Winning against Salesforce Work.com with bexcellent.com

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