Clive Longbottom,

Service Director, Quocirca Ltd

It is more than the App…

© Quocirca 2013

It’s desired outcomes that matter

• What are you hoping to achieve?– Better monitoring and reporting on the sales force’s performance?– Better management of customer details?

– Are you focusing on the right things?

• Shouldn’t it be– Individual pipeline management– Optimising team performance– Ensuring that campaigns and effort combine to reach or exceed

expected targets?

© Quocirca 2013

If all organisations were the same…

© Quocirca 2013

The Process Pyramid

Unique

Differentiated

Common

What makes your company, well,Your company

© Quocirca 2013

A process isn’t “a process”

Task 1

Task 2

Task 3

Task 4

Task 5

A Process

It is a collection of individual tasks- the process is only as good as the aggregation of the tasks

© Quocirca 2013

What is a task?

Task 1

Input 1

Output 3Input 3

Output 2Input 2

Output 1

© Quocirca 2013

What can be done

• Code everything– After all, you are unique

• Code only where necessary– Buy off the shelf and write code to fit where

you are different• Code nothing – go vanilla

– Change the way the company operates to work with off-the-shelf software

• Code nothing – but get it right– Use a core engine for commonality– Use bolt-around software for flexibility

© Quocirca 2013

What does this mean with Salesforce.com?

• Salesforce is a great application – provided you run your business the way it likes– This is unlikely

• Salesforce can look after the high-level processes– But that isn’t what you really need

• Salesforce can be “enhanced”– Look for the right extras

• It’s the tasks that counts– Look for domain expertise that can help in perfecting the tasks– Look for ways of making the high-level process more flexible

© Quocirca 2013

The ideal partner

• Embraces your existing methodologies

• Enables these to be enhanced and changed flexibly

• Identifies opportunities that the human may not see directly

• Provides modules that create distinct value to the individual, the team and the organisation

• Enhances reporting and provides direct skills improvement to the sales force