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Cloudforce Sydney 2012 - Hear how Small Businesses have succeeded with Salesforce
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Cloudforce Sydney 2012 - Hear how Small Businesses have succeeded with Salesforce


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Small business success with Salesforce - real customers …

Small business success with Salesforce - real customers

This was presented during a Breakout Session at Cloudforce Sydney 2012 ( ).

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  • 1. Hear How Small Business Customershave Succeeded with Salesforce.comTom Karemacher, APAC Director, Small Business
  • 2. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-lookingstatements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions provesincorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-lookingstatements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projectionsof subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management forfuture operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments andcustomer 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 newfunctionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate ofgrowth, interruptions or delays in our Web hosting, breach of our security measures, risks associated with possible mergers andacquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivateour employees and manage our growth, new releases of our service and successful customer deployment, our limited history products, and utilization and selling to larger enterprise customers. Further information on potential factors that couldaffect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal year endedJanuary 31, 2012. 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 maynot be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features thatare currently available., inc. assumes no obligation and does not intend to update these forward-looking statements.
  • 3. Agenda4 Customer SpeakersScott Gassman, Proactive Accountants NetworksVarant Bomoushakian, UpskilledMatt Heine, NetwealthSabino Matera, QuocoQ&A
  • 4. Scott GassmannManager of InnovationProactive Accountants
  • 5. 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.
  • 6. Why Salesforce? Cloud Addicts!! Scalability, Agility, Security, Mobility We are not normal – Neither is our CRM Integration to all core business systems
  • 7. What results/outcomes has Salesforce delivered?
  • 8. What would you do differently? Look at more Appexchange apps More Change Management Data Integrity
  • 9. UpskilledVarant Bomoushakian - MD
  • 10. 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
  • 11. Why did you choose Salesforce?
  • 12. What results/outcomes has Salesforce delivered?
  • 13. What would you do differently?
  • 14. Questions/Queries…want to upskill? 1300 009 924
  • 15. Matt HeineExecutive director
  • 16. 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
  • 17. 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
  • 18. 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
  • 19. 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
  • 20. 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.
  • 21. 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
  • 22. 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
  • 23. 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
  • 24. Q&A
  • 25. Don’t Forget to Submit Your Survey!Stop by the registration kiosks to complete your sessionsurveys. We have 200 KeepCups to give away as well as the chance to win a $500 iTunes voucher! Thank you! NSW Permit No. LTPS/12/05010