Supercharging Sales: ZOLL Medical, Salesforce.com, and Bluewolf Webcast

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ZOLL engaged Bluewolf with a mission to arm leaders with instant access to accurate information and empower sales teams with Salesforce so they could be more productive and spend more time selling.

Watch the recorded webcast to learn how ZOLL Medical transformed their sales organization with Salesforce. Walk away with proven methods for achieving maximum return on your Salesforce investment.

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Supercharging Sales: ZOLL Medical, Salesforce.com, and Bluewolf Webcast

  1. 1. Supercharging Sales, Achieving Salesforce ROI: The ZOLL Medical Story #growsales
  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, 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 quarter. This document 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. Today s Presenters Athina Reisopoulos CRM Project Manager, ZOLL Medical Glen Stoffel VP Agile Business Transformation, Bluewolf @Bluewolf Steve Diamond Senior Director, Product Marketing, Salesforce.com @everythingsteve
  4. 4. Let s Get Started!
  5. 5. Steve Diamond Senior Director, Product Marketing @steveIAMsteve
  6. 6. Agenda •  Introduction: Achieving Sales Success •  ZOLL Medical s Success •  Open Discussion on Driving Your CRM ROI •  Q&A
  7. 7. Growth and Success for the Customer Company
  8. 8. Athina Reisopoulos CRM Project Manager - ZOLL Medical
  9. 9. From Wild West to Wild Growth: Our Transformation
  10. 10. Results and ROI Achieved • From 120 to 350 users • From 1 to 7 Countries •  North America, France, Netherlands, Germany, UK, Australia, China • 5X faster reporting • 90+% user adoption of Salesforce •  Increased mobility, productivity, efficiency ! more time selling • Custom App development on Force.com •  Automated request and approval processes for evaluation equipment • Year-on-Year growth since implementation
  11. 11. Our Vision Arm executives with instant access to accurate data Engage Sales with an easy-to-use tool that would increase selling time. Reinforce sales process Allow for Sales and executive collaboration 1 4 3 2
  12. 12. Roadmap and Implementation • Access from anywhere • Customizable/ scalable • Instant/real-time • Trusted Salesforce advisor • Agile project approach • Long-term consulting partner
  13. 13. Implementation Approach •  Phased approach – walk before you run •  Importance of Buy in from senior management •  Small focused business process reviews
  14. 14. Sales reps stay productive with mobile devices •  Salesforce data on mobile devices •  Logging visits, geo-location •  Customized by team and territory
  15. 15. Sales VPs manage pipeline and coach teams with real-time metrics from anywhere
  16. 16. Executives trust Salesforce data for forecasting and quarterly revenue reporting
  17. 17. What s in the Future •  Continue to make Salesforce the one place to go •  Keep it interesting and engaging •  Bring in additional teams
  18. 18. Glen Stoffel VP, Agile Business Transformation – Bluewolf @Bluewolf @Thinkitdone
  19. 19. The Changing Market Landscape THE BUYER IS CHANGING INNOVATION IS CHANGING LEADERSHIP IS CHANGING
  20. 20. CUSTOMER ENGAGEMENT WILL OVERTAKE PRODUCTIVITY AS THE PRIMARY DRIVER OF PROFITABLE GROWTH.
  21. 21. How to become a Salesforce ROI Leader 1 2 3 4 5 6 7 Establish a vision Gain executive support Roll-out incrementally, engage regularly Define and fine tune your sales process Master timing and innovation cadences Staff for Salesforce innovation Involve users from the start
  22. 22. Q&A Athina Reisopoulos CRM Project Manager, ZOLL Medical Glen Stoffel VP Agile Business Transformation, Bluewolf @Bluewolf Steve Diamond Senior Director, Product Marketing, Salesforce.com @everythingsteve
  23. 23. Visit salesforce.com/webinars to register for upcoming and on demand webinars

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