YOUR PATH TO GROWTH. Best Practice Channel Sales Compensation

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "YOUR PATH TO GROWTH. Best Practice Channel Sales Compensation"

Transcription

1 YOUR PATH TO GROWTH Best Practice Channel Sales Compensation

2 OUR PRESENTERS TODAY Erik Charles Sr. Product Marketing Manager Xactly Corporation Daniel Hawtof VP, Product Management Channelinsight Adam Hanin Sr. Director, Industry Solutions High Tech Salesforce.com

3 ABOUT salesforce.com, XACTLY AND CHANNELINSIGHT salesforce.com is the enterprise cloud computing company that is leading the shift to the Social EnterpriseTM. Our trusted cloud platform and apps including our flagship CRM solution help employees collaborate easily and connect with customers like never before. Xactly, recognizing that sales compensation is one of the prime motivators for a company's success, empowers companies of all sizes to incent right. Channelinsight solves the challenges of growing your channel sales by providing the actionable information needed to drive your channel business decisions. Together we provide the first and only channel sales compensation management solution!

4 AGENDA Why improve compensation in the channel? Channel Compensation Challenges Sales In vs. Sales Out Channel compensation With actionable data, the sky is the limit for creative compensation! Why haven t we done this before? It s all pre-integrated in salesforce.com

5 $1.2 TRILLION IN IT CHANNEL REVENUE FOR 2012 $2.058 Trillion IT Global Forecast for 2012 Gartner Forecast Alert: IT Spending, WW , 4Q11 Update 60% CHANNEL SALES REVENUE Tech marketers plan to increase their channel enablement budget to 8.5% of overall marketing this year, up from 7% in Tim Harmon, Forrester, March 14, 2012 CRN 40% DIRECT SALES REVENUE

6 SALES LEVERAGE IN THE CHANNEL

7 CHANNEL COMPENSATION CHALLENGES Lack of accuracy, visibility, transparency Delays in sales data submission and reconciliation Cause a disconnect between sales action and reward No real payment for performance Little planning or thought put into channel compensation Not performance based Compensation plan for Channel Sales Managers Pay on sales-in, not sales-out

8 WHY COMPENSATING ON SALES-IN DOESN T WORK Channel Sales reps are paid when the distributor or reseller buys product and puts into their inventory This encourages channel stuffing Want inventory to turn 4 48 times annually Stock rotation product returned from the channel Fire Sales erode value of product Manufacturer and Channel goals are misaligned

9 DO YOU HAVE THE INFORMATION YOU NEED TO COMPENSATE ON SALES OUT? Sales Out Model Channel Rep is paid when the product is sold to the end-customer just like a direct sales rep Must know when product is shipped Best source is POS data, difficult to utilize Reward the channel manager for moving product through the channel to end-customers

10 RETURN ON REWARDS: THE SCIENCE OF MOTIVATION

11 CONNECT THE PIECES

12 INSIGHT Variable Pay or Base Pay? What's the best way to incent? Pay on discount %? President's Club Eligibility?

13 INCENTIVES WORK

14 WHY DON T WE USE INCENTIVES MORE?

15 LACK OF VISIBILITY

16 MISALIGNMENT

17 DO YOU KNOW WHO IS BEST?

18 HOW WELL DOES EARNINGS TRACK PERFORMANCE?

19 RE-THINK YOUR TARGET PAY Establishing Goals and Rewards Quantitative and Qualitative Base vs. Variable Base Salary Target Incentive Upside Incentive $TTC Source: New Sigma Gen Y Standard

20 RE-THINK HOW YOU PAY Variable Pay Methodology Make it immediate Majority of variable should be individual Team bonuses can be accelerators or contests Awards President s Club Weekend escapes Gift certificates

21 RE-THINK WHAT YOU REWARD Product Mix?

22 BUILD IN SOME LEVERAGE AT MULTIPLE STEPS

23 DON T SETTLE FOR GOOD ENOUGH

24 LET SALES SEE THE WHAT IF THAT MATTERS

25 RIGHT TOOLS: LEADERBOARDS Show them where they stand Monitor activity (dashboards and displays) Provide feedback and guidance

26 RIGHT TOOLS: MOBILE

27 WHY HAVEN T WE DONE THIS BEFORE? Channel Sales data is difficult to collect provided in multiple formats not timely not usable

28 IMPROVE DATA QUALITY Data is the Achilles heel of the channel. Tiffani Bova Gartner Technology & Service Provider Research Data alone is not enough: Not Organized Not Actionable Reports and Analytics Too much data with too little insight results in an inability to understand how well your compensation plan is driving sales behavior

29 DATA COLLECTION Source 10s, 100s, even 1000s of different partners Manually extracted and submitted Data is not standardized Many different formats

30 IMPROVE DATA QUALITY Site errors identified, enhanced and learned

31 TRACK TRANSACTION DATA

32 LINK REPORTING AND COMPENSATION TO TRANSACTION DATA

33 BEST OF ALL, IT S ALL IN SALESFORCE Partners Market Leadership Customer Success Product Innovation The world is uncertain. Your channel sales don t have to be. Salesforce-to- Salesforce Partner Portal Forrester Wave Leader* Content Ideas Cases *CRM Suites for Large Organizations, Forrester, Q1 2010, includes assessment of PRM capabilities

34 SALES CLOUD FOR PARTNERS STAY CONNECTED TO YOUR CHANNEL AND GROW REVENUE Partners Maximize Channel Sales Automate deal registration, lead distribution, opportunity tracking Gain Real-time Visibility Instant insight into channel pipeline, revenue, and partner performance Work with Partners in Real-time Collaborate on opportunities, leads, and more using Salesforce-to-Salesforce Partner Portal Your Application

35 WHAT S IN IT FOR YOUR CHANNEL? Painless Deal Registration Exclusive pricing, discount, and rebate incentives Deal support Automated Lead Distribution Qualified leads Deal protection Reduced channel conflict MDF and Coop Reward for existing/new business Incentives tied to completion of training and certifications Intuitive User Experience Self-service, one-stop-shop Relevant content Collaboration Feedback loop

36 ENABLE THE ENTIRE PARTNER ECOSYSTEM ALL IN THE CLOUD Build Sell & Service Recruit Community Manage Co-Market Collaborate Measure LMS ISVs Contracts Incentives TPM POS CPQ Communicate Mapping and Marketing Automation

37 COMP PLAN CHECKLIST RE-THINK WHAT YOU PAY FOR What are your buckets? Bucket 1 your volume products that drive your revenue Bucket 2 you high margin product add-ons that drive your profits Reward the behavior that the company values Don t pay for channel stuffing Don t pay for products that never leave the shelf Pay for the booked revenue! You can REPORT on where the product is, but don t pay until you are going to get paid Seeing POTENTIAL commissions will help drive support of the channel Comp Plan Checklist Re-Think How you Pay How much leverage? Higher payouts for higher throughput drives more business More steps on the staircase gives incremental goals, instead of waiting

38 COMP PLAN CHECKLIST IMPROVE DATA AND AUTOMATION Actionable Data from the Channel Single point of contact for all partner data Patented matching technology ensures accurate data Actionable information delivered in reports, drill-down analytics or as data export Display Data in the CRM Integrate with Salesforce.com Automate your incentive plans Daily updates of credits thanks to ChannelInsight Constant view of activity thanks to Salesforce.com Timely and accurate incentive payments thanks to Xactly

39 MORE THAN 2,100 CUSTOMERS SUCCEED WITH SALES CLOUD FOR PARTNERS SOURCE: SALESFORCE.COM CUSTOMER SURVEY FOR SALESFORCE PARTNER NETWORKS CUSTOMERS, CONDUCTED SEPT. 2008, BY AN INDEPENDENT THIRD-PARTY FIRM, CRITICAL METRICS LLC.

40 PROVEN CUSTOMER SUCCESS FASTER REVENUE GROWTH 146% SHORTER SALES CYCLES QUICKER SALES LOWER SALES TURNOVER MORE REPS MAKE QUOTA 36% 37% 25% 7%

41 QUESTIONS? 225 W. Santa Clara St., Suite 1200 San Jose, CA T (949) Erik W. Charles

Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales channel?

Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales channel? 1 Spring, 2012 Increase Revenues with Channel Sales Management www.channelinsight.com EXECUTIVE SUMMARY Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into

More information

Increase Revenues with Channel Sales Management

Increase Revenues with Channel Sales Management Increase Revenues with Channel Sales Management Executive Summary Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales

More information

Best Practices to CRM Your Channel

Best Practices to CRM Your Channel to CRM Your Channel What does it mean to CRM your channel? It means to apply the same Customer Relationship Management (CRM) tools and disciplines used with direct sales organizations to indirect sales

More information

Best Practices For Channel Data Management

Best Practices For Channel Data Management Best Practices For Channel Data Management TABLE OF CONTENTS What is Channel Data Management?......................... 3 Who Uses Channel Data?.................................... 11 Four Steps to Success......................................

More information

Tuning Incentives To Motivate Sales & Drive Profits. Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort

Tuning Incentives To Motivate Sales & Drive Profits. Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort Tuning Incentives To Motivate Sales & Drive Profits Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort Agenda Introduction to Xactly Corporation How to Use Incentive

More information

Extending the Value of Salesforce with Quote-to-Cash Apps

Extending the Value of Salesforce with Quote-to-Cash Apps Extending the Value of Salesforce with Quote-to-Cash Apps Given the huge gap between CRM and ERP processes, capturing and transferring details on what products customers bought at what price and for what

More information

Optymyze Sales Performance Software

Optymyze Sales Performance Software Optymyze Sales Performance Software Optymyze provides a complete set of sales performance management applications that are designed to help enterprises improve the alignment, efficiency, productivity,

More information

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Grow Sales Faster with Sales Cloud Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Connect With Your Customers in a Whole New Way Cloud LTE Mobile Server Mainframe SNA Terminal LAN // WAN Client

More information

Introduction. 1. Risk of Non-Compliance

Introduction. 1. Risk of Non-Compliance Introduction There are few things more critical to a company s top and bottom line results than sales compensation. After all, sales are the lifeblood of any business and sales compensation is the primary

More information

Are Channels Any Good at Selling SaaS and Cloud Services? A Forrester Research and Avangate Study

Are Channels Any Good at Selling SaaS and Cloud Services? A Forrester Research and Avangate Study Are Channels Any Good at Selling SaaS and Cloud Services? A Forrester Research and Avangate Study Housekeeping Rules 1. All lines are on mute 2. Use the Questions Box on the right 3. Questions will be

More information

MERCER WEBCAST SALES COMPENSATION OPTIMIZATION Manage Risk to Maximize Effectiveness JULY 24, 2013

MERCER WEBCAST SALES COMPENSATION OPTIMIZATION Manage Risk to Maximize Effectiveness JULY 24, 2013 MERCER WEBCAST SALES COMPENSATION OPTIMIZATION Manage Risk to Maximize Effectiveness JULY 24, 2013 Shawn Rossi, Mercer Principal, Sales Performance Practice Leader Erik Charles, Xactly Director, Product

More information

Salesforce Automation

Salesforce Automation Salesforce Automation Bill Evanow Vice President, Sales salesforce.com Alana Kaselitz Principal Founder Echo Lane Jim Thompson Founder and CEO Rogue IT 1 July 16-17, 2009 Napa Valley Marriott Salesforce.com

More information

An in-depth look into how today s cloud solution providers create and sustain successful partnerships while empowering customers to move to the cloud.

An in-depth look into how today s cloud solution providers create and sustain successful partnerships while empowering customers to move to the cloud. Partnering in the Cloud 2015 ISV REPORT An in-depth look into how today s cloud solution providers create and sustain successful partnerships while empowering customers to move to the cloud. Partnering

More information

Elevate Customer Experience and Engagement in the New Digital World

Elevate Customer Experience and Engagement in the New Digital World Elevate Customer Experience and Engagement in the New Digital World John Chan CRM Solutions Lead, Microsoft Business Solutions Microsoft Asia Customer buying behavior has fundamentally changed therefore,

More information

Introduction to Sales Compensation Part II

Introduction to Sales Compensation Part II Introduction to Sales Compensation Part II Rob Surdel, Assistant Vice President, Radford, an Aon Hewitt Company Scott Sands, Practice Leader, Sales Force Effectiveness, Aon Hewitt May 4, 2011 Agenda >

More information

7 big breakthroughs in 2014 for sales

7 big breakthroughs in 2014 for sales 7 big breakthroughs in 2014 for sales Get to the future, faster. Your sales team will thank you. To grow revenue, you need more than a simple Customer Relationship Management (CRM) application. That s

More information

Increase Outside Sales Productivity using Mobile Technologies

Increase Outside Sales Productivity using Mobile Technologies White Paper Sponsored by Epicor Software Increase Outside Sales Productivity using Mobile Technologies For most lumber and building materials (LBM) dealers and distributors, their outside sales people

More information

Setting smar ter sales per formance management goals

Setting smar ter sales per formance management goals IBM Software Business Analytics Sales performance management Setting smar ter sales per formance management goals Use dedicated SPM solutions with analytics capabilities to improve sales performance 2

More information

Driving Sales Growth Using Sales Performance Metrics

Driving Sales Growth Using Sales Performance Metrics White Paper Driving Sales Growth Using Sales Performance Metrics The Hidden Treasure of Sales Performance Software Overview Achieving Breakthrough Sales Performance Achieving greater sales performance

More information

Turn Your Business Vision into Reality with Microsoft Dynamics SL

Turn Your Business Vision into Reality with Microsoft Dynamics SL Turn Your Business Vision into Reality with Microsoft Dynamics SL You have worked hard to build a vision for your business. With Microsoft Dynamics SL, you can turn that vision into reality with a solution

More information

Turn Your Business Vision into Reality with Microsoft Dynamics GP

Turn Your Business Vision into Reality with Microsoft Dynamics GP Turn Your Business Vision into Reality with Microsoft Dynamics GP You have worked hard to build a vision for your business. With a business solution from Microsoft, you can turn that vision into reality.

More information

Dell PartnerDirect Program Guide. February 2016

Dell PartnerDirect Program Guide. February 2016 Dell PartnerDirect Program Guide February 2016 Table of contents Why partner with Dell?............................................ 3 Program requirements............................................ 6

More information

Copyright 2015 Oracle and/or its affiliates. All rights reserved. 2

Copyright 2015 Oracle and/or its affiliates. All rights reserved. 2 2 Sales Performance Perfected Caesar Peter Senior Director Global Cloud Go to Market CX Applications 3 Safe Harbor Statement The following is intended to outline our general product direction. It is intended

More information

Own, launch, grow and support your cloud backup and recovery offering

Own, launch, grow and support your cloud backup and recovery offering Asigra Hybrid Partner Program Own, launch, grow and support your cloud backup and recovery offering Recovery is Everything Get powered by Asigra. Deliver your own backup service, be a data recovery specialist,

More information

Business Management Made Simpler

Business Management Made Simpler SAP Brief SAP s for Small Businesses and Midsize Companies SAP Business One Objectives Business Management Made Simpler Successfully manage and grow your small business Successfully manage and grow your

More information

SALES INCENTIVE COMPENSATION FOR COMPANIES

SALES INCENTIVE COMPENSATION FOR COMPANIES SALES INCENTIVE COMPENSATION 101 FOR COMPANIES EMERGING SALES INCENTIVE COMPENSATION BASICS Incentive compensation programs are an integral part of many companies culture and commission structure. In a

More information

Oracle Sales Cloud for High Tech and Manufacturing

Oracle Sales Cloud for High Tech and Manufacturing W I N T E R 1 6 Oracle Sales Cloud for High Tech and Manufacturing Oracle Sales Cloud for High Tech and Manufacturing handles both the direct and channel sales processes that global manufacturers require

More information

Focused sales management

Focused sales management Focused sales management Make the most of every sales opportunity Sage CRM directs your sales efforts toward the most profitable, most winnable deals and helps you make the most of cross-selling and upselling

More information

Proven Enterprise Results

Proven Enterprise Results Proven Enterprise Results 20% faster decision making on approvals 3% improvement in net margin rate year 1 $5.5MM in contribution margin Days into seconds (time to produce large proposals) 75% reduction

More information

Incentive compensation management

Incentive compensation management Steve Darcy, Incentive Compensation Management 6 June 2013 Incentive compensation management Automate incentive processes to align strategy, reduce errors and improve compliance Four key questions answered

More information

Building a Lead-to-Cash Solution

Building a Lead-to-Cash Solution Building a Lead-to-Cash Solution With customer experience management in focus, leadto-cash offers an integrated, technology solution that automates all aspects of the sales cycle into a seamless workflow.

More information

Partner with Eaton to expand your business and gain a competitive advantage.

Partner with Eaton to expand your business and gain a competitive advantage. At a Glance Partner with Eaton to expand your business and gain a competitive advantage. Eaton s PowerAdvantage partner program is designed to help you grow your business through Power Quality and UPS

More information

Using Cloud Analytics to Drive Profitability. Presented by Cloud Cruiser and Artisan Infrastructure

Using Cloud Analytics to Drive Profitability. Presented by Cloud Cruiser and Artisan Infrastructure Using Cloud Analytics to Drive Profitability Presented by Cloud Cruiser and Artisan Infrastructure Meet our Speakers Penny Collen Financial Solutions Architect Cloud Cruiser pennyc@cloudcruiser.com Andrew

More information

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle Data Sheet NETSUITE BENEFITS Benefits experienced by organizations using NetSuite CRM+ include 1 : Improve sales productivity by 15%

More information

Build an Advanced Incentive- Compensation Program That Meets Today s Sales Goals

Build an Advanced Incentive- Compensation Program That Meets Today s Sales Goals SAP Brief SAP Extensions SAP Incentive Administration by Vistex Objectives Build an Advanced Incentive- Compensation Program That Meets Today s Sales Goals Take advantage of new approaches for today s

More information

Designing a Lead Lifecycle in Salesforce

Designing a Lead Lifecycle in Salesforce Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management Better data. Better marketing. Table of Contents Introduction 4 The Words We Use 4 What is a Lead? 4 Evolving

More information

Pace of Change Broadcast Media. Channel 1 Channel 2 Channel 3

Pace of Change Broadcast Media. Channel 1 Channel 2 Channel 3 Pace of change Pace of Change 25% of goods and services shipped and sold in the last 10yrs Products & Services Pace of Change Broadcast Media Channel 1 Channel 2 Channel 3 Pace of Change - Communications

More information

NetSuite: The Key to Performance and Profitability for Solution Providers

NetSuite: The Key to Performance and Profitability for Solution Providers NetSuite: The Key to Performance and Profitability for Solution Providers www.netsuite.com Table of Contents Solution Providers Face Unique Challenges 2 Solution Provider Business Models 3 The Current

More information

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association AMA Marketing Effectiveness Online Seminar Series Bob Wallach American Marketing Association A wealth of information is available for marketing professionals at www.marketingpower.com The #1 marketing

More information

Endeavour Dynamics Offering

Endeavour Dynamics Offering Endeavour Dynamics Offering Microsoft Dynamics AX 2012 is recognised as a global leading ERP system that supports a single instance strategy for medium to large enterprise companies. Endeavour is proud

More information

Adobe, shortening the sales cycle.

Adobe, shortening the sales cycle. Adobe, shortening the sales cycle. Digital publishing solutions leader leverages Adobe Digital Publishing Suite and Adobe Experience Manager integration to drive impact with sales enablement app. Adobe

More information

Sage CRM Focused Sales Management

Sage CRM Focused Sales Management Sage CRM Focused Sales Management Equipping your sales team with the complete customer information and the necessary tools to enable them to do their job effectively is very important. Sage CRM empowers

More information

Partner Program Guide FY2016

Partner Program Guide FY2016 Partner Program Guide FY2016 The Nimble Storage Partner Program provides channel partners with incentives, sales enablement tools/resources, and certifications to more rapidly grow their business and increase

More information

Accenture CAS: integrated sales platform Power at your fingertips

Accenture CAS: integrated sales platform Power at your fingertips Accenture CAS: integrated sales platform Power at your fingertips Understanding the market It is a tough market out there: margins are tightening, competition is increasing and the retail landscape is

More information

Scoring Sales and Stretching Marketing Dollars SECRETS OF WEB-BASED SALES AND MARKETING MANAGEMENT REVEALED

Scoring Sales and Stretching Marketing Dollars SECRETS OF WEB-BASED SALES AND MARKETING MANAGEMENT REVEALED Scoring Sales and Stretching Marketing Dollars SECRETS OF WEB-BASED SALES AND MARKETING MANAGEMENT REVEALED Meeting Today s Challenges Head-On In today s fast-paced business environment, companies are

More information

Relationship management is dead! Long live relationship management!

Relationship management is dead! Long live relationship management! XRM: From Fragmentation to Integration Executive Summary Relationship management is dead! Long live relationship management! But it s not just about customers anymore. The value chain has grown so long

More information

Your relationships. Your information. Your CRM.

Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. In short, this means CRM without compromise. Your processes for identifying prospects, acquiring customers,

More information

Software Company Edition

Software Company Edition Software Company Edition NetSuite Software Company Edition offers the industry s first and only: Integrated revenue recognition and advanced billing Role-based, customizable dashboards Integrated CRM,

More information

Managing the Multi-Company Corporation

Managing the Multi-Company Corporation Managing the Multi-Company Corporation A White Paper for Today s Growing Businesses 1 Managing the Multi-Company Corporation Executive Summary Managing the books in any company is increasingly challenging

More information

Business Intelligence: How better analytics can lead your business to higher profits.

Business Intelligence: How better analytics can lead your business to higher profits. Business Intelligence: How better analytics can lead your business to higher profits. Introduction The economic downturn is forcing business leaders to rethink strategic plans. To remain competitive, businesses

More information

Vehicle Sales Management

Vehicle Sales Management Solution in Detail Automotive Executive Summary Contact Us Vehicle Sales Optimizing Your Wholesale Business Efficient Sales Collaborative Operation Faced with declining margins, automotive sales organizations

More information

Does Your Technology Sales Compensation Support the CEO Strategy?

Does Your Technology Sales Compensation Support the CEO Strategy? REVENUE ACCELERATORS WHITEPAPER SERIES Does Your Technology Sales Compensation Support the CEO Strategy? Introduction Often, VPs of Sales or CEO clients ask me what is a fair compensation plan for a technology

More information

Elastic Grid. Easy for Partners. Powerful for Channels. Elastic Grid Overview 1

Elastic Grid. Easy for Partners. Powerful for Channels. Elastic Grid Overview 1 Elastic Grid Easy for Partners. Powerful for Channels. Elastic Grid Overview 1 Contents 3 6 7 8 9 10 12 14 15 16 About Elastic Grid Solutions In-House Creative Services Advanced Marketing Automation Lead

More information

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces Sales Management Association Webcast Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces 28 October 2014 Presented by Copyright 2014 The Sales Management Association. About

More information

Business Performance Delivered. 10 Steps to Achieving Success with Salesforce.com SHIFTING FROM CRM ADOPTION TO CRM ADDICTION

Business Performance Delivered. 10 Steps to Achieving Success with Salesforce.com SHIFTING FROM CRM ADOPTION TO CRM ADDICTION Business Performance Delivered 10 Steps to Achieving Success with Salesforce.com SHIFTING FROM CRM ADOPTION TO CRM ADDICTION Revenue 10 Steps to Achieving Success with Salesforce.com Shifting from CRM

More information

7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM)

7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM) 7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM) and Why They Matter Executive Summary 2 Sure, customer relationship management (CRM) applications provide reports and dashboards. But

More information

Turn Your Business Vision into Reality with Microsoft Dynamics GP

Turn Your Business Vision into Reality with Microsoft Dynamics GP Turn Your Business Vision into Reality with Microsoft Dynamics GP You have worked hard to build a vision for your business. With Microsoft Dynamics GP, you can turn that vision into reality with a solution

More information

CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA

CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners William Gilsing, VP Channel Strategy Dale Taormino, VP Client Services CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO

More information

Turn Your Business Vision into Reality with Microsoft Dynamics GP

Turn Your Business Vision into Reality with Microsoft Dynamics GP Turn Your Business Vision into Reality with Microsoft Dynamics GP You have worked hard to build a vision for your business. With a business solution from Microsoft, you can turn that vision into reality.

More information

Sage CRM I White Paper. Enhance Your Business Relationships With Sage CRM

Sage CRM I White Paper. Enhance Your Business Relationships With Sage CRM I White Paper Enhance Your Business Relationships With Accelerate Your Performance With True 360 Business Visibility Imagine: Your top sales professional calls your best customer to sell him a new product.

More information

Increase HR Productivity with Salesforce.com platforms

Increase HR Productivity with Salesforce.com platforms Increase HR Productivity with Salesforce.com platforms Mark Schoemaker ISV Programs EMEA North @mschoemaker Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995:

More information

Multi-Channel Retail Software

Multi-Channel Retail Software Multi-Channel Retail Software In Store. Online. Mobile. Introducing Stratus Retail, the premier multichannel retail software by Celerant Technology. Stratus allows retailers the freedom to run their business

More information

Turn Your Business Vision into Reality with Microsoft Dynamics GP

Turn Your Business Vision into Reality with Microsoft Dynamics GP Turn Your Business Vision into Reality with Microsoft Dynamics GP You have worked hard to build a vision for your business. With a business solution from Microsoft, you can turn that vision into reality.

More information

Meet & Exceed Rising Customer Expectations

Meet & Exceed Rising Customer Expectations Infor Customer Relationship Management Meet & Exceed Rising Customer Expectations Manufacturing businesses today need a customer-centric business strategy to survive and thrive. They must increase customer

More information

5 Key Components of Channel Management

5 Key Components of Channel Management Sales Benchmark Index 5 Key Components of Channel Management White Paper Unless your company sells exclusively to the End-User of your product, you participate in some degree of Channel Management. Whether

More information

Inside Sales Compensation Practices

Inside Sales Compensation Practices Inside Sales Compensation Practices 2014 Insights from the High Tech Industry This report is solely for the use of all direct recipients. No part of it may be circulated, quoted or reproduced for distribution

More information

Sage 300 ERP 2014 Get more done.

Sage 300 ERP 2014 Get more done. Sage 300 ERP 2014 Get more done. Get more done by connecting your business, providing a better customer experience, and increasing revenue. New web and mobile functionality: driving better customer experiences

More information

SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES

SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES Incentive compensation can be a very effective motivational tool for any business. With a system of bonuses based on performance in place, you can

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

4 MARKETING METRICS: Measuring Sales Force Effectiveness & Channel Management

4 MARKETING METRICS: Measuring Sales Force Effectiveness & Channel Management Sales Force and Channel Management This e-book deals with push marketing. It describes how marketers measure the adequacy and effectiveness of the systems that provide customers with reasons and opportunities

More information

8 THINGS TO CONSIDER WHEN SELECTING INCENTIVE COMPENSATION MANAGEMENT (ICM) SOFTWARE

8 THINGS TO CONSIDER WHEN SELECTING INCENTIVE COMPENSATION MANAGEMENT (ICM) SOFTWARE 8 THINGS TO CONSIDER WHEN SELECTING INCENTIVE COMPENSATION MANAGEMENT (ICM) SOFTWARE Implementing an automated Incentive Compensation Management (ICM) solution is a key element in optimizing sales force

More information

Barriers To Virtualization For SMBs And why they re not as formidable as they seem KEVIN MCLAUGHLIN, SENIOR EDITOR, CRN

Barriers To Virtualization For SMBs And why they re not as formidable as they seem KEVIN MCLAUGHLIN, SENIOR EDITOR, CRN Barriers To Virtualization For SMBs And why they re not as formidable as they seem KEVIN MCLAUGHLIN, SENIOR EDITOR, CRN Speaking Today Kevin McLaughlin, Senior Editor, UBM Channel Brandon Sweeney, VP,

More information

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls

More information

Manage your Territory by Working your Plan. Ron Snyder President

Manage your Territory by Working your Plan. Ron Snyder President Manage your Territory by Working your Plan Ron Snyder President Topics Territory Management/Planning The Challenge/ Impact Best Practices Elements of an Effective Territory Plan Q&A Sales Leaders and Teams

More information

FP&A Systems and Their Value

FP&A Systems and Their Value FP&A Systems and Their Value Contents/Agenda Introductions The value of CPM and it s functionality CPM Selection CPM Design CPM Implementation 2 INTRODUCTIONS Your Tactical Team Josh LaSov Tactical Cloud,

More information

OPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT

OPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT OPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT KEY FEATURES Manage leads, configure vehicles, prepare quotes, submit invoice and process orders Capture customer, vehicle and service

More information

P2P Maturity Model. A best practice framework for building your partner channel. Joint Business Planning. Leads and Pipeline Assessment.

P2P Maturity Model. A best practice framework for building your partner channel. Joint Business Planning. Leads and Pipeline Assessment. P2P Maturity Model A best practice framework for building your partner channel v1.1 More than ever, partnerships are essential to building total solutions, business growth, and winning against the competition.

More information

International ecommerce with dealer-integration. Shaun Moores General Manager Shopatron Europe smoores@shopatron.com

International ecommerce with dealer-integration. Shaun Moores General Manager Shopatron Europe smoores@shopatron.com International ecommerce with dealer-integration Shaun Moores General Manager Shopatron Europe smoores@shopatron.com Agenda The International Opportunity Why haven t many Brands readily embraced international

More information

Collaborative e-commerce Resolving Conflict Between Sales Channels

Collaborative e-commerce Resolving Conflict Between Sales Channels Collaborative e-commerce Resolving Conflict Between Sales Channels Creating a Profitable Channel Management Strategy in the Internet Economy 2975, boul. St-Charles, suite 255 Kirkland, (Qc) Canada H9H

More information

Page 1. Transform the Retail Store with the Internet of Things

Page 1. Transform the Retail Store with the Internet of Things Page 1 Transform the Retail Store with the Internet of Things The Internet of Things is here today There s a new era dawning in the retail industry, and it s being driven by the Internet of Things. The

More information

Avangate Subscription Billing

Avangate Subscription Billing Launch Products. Retain and Service Your Customers. Generate Recurring Revenues Across Any Channel. Accelerate Customer Insight. Software as a Service (SaaS) is quickly becoming the preferred mode of delivery

More information

The table below shows the satisfaction and scale scores that determine vendor placement on the Grid.

The table below shows the satisfaction and scale scores that determine vendor placement on the Grid. Best CRM Products G2 Crowd rated these products highest based on reviews and data gathered by June 9, 2013: n Leaders: Salesforce.com and Microsoft Dynamics CRM n High Performers: Workbooks, SugarCRM,

More information

Transforming Accounts Payable into a Profit Center

Transforming Accounts Payable into a Profit Center PROFIT FROM PAYMENTS: Transforming Accounts Payable into a Profit Center Leveraging Business Process Automation to Capitalize on Dynamic Discounts a New Breed of Early Payment Incentives BEGIN Table of

More information

Innovations in Pharma Sales Operations

Innovations in Pharma Sales Operations Innovations in Pharma Sales Operations Sales Ops Importance in Pharma Pharmaceutical organizations are going through fundamental restructuring. They are facing changing regulations, intense cost pressure,

More information

Catalogic Software Channel Program Guide Partner Edge

Catalogic Software Channel Program Guide Partner Edge Partner Edge Catalogic Software is dedicated to helping our reseller partners profit through partnership. Our Partner Mission is simple: we enable partners to extend their value proposition and build a

More information

Executing a Successful SPIF

Executing a Successful SPIF Executing a Successful SPIF BEST PRACTICES, TIPS, AND TECHNIQUES SPIFs are a great way to generate enthusiasm and mindshare, promote market adoption of a new solution, incent the sales of a specific combination

More information

TOP 10. Features Small and Medium Businesses

TOP 10. Features Small and Medium Businesses Introduction Once thought of as only relevant for enterprises, CRM technology is increasingly being used by small and medium businesses across industries. Even the smallest organizations recognize the

More information

6/10/2015. Chapter Nine Overview. Learning Outcomes. Opening Case: Twitter: A Social CRM Tool

6/10/2015. Chapter Nine Overview. Learning Outcomes. Opening Case: Twitter: A Social CRM Tool Opening Case: Twitter: A Social CRM Tool McGraw-Hill-Ryerson 2015 The McGraw-Hill Companies, All Rights Reserved Chapter Nine Overview SECTION 9.1 CRM FUNDAMENTALS Introduction Using Information to Drive

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

EFFICIENTLY RUN YOUR OPERATIONS. Accounts Receivable Track individual clients, organizations, and funding sources separately.

EFFICIENTLY RUN YOUR OPERATIONS. Accounts Receivable Track individual clients, organizations, and funding sources separately. At a Glance years serving the nonprofit and education sectors MANAGE ACCOUNTING FOR NONPROFITS REPORT AND BUDGET WITH CONFIDENCE EFFICIENTLY RUN YOUR OPERATIONS MAINTAIN DATA INTEGRITY UNDERSTAND AND MANAGE

More information

Marketing Automation Checklist for Inbound Marketing & Lead Generation

Marketing Automation Checklist for Inbound Marketing & Lead Generation Marketing Automation Checklist for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056 Ephor Groups provides services (Revenue

More information

Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation

Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056

More information

Safe Harbor Statement

Safe Harbor Statement Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment

More information

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL Sell Like a Pro 70% of Corporate Initiatives FAIL Closing the Sales Execution Gap Profitable growth. It s the ultimate goal of any business. But seventy percent of key growth initiatives fail because there

More information

Pelco by Schneider Electric Chooses BPMonline to Automate Sales in 26 Countries

Pelco by Schneider Electric Chooses BPMonline to Automate Sales in 26 Countries Pelco by Schneider Electric Chooses BPMonline to Automate Sales in 26 Countries Pelco by Schneider Electric selected BPMonline to deliver an integrated global sales forecasting and opportunity management

More information

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM IBM Global Business Services Microsoft Dynamics CRM solutions from IBM Power your productivity 2 Microsoft Dynamics CRM solutions from IBM Highlights Win more deals by spending more time on selling and

More information

Hosted CRM Comparison Guide. Focus Research March 2009

Hosted CRM Comparison Guide. Focus Research March 2009 Hosted CRM Comparison Guide Focus Research March 2009 Focus Research 2009 Salesforce.com Inc. SalesBoom Sage Software RightNow Technologies Inc. Oracle Salesforce On Demand CRM, SageCRM.com RightNow CX

More information

5 Ways Marketing Automation Provides Job Security for Marketers

5 Ways Marketing Automation Provides Job Security for Marketers Marketers About This White Paper Expectations for business-to-business ( B2B ) organizations to measure return on marketing investments and to justify marketing decisions have never been greater. New marketing

More information

Salesforce.com and MicroStrategy. A functional overview and recommendation for analysis and application development

Salesforce.com and MicroStrategy. A functional overview and recommendation for analysis and application development Salesforce.com and MicroStrategy A functional overview and recommendation for analysis and application development About the Speaker Prittam Bagani Director, Product Management Prittam started working

More information

RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT

RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT May 2013 Document N75 RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT T H E BO TTOM LI NE Sales managers have faced the same challenges since long before CRM applications were invented. However,

More information