Post on 15-Aug-2015
Partner Sales Enablement
Presented By: Jerry Norman- Nott / jnn@sitecore.net
Australia & New Zealand - 2015
Agenda Today
Introduction
The History
Positioning
Product Offerings
Partner Program
Let’s do business
Know every
customer.
Own every
experience.
We are leaders in Digital Experience technology
We work with our Partners on technology and sales enablement
WE DO NOT compete with our Partners
We are committed to customer success
Over 5,000 customers
‘Leader’ in the report for 5th consecutive year.
Most Complete Vision.
“Sitecore has been making sound investments in the
future while addressing the concerns of its established
customers. Sitecore Experience Database, developed in
partnership with MongoDB, exhibits a strong vision for the
relationship between big data and customer experience.”
“Sitecore Business Optimisation Services help ensure that
the product’s considerable functionality is used toward
business outcomes and addresses adoption and quality
concerns among existing customers. “
Gartner Magic Quadrant for WCM, 2014
COMPLETENESS OF VISION
AB
ILIT
Y T
O E
XE
CU
TE
Gartner Magic Quadrant for Multichannel Campaign Management, 2014
COMPLETENESS OF VISION
AB
ILIT
Y T
O E
XE
CU
TE
Gartner Magic Quadrant for Digital Marketing Hubs, 2014
Forrester WaveWeb Content Management for Digital Experiences, 2015
Quotes From Forrester – 2015
“Sitecore has a strong product and high growth.”
“WCM backbone integrated with marketing software,
analytics, social media integration and commerce”
“Sitecore’s suite approach will help customers quickly
configure and deploy experiences across most steps of
the customer journey.”
Sitecore Platform History
v3.0 - 2001First Commercial ReleaseCMS Functionality
v6.1 - 2009Enterprise Ready CMSOnline Marketing System
v7.0 - 2012Marketing PlatformEnhanced Integration Ability v7.5 - 2014
Experience DatabaseExperience Profile
v8.0 - 2015Experience AnalyticsFull Marketing Platform
Sitecore Positioning
Customer Experience
Customer Experience leaders outperform the market
Leaders S&P 500 Index Laggards
Stock performance of Forrester’s Customer Experience Index
Source: Watermark Consulting 2013 (Cumulative total return)
Leaders S&P 500 Index Laggards
Source: Watermark Consulting 2013 (Cumulative total return)
Stock performance of Forrester’s Customer Experience Index2007 --> 2011
22.5%
-46.3%
-1.3%
Leaders S&P 500 Index Laggards
51.5%
Source: Watermark Consulting 2013 (Cumulative total return)
Stock performance of Forrester’s Customer Experience Index2007 --> 2013
77.7%
-2.5%
of buyers will pay more for a better customer experience,
of buyers will pay more for a better customer experience,
of customers feel vendors consistently meet their expectations.
say they deliver “superior” customer service
say they deliver “superior” customer service
think these same companies deliver “superior” customer service
One Platform.One Experience
Single Customer View
Social
CRM
OnlineShop
Website
POS eDM
Integrating Customer Data
Social
CRM
Online Shop
Website
POS eDM
Sitecore® Experience Database™
xDB
Social
CRM
OnlineShop
Website
POS eDM
Sitecore Whirlwind Tour
Sitecore® Experience Platform™
Experience Management
Analytics & Insights
Federated Experience Manager
Print Experience Manager
Sitecore Commerce
Email & Campaign
Social
Sitecore® Experience Management
Multi Channel
Delivering Personalised Optimised Experiences
Analytics & Insights
Federated Experience Manager
Print Experience Manager
Sitecore Commerce
Sitecore Commerce
Sitecore® Email Experience Manager
Marketing Automation and Retargeting
Sitecore Social
Sitecore Social (Komfo)
VentureBeats rank Sitecore Social #1- April 2015
Technology Landscape
Microsoft SQL Server
Microsoft Windows Server
Microsoft ASP.NETMVC | WebForms
Microsoft
.NET
Lucene.NET | Apache SOLR
Microsoft Dynamics CRM
| Salesforce
iOS | Android Windows Phone
XamarinMongoDB InDesign
MicrosoftSharePoint
Microsoft
AzureWindows
Active Directory
Hosting Models
On Premises Server Azure Managed PlatformVirtual Machines Managed Services
Customer Journey
fast broadband
Product
Campaign
Location
Budget
Persona
Stage
ID
Search Ad
Landing Page
Comparison Site
Publisher
Home Page
Quote/Offer
Campaign Site
Quote/Offer
Email Reminder Quote/Offer
Welcome Email
Print Welcome Pack
Mobile App
Monthly Statements
Social Campaign
Renewal Offer
Product Pages
New Product Offer
Call Centre
Broadband
Streaming
Chatswood - NSW
High
Entertainment Junkie
Research
Upsell
TV
Evaluation Consideration Purchase Renewal
Phone Social
Mobile
In-Store
Product
Campaign
Location
Budget
Persona
Stage
ID
Search Ad
Landing Page
Comparison Site
Publisher
Home Page
Quote/Offer
Campaign Site
Quote/Offer
Email Reminder Quote/Offer
Welcome Email
Print Welcome Pack
Mobile App
Monthly Statements
Social Campaign
Renewal Offer
Product Pages
New Product Offer
Call Centre
ACQUISITION
AWARENESS - LEADS
ENGAGEMENT
CONVERSION – CROSS SELL
RETENTION
RENEWALS – WORD OF MOUTH
Broadband
Streaming
Chatswood - NSW
High
Entertainment Junkie
Research
Upsell
TV
Evaluation Consideration Purchase Renewal
Phone Social
Mobile
In-Store
Partner Program
Sitecore Partner Program
New partnerships Building expertise Proven expertise Scaled expertise
Looking for experience Maturing relationship Planning for mutual success Leader
Integrated
Scalability
Committed partners
CXM execution
Referenced success
Training and certification
•
•
•
•
Local Sitecore partner representative:
- Jerry Norman-Nott
Technical & Sales enablement sessions
Recognition on Sitecore.net
High commission rates (up to 25%)
Assistance with bids & tenders
Partner Benefits
Whitepapers VideosVertical Insights
Webinars BrochuresProduct Demos
Case Studies Workshops Events
Sitecore Partner Network (SPN)
SPN will help you learn, collaborate, and grow your Sitecore practice
Access to partner resources:
• Partner program information
• Opportunity registration form
• Products information
• Sales & marketing assets
Sitecore Local To You
Sitecore Staff
Customer SuccessMarketing TeamSales Team Technical Team Business Optimisation
(SBOS)
Partner Team
Focused on helping customer and partners maximise return on investment by enabling them to generate significant, quantifiable business value using the Sitecore® Experience Platform™ using a data-driven methodology.
Technical Services, Training, and Support
Technical Services - Solution Architects and Senior Consultants in 5 different location across Australia and New Zealand
Training - Content Authors, Digital Marketers, Administrators, and Developers
Support - Availability and responsiveness of Sitecore Support
Assist(50 hours)
Readiness Assessment
Reinforce(100 hours)
Pre-Deployment Review
Readiness Assessment
Collaborate(160 hours)
Milestone Reviews
Readiness Assessment
Pre-Deployment Review
Customizing
Launch Assistance
Performance Tuning
Data Architecture and Integration Assistance
Development Environment Review
Pre-Deployment Review Milestone Reviews
Implementation Start-up Review
Launch Assistance
Post-Live Health Check
Requirements Review
Post-Live Health Check
Personalize
En
ablem
ent B
un
dle
Starter K
it
Summary
Partners achieve clients for life
$
Project Lifecycle (time)
Retainer Based – Not Project BasedBeneficial to PartnerBeneficial to ClientsAgile – Promotes Trust
Sitecore ImplementationsTraditional Implementation
Three Asks:
Agree on target prospect list for joint planning
Customer visibility and collaborative business upsell
Agree on Sitecore education engagement (Sales Training , SBOS, Technical Training)
Let’s do some business together
Presented by:Jerry Norman-Nott / jnn@sitecore.netTechnical Partner Manager ANZ
88
Forrester names Sitecore “Leader” in Wave for Web Content Management Systems, 2015
Sitecore Strengths | Quotes from Forrester
89
• Sitecore has a strong product and high growth.
• WCM backbone integrated with marketing software, analytics, social media integration and commerce
• Suite approach is a more consistent user experience and integrated toolkits such as workflow, testing and analytics
• Sitecore’s pricing is also attractive especially when compared to Adobe
• Sitecore’s suite approach will help customers quickly configure and deploy experiences across most steps of the customer journey.
• Standout features for this .NET product include • content tagging and targeting
• Customer profiling
• Multisite delivery
• Mulitchannel delivery