winning against salesforce work.com with bexcellent.com
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Winning Against Salesforce Work.Com
Alan DowzallCEO & Founder Pipe9 [email protected]#Dowzall
Present a Competitive offering to Salesforce Work.com that enables Microsoft Dynamics Partners to compete in deals where Work.com is potentially a winning differentiator for Salesforce
Overview
Agenda
Agenda
1.Confirm Performance Management Trends
2.Position Unique Capabilities of bexcellent.com
3.Compare bexcellent.com vs. Work.com
4.Introduce the Partner Opportunity
Performance Drivers
Clarity Chameleon Coaching
$
CommunityAlign Organization around a common set of Goals and
Outcomes
Emulate the behaviors of
Top Performers across
All Performers
Enable Managers to Coach based on a
common hypothesis of Excellence
Accelerate Learning through Feedback Giving Networks
Salesforce Coverage
Clarity Chameleon Coaching
$
Community
Salesforce Work.com covers the 4 Performance Driver Categories with 3 Packages Align, Motivate & Perform. Announced the Performance Bundle starting Nov.4th
for $300 per user per month which includes:Sales, Service, Development, Platform, Data and Work.com
EVERYONE NEEDS A WAY TO MEASURE EXCELLENCE @ WORK, WHAT’S YOURS?
BEXCELLENT.COM PROVIDES A WAY FOR ORGANIZATIONS TO DEFINE, EMULATE & MEASURE
EXCELLENCE @ WORK
Microsoft Can Now Compete Against Salesforce Work.com
Profiles of Excellence
Profiles of Excellence uniquely position bexcellence.com vs.
Work.com and other Performance Management solutions
Basis for setting and sharing of Goals
and Outcomes
Basis for sharing what
Top Performers do differently
Basis for Mgrs. coaching to a hypothesis of
Excellence
Basis for Giving feedback from the
Network
Partner
Profiles of Excellence fit with Organization Needs
Director defines Goals and Outcomes which cascade into
all role PoE’s
Managers Coach to the cascading Goals and Outcomes and best
practices of Top Performers defined in
the PoE
PoE’s define what Top Performers do differently to
everyone else
Team Mates, Peers, Managers and even
Customers and Partners provide a rich stream of feedback based on the
PoE SalesSales
Sales Manager
Sales Director
Partner Sales
Core Capabilities bexcellent.com Work.com
Align
Create Goals & Key ResultsShare Goals & ActionsShare Notes with Goals and ActionsTrack Goal Progress & SuccessView Excellence best practicesFrontline Manager Coaching
Based on Profile of Excellence YesYes
Automatic Yes
Based on PoE’s
Based on Googles OKR ModelYesYes
Manual• No
Based on OKR’s
FeedbackCreate Feedback NetworksInclude Customers & PartnersInvite Network members to give Feedback
YesYesYes
• No• No• No
MotivateGive Awards & BadgesShare Awards Socially Create SpiffsSend Gifts redeemed from Amazon.com
YesYes
• No• No
YesYesYesYes
Perform
Identify and Connect with Top Performers Compare Standing vs. Top PerformersTop Performer Gap AnalysisView Team Performance SummariesWrite Review Summaries
YesYesYesYes
• No
• No• No• No
YesYes
YammerSign-In with Yammer CredentialsShare Messages, Awards and BadgesShare Conversations with GroupsFree Trial from Apps Directory
YesYesYesYes
• No• No• No• No
Pricing & Editions
Subscriptions, per user per month Free Trial Individuals & Teams $10
Business $5
Free Trial, Motivate $10, Align $15, Perform $20, Performance Bundle $300*
(Incl. Sales, Service, Data, Development, Work.com)
Salesforce Battlecard
Data collated from information publically available from Salesforce.Com web site and trial experience through October 2013. Products or service names mentioned herein are the trademarks of their respective owners.
The Partner Opportunity
Manufacturing Financial Services
Partners Build Industry Relevant Profiles of Excellence
Retail Healthcare
Supply Chain Manager
Store Manager Barista
Risk Manager
Analyst Options Trader
Financial Controller
Factory MangerInventory Controller
Surgeon
Radiology TechnicianNurse
Partners make a margin on selling bexcellent subscriptions. The
subscriptions are additive to CRM Online, Office 365 & Yammer
Partner License Revenues
+Partners make additional margins
from developing and selling Industry/Persona relevant Profiles
of Excellence Partner IP Revenues
Winning Against Salesforce Work.com
Alan DowzallCEO & Founder Pipe9 [email protected]#DowzallProducts or service names mentioned herein are the trademarks of their respective owners