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Partner Sales Enablement Presented By: Jerry Norman- Nott / [email protected] Australia & New Zealand - 2015

Sitecore Partner Sales Enablement

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Page 1: Sitecore Partner Sales Enablement

Partner Sales Enablement

Presented By: Jerry Norman- Nott / [email protected]

Australia & New Zealand - 2015

Page 2: Sitecore Partner Sales Enablement

Agenda Today

Introduction

The History

Positioning

Product Offerings

Partner Program

Let’s do business

Page 3: Sitecore Partner Sales Enablement

Know every

customer.

Own every

experience.

Page 4: Sitecore Partner Sales Enablement

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

Page 5: Sitecore Partner Sales Enablement

Over 5,000 customers

Page 6: Sitecore Partner Sales Enablement
Page 7: Sitecore Partner Sales Enablement

‘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

Page 8: Sitecore Partner Sales Enablement

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

Page 9: Sitecore Partner Sales Enablement

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.”

Page 10: Sitecore Partner Sales Enablement

Sitecore Platform History

Page 11: Sitecore Partner Sales Enablement

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

Page 12: Sitecore Partner Sales Enablement

Sitecore Positioning

Page 13: Sitecore Partner Sales Enablement

Customer Experience

Page 14: Sitecore Partner Sales Enablement

Customer Experience leaders outperform the market

Page 15: Sitecore Partner Sales Enablement

Leaders S&P 500 Index Laggards

Stock performance of Forrester’s Customer Experience Index

Source: Watermark Consulting 2013 (Cumulative total return)

Page 16: Sitecore Partner Sales Enablement

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%

Page 17: Sitecore Partner Sales Enablement

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%

Page 18: Sitecore Partner Sales Enablement

of buyers will pay more for a better customer experience,

Page 19: Sitecore Partner Sales Enablement

of buyers will pay more for a better customer experience,

of customers feel vendors consistently meet their expectations.

Page 20: Sitecore Partner Sales Enablement

say they deliver “superior” customer service

Page 21: Sitecore Partner Sales Enablement

say they deliver “superior” customer service

think these same companies deliver “superior” customer service

Page 22: Sitecore Partner Sales Enablement

One Platform.One Experience

Page 23: Sitecore Partner Sales Enablement

Single Customer View

Social

CRM

OnlineShop

Website

POS eDM

Page 24: Sitecore Partner Sales Enablement

Integrating Customer Data

Social

CRM

Online Shop

Website

POS eDM

Page 25: Sitecore Partner Sales Enablement

Sitecore® Experience Database™

xDB

Social

CRM

OnlineShop

Website

POS eDM

Page 26: Sitecore Partner Sales Enablement

Sitecore Whirlwind Tour

Page 27: Sitecore Partner Sales Enablement

Sitecore® Experience Platform™

Experience Management

Analytics & Insights

Federated Experience Manager

Print Experience Manager

Sitecore Commerce

Email & Campaign

Social

Page 28: Sitecore Partner Sales Enablement

Sitecore® Experience Management

Page 29: Sitecore Partner Sales Enablement

Multi Channel

Page 30: Sitecore Partner Sales Enablement

Delivering Personalised Optimised Experiences

Page 31: Sitecore Partner Sales Enablement

Analytics & Insights

Page 32: Sitecore Partner Sales Enablement

Federated Experience Manager

Page 33: Sitecore Partner Sales Enablement

Print Experience Manager

Page 34: Sitecore Partner Sales Enablement

Sitecore Commerce

Page 35: Sitecore Partner Sales Enablement

Sitecore Commerce

Page 36: Sitecore Partner Sales Enablement

Sitecore® Email Experience Manager

Page 37: Sitecore Partner Sales Enablement

Marketing Automation and Retargeting

Page 38: Sitecore Partner Sales Enablement

Sitecore Social

Page 39: Sitecore Partner Sales Enablement

Sitecore Social (Komfo)

VentureBeats rank Sitecore Social #1- April 2015

Page 40: Sitecore Partner Sales Enablement

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

Page 41: Sitecore Partner Sales Enablement

Hosting Models

On Premises Server Azure Managed PlatformVirtual Machines Managed Services

Page 42: Sitecore Partner Sales Enablement

Customer Journey

Page 43: Sitecore Partner Sales Enablement

fast broadband

Page 44: Sitecore Partner Sales Enablement

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

Email

Upsell

TV

Evaluation Consideration Purchase Renewal

Phone Social

Mobile

In-Store

Page 45: Sitecore Partner Sales Enablement

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

Email

Upsell

TV

Evaluation Consideration Purchase Renewal

Phone Social

Mobile

In-Store

Page 46: Sitecore Partner Sales Enablement

Partner Program

Page 47: Sitecore Partner Sales Enablement

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

Page 48: Sitecore Partner Sales Enablement

Page 49: Sitecore Partner Sales Enablement

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

Page 50: Sitecore Partner Sales Enablement

Whitepapers VideosVertical Insights

Webinars BrochuresProduct Demos

Case Studies Workshops Events

Page 51: Sitecore Partner Sales Enablement

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

Page 52: Sitecore Partner Sales Enablement

Sitecore Local To You

Page 53: Sitecore Partner Sales Enablement

Sitecore Staff

Customer SuccessMarketing TeamSales Team Technical Team Business Optimisation

(SBOS)

Partner Team

Page 54: Sitecore Partner Sales Enablement

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.

Page 55: Sitecore Partner Sales Enablement

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

Page 56: Sitecore Partner Sales Enablement

Summary

Page 57: Sitecore Partner Sales Enablement

Partners achieve clients for life

$

Project Lifecycle (time)

Retainer Based – Not Project BasedBeneficial to PartnerBeneficial to ClientsAgile – Promotes Trust

Sitecore ImplementationsTraditional Implementation

Page 58: Sitecore Partner Sales Enablement
Page 59: Sitecore Partner Sales Enablement

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)

Page 60: Sitecore Partner Sales Enablement

Let’s do some business together

Page 61: Sitecore Partner Sales Enablement

Presented by:Jerry Norman-Nott / [email protected] Partner Manager ANZ

Page 62: Sitecore Partner Sales Enablement

88

Forrester names Sitecore “Leader” in Wave for Web Content Management Systems, 2015

Page 63: Sitecore Partner Sales Enablement

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