Exploring New
Technologies In PRM
Presented by Sponsored by
#PartnerMKTG
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Panelists
MODERATOR
Erich Flynn
CEO
TreeHouse Interactive
Alicia Fiorletta
Managing Editor
Channel Marketer Report
TreeHouse Interactive – Confidential © 2012
TreeHouse Interactive – Confidential © 2012
Who Is TreeHouse Interactive?
SaaS Provider of Award Winning Products For:
Partner Relationship Management
Marketing Automation/Demand Generation
Headquarters in Salt Lake City
Founded 1997
Privately Held
Professional and Partner Services
Profitable and Fast Growing
SMB to Global 1000 Customers
VMware/Mozy, Hostway, Rackspace, SGI, Quantum, National Instruments, Silver Peak and more…
Salesforce CRM Partner & Member Of AppExchange
Oracle Gold Partner
Microsoft Dynamics CRM Partner
(7)
Goals For Today
Demonstrate Four New
Technologies in the Partner
Relationship Management
(PRM) Space That Can Provide
Significant Added Value to
Your Company and Your
Partners
TreeHouse Interactive – Confidential © 2012
Four New Technologies In PRM
Enhanced Integrations with Major CRM Systems
Integrated Partner Training and Certification
Partner Marketing Enablement Technologies
Partner Locator to Partner Marketplace
TreeHouse Interactive – Confidential © 2012
What Is Partner Relationship Management?
TreeHouse Interactive – Confidential © 2012
PRM provides partners with all the tools they need to successfully sell, service and support your offerings. It provides manufacturers the
automation and integrations necessary to effectively scale to support large numbers of partners.
Enhanced Integrations with Major CRM Systems
TreeHouse Interactive – Confidential © 2012
What’s Changed?
Old PRM/CRM integrations were:
Custom coded for each new client
Too deal centric - Focused too much on contacts, leads and opportunities
Didn’t include workflows
Limited lead management capabilities
Required manual intervention
TreeHouse Interactive – Confidential © 2012
Improved Integrations with CRM
Packaged vs. custom coded integrations
360° Partner View backend
Simple web site, web portal front end
More holistic approach
TreeHouse Interactive – Confidential © 2012
Improved Lead/Opportunity Management
Treating partners like internal sales teams
Mass assignment of leads
Lead and opportunity sharing
Seamless integration with marketing automation for improved ROI visibility
TreeHouse Interactive – Confidential © 2012
Mass Assignment of Leads
TreeHouse Interactive – Confidential © 2012
Lead and Opportunity Sharing
TreeHouse Interactive – Confidential © 2012
Lead and Opportunity Sharing
TreeHouse Interactive – Confidential © 2012
ROI - Partner Closed Leads are Measurable
TreeHouse Interactive – Confidential © 2012
Integrated Partner Training and Certification
TreeHouse Interactive – Confidential © 2012
Partner Training and Certification
Training is one of the most frequently requested items by partners
Most training is:
Too long
Not focused on customer or partner benefits
Not integrated with systems for reporting and search
TreeHouse Interactive – Confidential © 2012
Improved Partner Training and Certification
On-demand micro trainings are the trend
Short focused trainings of 2-5 minutes
Accessible 24/7/365
Trainings stress partner and customer benefits
Trainings include lots of graphics and pictures
Can be training tracks or individual
Track competency for partner and channel staff
Automate delivery of certificates
TreeHouse Interactive – Confidential © 2012
Improved Partner Training & Certification
TreeHouse Interactive – Confidential © 2012
Account Name Role Name First Name Last Name Title All Trainings Complete
TreeHouse Test Reseller Emmitt Christensen Sales
TreeHouse QA Test Reseller QA Test Test All Trainings Complete
Dunder Mifflin Reseller Dwight Schrute Assistant to the Regional Manager
Dunder Mifflin- Scranton Reseller Michael Scott Regional Manager All Trainings Complete
Partner Marketing Enablement Technologies
TreeHouse Interactive – Confidential © 2012
Amp Up Partner Marketing Capabilities
Benefits for Partners
Extends limited partner marketing resources
Gets partners what they need, when they need it
Greatly decreased time to delivery vs. traditional print
Makes it easy to create professional looking materials that are easily personalized
Increases leads and sales
Encourages consistent branding in the marketplace
Creates a tighter link between partner and vendor
Benefits for Companies
Automates process and reduces costs
Reduces waste (eco-friendly)
Provides consistent branding in the field
Increases leads and sales
Establishes a competitive differentiator for your program
TreeHouse Interactive – Confidential © 2012
Allow Partners to Easily Co-Brand Important Marketing Materials
Partners can create co-branded materials like collateral or direct mail pieces from the portal
Partners simply upload their logos, address and text
The system produces print ready or HTML ready material for partners to market to their customers
TreeHouse Interactive – Confidential © 2012
TreeHouse Interactive – Confidential © 2012
Full-Service Marketing Campaign Automation / Demand Generation
Partners can view current email promotions available
Partners choose campaign, upload their logos, lists and text for the campaign elements
The system sends the email for the partner
Leads from email are sent directly to partner in real-time
Partners get a link to view a real-time report to see opens, link clicks, etc.
Content Syndication and Co-Branded Partner Mini-Sites
Allows co-branding directly on partner websites
Content changed on master site is syndicated across all partner sites automatically
Custom Contact Us / Request More Information form is used for real-time partner lead generation
Leads are sent to partner in real time
TreeHouse Interactive – Confidential © 2012
The New Partner Marketplace
TreeHouse Interactive – Confidential © 2012
Customer and Partner Problem
Customers need to find the right partners for their needs
Geographic
Technical
Government vs. Commercial
TreeHouse Interactive – Confidential © 2012
Partners want the companies they represent to send them qualified leads and demonstrate a commitment to their success.
Partner Marketplace and Locator Solution
Allows buyers to find the right partner
Drives leads to partners
Keys to success
Allow partners to update their profiles regularly
MONITOR data!!!!!!!
Make sure partner entries and updates are automated
TreeHouse Interactive – Confidential © 2012
Partner Marketplace vs. Locator
Geo-centric to solution centric focus
More natural search
TreeHouse Interactive – Confidential © 2012
Partner Marketplace vs. Locator
Interactive
Partners maintain their own listings
Customers provide feedback on partners they have used
Dynamic
Leverages multi-media for a more complete experience
TreeHouse Interactive – Confidential © 2012
What We Covered
1. Enhanced Integrations with Major CRM Systems
2. Integrated Partner Training and Certification
3. Partner Marketing Enablement Technologies
4. The New Partner Marketplace
TreeHouse Interactive – Confidential © 2012
Four New Technologies in Partner Relationship Management
Question and Answer
TreeHouse Interactive – Confidential © 2012
Contact Information
TreeHouse Interactive – Confidential © 2012
Email: [email protected]
Marketing: [email protected]
Sales: [email protected]
Twitter: @treehousei
Web: www.treehousei.com
Phone: 801.576.8428
TreeHouse Interactive – Confidential © 2012
Q&A // Submit Your Questions
Type question here
Panelists // Q&A
MODERATOR
Erich Flynn
CEO
TreeHouse Interactive
Alicia Fiorletta
Managing Editor
Channel Marketer Report
Thank You For Attending
This Webinar
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http://bit.ly/exploreprm
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