How Chatter has Changed the Way ERM Collaborates

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-Chatter Enhanced Sales Referral Management
-Sales leaders helped drive global adoption
-Lessons Learned: Don't underestimate Chatter, Don't limit Chatter without good cause, Ask first, "Should this be on Chatter?"

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  • Environmental Resources Management (ERM) is a leading global provider of environmental, health and safety, risk, and social consulting services. We deliver innovative solutions for business and government clients, helping them understand and manage their impacts on the world around them. 130 offices in 40 countries 3,600 staff More than 3,000 clients 300 out of Global Fortune 500 as Clients
  • When questions arose during a training session the co-trainer would post it on Chatter. In most cases we would answer live or within minutes. There was not a lag for getting Parking Lot issues resolved. 50 trainers, 3 regions and 3 days each 750 people trained in 4 weeks in approx 38 sessions globally SFDC was still being tweaked, we were still making business decisions on our sales process
  • In the early afternoon US time, an opportunity was posted on Chatter on the Client record - the contact was new. It was picked up within an hour by the account owner. They were not the right person and used Chatter to send it to an ERMer in Asia. By the next morning, the opportunity has been followed-up and a proposal was being prepared.
  • Behavior change with SFDC is our largest challenge as our Partners are used to someone else doing data entry. To get them in the system our Ex Sales Leaders have committed to posting 3 questions about opps and 3 kudos per week. They are committed to Chatter and using to drive SFDC adoption within ERM.
  • How Chatter has Changed the Way ERM Collaborates

    1. 1. How Chatter has Changed the Way ERM Collaborates Debora Rustemeyer Brown, Manager Global Commercial Program Environmental Resources Management (ERM) Customer Hero Theater Speaker:
    2. 2. Safe Harbor Safe 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 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. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other 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.
    3. 3. Environmental Resources Management (ERM)
    4. 4. Chatter Helped Seal the Deal for Salesforce <ul><li>750 users globally </li></ul><ul><li>Adding 500 users in Feb. 2012 </li></ul><ul><li>One global system </li></ul>
    5. 5. Chatter Helped us Train the Trainer
    6. 6. Chatter Enhanced Sales Referral Management
    7. 7. Sales Leaders Helped Drive Global Adoption
    8. 8. Lessons Learned Don’t underestimate Chatter! Don’t limit Chatter without good cause Ask first, “Should this be on Chatter?” 2 1 3
    9. 9. Questions & Answers Debora Rustemeyer Brown Manager, Global Commercial Program ERM

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