Websense Automated Renewals

1
Websense Automated Renewals

• March 2009
• Sarah Brooks, Online Renewals Manager, UK
  Ireland, Websense
• Matt Despain, General Manager, Encover

2
Websense Renewals Centre

• Starting with 100 seats and below
• Manage renewal opportunities through a web-based
  portal
• Automatically generates quotes and notifies
  partner 90 days in advance
• Provides a simplified online renewal workflow
• Automated reminders and notifications
• Flexible sales process - two options
• Partner manages the sales process
• Utilise Websense renewals department
• Enhanced purchasing options
• Click-to-buy e-commerce ordering for
  end-customers
• Collect customer payments and pays commission to
  the partner
• Extends partner branding to end-customers

3
Partner Margins

• Publish-Partner (through renewal end date)
• Platinum 33
• Gold 25
• Silver 20
• Publish-Websense (through renewal end date)
• Platinum 20
• Gold 20
• Silver 15

4
Renewal Centre Workflow

• Best practices

Publish-Partner Partner manages sales process
end of this workflow

• Publish-Websense Partner utilises
• Renewal Centre Team
• - Automation
• - Sales professionals
• - Free marketing
• - Customer can purchase online

• Partners compensated

Order fulfillment Partner remains incumbent

• Customer selects
• online payment options
• - credit card
• - PO
• - Bill Me Later

5
Partner Compensation Process

• Publish-Partner
• Partners retain their margin as order is placed
  through distributor
• Publish-Websense
• Customer places order online
• We handle all of the order processing
  collection with end customers
• Once end customer payment is received, all
  Partners (Distributors Resellers) will receive
  their commission and summary statement by the
  20th of the following month

6
Partner Email Notification
7
Partner Control and Flexibility
Weekly e-mail alerts partner to opportunities
available for review
You decide how to manage each opportunity
Partner Decides
Utilise Renewals Sales Team
Email notification sent to End Customer
8
Websense Automated Renewals

• March 2009
• Live Demo

9
Customer Email Publish-Partner
Reseller Information Branded Logo
10
Customer Email Publish-Websense
Reseller Information Branded Logo
11
Customer Experience Quote Review
Reseller Information Branded Logo
Up/Cross Sell Products
Check Box to activate Buy Button
Customer Options
12
Customer Experience Purchase Options
Reseller Information Branded Logo
Quote Information Remains
Payment Options
Address Auto Populated Customer Simply Fills Form
13
Benefits Summary

• For Websense Partners
• Improved Productivity
• Easy-to-use online portal
• Automation of notices / reminders
• Free up partner resources
• Comprehensive visibility into renewal
  opportunities
• Flexibility in managing renewals
• Partner manages the sales process
• Utilise Websense renewals department

• For End Customers
• Easy-to-use online order process
• Flexible payment options
• Protects investment by ensuring un-interrupted
  subscriptions
• Increased visibility into coverage options and
  pricing

14
Next Steps

• Identify a point of contact
• Who needs to receive the email notifications?
• Who will manage the opportunities/ portal login
• Email Logo and Contact Information
• renewals.uk_at_websense.com
• Log-in credentials will be provided through Email
• For more information please visit the
  ChannelConnect partner portal and click on the
  sales tab.
• Contact the Websense Renewal Centre with any
  questions or if you need assistance
  (renewals.uk_at_websense.com)