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S2 A005 J O H N S O N 091807

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Full session information and video available on successforce.com.

Full session information and video available on successforce.com.

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  • 1. The Cure for Sales Information Overload: How to Empower Reps and Win More Deals Sales II: Advanced Strategies Bill Rozier Gregg Johnson
  • 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. Agenda  The Problem: Sales Information Overload  Case Study And Demo: Ciena  Benefits and Tips  Q&A
  • 4. Salesforce = A Sales Rep’s Best Friend Activities Accounts Forecasts Opportunities Calendar Contacts And more…. profe ssional se rvice s
  • 5. Why? Salesforce Provides the Ultimate ROI “It’s all about closing deals…”
  • 6. But, You Need to Manage a Lot More Data Business Information Breakdown by Type Unstructured Data 85% Documents Spreadsheets Presentations Phone Calls Unstructured data Video doubles every 2 months Every file on your desktop… Sources: Merrill Lynch, IDC Corporation
  • 7. The Right Information is Supposed to Help Educate Prospects Highlight New on Needs Product Features Speak Intelligibly About Knock Out Industry Trends Competitors
  • 8. But It is Easy to Become Overloaded Competitive templates Contract Quoting studiesmaps PriceTerritory snapshots Customer ROI tools calculators Case papers White boilerplate Analyst decks Competitiveresearch Productlists alerts SalesRFPbrochures Order presentations instructions Webinars Datasheets Training podcasts
  • 9. Information Cycles Are Also Shortening Tuesday, 1PM Wednesday, 10AM Los Angeles, California Baltimore, Maryland “Your competitor launched a new “How does this stack up against product yesterday. the new product your main rival How does this compare?” released earlier this week?”
  • 10. Traditional Solutions Have Failed Sales Teams Content Management Intranets Have Not Been Products Are Too Complex Successful Either 87% 44% I find what I I find what I need on my need on the company’s Internet Intranet
  • 11. Lack of Self-Service Slows You Down What You Have Today What You Want Call or email marketing Find it fast Ask peers Better yet, deliver! Worst case – guess!
  • 12. Sales Information Overload Impacts Everyone  Sales - Lower productivity - Lower win rates  Marketing - Reduced efficiency - Ineffective positioning  Customers - Poor experience
  • 13. BILL ROZIER VICE-PRESIDENT OF GLOBAL MARKETING brozier@ciena.com
  • 14. Our approach Ciena Builds the World’s Great Networks Voice Mobility Video Data Storage Global network as the common delivery vehicle for all services Compliance VOIP tv Grid ! BC/DR
  • 15. Our company The Company We Keep We are experienced  Two-thirds of the world’s largest service providers rely on Ciena  A leading supplier of optical Ethernet to cable/MSOs  Chosen for mission-critical networks for Global 2000 enterprises in retail, healthcare, financial, transportation and other industries  World’s largest government network and numerous R&E networks  World-class, global partners
  • 16. Supporting Our Customers Wherever Our company We are global They Are Corporate headquarters  Linthicum, Maryland, USA R&D centers  Linthicum  Acton, Massachusetts  Alpharetta, Georgia  Ottawa, Ontario  Gurgaon, India Sales, service and support   Denver Moscow   Kansas City Paris   Plano Stockholm   Tulsa Warsaw   Buenos Aires Beijing   Mexico City Delhi   Brussels Mumbai   Frankfurt Seoul   London Shenzhen   Madrid Singapore   Milan Tokyo Approximately 1,700 Ciena employees Partners around the globe  Worldwide
  • 17. Our Business is Complicated and Dynamic Global, Multi-Language Sales Team Complex Products and Solutions Fast-Moving Market and Competitors
  • 18. We Needed Better Document Management Content Consumers Content Publishers  Do not know whether people  Cannot find documents actually use the content  Do not know know when  Do not know which content most content is updated popular/helpful  Do not know the best  Are not notified of errors in their materials to use for a given presentations customer interaction  Waste time collecting and downloading documents from network drives or online
  • 19. Imagination (Sales) Can Use Imagine if each time you …you had the knowledge of prepared to talk with a your entire company at your customer… fingertips
  • 20. Corporate Content Management Meets Web 2.0 Share Tag Subscribe Rate Bringing the Wisdom of Crowds to Sales and Marketing
  • 21. We’re Using the Best of the Consumer Web Powerful Tag Preview Content Keyword Search Content Filter Search Rate and Create Custom Results Review Alerts
  • 22. Product Demonstration
  • 23. Ciena - Salesforce.com Solution  Ease of use and adoption was critical  Helps put the best content in the hands of our sales reps on every deal  Enabled us to assign content “review dates” and better maintain documentation
  • 24. Tell Your Colleagues Back Home Marketing Library for Resource for Shared Space for Campaign Materials Service / Support Remote Services Teams Human Resources Repository for Knowledge Forms and Policies Customer Contracts Management
  • 25. Product Availability  Available to a limited number of customers beginning in December  If interested:  See your AE, SE, or CSM  Stop by the Salesforce Content demo booth  Contact a member of the Salesforce Content team
  • 26. To Learn More… www.salesforce.com/content Campground Map Gregg Johnson gregg.johnson@salesforce.com Bill Rozier brozier@ciena.com
  • 27. Session Feedback Let us know how we’re doing! Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:  Overall rating of the session  Quality of content  Strength of presentation delivery  Relevance of the session to your organization Additionally, please score each individual speaker on:  Overall delivery of session We strive to improve, thank you for filling out our survey.
  • 28. Questions?