Sales Cloud: Introducing the World's #1 Sales App
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Transcript of Sales Cloud: Introducing the World's #1 Sales App
Sales Cloud: Connect Your Sales Team
to Grow Sales Todd Enders, salesforce.com
Dana Teahan, Australian Institute of Management
Chris Tye, salesforce.com
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Social Mobile Big Data Community
Apps Cloud Trust
Customer Revolution
Sell as a Team with the Sales Cloud
Connected Customers
Connected Products
Connected Employees
Connected Partners
Hard to Sell as a Team if Sales Process is Broken
Limited
Insights
Not Enough
Pipeline
Not Enough
Time Selling
Underperforming
Reps
No lead routing
Poor data quality
No social insights
No mobile access
Hard to find information & experts
Time wasted on emails & approvals
Inconsistent selling process
Limited coaching and feedback
Limited automation
Lack of reporting flexibility
No real-time visibility
Too many spreadsheets
Missed
Target
Close more deals to grow your business
World’s #1 Sales Application
Grow Your Revenue in the Sales Cloud
Source: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent third-party, Confirmit Inc., on 5,200+ customers randomly
selected. Response sizes per question vary.
+28% Sales
Complete
Insight
Grow
Pipeline
Increase Sales
Productivity
Improve Rep
Performance
+26% Higher
win rate
+38% Improved lead
conversion
+36% Higher
productivity
+45% Improved forecast
accuracy
Dana Teahan
Australian Institute of Management
Chief Information and Digital Officer
Today’s presentation
• Who AIM is
• Some of our challenges
• Path to overcoming them
• Why we selected Salesforce
• A case study – how we use Salesforce
• Benefits
• Some learnings and insights…
Our mission (and disclaimer)…
“Building better
managers and better
leaders for a better society”
So we give this presentation freely, for no benefit other
than to help other businesses.
All About AIM NSW & ACT
• A 70+ year old membership based organisation
• A training education provider
• An advocate for Management and Leadership
issues in Australia
• Independently operated in each state
• Not for profit
Some big challenges…
A risky, old, antiquated technology
environment that didn’t support the
business.
Some big challenges…
The web was increasingly important in
selling, servicing and delivering customer
experience.
Some big challenges…
Significant sales and market pressure, we
were on the down part of the cycle.
Some big challenges…
Significant sales and market pressure, we
were on the down part of the cycle.
Started there!!
Some big challenges…
Significant sales and market pressure, we
were on the down part of the cycle.
Going here!!
We agreed some principles…
Commercial, off the shelf
We agreed some principles…
Configure –
not customise.
We agreed some principles…
Scalable –
both in directions.
We agreed some principles…
We’re not a Technology
Company
Almost went down the wrong road…
CIO
Management,
Board, CEO,
Passerby…
Some reasons why Salesforce…
Some reasons why Salesforce…
Met our principles.
Some reasons why Salesforce…
Supported our
business processes –
Especially Sales,
Customer and Student
Management.
Met our principles.
Some reasons why Salesforce…
Supported our
business processes –
Especially Sales,
Customer and Student
Management.
Met our principles. Was a platform for solutions, an
ecosystem for capability not
just a CRM.
Some reasons why Salesforce…
Supported our
business processes –
Especially Sales,
Customer and Student
Management.
Met our principles. Was a platform for solutions, an
ecosystem for capability not
just a CRM.
Was more cost effective than
Alternatives and fast.
Start to finish…
Telesales Pilot Sales & Ops Membership
Start to finish…
Telesales Pilot Sales & Ops Membership
= 7 Months
A Sales Case Study
A web site Telesales +
Customer Service
Sales people
on the ground
(Lead Generation) (Inbound / Outbound) (Supports Mobility)
A lead…
A lead…
A lead…
An opportunity…
An opportunity…
Volumes
• 120,000 Contacts
• 35,000 Accounts
• Hundreds of Open Opportunities
• 700+ online leads per month
• 4 major integration points
• 15,000 + students a year
• Used by 80% of staff
Student registration…
Sophisticated Dashboards…
Operational management…
Benefits…
Held or grew slightly sales on many
products in a market that has declined
between 20-30%.
Benefits…
Operating on less staff, due to market
conditions but similar volumes.
About 40% more efficient than previous
System.
Benefits…
Immediate reporting and dashboards
Management have information at
Hand within minutes or hours.
Some learnings…
• It’s all in the planning
• 30% is the system implementation
• 70% is change management
• Clarity of business processes
• Strong controls around data
Demonstration
Q & A