Keeping a Unified Marketing Message with the Integrated Content Library

Keeping Sales On Message with the Salesforce Content Library
Marketing Professionals
Shai Alfandary: salesforce.com
Michael Chyzowych: Provider for Mars

Safe Harbor
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Panel Speakers
Driving Marketing Success
Shai Alfandary, Product Management
Sales and Marketing Productivity
Michael Chyzowych, Consultant from Let’s Strategize

Driving MarketingSuccessWith Files &Content
Shai Alfandary
salesforce.com

The Right Files Are Key To Winning
Killer Presentations
Build credibility
Beat competitors
Get to yes faster
CompetitiveTactics
Updated
Pricing
5

Great Files Come From Anywhere & Are Built Together
Product
Marketing
The perfect sales pitch
Sales
Services
6

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

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

Impossible To Keep Every Channel On Message
Sales Reps
Sites
Partners
Call Center
Email
Customer Portal

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

What if it were easy to share a file instantly, collaborate on it effectively,publish it once, and find it anywhere?

Salesforce Content & Files: The Best At Your Fingertips
CONTENT LIBRARY
CHATTER FILES
Keep Sales on Message
Share files instantly
Collaborate around it
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

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

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

Deliver Privately To Your Customer
CONTENT LIBRARY
Deliver in the Cloud
Secure, controlled access, anywhere
Track What Happens
Monitor download and usage
Content Delivery

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

Included In All CRM Editions

Improving Sales and Marketing Productivity with Salesforce Content
Michael Chyzowych
Professional Services provider for Mars

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

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

“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.

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

Landscape
EnterpriseProcess
Functional
Process
Technology Solution
Technology solutions are only as good as the processes they enable

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

Challenge

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

Streamlined & consistent selling materials
Multiple Content Libraries for different purposes
Create a custom landing page to help organize content
Key Takeaways:

Full seniorleadership support
Robust project roll-out communication plan
Learning methodology – address alllearning styles
Ongoing nurturing
Continuous monitoring and archiving of content
Key Takeaways:

Roadmap for Files Collaboration & Content Libraries
Shai Alfandary
salesforce.com

Best Practices Today & Tomorrow
CHATTER FILES
CONTENT LIBRARY
Find
Share
Collaborate
Find
Publish
Deliver
CONVERGENCE ROADMAP
FILES

Demo: Sales Success with Files & Content
Create
Share
Collaborate
Publish
Deliver
Product team
Sales
Marketing
Product team & Marketing
Product team
CHATTER FILES
CONTENT LIBRARY

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.

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

Q&A
Driving Sales Success
Shai Alfandary, Product Management
Sales and Marketing Productivity
Michael Chyzowych, Consultant from Let’s Strategize

Keeping Sales On Message with the Salesforce Content Library

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Keeping a Unified Marketing Message with the Integrated Content Library

by Salesforce on Dec 21, 2010

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