The Future of Partner Sales

Transcription

1 The Future of Partner Sales Pega Collaborative Healthcare Summit October 2, 2017 Christopher Benedetto, Director of Marketing, Pegasystems

2 Partner Relationship Management Definition 1 Tier Supplier Company Captive Agent Customer 2 Tiers Agent Customer Distributor Sub- Distributor 3 tiers Agency Head Agent Customer Direct distribution Customer

3 Analyst Validation By 2018, 20% of B2B organizations will change their indirect channel support approach by focusing on PRM applications. Creating a consistent, high-quality customer experience across channels entails more than just putting point solutions in place.

4 Example Supplier Builds Technology Products in the B2B Healthcare space 30+ Partners committed to selling their products Channel revenue is 40% of the total revenue Partner Operates in the Healthcare space with B2B mobile offerings Recently signed a Partnership deal with Stark Industries Works with 5 other Supplier organizations

5 The Personas Pepper Bruce Blake

6 Channel Manager Pain Points (Supplier) Lack of insights into the Partners performance Invests a lot of time to train partner sales teams Want to incent partners to sell Managing a crosschannel Sales process is hard and complex Need to use multiple systems to communicate with partners Unable to understand the ROCI (Return on Channel Investments)

7 Channel Sales Manager Pain Points (Partner) Lack of a personalized partner experience Stuck with Ad-hoc and inconsistent processes Absence of mindshare with other suppliers Limited visibility into the sales pipeline Lack of communication between supplier and channel Sales and Marketing Not easy to track performance of Sales teams across different channels

8 Channel Rep Pain Points (Partner) Deal registration is a hassle Limited visibility into the payout incentives for partner deals Not knowing the right content to use Unable to get timely responses to partner queries Difficult to navigate and use the Partner resources Lack of a unified view to manage all leads / opportunities

9 Execution Capabilities Needed To Support Partner Based Sales Develop

10 Execution Capabilities Needed To Support Partner Based Sales Develop Position

11 Execution Capabilities Needed To Support Partner Based Sales Develop Position Align

12 Execution Capabilities Needed To Support Partner Based Sales Develop Position Align Locate

13 Execution Capabilities Needed To Support Partner Based Sales Develop Position Align Locate Engage

14 Execution Capabilities Needed To Support Partner Based Sales Develop Position Align Locate Engage Assemble

15 Friction Points Sales & Quoting Contracting Ordering Manually track sales activity Multiple s / calls and systems to capture client information Delays because contract mismatch Delays due to multiple systems data not matching Triage team Time Delay / Errors to cut / paste information into downstream systems CRM System #1 Sales Team 18 tab spreadsheet to bid solution Sales Desk CRM System #2 Ordering and Fulfillment No Sales Team visibility into quotes or prior contact

16 Ideal State Sales & Quoting Contracting Ordering AI Guidance to work opportunities most likely to close and automate sales activity tracking Quote creation with data from enterprise systems Automated data integration to back office systems CRM System #1 Sales Team Sales Desk Guidance to enrich quote with content, offers, discounts CRM System #2 Ordering and Fulfillment Full visibility into order and client history for sales

17 The News is OUT! Forrester Wave, Sales Force Automation Solutions, June 27, 2017 There is a NEW top vendor with the strongest current SFA offering Pega.

18 PRM Road Map Partner Onboarding Express powered onboarding experience Partner Profiling, Portal Design Training and Certifications Unified View Integration with CRMs and in-house systems Workflow implementation Sales Lead and Opportunity Management Channel Enablement Playbooks and Marketing collateral about the Partner s products Channel Incentives Deal Registration Estimate the payout of Partner deals Collaboration Platform to discuss questions, product feature requests, best practices Feedback Surveys Analytics Tracking Partner activities by using standard and custom reports/forms Recommendations on next best action for Partner deals Supported today To be developed

19 Quick New User Onboarding Built with

20 We increased efficiency and the cycle time by 42%. What have the brokers said? The installation process is the most seamless process that they ve seen of any insurance company in the state of Florida! Small Group Sales for guided shopping, quotes, proposals and enrollment Broker web portal earns Gold Star from CXOs and raves from users

21 "It works. And the feedback is really some of the best we re hearing from agents. It s intuitive. It s easy to use.... It makes the sales agent more efficient. That positive feedback is huge. Mobile Enrollment for Medicare Over 10,000 field agents & 65% reduction in cycle time

22 Closing Thoughts Research shows that more than 70% of channel partners do not regularly follow up on leads and opportunities that are shared with them. Define sales channel use cases, investigate your current tool landscape, and define requirements to existing CRM, ERP, and legacy systems. Sacred cows make the best hamburgers?