CPQ: The Quota-Busting Tool for Salesforce...This presentation may contain forward-looking...
Transcript of CPQ: The Quota-Busting Tool for Salesforce...This presentation may contain forward-looking...
©2013 PROS, Inc. All rights reserved. Confidential and Proprietary.
CPQ: The Quota-Busting Tool for Salesforce
June 24, 2014
Jeff Collins, Ph.D.Director, Value Engineering, PROS
Adam Hanin, MBAIndustry Innovation, Manufacturing, Salesforce.com
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Safe harborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward- looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
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Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward- looking statements.
Jeff Collins, Ph.D.Director, Value Engineering, PROS
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$Sales growth is harder than ever to find.
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The proof is in the numbers.
Less than of all sales reps make their quota.
Of experienced sales reps, nearly miss quota.
of forecasted deals don’t close.
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Does it have to be this way?
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What if you could …
Close biggerdeals,
faster,and
more often?
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But CPQ transforms how organizations do business…and
boost sales effectiveness.
of sales reps make their quota.
Overall team attainment is of sales quota.
The average sales cycle is months.
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Challenges Many tools, limited visibility and control over the process.
ExpectationsBest in class user experience, ability to grow seamlessly.
Adding CPQ to Salesforce
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Easy to use
Easy to deploy on any
channel
Easy to adapt & adopt
PROS Cameleon CPQ: the right answer
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High-Tech Manufacturing Industrial Manufacturing Service Parts
Telco-MediaInsurance/Fi. Serv. Specialty Distribution
PROS Cameleon CPQ Customers Transforming the way they do business
Adam Hanin, MBAIndustry Innovation, Manufacturing Salesforce.com
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Business World Is In A State of Disruption
• Faster innovation cycles.
• Lean operations.• Time to Value.
SPEED
• Product Innovation.• Service Transformation.• Geographic Expansion.
GLOBALIZATION
• Empowered Customer.• Multi Channel Access.
CONNECTIVITY
• Need for integration between systems and products.
CONNECTEDPRODUCTS
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ConnectedPartners
ConnectedEmployees
ConnectedCustomers
Businesses Have Complex Distribution Networks…
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New Marketing Paradigm
Dispersed Sales Teams
Need to Differentiate with Service
Channel Partner
Execution
Driving Connected
Product Value
…And Very High Expectations
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Channels and Back Office are NotKeeping Pace with Customer Needs
Disjointed Customer Experience Results 15%-25% Fallout Rate
30%-40% Revenue LeakageInconsistent Service Experience Moving Across Channels
Social Monitoring
Channel Partners
Service Entitlements
Mobile Apps
Self- Service
Retail
Marketing
Call Center
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A CPQ Enables a Multi-ChannelOrdering Experience
• Seamless Buying Experience Across Channels.• Shared Account and Shopping Cart Across Channels.
SalesforceContact Center Web Reseller Retail Sales Mobile
Common Objects – Account, Service Assets
Social Chart/ Email
Order Configuration Order Submit & Status
PROS Cameleon CPQ Order Fulfillment
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The Value of a Sales Catalog/ CPQA CPQ brings additional order capture capabilities to Salesforce
• Eligibility – who is eligible for which offers/ products.• Compatibility – which services and devices work with each
other.• Constraints – limitations in selecting ordering options,
combinations.• Upgrade/ downgrade – how a customer can change their
service.
Ordering rules
Benefits• Faster time to market for new products, services and offers.• Improved maintainability; reduced customization.• Performance at scale.
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Benefits• Consistent ordering experience
across all channels.• Shared customer and shopping
cart information.• Pass leads and in-progress orders
across channels.
End-to-End Solution Benefitsand Outcomes
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End-to-End Solution Benefitsand Outcomes
Outcomes• Seamless customer service
experience.• Increased customer satisfaction.• Decreased fallout. • Increased revenue.
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Results: The Customer
• I can interact on any channel.• The best person to assist me responds.• They provide the right solution at the
right time.
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Results: The Partner
• Opportunities are real, prioritized and relevant to my role and skills.
• It’s easier to sell, because the complex has been simplified.
• I’m responding to a prospect’s needs.
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Results: The Company
• Maximum sales productivity.• Enhanced customer satisfaction.• Enterprise visibility.
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Q&A
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