Salesforce has been getting more and more specialized with its clouds and its applications, so it was inevitable that it was going to launch something that dealt only with channel sales.
That day came May 31, when the San Francisco-based customer relationship management giant opened for business Sales Cloud Partner Relationship Management, a new sales app that the company says will reinvigorate channel sales.
More than two-thirds of revenue for IT companies, manufacturing and telecom emanates from channel sales, Salesforce says, so it wants to enable every partner, distributor and re-seller with the personalized tools and information they need to sell products and services smarter and faster.
Builds Branding with Clicks, Not Code
The new PRM app will allow companies to build modern, branded partner communities with clicks, not code, the company said.
In Sales Cloud PRM, Salesforce is bringing together new and existing features that include:
- A new guided setup wizard that will enable channel managers to configure, customize and deploy their app in days, rather than weeks. Using the interactive wizard, channel managers will be able to configure lead distribution, deal registration, marketing development funds and AppExchange Components such as Xactly for compensation management and NetExam for a learning management system. Additionally, channel managers will be able to automatically assign partners into tiers and provide targeted promotions and customized content based on those tiers.
- Lightning CMS Connect will allow channel managers to create a customized, branded partner experience faster than ever. Channel managers will be able to drag and drop existing website content, graphics and videos while ensuring it stays as up-to-date.
- Einstein Content Recommendations will use machine learning to locate files that enable channel reps to be more productive. For example, if a partner views a new product description document, Salesforce’s Einstein business intelligence engine will be able to recommend files that include logo graphics, product placement instructions and pricing documentation for that new product.
- Channel Marketing Automation will extend the Marketing Cloud to every partner, enabling them to build, track and analyze email campaigns to deliver 1:1 customer programs on any device. Companies will be able to ensure that partners are using the right messaging and collateral by empowering them to be their own marketing department.
PRM connects with a slew of other Salesforce apps, such as Salesforce Quote-to-Cash and others. It assists field sales reps using the Salesforce1 mobile app and sales managers getting actionable insight with Sales Wave Analytics. Power-user sales reps deploy Einstein High Velocity Sales Cloud to identify the best leads, eliminate busy work and boost pipeline to increase sales.
Trailhead, Salesforce's free interactive, guided learning platform, is available for anyone to develop skills that empower them to land a job in the workforce of the future.
Pricing and Availability
Sales Cloud PRM is available now with the Partner Community Cloud License for $25 per member/per month.
The new Guided Setup Wizard will be available later this month, Salesforce said. Lightning CMS Connect will be in beta in June 2017, and Einstein Content Recommendations and Channel Marketing Automation are expected to be generally available in the second half of 2017, the company said.