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Hosted by Adrian Davis, CEO, Whetstone Inc.

SIIA Channels Webinars:

How to Communicate with and Train Channel Sales Personnel

Moderator:Adrian Davis, President & CEO, Whetstone, Inc.Panelists:

Ron Wastal, VP of Sales & Business Development, Cast Iron Systems

Kim Zachar, Channel Sales Manager, Intacct

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SIIA Channels Webinar Series

Building a Sales Compensation thatWorksPrice for SIIA Members: Free, Non SIIA Members: $89Wednesday, January 27, 2010 - 1:30pm to 2:30pm EDT

More Info: http://bit.

ly/siiachannels

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SIIA pioneered the government cloud computing dialogue with itsSaaS Gov conference. Now in its fourth year, the SIIA conference has

consistently attracted top government speakers, cloud computing

experts, and public sector customers to show how governmentagencies can take advantage of the cloud

-Daniel Burton, Senior Vice President, Global PublicPolicy, Salesforce.com

SIIA & INPUT Members: $495

Non-Members: $695

Gov IT Purchasers (with Fed ID): Free

htt ://www.siia.net/saas ov

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Medium-sized, EBITDA-positive companies are

invited to apply to present before an audience ofmiddle-market-focused senior lenders, private equity

investors, and strategic partner prospects.

Deadline to Present: 1/15/2010

March 3, 2010

New York City

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www.siia.net/aatcSIIA OnDemand & OpSource SaaS Summit have joined forces to bring you

All About The Cloud

May 10-12, 2010

The Westin St. Francis, San Francisco, CA

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SIIA Channels Webinar Host

Adrian Davis

President & CEO

Whetstone Inc.

161 Bay Street

Suite 2700

Toronto, Ontario M5J 2S1

P: +1.416.572.2663W: www.whetstoneinc.ca

E: [email protected]

Skype: adrian.davis

Free White Paper on Building Strategic Customer

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SIIA Channels Webinar Series:How to Communicate With and Train

Channel Sales Partners


[email protected]

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Market leader in cloud FinancialManagement & Accountingapplications

Targeting SMB market space

Strong growth

50% Y-Y revenue growth in FY09

Preferred provider of FinancialApplications for the AICPA

Multi-channel sales and delivery model

DirectVAR

Referral

About Intacct

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Gaining mindshare, rise above the noise

Timely and relevant information

Packaging complex messages into somethingsimple to articulate

Level of direct selling knowledge within theprogram team

Challenges

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Communication best practice ideas

Easy and Convenient toconsume

Content is clear and

concise.

Incentives & Contests

Set appropriate

expectationsGoes both ways

Build and leverage thecommunity

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Web meetings live and recordedInvest in quality recording capabilities

Platforms that support collaboration, blogging,comments

Podcasts

Newsletter

Portal or web sections dedicated to Channel sales

professionalsBlogs

Ability to comment on posts to the site

Enable RSS feed/updates

Tools

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SIIA Channels Webinar Series:How to Communicate With and Train

Channel Sales Partners


[email protected]

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How to Communicate with and trainChannel Sales Partners

Ron Wastal VP of BD and Channel Sales

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14/202009 Cast Iron Systems, Inc. Confidential2010 Cast Iron Systems, Inc. Confidential

Cast Iron Overview

Corporate FactsCorporate Facts

Founded in 2001, 1st products beganshipping in 2004

HQ in Mountain View, CA

Pioneered SaaS / Cloud integration

2.0

Focus on speed & simplicityIntegration in Days

13 consecutive quarters of growth

1000s of customer integrations

connecting SaaS/Cloud toOnPremise applications

#1 SaaS/Cloud Integration Provider

100+ Partnerships

ISV, SI, VAR, Infrastructure

InvestorsNorwest Venture Partners,Sequoia Capital

Management team

Senior executives fromApplication and Integration

market leaders

Multiple patents

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15/202009 Cast Iron Systems, Inc. Confidential

Example of Cast Iron Channel Partners

Referral/Co-SellPartners (60+)

HP

Oracle

Google

Amazon

Microsoft

Salesforce.com

NetsuiteTaleo

SuccessFactors

Eloqua

Etc

2009 Cast Iron Systems, Inc. Confidential

Reseller/OEMPartners (30+)

Dell

Cisco

ADPHoovers

nGenera

Aprimo

TelenavXora

Big Machines

Right90

Etc

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Channel Sales Challenges

Understand your Importance to partner

Aligning and documenting expectations early

Key Goals/Measurements# of Active Opportunities

# of Forecasting Deals

# of Deals Closed# of Production Clients

# of Customer References

Documented and updated execution plans

Assigned resources for enablement

Review process scheduled and attended

Customized offerings developed together

Education commitments completed

Channel conflicts escalated and handled quickly


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Channel Sales Communications Model


Customized Sales Toolkits1. Presentations

2. Data Sheets/White Papers

3. Demos

4. Scoping Client Implementations

5. Proposals

6. Case Studies

Channel Sales Comm.

1. Sales Training

2. Partner Portals

3. Win Wires/References

4. Update Webinars

5. Annual Kickoffs

6. Regional Events

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Channel Sales Learnings

Document your Channel Process - Recruit>Enable>Monetize

Remember 3 Stages of Partner CommitmentExecutive investment to make it a priority

Resources assigned to help build sales toolkit

Sales team buy in to spend time learning how to sell value

Understand where you stand on their current priorities

Segment your Communications Plans

Sales Mgt & AE Cheat SheetsSE & PS Cheat Sheets

1 Page Rule Keep it simple

Seek channel feedback and tune sales toolkits


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Thank you

Ron Wastal VP of BD and Channel Sales

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Q&A

Zachar, Kim

Channel Sales Manager

Intacct

125 S. Market St., Suite 600, San JoseCA 95113

[email protected]

P: +1.303.619.1342

www.intacct.com

Ron WastalVP of Sales & Business Development

Cast Iron Systems

[email protected]

M: +1.925.325.2246

www.castiron.com

Adrian DavisPresident & CEOWhetstone [email protected]

P: +1.416.572.2663Skype: adrian.davisTwitter: @salesscientistWhite Paper: http://web.me.com/davisadrian/whitepaper

Documents

Channels 4