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Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
Keeping a Unified Marketing Message with the Integrated Content Library
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.
  • 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
      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!

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