMDataandBusinessProcesses

2

PartnerRecruitmentandEnablement

1

PartnerRecruitmentandEnablement

1

KeyFeaturesandBenefitsKeepingpartnersconnected

Recruitpartnersdirectlyonyourwebsiteandonboardthemusingthecommunity

Enablepartnerstosellmoreeffectivelybyprovidingthemthetoolstobemoreproductive

• AccesstoSalesPresentation,Pricelists• PartnerFocusedKnowledgeBase• AbilitytoCollaborateandAskQuestions• LearningManagementSystem(LMS)

Integration

PartnerRecruitmentandEnablement

CRMDataandBusinessProcesses

1

2

KeyFeaturesandBenefitsKeepingpartnersconnected

Oneunifiedplatformmeanspartnerscanparticipateinyourbusinessprocesses,workonCRMdatalikeopportunities&leads(oranyobject).

Providingtoolsthatmakepartnersmoreproductiveisthekeytosuccessandadoption.Insteadofoverburdeningthemwithdataentrythefocusshouldbeonoptimisingexistingprocesses

Asabusinessyougetinstantvisibilityintoupdatesmadebypartnerswhichdrivesefficentpipeline,forecastingrigorandstreamlinedprocessesforfrequenttaskslikediscountapproval

KeyFeaturesandBenefitsKeepingbusinessconnected

3ChannelInsightandVisibiltiy

CRMDataandBusinessProcesses

2

PartnerRecruitmentandEnablement

1

CommunitiesConnectingthePartnerEcosystem

IncreasedChannelSalesProvidingtoolsanda

communitywherepartnersaremoreeffectivedrivesresults

andadoption

ChannelInsightGainvisibilityintotheAccountsandOpportunitiesyourpartners

areengagedon

CustomerServicePartnerscandeliveranenhancedserviceexperience

InteractiveBrandExperienceExtendonlinebrandwithpersonalisedpartnerexperience

AlignedEcosystemPartnersbecomemoreconnectedtoyourbusiness

ExtendedBusinessProcessDiscountApprovals,MarketDevelopmentFunds,Pricing

CalculatorsdrivePartnerProductivity

A customer journey with Dexter + ChaneyTransforming Partner Relationships

Helping Construction Companies Grow

More than 20 years of technology advancementSetting the standard

• Seattle-based software developer• Spectrum® Construction Software — cloud-

based, mobile friendly• Business management solutions for all

aspects of the business• Thousands of leading contractors rely on

Dexter + Chaney solutions

A roadmap to success with Community CloudBuilding a Strong Foundation

Before

• Email notification of leads

• Automated sharing only if partner used Salesforce

Now

• Sharing leads through partner community

• Mostly a one-way communication — us to them

Tomorrow

• Build two-way communication

• Share documents and reports

• Create an interactive community of partners

What were the business goals?Connecting internal and external teams in real time

Two-way channel

communications

1

Timely lead delivery

2

Complete and accurate funnel

management

3

Lead registration

process

4

Accurate and consistent quotes and

pricing

5

Our Community SuccessA connected channel reaps big benefits

Improved channel communicationUp-to-date sales materials,less confusion, andincreased customer upsell.Easier lead registration

Real time system, reduced channel conflict

Faster lead deliveryReal time delivery, more responsive prospects,increased conversion rates

Consistent quotingImproved accuracy, reduction of errors

Improved funnel managementReal time metrics, increased board satisfaction

Real-Time MetricsEveryone reads from the same page

Easier Funnel ManagementTaking advantage of opportunities when they happen

Dynamic Quote GenerationGoing from prospect to profit faster

Leading the WayMore than 650K customers and growing

©2015ConstantContact,Inc.

Connections are Key to Our BusinessThe Solution Provider Program at Constant Contact

Leads• Lead Sharing• Marketplace• Services CustomersResources• Dedicated Account Managers• Sales, marketing and support• Custom Services OutsourcingGrowth• Solution Provider Certification• Services Delivery Guides• Partner Portalhttp://www.constantcontact.com/solutionproviders

©2015ConstantContact,Inc.

Why Community Cloud?Partners used multiple applications to interact with Constant Contact

Developer Resources

©2015ConstantContact,Inc.

Welcome, Betty

Reporting Marketing Resources Marketplace

Why Community Cloud?Too many systems — hard to have a 360-degree view

Didn’t scale

Didn’t allow us to identify and help the most engaged Partners

Didn’t enable us to have the conversations we really wanted to have with partners

©2015ConstantContact,Inc.

Deploying Community CloudThe choice is easy: Top 5 Reasons

http://partners.constantcontact.com

1. Consistent with our CRM platform

2. In-house expertise

3. Availability of consulting partners

4. Scalable & secure

5. Ability to directly configure and

customize

©2015ConstantContact,Inc.

Business Requirements Meet Technology NeedsSalesforce helps put all the pieces together

©2015ConstantContact,Inc.

LMSSalesCloud

LeadPassing

SSO

Communities CustomUI/UX&Process

©2015ConstantContact,Inc.

Constant Contact Partner Community

Marketing AssetsProvide a searchable library for easy access

©2015ConstantContact,Inc.

Learning Management System IntegrationConnect partners with certification materials

©2015ConstantContact,Inc.

I’d like to expandmy Constant Contact

knowledge

28©2015ConstantContact,Inc.

Service Customers: Enable Partners to Perform Service DeliveryEnable partners to support customers directly

On the HorizonTargeted marketing for partners

©2015ConstantContact,Inc.

Connecting internal team with PartnersA 360-degree view for easier management

©2015ConstantContact,Inc.

Metrics for SuccessStronger partner relationships help grow business

©2015ConstantContact,Inc.

• Over 650,000 logins since we launched in mid 2014• 140% increase in the number of engaged partners• 35% increase in the number of master certified partners• 30% increase in the number of customers being brought in by partners

since 2013• 10% increase in the average number of customers being managed by

partners

What’s NextContinue to engage partners and grow our channel

©2015ConstantContact,Inc.

• Partner Engagement

• e.g. Social collaboration between partners

• Partner Productivity

• e.g. Insights for partners by providing actionable reporting

• Partner Growth

• e.g. Incent partner activities using MDF

….which will grow the Constant Contact partner channel

Looking Back — Moving ForwardLessons learned on the road to success

©2015ConstantContact,Inc.

• Manage Scope

• Don’t compromise on UI/UX

• Ensure alignment of IT and the Business

• Empower and work as a cross functional team

• Communicate and manage expectations (of partners, as well as internal teams)

Thank you