Made in France : Salesforce pour l’industrie
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Les entreprises qui réussiront dans la quatrième révolution industrielle sont celles qui tireront profit de l'hyper-connectivité de leurs clients. Pour l'industrie manufacturière, de nouvelles possibilités sont ouvertes : les technologies Salesforce permettent aux industriels de coordonner leurs programmes, gagner en rapidité d'exécution ou encore mieux collaborer. Les entreprises les plus innovantes vont encore plus loin et embarquent l'ensemble de leur écosystème pour détecter de nouveaux gisements de croissance et adapter leurs modèles économiques et leurs propositions de valeur aux besoins de leurs clients.
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Made in France : Salesforce pour l’industrie
- 2. Stéphanie Pussiau Sales Director spussiau@salesforce.com Made in France : Salesforce pour l’industrie
- 3. Déclarations conditionnelles Déclaration conforme à la directive « Safe Harbor » contenue dans la loi américaine intitulée « Private Securities Litigation Reform Act » de 1995 : Cette présentation est susceptible de comporter des déclarations conditionnelles, qui impliquent nécessairement une certaine prise de risque, des incertitudes et des hypothèses. Si l'une de ces incertitudes se concrétise ou si certaines hypothèses se révèlent incorrectes, les résultats de Salesforce, Inc. pourraient être sensiblement différents de ceux explicitement ou implicitement avancés par nos déclarations conditionnelles. Toutes les déclarations ne portant pas sur des faits historiques peuvent être considérées comme conditionnelles, y compris les projections de disponibilité des produits ou des services, d'augmentation du nombre d'abonnés, de bénéfices, de chiffre d'affaires ou autre valeur financière, toute déclaration concernant les stratégies ou les plans de gestion des opérations à venir, toute opinion personnelle, toute déclaration concernant les services ou les développements technologiques nouveaux, planifiés ou mis à niveau, ainsi que les contrats clients et l'utilisation de nos services. Les incertitudes et les risques susmentionnés concernent, sans s'y limiter, les risques associés au développement et à la fourniture de nouvelles fonctionnalités pour notre service, aux nouveaux produits et services, à notre nouveau modèle commercial, nos pertes d'exploitation antérieures, les éventuelles fluctuations de nos résultats d'exploitation et de notre taux de croissance, les interruptions ou les retards de notre système d'hébergement, les failles des mesures de sécurité, l'issue des litiges, les risques associés aux fusions et acquisitions réelles et éventuelles, la jeunesse du marché dans lequel nous évoluons, notre historique relativement limité, notre capacité à développer, fidéliser et motiver notre personnel et à gérer notre croissance, les nouvelles éditions de notre service, ainsi que le déploiement réussi chez les clients, notre expérience limitée en matière de revente de produits tiers, et l'utilisation et les ventes à de grands comptes. Vous trouverez plus d'informations sur les facteurs pouvant influencer les résultats financiers de Salesforce, Inc. dans notre rapport annuel (formulaire 10-K) pour l'exercice fiscal le plus récent et dans notre rapport trimestriel (formulaire 10-Q) pour le trimestre fiscal le plus récent. Ce rapport et d'autres documents contenant d'importantes informations sont accessibles sur notre site web dans la partie Informations Investisseurs, section Documents pour la Commission des opérations de bourse (SEC). Certains services ou fonctions qui ne sont pas encore commercialisés et sont mentionnés ici ou dans d'autres présentations, communiqués de presse ou déclarations publiques, ne sont pas encore disponibles et ne seront peut-être pas livrés à temps, voire pas livrés du tout. Les clients qui achètent nos services doivent prendre leur décision sur la base des fonctions actuellement disponibles. Salesforce, Inc. n'est pas tenu et n'a pas l'intention de mettre à jour ces déclarations conditionnelles.
- 4. La connectivité bouleverse le secteur industriel 197019001700 Mécanisation Production de masse Automatisation Connectivité
- 5. Une opportunité majeure de se réinventer Produit Faible croissance, guerre des prix, banalisation Produit + engagement digital Revenus récurrents, marges supérieures, business modèles innovants Service proactif Connection M2M Sciences des données Informations temps réel Diagnostiques 24/7
- 6. Des réussites clients dans tout l’écosystème industriel Industries lourdes Biens durables Industries diversifiées Énergie Automobile
- 7. Aller au-delà du produit nécessite une transformation numérique à 3 niveaux Engagement client Personnalisation, sciences des données, marketing proactif, ventes, service client Alignement de la chaîne de valeur Collaboration en temps réel orientée client Innovation agile Nouveaux services s’appuyant sur les produits connectés
- 8. Systems of Record Les industriels ont investi dans des outils de gestion Conçus pour le back-office au détriment de l’engagement client Logistique ERP RHStockInfrastructureOpérations Outils de Gestion stockent leurs données clients dans des tableurs 61%
- 9. Systems of Record Logistique Merchandising RHStocke-commercePoint de vente Outils de Gestion Les industriels ont besoin d’outils d’engagement Outils d’ Engagement MobileCloud Réseaux sociaux Science des données Internet des objets n°1 L’expérience client est devenue le principal différentiateur
- 10. La plateforme Salesforce pour les industriels Cloud multi-tenant Sécurisé, fiable, performant Plateforme Salesforce La Customer Success Platform Outils d’engagement Repenser l’industrie Excellence du service client Service personnalisé Inquire-to- order Acquisition accélérée ERP débridé Alignement global en temps réel Produits connectés Prédictifs et intelligents Apps Analytics Community Marketing Service IoT Sales
- 11. La plateforme Salesforce pour les industriels Prenez une longueur d'avance ! Applications métiers Service connecté Service Cloud Alignez votre écosystème Community Cloud App Cloud Taux d’utilisation maximisés Maintenance réduite Nouveaux modèles économiques Productivité décuplée Fédérez vos employés, vos partenaires et vos clients
- 12. Jérôme Castan Principal Solution Engineer
- 13. DEMO
- 14. François Gateaud Sales & Marketing Director Truck Trailer EMEAR
- 16. Ne manquez pas… Le stand dédié à l’industrie dans la Cloud Expo 15:00 - 15:40 (Salle 1) Vos applications en deux temps trois clics avec App Cloud 17:00 – 17:40 (Salle 2) Connectez vos agents au terrain en alliant Field Service aux objets connectés 18:00 - 19:00 (Salle plénière) « La force de la bienveillance » avec Matthieu Ricard Donnez votre avis aux bornes d’enregistrement ou en ligne et recevez un délicieux cadeau GAGNEZ
Editor's Notes
- Key takeaway: Connection has changed Manufacturing forever. Talk-track: If you look at the history of manufacturing, we see several massive shift which completely transformed the industry. Mechanization: The first major wave of change happened in the 1700s when mechanization began to take hold and workers skilled workers gave way to equipment operators. Mass Production: In the 1900s, Henry Ford and others instituted mass production and changed manufacturing forever. Now, instead of producing one item at a time, workers focused on one part of hundreds of products. Automation: As technology became prevalent, automation began to take control of the manufacturing process. Robotics, automation controls and flexible factory floors allowed for faster production and the beginning of mass customization. Connectivity: And now we are in the era of connectivity, when customers, partners, suppliers, employees, and even our products have access to the internet 24x7. Transition: One of the biggest implications of this on manufacturers is that it creates a whole new set of demands on manufacturers. Alternative Talk-Track: Manufacturing has evolved (though over considerably more than 16 years ;-) ). We started with mechanization of production… everything from molds to early simple machines. And that model held for nearly 200 years throughout the Industrial revolution. But in the early 1900s Manufacturing truly moved into the mass production era. Consumerization was born, and manufacturers began enhancing their factory floors to churn out more products. Now some of us can barely remember the 70’s, but that’s when automation became the norm. We started seeing more robotics and technology building our products, but we were still just in an enhanced era of mass production. But now, connectivity is king, and the manufacturing process may never be the same again. With connectivity, the production process and the products themselves are now accessible through the cloud, which changes how plants are managed, and how products are made. You could say that we’ve entered an era of mass customization.
- We are incredibly thankful for the industry success we have achieved already. In each major manufacturing sector, we have strong customers who are leveraging Salesforce products and solutions to solve their biggest innovation challenges. And during these journeys together, we’ve learned a lot about the new challenges facing manufacturers of all sizes. To all of you here today who are already our customers, THANK YOU. And to those evaluating Salesforce, we encourage you to talk to our current customers and learn about their successes. But to make things a bit easier for you, we’ve invited several of our customers to speak to you over the next few days to share their successes and insights with you so that your Salesforce journey is that much better. Transition: All this success our customers have had comes because of changing trends in Manufacturing.
- Key takeaway: Meeting customer demand for deeper engagement beyond the product translates to reimagining engagement at 3 levels – front office engagement, value chain alignment, innovation Talk-track: 1:1, smart and real-time engagement beyond the product requires reimagining engagement at several levels but in speaking with our customers across segments and sizes, the three biggest focus areas are: Reimagine Front-office Engagement: Manufacturers must ensure that every front office staff, including sales and service people, have the tools to engage with customers in a way that is personalized to the customer needs, is based on hard insight and is proactive as opposed to reactive. This not only meet the customer demand but also accelerates new opportunity discovery & cross-product upsell. Reimagine Value Chain Alignment: Manufacturing is more complex than ever. Manufacturers don’t generally sell products anymore but complex solutions. And delivering these solutions involves extended value chains dispersed globally. Think about a company like Rolls Royce, who manufacturers jet engines, but now sells hours of flight time to their customers. Rolls Royce is now responsible for proactive maintenance, repair and replacement of faulty parts and ultimately ensuring their customers stay in the air. Meeting demand for 1:1, smart and real-time customer engagement with such complexity means every player in the value chain must collaborate around the customer in real-time and have access to the same powerful insight as anyone else. Reimagine Service Innovation: And manufacturers must innovate not just around building and shipping products. The next wave of innovation should be around engagement beyond the product by using the data from the installed base of connected products. For example, what if manufacturers could offer personalized SLAs based on usage history & deep insight from installed equipment, predict unplanned downtime, and provide 1:1 field service remotely? Transition: But manufacturers rely on systems of record that are not designed for engagement.
- Key Takeaway: Retail systems of record are fundamental to the operation of the business. Many by nature are product or process centric and don’t support a 360 degree view of the customer which is critical to meet the expectations of today’s shopper. Talk Track: And what makes this complicated is that historically retailers have invested in systems of record. And systems of record are very important. Point-of-sale, eCommerce and merchandising are the circulatory system of a retail operation. Without them you wouldn’t be in business; however, they're optimized silos. Transition: They're optimized for operational concerns not engagement with today’s empowered shopper.
- Key Takeaway: Retail systems of record are fundamental to the operation of the business. Many by nature are product or process centric and don’t support a 360 degree view of the customer which is critical to meet the expectations of today’s shopper. Talk Track: And what makes this complicated is that historically retailers have invested in systems of record. And systems of record are very important. Point-of-sale, eCommerce and merchandising are the circulatory system of a retail operation. Without them you wouldn’t be in business; however, they're optimized silos. Transition: They're optimized for operational concerns not engagement with today’s empowered shopper.
- Inquire-to-Order - enables your marketing with targeted outreach and sales team to personalize and accelerate the sales process in the field….not in the office. With it, you can engage customers proactively through B2B marketing activities, simplify sales of complex products, and accelerate the sales, quoting and contracting process. It allows you to sell in new ways, accelerate the sales process and improve profitability. Service Excellence enables you to deliver the right service at the right time with the right skills. From call centers to field service, communities to service contracts, Service Excellence enables it. Unlock ERP drives real-time decision making in the field, on the plant floor, or at the construction site. It enables you to deliver informed decisions and improve your business model. From sharing access to legacy data, to creating applications that mobilize all of a company’s data, Unlock ERP unlocks profitability. Connected Products delivers the ability to predict and proactively respond to your customers’ needs across your organization from product development to the delivery of services. Through contextualization of data to mobile communities for customers, partners and suppliers, Connected Products puts the Internet of Things in your hands.
- Asset utilization Operational cost reduction Worker productivity Pay-per-use Software-based services Data monetization Pay-per-outcome New connected ecosystems Platform-enabled marketplace