Sales Cloud: Connect Your Sales Teamto Grow SalesTodd Enders, salesforce.comDana Teahan, Australian Institute of Managemen...
Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain ...
Social Mobile Big Data CommunityApps Cloud TrustCustomer Revolution
Sell as a Team with the Sales CloudConnectedCustomersConnectedProductsConnectedEmployeesConnectedPartners
Hard to Sell as a Team if Sales Process is BrokenLimitedInsightsNot EnoughPipelineNot EnoughTime SellingUnderperformingRep...
Close more deals to grow your businessWorld’s #1 Sales Application
Grow Your Revenue in the Sales CloudSource: Salesforce.com Customer Relationship Survey conducted March 2013, by an indepe...
Dana TeahanAustralian Institute of ManagementChief Information and Digital Officer
Today’s presentation• Who AIM is• Some of our challenges• Path to overcoming them• Why we selected Salesforce• A case stud...
Our mission (and disclaimer)…“Building bettermanagers and betterleaders for a better society”So we give this presentation ...
All About AIM NSW & ACT• A 70+ year old membership based organisation• A training education provider• An advocate for Mana...
Some big challenges…A risky, old, antiquated technologyenvironment that didn’t support thebusiness.
Some big challenges…The web was increasingly important inselling, servicing and delivering customerexperience.
Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.
Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.Started there!!
Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.Going here!!
We agreed some principles…Commercial, off the shelf
We agreed some principles…Configure –not customise.
We agreed some principles…Scalable –both in directions.
We agreed some principles…We’re not a TechnologyCompany
Almost went down the wrong road…CIOManagement,Board, CEO,Passerby…
Some reasons why Salesforce…
Some reasons why Salesforce…Met our principles.
Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our princ...
Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our princ...
Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our princ...
Start to finish…Telesales Pilot Sales & Ops Membership
Start to finish…Telesales Pilot Sales & Ops Membership= 7 Months
A Sales Case StudyA web siteTelesales +Customer ServiceSales peopleon the ground(Lead Generation) (Inbound / Outbound) (Su...
A lead…
A lead…
A lead…
An opportunity…
An opportunity…
Volumes• 120,000 Contacts• 35,000 Accounts• Hundreds of Open Opportunities• 700+ online leads per month• 4 major integrati...
Student registration…
Sophisticated Dashboards…
Operational management…
Benefits…Held or grew slightly sales on manyproducts in a market that has declinedbetween 20-30%.
Benefits…Operating on less staff, due to marketconditions but similar volumes.About 40% more efficient than previousSystem.
Benefits…Immediate reporting and dashboardsManagement have information atHand within minutes or hours.
Some learnings…• It’s all in the planning• 30% is the system implementation• 70% is change management• Clarity of business...
Demonstration
Q & A
Sales Cloud: Introducing the World's #1 Sales App
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Sales Cloud: Introducing the World's #1 Sales App

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In this session you'll learn how your organisation can become a Customer Company with the Sales Cloud, and discover how your salespeople will form stronger connections with customers and close more deals—faster. Hear from salesforce.com customers about their experiences with the world's #1 sales app, see live product demonstrations, and learn how social collaboration features are empowering salespeople to work smarter both in the office, and on the move.

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Sales Cloud: Introducing the World's #1 Sales App

  1. 1. Sales Cloud: Connect Your Sales Teamto Grow SalesTodd Enders, salesforce.comDana Teahan, Australian Institute of ManagementChris Tye, salesforce.com
  2. 2. Safe HarborSafe 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 uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the resultsexpressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemedforward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial itemsand any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerningnew, 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 newfunctionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in ouroperating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectualproperty and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, ourrelatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of ourservice and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to largerenterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in ourannual report on Form 10-Q for the most recent fiscal quarter. This documents and others containing important disclosures are available onthe SEC Filings section of the Investor Information section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currentlyavailable and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions basedupon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-lookingstatements.
  3. 3. Social Mobile Big Data CommunityApps Cloud TrustCustomer Revolution
  4. 4. Sell as a Team with the Sales CloudConnectedCustomersConnectedProductsConnectedEmployeesConnectedPartners
  5. 5. Hard to Sell as a Team if Sales Process is BrokenLimitedInsightsNot EnoughPipelineNot EnoughTime SellingUnderperformingRepsNo lead routingPoor dataqualityNo socialinsightsNo mobile accessHard to findinformation & expertsTime wasted onemails & approvalsInconsistentselling processLimited coachingand feedbackLimitedautomationLack of reportingflexibilityNo real-timevisibilityToo manyspreadsheetsMissedTarget
  6. 6. Close more deals to grow your businessWorld’s #1 Sales Application
  7. 7. Grow Your Revenue in the Sales CloudSource: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent third-party, Confirmit Inc., on 5,200+ customers randomlyselected. Response sizes per question vary.+28%SalesCompleteInsightGrowPipelineIncrease SalesProductivityImprove RepPerformance+26%Higherwin rate+38%Improved leadconversion+36%Higherproductivity+45%Improved forecastaccuracy
  8. 8. Dana TeahanAustralian Institute of ManagementChief Information and Digital Officer
  9. 9. Today’s presentation• Who AIM is• Some of our challenges• Path to overcoming them• Why we selected Salesforce• A case study – how we use Salesforce• Benefits• Some learnings and insights…
  10. 10. Our mission (and disclaimer)…“Building bettermanagers and betterleaders for a better society”So we give this presentation freely, for no benefit otherthan to help other businesses.
  11. 11. All About AIM NSW & ACT• A 70+ year old membership based organisation• A training education provider• An advocate for Management and Leadershipissues in Australia• Independently operated in each state• Not for profit
  12. 12. Some big challenges…A risky, old, antiquated technologyenvironment that didn’t support thebusiness.
  13. 13. Some big challenges…The web was increasingly important inselling, servicing and delivering customerexperience.
  14. 14. Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.
  15. 15. Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.Started there!!
  16. 16. Some big challenges…Significant sales and market pressure, wewere on the down part of the cycle.Going here!!
  17. 17. We agreed some principles…Commercial, off the shelf
  18. 18. We agreed some principles…Configure –not customise.
  19. 19. We agreed some principles…Scalable –both in directions.
  20. 20. We agreed some principles…We’re not a TechnologyCompany
  21. 21. Almost went down the wrong road…CIOManagement,Board, CEO,Passerby…
  22. 22. Some reasons why Salesforce…
  23. 23. Some reasons why Salesforce…Met our principles.
  24. 24. Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our principles.
  25. 25. Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our principles.Was a platform for solutions, anecosystem for capability notjust a CRM.
  26. 26. Some reasons why Salesforce…Supported ourbusiness processes –Especially Sales,Customer and StudentManagement.Met our principles.Was a platform for solutions, anecosystem for capability notjust a CRM.Was more cost effective thanAlternatives and fast.
  27. 27. Start to finish…Telesales Pilot Sales & Ops Membership
  28. 28. Start to finish…Telesales Pilot Sales & Ops Membership= 7 Months
  29. 29. A Sales Case StudyA web siteTelesales +Customer ServiceSales peopleon the ground(Lead Generation) (Inbound / Outbound) (Supports Mobility)
  30. 30. A lead…
  31. 31. A lead…
  32. 32. A lead…
  33. 33. An opportunity…
  34. 34. An opportunity…
  35. 35. Volumes• 120,000 Contacts• 35,000 Accounts• Hundreds of Open Opportunities• 700+ online leads per month• 4 major integration points• 15,000 + students a year• Used by 80% of staff
  36. 36. Student registration…
  37. 37. Sophisticated Dashboards…
  38. 38. Operational management…
  39. 39. Benefits…Held or grew slightly sales on manyproducts in a market that has declinedbetween 20-30%.
  40. 40. Benefits…Operating on less staff, due to marketconditions but similar volumes.About 40% more efficient than previousSystem.
  41. 41. Benefits…Immediate reporting and dashboardsManagement have information atHand within minutes or hours.
  42. 42. Some learnings…• It’s all in the planning• 30% is the system implementation• 70% is change management• Clarity of business processes• Strong controls around data
  43. 43. Demonstration
  44. 44. Q & A
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