- Donna Haywood of Working In needed a system to manage their global sales team, multiple products/currencies/taxes, and align with their finance system. They implemented Salesforce Enterprise and saw improved visibility, data-driven decision making, and automated billing. - Stu Cowdell of Digital Island implemented Salesforce to scale their growing sales teams, manage performance, capture opportunities/quotes, and assign opportunities. This increased sales success and knowledge sharing. - James Slater of Goodman Fielder implemented Salesforce Mobile to move from manual, error-prone processes to real-time data collection and compliance tracking. This increased speed, customer focus, performance management, and collaboration across teams.

1. Business Success for Small &
Medium Businesses
Ask the Experts
Rhonda Robati, salesforce.com
Commercial SMB Manager, Australia & New Zealand

2. Safe harbor
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This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties
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intellectual property and other litigation, risks associated with possible mergers and acquisitions, 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
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looking statements.

3. Session Objectives
• How successful companies transformed their business
• Gain insight into how salesforce.com solutions can help grow
your business efficiently and effectively
• Offer a benchmark to your checklist (people, process & tools)
in transforming your business to thrive, not just survive

4. Agenda
Introduction – Rhonda Robati, salesforce.com
Customer Story – Donna Haywood, Working In
Customer Story – Stu Cowdell, Digital Island
Customer Story – James Slater, Goodman Fielder
Q&A

5. Donna Haywood
Controller

6. W ki ng I n
or
-NZ Company
-Focus on helping employers who can’t find skills locally to recruit internationally via
our websites, magazine and expos
- Assisting employers with the migration process once employees found
-Offices in Auckland, Sydney, London
-Run events in
London, Manchester, Birmingham, Dublin, Johannesburg, Vancouver, Calgary, Edm
onton, Houston, Santiago and now Madrid
-UK events running since 2002
- Web driven - Almost 3 million visitors to our websites each year

7. Som of our cl i ent s
e

8. W Sal esf or ce?
hy
Needed a system to manage the complexity of:
- Global sales team
- Multiple products
- Multiple currencies
- Multiple tax rates
Had no central visibility of pipelines
Excel database did not provide enough information for strategic analysis – revenue
by product, industry, country, state
Requirement to align with finance system

9. Sol ut i on
Implemented Salesforce Enterprise
Project team consisted of representatives from sales, finance and operations
Ensured all data required was captured
Worked with Trineo to develop an interface between Salesforce and Xero to automate the billing process.
Built weekly executive and individual salesperson dashboards
- Sales v Targets
- Pipeline graphs
- Activity graphs
- Discount analysis
Incentives put in place for sales team to use the system
- Target Reporting
- Workflow to e-mail successes to all

10. O com
ut es
- Improved visibility of pipeline
- Improved data for strategic analysis
- Improved productivity by automating the billing process
- Use of dashboard’s as reporting tools at all levels
- Alignment to finance system
PHASE TWO:
- Marketing campaigns
- Expo operation team
- Website and magazine production teams

11. Stu Cowdell
Owner / Sales Director

12. Customer Success:
Digital Island
Who we are: The business choice for plugging in the cloud, business
Mobiles and IP Voice.
Market Position: We supply medium to large NZ businesses seeking to stay ahead with new technology combined with
great service and pricing.
We offer: Data Solutions, IP Voice, Traditional Business Lines, Mobiles, Toll Free, and associated services to NZ’s medium
enterprise market.
Our Clients: We have thousands of clients across NZ, with clients in nearly every industry, for example:

13. The Challenge:
Summary:
Digital Island’s continued strong growth lead to a requirement to optimize the management of our sales function to
ensure all opportunities were captured and converted – thus increasing sales!
Specific Requirements:
 Provide the framework for successfully scaling up the sales teams in the New Year
 Manage individual performance of sales staff and teams
 Report on EOM and mid month on sales activities
 Capture future opportunities and manage them
 Capture quotation / customer information
 Manage Customer Contracts & Resign schedules
 Have the ability to assign and re-assign sales opportunities to meet our clients needs

14. The Solution:
Prerequisites:
The solution needed to be off the shelf, proven and scalable to meet our requirement.
Being a technology company with a high level of in house IT competency, we expected the implementation to be rapid
and successful.
Our implementation of Salesforce.com was just that!
Results of the implementation:
 Our sales teams readily adopted the application
 Salesforce.com has been extremely useful in terms of driving sales success, tracking results and identify areas
needing attention
 Increased knowledge sharing through Chatter - for example competitor information is shared this way
Massive increase in Account Management effectiveness including resigns
 Our operations team has just gone live with Service Cloud as a direct result of the success we had with Sales Cloud

15. James Slater
Capability Manager

16. Customer Success:
Goodman Fielder Sales Automation
Goodman Fielder is Australasia's leading listed food company. The company owns a host of iconic brands
that generations of Australians and New Zealanders have grown up with and put in their supermarket
trolleys every week.
Goodman Fielder are responsible for the production, sales and distribution of brands such as Meadow
Lea, Edmonds, Vogel’s, Freya’s, Nature’s Fresh, Meadow Fresh, Puhoi and Tararua
Goodman Fielder has No.1 or No.2 positions in most of the larger product categories, This leading product
offering is supported by an efficient distribution network that enables delivery of the company's products to
over 30,000 outlets every day including supermarkets, route outlets and food service customers.
The company is headquartered in Sydney and employs over 6,000 people in Australasia and the Pacific
Islands. We manufacture our products in almost 50 plants in Australia, New Zealand, Papua New
Guinea, Fiji and New Caledonia.

17. The Challenge:
ISSUE SOLUTION
All Field Sales tasks issued by head office via an array of Sept 09 - Implementation of Salesforce Mobile -
excel and word templates (30+) . Field Reps collected the Blackberry
results during store visits which was then sent to head
office and compiled weekly. 70 UE Force.com – Grocery Teams
10 week project
Limited face time with customers
Following restructure, extended user base to Route
Constrained speed to market on new products and Food Service, Distributor Managers, Business
promotion compliance Development and Outbound Sales team.
Manual, error prone, admin intensive and slow. Solution was replicated by Australia Field Sales
Redeployed technology - iPad early 2012

18. The Solution:
Prerequisites:
 System not developed and maintained in house
 Ability to integrate with SAP for core data
 User friendly in look and feel
 Mobility
Results of the implementation:
Dramatically increased the speed of determining GF position in the market.
Ability to track real time product launch results via Dashboard
 More business intelligence about account/channel management strategy
Central management of cycle objectives delivered focus.
More proactively manage and measure Field Sales performance, behavior and process.
 Enforce compliance manage and measure key business initiatives and activities
Immediacy of data and ability to react. Provide near real-time communication that allows for a
speedier reaction to customer issues and opportunities
Ability to reduce unproductive manual reporting
Ability to collaborate across departments

19. Donna Haywood Stu Cowdell James Slater