Why Not to BYOP (Build Your Own Portal) Key Learnings From Real World Customer Experience © 2016 Impartner. All rights reserved.

8 Reasons to Resist the Sirens’ Song of BYOP Time to market Loss of focus for IT team Level of effort Lack of a roadmap Ongoing maintenance Infrastructure costs Initial creation costs Lack of channel expertise Or, to summarize… © 2016 Impartner. All rights reserved.

Sacrificing Your Agenda Summary Hidden Costs Missing Features Sacrificing Your Agenda © 2016 Impartner. All rights reserved.

Hidden Costs One Fixed Cost Covers Purchase Design Development Deployment Onboarding Training Hosting Ongoing Maintenance Support Typically Missed Costs Design firm Development support Feature additions Training Hosting …? © 2016 Impartner. All rights reserved.

Why Didn’t You Build Your Own? What CRM Tool Do You Use? Why Didn’t You Build Your Own? © 2016 Impartner. All rights reserved.

Features You Would Have Missed – CRM © 2016 Impartner. All rights reserved.

Features You Would Have Missed – PRM “Pixel Perfect” Branding Mobile Responsive Design Deal Registration Lead Distribution Training & Certification Through-Partner Marketing Partner Marketplace MDF Management CRM Integration Single Sign-On Advanced Document Management Partner Emails International language Support Full Service Partner Campaign Campaign Analytics Business Planning Social Media Integration … © 2016 Impartner. All rights reserved.

What Your IT Development Team… Should Do: Build Analytics into your sales funnel Corporate Security Email Reliability Business Continuity Should NOT Do: Build A PRM From Scratch © 2016 Impartner. All rights reserved.

Some Things Are Best NOT Done at Home There’s a difference between Do It Yourself and Do Yourself In! © 2016 Impartner. All rights reserved.

Real Life BYOP Lessons from Rackspace © 2016 Impartner. All rights reserved.

Rackspace Started with a “BYOP” Project Kicked off project over 6 years ago Hired a development partner, ended up with limited functionality, limited scale, and no CMS to make changes Switched efforts to internal development for more control over branding Learned that Partner Portals are not our core competency, Managed Cloud is! Began an RFP process for a commercial solution © 2016 Impartner. All rights reserved.

Next, Took Salesforce Communities for a Drive Business owners liked Impartner, IT liked Salesforce Had SF CRM, thought SF PRM made sense SFCC is not an “out of the box solution” Needed an SI to customize and build out Timeline and implementation yielded only Deal Registration module, and with only limited capability SI did not work, so we resourced an internal team, leveraging internal experience 12+ months of costs, effort. Fixed branding, but only added Locator and Dashboard Bottom line: Heavy investment with little return © 2016 Impartner. All rights reserved.

Rackspace’s Path Led Them Back to Impartner Impartner’s knowledge and understanding of the channel SaaS based platform with flexibility and customization Modules to build and grow – not just deal registration but campaigns, LMS, push leads back to partner, co-branded collateral, etc. Timeline to implement was quick Seamless in just a few months vs. years with other solutions > turnkey No disruption to ecosystem © 2016 Impartner. All rights reserved.

Summary Impartner deployments are more functional… ...and usually less expensive We have tools to help IT understand our value Our portals generate value now and in the future We love partnering with our customers like Rackspace © 2016 Impartner. All rights reserved.

Thanks! Impartner www.impartner.com Text “Impartner” to 95577 for more info! +1 (801) 501-7000 © 2015 Impartner. All rights reserved.