Hear How Small Business Customershave Succeeded with Salesforce.comTom Karemacher, APAC Director, Small Business
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Scott GassmannManager of InnovationProactive Accountants Networkproactiveaccountants.net
What do you do as a Business?“A Global network helping business ownersget addicted to the thrills of success” Coaching – Lead accounting firms to success. Content - Best practice content to support the transformation process Technology – Collaborate, share, learn and challenge each other.
Why Salesforce? Cloud Addicts!! Scalability, Agility, Security, Mobility We are not normal – Neither is our CRM Integration to all core business systems
What results/outcomes has Salesforce delivered?
What would you do differently? Look at more Appexchange apps More Change Management Data Integrity
What do you do as a Business? Qualifications that changes lives and provide opportunity One of Australia’s Fastest Growing Training Company’s – In 2011 - 394 intakes, 3483 classroom sessions, just over 7000 students covering 27, 944 hours of training at OVER 70 Locations + Online Flexibility & accessibility is at our core Business/IT Courses & Qualifications We KNOW Government Funding/Incentives www.upskilled.edu.au
What do you do as a Business? “Provide Innovative Alternatives to the Banks “ Group Funds Management Dealer Group National Advice Business AFSL & Adviser Services $3 Billion FUM 40 Practice Circa $600m FUM 205 AFSL clients 22,000 + investors 56 Advisers 5 Locations 1300 Advisers Various Advice Segments $1.3B FUM 10 Salaried Advisers $12B + combined FUM Largest netwealth Client 8000 Clients
Why did you choose Salesforce? Marketing• Marketing Automation• Triggered Campaigns • Integrated web forms• Email and Surveys • Activity tracking• Landing Pages • Triggered campaigns• Event Registration • Profiling• Allows frictionless sharing• Reduces group emails ! • More time on the Road• Collaboration across brands • Chatter and account Access• Great for “group think” Sales
What results/outcomes has Salesforce delivered?Why I am standing here – the results !Far better visibility of Key metrics including:Company and group performance > individually or across various brands > Cross selling opportunities > Client Value across group not just product > Consistent reporting and MethodologySales performance and accountability > Sales team Performance vs. Budget > Sales Team activity and Type > Transparent opportunities Pipeline > Better collaboration > Visibility over marketing ActivitiesA “new world” marketing approach > Ability to leverage digital technology > Success (or failure ) of campaigns
What would you do differently?Lessons Learnt along the way> Appoint a “champion” - avoid committees.> Develop Salesforce Progressively> Initial set up and data design is absolutely fundamental to avoid future constraints> Consider if Person Accounts or Contacts are the best way to store data – how does this impact Leads ?> Consult with Salesforce Partner if complex structure – e.g. Not selling widgets> Adopt an “if not in salesforce it doesn’t exist rule” to increase user engagement> There is more to marketing than just email
What do we do? We import and distribute Australia-wide premium and organic wine and beer from the south of Italy. We supply about 600 customers. Our customers: fine dining restaurants, wine bars, independent retailers, corporate, private wine collectors, online. We constantly interact with our customers We run wine education courses and staff wine training programs.
Why did we choose Salesforce? We love the clouds as much as we love our wine They took the time to listen to us, as we do with our clients Versatility and integration Customizable Mobility Scalable Better real time visibility
What has Salesforce delivered? Visibility and real time management analytics Better workflow with centralized data Thanks to we have less futile calls within the team Happier staff and more satisfied customers Less missed opportunities MORE SALES! More people drinking quality wine / beer
What would we do differently? Document the workflow since day 1 Use compatible software platforms Engage a Salesforce deployment partner Centralize documents and data Make sure our data is easily exportable/flexible Collect as much feedback as possible from our staff and customers Talk to other business owners
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