I F M008 Ed Dischner91907


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  • I F M008 Ed Dischner91907

    1. 1. Driving B2B Sales in Communications Ed Dischner, salesforce.com John Merrill, Cablevision Chad Rycenga, Charter Track: Media
    2. 2. Safe Harbor Statement “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
    3. 3. 3. New Build-out. Unlit and outside our foot print. Substantial survey and capital required 1. Lit Building . Location is already part of our fiber network and generating revenue. $ $ 2. Target Building. Location is unlit, but within our network footprint. Minimal survey and capital required. How Fiber or Coax Businesses Work: 3 Types of Buildings REVENUE MINIMAL COST SUBSTANTIAL COST $ $ $
    4. 4. Driving B2B Sales in Communications Enterprise John Merrill Senior Sales Systems Manager Cablevision [email_address]
    5. 5. Company Introduction <ul><li>Optimum Lightpath </li></ul><ul><ul><li>Business telecom </li></ul></ul><ul><ul><li>4,000+ miles of fiber optic network </li></ul></ul><ul><ul><li>400+ employees </li></ul></ul><ul><ul><li>350+ Salesforce users </li></ul></ul><ul><ul><li>Approx. $150,000,000 in annual sales </li></ul></ul><ul><li>PRODUCT(S) USED: </li></ul><ul><ul><li>SFA </li></ul></ul><ul><ul><li>Service & Support </li></ul></ul><ul><ul><li>PRM </li></ul></ul><ul><ul><li>4 self deployed applications </li></ul></ul><ul><ul><li>4 Appexchange deployed applications </li></ul></ul><ul><ul><li>Web to Case, Web to Lead, “Web To Survey” </li></ul></ul>Sales Service & Support Vertical Response OLP Marketing Vertical Response Hardware Buildings Form Factory PRM Xactly Incent
    6. 6. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Improve access to key building related data to maximize revenue generation and minimize inefficiencies </li></ul></ul><ul><ul><li>Track Inventory </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Cost effectively manage centralized data repository </li></ul></ul><ul><ul><li>Facilitate location-based forecasting and revenue reporting </li></ul></ul><ul><ul><li>Better target network deployment </li></ul></ul><ul><li>High Costs </li></ul><ul><li>Reduced revenue </li></ul><ul><li>Inefficiency </li></ul><ul><li>Low customer service </li></ul>
    7. 7. The Solution <ul><li>Created custom objects related to Buildings that can also associate with Leads, Accounts, Opportunities </li></ul><ul><li>Built out and centralized business processes to centralize and expose data </li></ul><ul><li>Encouraged adoption of: </li></ul><ul><ul><li>Increased access to centralized interdepartmental data. </li></ul></ul><ul><ul><li>Dynamic alert functionality </li></ul></ul><ul><ul><li>Deeper integration with down-stream systems for more accurate, real-time data. </li></ul></ul><ul><li>Created 126 custom data points and imported legacy data </li></ul><ul><li>Trained 20 people (5 departments) </li></ul><ul><li>Developed alerts, dashboards, reports and processes pushing data out to drive revenue enhancing activity and maximize resource allocation. </li></ul>DEPLOYMENT DETAILS
    8. 8. LEADS (Tenants) Account Billing Revenue Customer Contacts Qualified Prospect Contacts Billing Revenue Building Opportunities Prospects Revenue Installed Revenue Products Site Survey Status Landlord Process Landlord Contact Landlord Contract Process Rental Contract $ Site Surveys Site Survey Status Building Status Pending Opportunity Process Flows Inventory Routers Hand Sets Equipment Location Construction Budget(s) Status Access Status
    9. 9. Results: Real-time passive and dynamic access to key building data Building Funnel Building Inventory
    10. 10. Results: Real-time passive and dynamic access to key building data Engineering Data from Provisioning System – Updated hourly Land Lord Agreements Building Access Status Buildings Lit
    11. 11. Results: Automatically Initiate Campaigns for Tenants in Lit Buildings (the low-hanging fruit) Use of workflow, lead routing and reporting Lit Building Leads Status Dashboard
    12. 12. Results: Easily Model Business Cases for Build ROI 1) 2) Building Funnel Build Costs Results: Alerts for Cross Departmental Assistance
    13. 13. Imagine it. Learn it. Use it. <ul><li>How to apply what you’ve learned when you get home: </li></ul><ul><ul><li>Automate </li></ul></ul><ul><ul><li>Centralize </li></ul></ul><ul><ul><li>Implemented </li></ul></ul><ul><ul><li>Integrate </li></ul></ul>
    14. 14. Driving B2B Sales in Communications SMB Chad Rycenga Director, Information Technology Charter Business [email_address]
    15. 15. Company Introduction <ul><li>3 rd largest US cable company </li></ul><ul><li>5.73m subscribers in 40 states </li></ul><ul><li>’ 05 revenue = $5.504 billion </li></ul><ul><li>PRODUCT(S) USED: </li></ul><ul><ul><li>SFA </li></ul></ul><ul><ul><li>Service & Support </li></ul></ul><ul><ul><li>PRM </li></ul></ul><ul><ul><li>Sandbox </li></ul></ul><ul><ul><li>10 custom app/objects </li></ul></ul><ul><ul><li>Web to Case, Web to Lead, Site Survey Integration, Pollzter, DemandTools) </li></ul></ul><ul><ul><li>Workflow rules </li></ul></ul><ul><ul><li>Record Types </li></ul></ul>INDUSTRY: Telecommunications EMPLOYEES: 17,200 GEOGRAPHY: US # USERS: 600
    16. 16. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Contract Management </li></ul></ul><ul><ul><li>Campaigns </li></ul></ul><ul><ul><li>Prospect Management </li></ul></ul><ul><ul><li>Commoditize SMB </li></ul></ul><ul><ul><li>Contact Management </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Application Integration </li></ul></ul><ul><ul><li>Serviceability </li></ul></ul><ul><ul><li>Product Availability </li></ul></ul><ul><ul><li>Data Integrity </li></ul></ul><ul><li>Early Termination Fees </li></ul><ul><li>Increased costs associated with multiple truck rolls </li></ul><ul><li>Forgone revenue for missed opportunities </li></ul><ul><li>Churn </li></ul><ul><li>Poor user experience </li></ul><ul><li>Channel Conflict </li></ul>
    17. 17. The Solution <ul><li>How did we address the challenges? </li></ul><ul><ul><li>Integration with OnBase/Kofax and alerts/workflow rules </li></ul></ul><ul><ul><li>Vendor selection and custom object creation for ‘Staged Prospects’ </li></ul></ul><ul><ul><li>Survey creation for WLR activities </li></ul></ul><ul><ul><li>Campaigns/Views/Dashboards </li></ul></ul><ul><ul><li>Integration/Serviceability – Mashups for serviceability </li></ul></ul><ul><ul><li>Paperless contracts </li></ul></ul><ul><ul><li>Reporting/Business Intelligence </li></ul></ul><ul><ul><li>SCRUM – concept to creation in 4 weeks </li></ul></ul><ul><li>Sandbox : Release Mgt </li></ul><ul><li>600 Users Impacted </li></ul><ul><li>Realtime MRR </li></ul><ul><li>SSIS for Churn Reduction </li></ul><ul><li>Service2Service for B2B </li></ul><ul><li>‘ DemandTool’ IT </li></ul>DEPLOYMENT DETAILS
    18. 18. Campaign Management - Parent
    19. 19. Campaign Management - Child
    20. 20. Campaign Management – Opportunity Detail
    21. 21. Contract Management - Dashboards
    22. 22. Prospect Mgt - Views
    23. 23. Dashboard - Churn by LOB
    24. 24. Design : Develop : Deploy <ul><li>How to apply what you’ve learned when you get home: </li></ul><ul><ul><li>You can do it – we can help : community </li></ul></ul><ul><ul><li>You’re only as good as your data GIGO </li></ul></ul><ul><ul><li>Become an army of one </li></ul></ul><ul><ul><li>Iterate…if at first you don’t succeed </li></ul></ul>
    25. 25. Ed Dischner Account Executive John Merrill Senior Sales Systems Mgr Chad Rycenga Director, IT QUESTION & ANSWER SESSION
    26. 26. Don’t miss these Activities: <ul><li>Visit our Media & Comms Expo </li></ul><ul><li>8 Partner Solutions </li></ul><ul><li>Media and Communications Demos </li></ul><ul><li>Meet over 450 Media & Comms Attendees </li></ul><ul><li>Birds of a Feather Industry Luncheon: Tue 12:15 </li></ul><ul><li>Enjoy a Latte and Network in our Industries Lounge </li></ul>for Media & Communications
    27. 27. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>
    28. 28. “ Though he’s built like a linebacker, he has exceptional quickness off the ball – he can play infield, pitch, take snaps, run routes, penetrate and dish the ball, or hurdle…you name it, this guy can probably get it done.” Chad Rycenga on Chad Rycenga “ Only those who see the invisible, can do the impossible” – Chad Rycenga on SFDC Chad Rycenga Charter Communications Director, IT Customer Hall of Fame What the fans are saying: Famed Statistics: 95% Login Rate 12 Custom Tabs 5 Custom Objects Google Mashups / Site Survey App ERP Integration <ul><li>Meet Me At: </li></ul><ul><li>IT Executives </li></ul><ul><li>Connect on Demand: crycenga </li></ul>
    29. 29. Customer Hall of Fame John Merrill Optimum Lightpath Sales Systems Manager What the fans are saying: Famed Statistics: 93% Login Rate 7 Custom Tabs 16 Custom Objects 8 Apps Apps Downloaded: Vertical Response PRM Xactly Draggin Role Form Factory “ He’s so Dreeeeeeamy!” Denise Cangelosi, Patrick Jones - OLP “ He Plays a mean game of Pretty Pretty Princess” – Fiona Merrill, World Ranked PPP Federation Player “ He needs funny lessons” Siobhan Merrill, Founder Funny Lessons R Us “ He needs to keep his head down while addressing the ball” – Every one who plays golf with him