Sitecore 8 - Sales enablement for partners. Includes positioning, product offering and partner program

1. Partner Sales Enablement
Presented By: Jerry Norman- Nott / jnn@sitecore.net
Australia & New Zealand - 2015

2. AgendaToday
Introduction
The History
Positioning
ProductOfferings
Partner Program
Let’s do business

3. Know every
customer.
Own every
experience.

4. 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

5. Over 5,000 customers

7. ‘Leader’ in the report for 5th consecutive year.
Most CompleteVision.
“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 MagicQuadrant forWCM, 2014
COMPLETENESS OF VISION
ABILITYTOEXECUTE

8. Gartner MagicQuadrant for
MultichannelCampaign Management, 2014
COMPLETENESS OF VISION
ABILITYTOEXECUTE
Gartner MagicQuadrant for
Digital Marketing Hubs, 2014

9. ForresterWave
WebContent 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.”

10. Sitecore Platform History

11. v3.0 - 2001
First Commercial Release
CMS Functionality
v6.1 - 2009
Enterprise Ready CMS
Online Marketing System
v7.0 - 2012
Marketing Platform
Enhanced Integration Ability v7.5 - 2014
Experience Database
Experience Profile
v8.0 - 2015
ExperienceAnalytics
Full Marketing Platform

12. Sitecore Positioning

13. Customer Experience

14. Customer Experience leaders
outperform the market

15. Leaders S&P 500 Index Laggards
Stock performance of Forrester’s Customer Experience Index
Source:WatermarkConsulting 2013 (Cumulative total return)

16. Leaders S&P 500 Index Laggards
Source:WatermarkConsulting 2013 (Cumulative total return)
Stock performance of Forrester’s Customer Experience Index
2007 --> 2011
22.5%
-46.3%
-1.3%

17. Leaders S&P 500 Index Laggards
51.5%
Source:WatermarkConsulting 2013 (Cumulative total return)
Stock performance of Forrester’s Customer Experience Index
2007 --> 2013
77.7%
-2.5%

18. of buyers will pay more for a
better customer experience,

19. of buyers will pay more for a
better customer experience,
of customers feel vendors
consistently meet their
expectations.

20. say they deliver “superior”
customer service

21. say they deliver “superior”
customer service
think these same companies
deliver “superior” customer service

22. One Platform.
One Experience

23. Single CustomerView
Social
CRM
Online
Shop
Website
POS eDM

24. IntegratingCustomer Data
Social
CRM
Online
Shop
Website
POS eDM

25. Sitecore® Experience Database™
xDB
Social
CRM
Online
Shop
Website
POS eDM

26. SitecoreWhirlwindTour

27. Sitecore®
Experience
Platform™
Experience Management
Analytics & Insights
Federated Experience Manager
Print Experience Manager
SitecoreCommerce
Email & Campaign
Social

28. Sitecore® Experience Management

29. Multi Channel

30. Delivering PersonalisedOptimised Experiences

31. Analytics & Insights

32. Federated Experience Manager

33. Print Experience Manager

34. SitecoreCommerce

35. SitecoreCommerce

36. Sitecore® Email Experience Manager

37. MarketingAutomation and Retargeting

38. Sitecore Social

39. Sitecore Social (Komfo)
VentureBeats rank Sitecore Social #1
- April 2015

40. Technology Landscape
Microsoft
SQL Server
Microsoft
Windows Server
Microsoft ASP.NET
MVC | WebForms
Microsoft
.NET
Lucene.NET
| Apache SOLR
Microsoft
Dynamics CRM
| Salesforce
iOS | Android
Windows Phone
Xamarin
MongoDB InDesign
Microsoft
SharePoint
Microsoft
Azure
Windows
Active
Directory

41. Hosting Models
On Premises Server Azure Managed PlatformVirtual Machines Managed Services

42. Customer Journey

43. fast broadband

44. 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
EntertainmentJunkie
Research
Email
Upsell
TV
Evaluation Consideration Purchase Renewal
Phone Social
Mobile
In-Store

45. 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 – WORDOF MOUTH
Broadband
Streaming
Chatswood - NSW
High
EntertainmentJunkie
Research
Email
Upsell
TV
Evaluation Consideration Purchase Renewal
Phone Social
Mobile
In-Store

46. Partner Program

47. 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

48. •
•
•
•

49. 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

50. Whitepapers Videos
Vertical
Insights
Webinars Brochures
Product
Demos
Case Studies Workshops Events

51. 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

52. Sitecore LocalToYou

53. Sitecore Staff
Customer SuccessMarketingTeamSalesTeam TechnicalTeam Business
Optimisation
(SBOS)
PartnerTeam

54. 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.

55. Technical Services,Training, and Support
Technical Services - Solution Architects and
Senior Consultants in 5 different location
across Australia and New Zealand
Training - ContentAuthors, 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
EnablementBundleStarterKit

56. Summary

57. Partners achieve clients for life
$
Project Lifecycle (time)
Retainer Based – Not Project Based
Beneficial to Partner
Beneficial to Clients
Agile – Promotes Trust
Sitecore Implementations
Traditional Implementation

59. Three Asks:
Agree on target prospect list for joint
planning
Customer visibility and collaborative
business upsell
Agree on Sitecore education
engagement (SalesTraining , SBOS,
TechnicalTraining)

60. Let’s do some business together

61. Presented by:
Jerry Norman-Nott / jnn@sitecore.net
Technical Partner Manager ANZ

62. 88
Forrester
names
Sitecore
“Leader” in
Wave for
Web
Content
Management
Systems,
2015

63. 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 toAdobe
• 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