Sales Cloud, découvrez l'application CRM leader du Marché
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Sales Cloud, découvrez l'application CRM leader du Marché

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Découvrez comment améliorer vos ventes avec le Sales Cloud ! Venez découvrir la puissance de l'offre CRM Social, Collaborative et Mobile de Salesforce. Avec un temoignage de Cofely GDF Suez

Découvrez comment améliorer vos ventes avec le Sales Cloud ! Venez découvrir la puissance de l'offre CRM Social, Collaborative et Mobile de Salesforce. Avec un temoignage de Cofely GDF Suez

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  • Key Takeaway: <br /> In order to take advantage of the Internet of Customers opportunity our customers need to take advantage of four technology revolutions <br /> <br /> Social – 4.5 billion social connections on Facebook, Twitter, etc. <br /> Mobile – 5 billion smart phones <br /> Connected (products) – 50 billion tractors to toothbrushes <br /> Cloud – All of this is made possible by the innovation of the cloud. <br /> <br /> Talk Track: <br /> The Internet of Customers is possible today because changes in technology is enabling us to engage in new ways with customers through social, mobile and connected cloud technologies. <br /> <br /> With 4.5 billion social users on Facebook, Twitter, YouTube and a host of other networks, companies can reach out to customers and have conversations at massive scale. They can not only solve their problems, but engage with them to market and sell add-on products and replacement products. <br /> <br /> And the rapid growth of social is fueled by the rise of mobile. With 5 billion smartphones expected by 2017, mobile apps have become a new way to engage customers, employees and partners. Smartphones have become the dashboard to our life, helping us connect to products, place orders, and access information. <br /> <br /> But even larger than the number of connected people and connected mobile devices are the number of connected products. There are over 50 billion connected products expected by 2017. These connected products let you engage customers as they use your product or service. When customers opt-in, you can gather usage data, help them improve their experience, and solve problems as they appear. Philips is a great example of this. Philips has connected its Sonicare toothbrush to wifi so it can track how you brush your teeth. And if you want, you can share that with your dentist. So next time you go to the dentist, he won’t ask you “Have you been brushing?”. He can just bring up the data. <br /> <br /> And of course, none of this would be possible without the cloud. Social networks would exist, mobile phones wouldn’t exist, and products couldn’t connect. The cloud gives us an unparalleled ability to quickly connect everything together.
  • To become a customer company, you need to connect all your employees – your inside sales team, your sales reps, your sales managers. You need to connect your partners, all your mobile devices, and even your connected sales apps so that you can better meet the needs of your customer. <br /> <br /> If you can do this and act on these five steps, you can become a customer company. You can connect with your customers in a whole new way.. <br /> <br />
  • Why are so many companies struggling with these constraints? It’s because in so many cases the systems they’re using – maybe they’re on premise-based – or maybe they’ve got fragmented systems, using spreadsheets in certain divisions, or maybe they use multiple CRM or CRM-like systems. <br /> The challenge is that all these systems and their disconnected nature are holding companies back from driving more productivity and effectiveness from their sales teams. <br /> For example, if your company is still forecasting in spreadsheets, it’s relying on information that quickly becomes outdated. And there is no meaningful way to collaborate on the forecast data. <br /> And if you’re challenged with keeping account and contacts in your systems clean and accurate – most companies embark on costly efforts involving spreadsheets and manual processes, which are typically error-prone. And, over time people start to question the reliability of the data. <br /> In short, you simply can’t work and move at the speed you need to, unless you’re working in the Cloud, have embedded mobile capabilities, and have social built into the core of the selling tools you’re using. Without these, it’s impossible to become a fully connected customer company and fully connect with your employees, customers, partners, and products in the way that you need to close every deal and grow your business.
  • The Sales Cloud is the world’s #1 sales application. <br /> It provides all the core sales capabilities your organization needs to address day-to-day selling requirements. This includes everything from prospecting for leads directly within the application – with Data.com, converting high quality leads to opportunities and progressing opportunities to close, to measuring and improving sales performance and working across direct and indirect sales channels, and so much more. <br /> For example, because team selling is more of an imperative than ever, Chatter is a key part of the fabric within the Sales Cloud that enables collaboration. <br /> And because today’s sales teams are constantly on the go, they can drive more deals wherever they are with Salesforce Mobile apps. <br /> And finally, with the Salesforce Platform, companies of all types and sizes can easily extend the Sales Cloud to meet their specific sales process needs. <br /> Now let’s go into more detail on the Sales Cloud. <br />
  • Award Salesforce <br /> <br /> This is exactly what we see on the flipside with customers that use the Sales Cloud. <br /> When we survey our customers across all these major metrics, what we see is that companies that use the Sales Cloud grow their pipeline by 32%. They increase sales productivity by 32%. They improve rep performance by 25%. They improve forecast accuracy by 44%. And again, all of this results in a 27% improvement in sales. <br /> So now, let’s go into each of these core areas where Sales Cloud customers take advantage of key capabilities that we provide to help improve the performance of their business, to help transform themselves for growth, and to become fully connected customer companies.
  • And another challenge for many organizations is how they can improve the performance of their sales reps. <br />
  • Another key to success in growing pipeline lies in the ability to manage it more efficiently and consistently. <br /> With the Sales Cloud you can optimize the process of taking a prospect from lead to close faster. This is because you gain the ability to model your lead routing and lead scoring processes directly in the Sales Cloud. <br /> This enables you to align everyone in your organization around a very focused set of parameters to ensure that leads are qualified consistently. <br /> It also enables you to keep your activities – from generating and qualifying leads – to working on opportunities through close – as part of the same pipeline. <br /> What we see with companies using the Sales Cloud to automate this process is that they improve lead conversion rates by 32%.
  • And another key part of growing pipeline is being able to understand your prospects and customers better. <br /> This means being able to track every single interaction your company has with your customers. <br /> But it also means tracking the interactions your customers have with their business colleagues on the Social Web – on sites like Facebook, LinkedIn, and Twitter. <br /> This is what we call Social Accounts and Contacts, and it enables you to connect and collaborate with your customers in the context of both your company’s interactions, and social interactions. <br />
  • And another challenge for many organizations is how they can improve the performance of their sales reps. <br />
  • One of the key ways to do this is to give your reps the power to connect with experts in your organization that can help them progress and close deals. And you can do this with Chatter. <br /> But Chatter isn’t just about collaborating with people. With Chatter, you can collaborate on all your content in the Sales Cloud – from presentations and deal proposals, to reports and dashboards – and more. <br /> In fact, sales reps can follow dashboards, which get pushed to them in real time – in their Chatter feed. <br /> And with Chatter you can collaborate with people on your sales team, as well as across your company. This is great for aligning your entire organization behind your sales team. <br /> Chatter also lets you easily connect your teams with partners and with customers in private and highly secure deal rooms. Imagine working right in Salesforce – with all the data and files you need – with your sales team and key customer contacts – all motivated to work together in closing a deal. <br /> Companies that use Chatter in the Sales Cloud to collaborate on selling see a 34% increase in their employee productivity.
  • Another key to unlocking the productivity of your salespeople is allowing them to sell anywhere, on any device. <br /> With mobility and Salesforce you can access your data instantaneously. <br /> We enable access across a range of devices. And we do this with Salesforce Touch, built from the ground up on HTML5 to support the ease of use and gesture-based commands synonymous with tablet devices like the iPad. We’re very excited about Salesforce Touch, as are our many customers using it today. <br /> We also provide a variety of native apps that run on the iPad, the iPhone, Android Devices, and Blackberries. <br /> And you can build your own mobile applications on top of our platform. <br /> Companies using the Sales Cloud and our mobile capabilities typically see a 29% gain in productivity among their sales teams.
  • And another challenge for many organizations is how they can improve the performance of their sales reps. <br />
  • One of the key factors for success in this area is in recognizing that there are a number of processes sales teams can execute upon more efficiently, more consistently, and at higher levels of quality. <br /> With the Sales Cloud, we give you the ability to automate all of your sales processes. <br /> This helps your reps take the actions they need to at the exact right time. <br /> What’s really powerful about this workflow capability within the Sales Cloud is how simple it is to design business processes. It’s as easy as dragging and dropping. <br /> We also make it possible for your Chatter feeds to include real-time alerts, and enable approvals for items like pricing. <br /> This is very powerful in ensuring that managers are on top of their activities and are providing approvals sooner rather than later. It also enables teams to have conversations in real time without resorting to email. <br /> Whether it’s discount approvals, expense approvals, hiring decisions or more, all of these can be automated using the Sales Cloud.
  • And for so many organizations, the key to their success is in ensuring they can easily extend the Sales Cloud to meet their specific business needs. <br /> One of the best ways to do this is with the AppExchange. <br /> We have more than 1,700 cloud and mobile apps that enable you to transform your business. <br /> These are solutions that meet a wide range of needs, from incentive compensation, to configure-price-quote apps, and more. <br /> And all of these applications in the AppExchange are fast and easy to deploy. <br /> Right now we have more than 1.6 million installations of AppExchange apps.
  • And another challenge for many organizations is how they can improve the performance of their sales reps. <br />
  • One of the keys in driving success as a sales team lies in the ability to forecast accurately. With the new Collaborative Forecasting capabilities in the Sales Cloud, you can do just that. <br /> In short, you can gain a complete real-time view of forecasts throughout your sales organization. <br /> Forecasting with the Sales Cloud provides you with automatic roll ups. <br /> It gives you visibility into quota attainment. <br /> Clicking on each cell gives you a complete picture of the associated opportunities that comprise the forecast amount. <br /> And with Collaborative Forecasting, you can easily roll up your forecast to your manager, who can do the same for her manager. <br /> You can apply management judgment to adjust forecast amounts for people on your team. <br /> And you can even start up a real-time Chatter session to discuss their forecasts. <br /> Companies using Collaborative Forecasting in the Sales Cloud see an improvement of 44% in their forecast accuracy.
  • Now, a critical driver for success that our customers use to improve sales performance is Salesforce Dashboards. <br /> With Dashboards, you can gain a complete picture of your business, based on real-time information, at a glance. <br /> And with Salesforce Dashboards, users can easily create, edit, and share dashboards, just by clicking, dragging and dropping. So if there’s a metric that’s really important to you as a sales leader or sales rep, you can just create your own dashboard rather than going to IT. <br /> And with Salesforce Dashboards, one click on a dashboard brings you into the underlying detailed data. <br /> And you can access Salesforce Dashboards from anywhere, like on an iPad. <br /> Another great use for dashboards is to model and guide behaviors. For example, let’s say there are a certain number of calls each member of your inside sales team must make to be successful. You can create a dashboard to show this activity, and see and share this information across your team to guide desired actions. <br />
  • The Sales Cloud is the world’s #1 sales application. <br /> It provides all the core sales capabilities your organization needs to address day-to-day selling requirements. This includes everything from prospecting for leads directly within the application – with Data.com, converting high quality leads to opportunities and progressing opportunities to close, to measuring and improving sales performance and working across direct and indirect sales channels, and so much more. <br /> For example, because team selling is more of an imperative than ever, Chatter is a key part of the fabric within the Sales Cloud that enables collaboration. <br /> And because today’s sales teams are constantly on the go, they can drive more deals wherever they are with Salesforce Mobile apps. <br /> And finally, with the Salesforce Platform, companies of all types and sizes can easily extend the Sales Cloud to meet their specific sales process needs. <br /> Now let’s go into more detail on the Sales Cloud. <br />
  • Today, we are all connected to employees, partners, and customers – on any devices, at any time. We are driving sales processes more effectively and efficiently than ever before. And behind every single sales interaction…is a customer. Companies now have the opportunity to be more proactive in understanding their customers to grow sales. <br /> <br /> <br />
  • Today, we are all connected to employees, partners, and customers – on any devices, at any time. We are driving sales processes more effectively and efficiently than ever before. And behind every single sales interaction…is a customer. Companies now have the opportunity to be more proactive in understanding their customers to grow sales. <br /> <br /> <br />

Sales Cloud, découvrez l'application CRM leader du Marché Sales Cloud, découvrez l'application CRM leader du Marché Presentation Transcript

  • Augmentez vos ventes et restez productif où que vous soyez ! Frédéric Michelon Account Manager fmichelon@salesforce.com
  • Directive Safe Harbor Déclaration conforme àla directive «Safe Harbor » contenue dans la loi américaine intitulée «Private SecuritiesLitigationReformAct» de 1995: Cette présentation estsusceptiblede comporter des déclarations conditionnelles, qui impliquent nécessairement une certaineprise de risque, desincertitudes etdes hypothèses.Si l'une de cesincertitudes seconcrétiseou si certaineshypothèsesse révèlentincorrectes,lesrésultatsde salesforce.com,Inc.pourraient être sensiblement différentsde ceuxexplicitement ou implicitement avancés par nosdéclarations conditionnelles.Toutes lesdéclarations ne portant pas surdes faits historiques peuvent êtreconsidérées comme conditionnelles, ycompris les projections de disponibilité des produits ou desservices,d'augmentation du nombre d'abonnés, de bénéfices,de chiffred'affaires ou autre valeur financière, toutedéclaration concernant lesstratégiesou lesplans de gestiondes opérations à venir, toute opinion personnelle, toute déclaration concernant les servicesou les développements technologiques nouveaux, planifiésou mis àniveau, ainsi que les contratsclientset l'utilisation de nos services. Les incertitudesetles risques susmentionnés concernent, sanss'y limiter, les risquesassociésau développement età la fourniture de nouvelles fonctionnalités pour notre service,auxnouveaux produits etservices,à notre nouveau modèle commercial, nos pertesd'exploitation antérieures, les éventuellesfluctuationsde nos résultats d'exploitation etde notre tauxde croissance,les interruptions ou les retardsde notre système d'hébergement, lesfailles des mesures de sécurité,l'issue des litiges,les risques associésauxfusions etacquisitionsréelles etéventuelles,la jeunesse du marché dans lequel nous évoluons,notre historique relativement limité, notre capacitéà développer, fidéliseret motiver notre personnel età gérer notre croissance,les nouvelles éditions de notre service,ainsique le déploiement réussichez lesclients,notre expérience limitée en matière de revente de produitstiers,et l'utilisation et lesventesà de grands comptes. Vous trouverezplus d'informations surles facteurspouvant influencer les résultatsfinanciersde salesforce.com,Inc.dans notre rapportannuel (formulaire 10-K) pour l'exercice fiscalle plus récentetdansnotre rapport trimestriel (formulaire 10-Q) pour le trimestre fiscalle plus récent.Ce rapport et d'autres documents contenantd'importantes informationssont accessiblessurnotre siteweb dans la partie Informations Investisseurs,sectionDocuments pour la Commission des opérations de bourse (SEC). Certains servicesou fonctionsqui ne sont pasencore commercialisés etsontmentionnés ici ou dansd'autres présentations,communiqués de presse ou déclarations publiques, ne sont pasencore disponibles etne seront peut-être paslivrés à temps,voire pas livrésdu tout.Les clientsqui achètentnos servicesdoivent prendre leur décision sur labase des fonctionsactuellement disponibles.Salesforce.com,Inc.n'estpastenu etn'a pas l'intention de mettre à jour ces déclarations conditionnelles.
  • 5Mrd de smartphones d’ici 2017 50Mrd d’objets connectés 1T de capteurs connectés Objets connectés Objets connectés Terminaux mobiles Terminaux mobiles Réseaux sociaux Réseaux sociaux De nouvelles opportunités pour interagir avec vos clients 4.5 Aggregate Social Users 4.5Mrd d’utilisateurs sur les réseaux sociaux +58% rapidité de déploiement CloudCloud View slide
  • Vers une transformation numérique de votre entreprise Employés Connectés Partenaires Connectés Produits Connectés Terminaux Connectés Clients Connectés Social Cloud Mobile View slide
  • Les systèmes actuels limitent vos possibilités de succès Procédures manuelles Systèmes déconnectésFichiers Tableur / Email Employés Connectés Produits Connectés Partenaires Connectés Terminaux Connectés Clients Connectés
  • Les réalités du métier de commercial Objectifs non atteints Informations limitées Information perdue entre le marketing et les ventes Difficulté à mesurer le ROI des actions Marketing Manque de collaboration entre le marketing et les ventes Pas d’accès Mobile Peu de partage d’information et experts difficiles à identifier Pas d’information centralisée sur les clients/prospects Processus de vente peu structurés Tâches répétitives et non automatisées Perte de temps liée aux e-mails et approbations Besoin de la DSI pour créer des rapports Aucune visibilité en temps réel Trop de feuilles de calcul Pipeline insuffisant Pas assez de temps pour vendre Commerciaux peu performants
  • La solution CRM qui s’adapte à vos besoins La plateforme client pour vendre où que vous soyez Plateforme Salesforce1 Console Télévendeurs Pistes et données Marketing Automation Comptes et Contacts Collaboration Mobile Opportunités Workflow Gestion de la performance Prévisions et Analyses Partenaires
  • Vendez où que vous soyez avec le Sales Cloud Cloud . Mobile . Social Piloter l’entreprise +45% Amélioration de la précision du prévisionnel Améliorer la productivité commerciale +36% Productivité Faire croître le pipeline +38% Taux de transformation Augmenter la performance des commerciaux +26% Taux de conversion Source : enquête sur les relations avec les clients de salesforce.com, réalisée en mars 2013 par le cabinet indépendant Confirmit Inc auprès d'un échantillon aléatoire de plus de 5 200 clients. Le nombre de réponses varie selon les questions. +28% Ventes
  • Faire Croître le Pipeline
  • Convertissez plus rapidement vos prospects en clients Notation et acheminement des pistes Alignement et optimisation de la génération de pistes Suivi de l'ensemble du pipeline, de la piste à la signature du contrat Optimisez vos ventes de bout en bout
  • Suivez toutes vos interactions clients Mises à jour des informations clients en temps réel Enregistrement de chaque interaction client Collaboration en contexte Augmentez votre efficacité grâce à la veille sur les réseaux sociaux
  • Améliorer la productivité Commerciale
  • Interactions instantanées avec les experts Collaboration sur les propositions, les tableaux de bord, etc. Espaces privés consacrés à la collaboration avec vos clients et partenaires Améliorez votre productivité et votre efficacité Utilisez Chatter pour connecter vos commerciaux avec vos experts, vos clients et toutes les bonnes informations
  • Accès instantané à toutes vos données commerciales Collaboration avec votre équipe où que vous soyez Accès aux données CRM et à toutes les analyses Personnalisation spécifiques à vos besoins métiers Vendez où que vous soyez et depuis n’importe quel terminal grâce à Salesforce 1
  • Augmenter la performance des commerciaux
  • Automatisez vos processus commerciaux Conception des processus métiers par simples glisser- déposer Approbations en temps réel à partir des flux Chatter Automatisation des validations prix, remises, dépenses, etc. Aidez vos commerciaux à prendre les bonnes décisions au bon moment
  • Plus de 2000 applications cloud et mobiles Solutions propres à chaque besoin métier Accès simple et rapide Étendez les fonctionnalités du Sales Cloud avec la place de marché, AppExchange Transformez votre business grâce à des applications tierces dans le cloud + de 2 millions d’applications tierces installées
  • Piloter l’Entreprise
  • Synthèses automatiques et en temps réel Visibilité sur la réalisation des quotas Collaboration avec vos équipes Établissez et affinez vos prévisions en équipe Une vue complète et en temps réel des prévisions de votre équipe
  • Améliorez vos performances commerciales grâce à des tableaux de bord en temps réel Aperçu complet de votre business en un clin d'œil Tableaux de bord développés par les utilisateurs eux-mêmes Analyse des données en profondeur Accès mobile aux informations
  • La solution CRM qui s’adapte à vos besoins La plateforme client pour vendre où que vous soyez Plateforme Salesforce1 Console Télévendeurs Pistes et données Marketing Automation Comptes et Contacts Collaboration Mobile Opportunités Workflow Gestion de la performance Prévisions et Analyses Partenaires
  • Céline Forest Direction Commerciale Responsable du Projet Salesforce Emmanuel Fouché Directeur des Systèmes d’Information
  • Les enjeux pour Cofely Services PERFORMANCE : Augmenter le taux de renégociation et de valorisation pour un développement de notre portefeuille SATISFACTION : Améliorer la satisfaction client en bénéficiant d’un point d’entrée unique de gestion de la relation client et une transparence entre les entités RELAIS DE CROISSANCE : Renforcer la connaissance et le suivi de nos clients pour le développement d’offres ciblées