Keeping a Unified Marketing Message with the Integrated Content Library
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Keeping a Unified Marketing Message with the Integrated Content Library

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What if all your sales reps, partners, and customers were on message, using your latest sales and product presentations every day? Imagine never getting another phone call asking for the latest data ...

What if all your sales reps, partners, and customers were on message, using your latest sales and product presentations every day? Imagine never getting another phone call asking for the latest data sheet or price list. What if you knew exactly which of the documents you created were most valuable and used most often? Join us to learn how to make these blissful dreams a reality with the integrated content library. Believe it!

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  • In addition, it is impossible to win if you approach an opportunity without the most relevant and up to date deck your marketing manager created for you, with yesterday’s pricelist, or with a vague understanding of the competitive landscape of the prospect you are meeting with right now .When these are brought in the context of the account, the opportunity or the case you are dealing with, you have a much better chance to win the deal.
  • Make your reps more productive and effective by putting the right presentations and documents right at their fingertips. Hunting through mazes of folders and digging through e-mail to find your company’s best collateral and presentations are now distant memories. The best web 2.0 features like tagging, search, subscriptions and popularity rankings make finding content a snap. View and assemble presentations entirely in the cloud without ever having to download documents to your desktop. Send documents online to customer and prospects and track when your presentations are viewed.
  • Set the stage: Mars Chocolate and Petcare U.S. Sales team is approximately 550 associates, with about 150 being on internal support teams. We have a fair number of field associates not technically savvy – and all of them are extremely stretched for time due to the lean nature of our business. Issue: No clear rhyme or reason as to the way communications where going to field sales and broker teams – with regard to internal communications, trade marketing materials, and information requests.Objective: Making sure the right information was provided to the right people at the right time for the right reason. Business Goals:Enable 500 Sales associates to effectively communication amongst each other - with the corporate office – and of course with our CustomersImprove overall Sales effectiveness by streamlining information flow and creating a collaborative environment to share and re-apply business best practices.
  • Content SolutionWe looked at several solutions; Wiki, Sharepoint, Oracle & SAP solutions and several on demand solutionsWe selected salesforce.com content because it is a Software as a Service solution, Web 2.0 technologies, Easy, Clean, Simple to use. The easy upgrade process and the future capabilities that slaesforce.com offers such as SFA or the force.com platform were also key influencing attributes.Some of the key business solutions we came up with was to clearly define a communication process. Who was going to Author then Approve the content and then lastly who was going to publishCreate a set of standard templates. Price sheets, Sales tool kits, Bulletins, Corporate Announcements, etc. This way a user knows what to expect and where in the content information can be found.Centralize the content. Select a tool “enabler” to help drive the “push and pull” methods of content deliverySet a goal for your users. “Within 2 clicks”Key success: Redesign the content Have a monitored and shared Content LibrariesOne team centralizes all “Approved” Content” on 1 Content Library There are roughly 30 additional Content Libraries that users use to communicate within their channel or accounts. 1 Content Library used for all company collaboration Establish consistent content naming, tagging and filtering Create a custom content landing page Create learning for all types of users.
  • Challenges were on two fronts. One being the Internal Sales group and the other External Fields Sales.Both parties have their own objectives, so we had to make sure to enable process, procedures and solutions for both.
  • Content SolutionWe looked at several solutions; Wiki, Sharepoint, Oracle & SAP solutions and several on demand solutionsWe selected salesforce.com content because it is a Software as a Service solution, Web 2.0 technologies, Easy, Clean, Simple to use. The easy upgrade process and the future capabilities that slaesforce.com offers such as SFA or the force.com platform were also key influencing attributes.Some of the key business solutions we came up with was to clearly define a communication process. Who was going to Author then Approve the content and then lastly who was going to publishCreate a set of standard templates. Price sheets, Sales tool kits, Bulletins, Corporate Announcements, etc. This way a user knows what to expect and where in the content information can be found.Centralize the content. Select a tool “enabler” to help drive the “push and pull” methods of content deliverySet a goal for your users. “Within 2 clicks”Key success: Redesign the content Have a monitored and shared Content LibrariesOne team centralizes all “Approved” Content” on 1 Content Library There are roughly 30 additional Content Libraries that users use to communicate within their channel or accounts. 1 Content Library used for all company collaboration Establish consistent content naming, tagging and filtering Create a custom content landing page Create learning for all types of users.

Keeping a Unified Marketing Message with the Integrated Content Library Presentation Transcript

  • 1. Keeping Sales On Message with the Salesforce Content Library
    Marketing Professionals
    Shai Alfandary: salesforce.com
    Michael Chyzowych: Provider for Mars
  • 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, 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, 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 quarterly report on Form 10-Q filed on October 31, 2007 and in other filings with the Securities and Exchange Commission. These documents 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. Panel Speakers
    Driving Marketing Success
    Shai Alfandary, Product Management
    Sales and Marketing Productivity
    Michael Chyzowych, Consultant from Let’s Strategize
  • 4. Driving MarketingSuccessWith Files &Content
    Shai Alfandary
    salesforce.com
  • 5. The Right Files Are Key To Winning
    Killer Presentations
    Build credibility
    Beat competitors
    Get to yes faster
    CompetitiveTactics
    Updated
    Pricing
    5
  • 6. Great Files Come From Anywhere & Are Built Together
    Product
    Marketing
    The perfect sales pitch
    Sales
    Services
    6
  • 7. Today, Finding The Right File Is Painful
    Where did I save it
    Who sent the last version?
    Are these files any good?
    I never got it
  • 8. Harder Even, To Find Files That Will Help You Win
    FILES
    CONTEXT
    Accounts
    Opportunities
    Contacts
    Campaigns
    Forecasts
    Cases
    Calendar
    Marketing Collateral
    Sales Presentations
    Competitive Alerts
    Contracts
    Pricing Worksheets
    Training Podcasts
    Webinars
  • 9. Impossible To Keep Every Channel On Message
    Sales Reps
    Sites
    Partners
    Call Center
    Email
    Customer Portal
  • 10. Using The Wrong File Creates Problems
    It’s frustrating to hear about…
    NewPricing
    CompetitiveWeaknesses
    A New
    product pitch
    After losing the deal
    After sending the proposal
    Afteransweringthe RFP
    10
  • 11. What if it were easy to share a file instantly, collaborate on it effectively,publish it once, and find it anywhere?
  • 12. Salesforce Content & Files: The Best At Your Fingertips
    CONTENT LIBRARY
    CHATTER FILES
    Keep Sales on Message
    • Share files instantly
    • 13. Collaborate around it
    • 14. Find the best file anywhere
  • Find The Right File Every Time
    CONTENT LIBRARY
    CHATTER FILES
    Global Search
    Find It Fast
    One stop shop for all your files
    Use What Works Best
    Track the most popular tools
    The Right Tool for Your Context
    Tie search to your sales process
    Featured Content
  • 15. Collaborate In Real Time
    CHATTER
    FILES
    Share & Collaborate
    Crowd-source Ideas
    Flexible fast innovation
    Leverage Everyone’s Insights
    Share and comment across teams
    Stay Up to Date, Always
    Follow and get updates on files
    N
  • 16. Publish to Any Audience
    Content Libraries
    CONTENT LIBRARY
    Drive Your Sales Team
    Get them the right tools
    Power the Channel
    Empower partner success
    Put Customers in Charge
    Flexible customer care & Knowledge
    Partner Portal
    Sites
    Sales Portal
  • 17. Deliver Privately To Your Customer
    CONTENT LIBRARY
    Deliver in the Cloud
    Secure, controlled access, anywhere
    Track What Happens
    Monitor download and usage
    Content Delivery
  • 18. Anywhere You Go
    Chatter
    Files
    Collaborate on the Fly
    Preview documents & files
    Make Decisions Faster
    Real-time conversations on the go
    Chatter Mobile
    Chatter iPad App
  • 19. Included In All CRM Editions
  • 20. Improving Sales and Marketing Productivity with Salesforce Content
    Michael Chyzowych
    Professional Services provider for Mars
  • 21. 100% focus on Collaborative Consulting
    Leading provider of cloud and mobile applications
    Headquartered in New Jersey with offices in Colorado
    Verticals
    Expertise
    Consumer Goods
    Retail
    Finance
    Insurance Automotive Communications
    Pharmaceutical
    Salesforce
    Force.com
    Content
    Ideas
    Portals
    Cloud Applications
    Mobile Applications
  • 22. Client Success @
    150manufacturing facilities
    68,000 associates worldwide
    products are sold in 80 countries
    6 business unitschocolate – petcare – food drinks – symbiosciencegum & sugar
    Family owned and operated. Committed to delivering quality and value to the consumer; not Wall Street
  • 23. “We went from the Flinstone’sto the Jetson’s”
    “Centralizing information has made me more efficient”
    “I have confidence that I am presenting the most recent version to my customer”
    “I have what I need within 2 clicks”
    90+% Content Adoption
    “This is the Google search for Mars Chocolate”
    “Salesforce.com enabled our sales team to collaborate and reapply knowledge. As our main communication medium we are able to leverage information and best practices across the sales organization in an expedited amount of time.“
    Jim Murphy, Sr. Sales Vice President
    Mars Chocolate N.A.
  • 24. Business Goals
    Objective
    Standardize marketing materials for both Sales Associates and Customers
    Theright information to the
    right people
    at theright time and for the right reason
    Minimize “clutter” and improve sales effectiveness
    Create a collaborative environment with a feedback loop to the Author
    Deliver marketing materials in a consistent and timely fashion
  • 25. Landscape
    EnterpriseProcess
    Functional
    Process
    Technology Solution
    Technology solutions are only as good as the processes they enable
  • 26. 4
    # of sites Sales associates access
    47
    # main navigation options on Sales Web alone
    Getting to the right information
    It took 20 minutes to find sell sheets!
    1,500
    # of possible links to content to choose from
  • 27. Challenge
  • 28. Keys to Success:
    Review communication process
    Redesigned content – marketing materials
    Monitored and Shared Content Libraries
    Consistent naming, tagging and filtering conventions
    Customized Content landing page
    Solution
    Salesforce Content
  • 29.
    • Streamlined & consistent selling materials
    • 30. Multiple Content Libraries for different purposes
    • 31. Create a custom landing page to help organize content
    Key Takeaways:
  • 32.
    • Full seniorleadership support
    • 33. Robust project roll-out communication plan
    • 34. Learning methodology – address alllearning styles
    • 35. Ongoing nurturing
    • 36. Continuous monitoring and archiving of content
    Key Takeaways:
  • 37. Roadmap for Files Collaboration & Content Libraries
    Shai Alfandary
    salesforce.com
  • 38. Best Practices Today & Tomorrow
    CHATTER FILES
    CONTENT LIBRARY
    Find
    Share
    Collaborate
    Find
    Publish
    Deliver
    CONVERGENCE ROADMAP
    FILES
  • 39. Demo: Sales Success with Files & Content
    Create
    Share
    Collaborate
    Publish
    Deliver
    • Product team
    • 40. Sales
    • 41. Marketing
    • 42. Product team & Marketing
    • 43. Product team
    CHATTER FILES
    CONTENT LIBRARY
  • 44. Shai is a product manager, creating a product overview deck
    Todd is a product marketing manager, focusing on chatter files and content libraries
    Whitney is a sales rep. She is working on a files collaboration deal.
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  • 96. You can produce the best files with Chatter collaborative environment
    Increase sales and marketing effectiveness and keep all channels on message with content libraries
    Files sharing & Content Libraries are included as part of your Salesforce CRM license!
    Key Take Aways
  • 97. Q&A
    Driving Sales Success
    Shai Alfandary, Product Management
    Sales and Marketing Productivity
    Michael Chyzowych, Consultant from Let’s Strategize
  • 98. Keeping Sales On Message with the Salesforce Content Library
  • 99. How Could Dreamforce Be Better? Tell Us!
    Log in to the Dreamforce app to submit
    surveys for the sessions you attended
    Use the Dreamforce Mobile app to submit surveys
    OR
    Every session survey you submit is a chance to win an iPod nano!