Cloudforce Essentials Auckland 2012 - Business Success Ask the Experts
Business Success for Small &Medium BusinessesAsk the ExpertsRhonda Robati, salesforce.comCommercial SMB Manager, Australia & New Zealand
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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
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
W ki ng I n or-NZ Company-Focus on helping employers who can’t find skills locally to recruit internationally viaour websites, magazine and expos- Assisting employers with the migration process once employees found-Offices in Auckland, Sydney, London-Run events inLondon, Manchester, Birmingham, Dublin, Johannesburg, Vancouver, Calgary, Edmonton, Houston, Santiago and now Madrid-UK events running since 2002- Web driven - Almost 3 million visitors to our websites each year
W Sal esf or ce? hyNeeded a system to manage the complexity of:- Global sales team- Multiple products- Multiple currencies- Multiple tax ratesHad no central visibility of pipelinesExcel database did not provide enough information for strategic analysis – revenueby product, industry, country, stateRequirement to align with finance system
Sol ut i onImplemented Salesforce EnterpriseProject team consisted of representatives from sales, finance and operationsEnsured all data required was capturedWorked 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 analysisIncentives put in place for sales team to use the system - Target Reporting - Workflow to e-mail successes to all
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
Customer Success:Digital IslandWho we are: The business choice for plugging in the cloud, businessMobiles and IP Voice.Market Position: We supply medium to large NZ businesses seeking to stay ahead with new technology combined withgreat service and pricing.We offer: Data Solutions, IP Voice, Traditional Business Lines, Mobiles, Toll Free, and associated services to NZ’s mediumenterprise market.Our Clients: We have thousands of clients across NZ, with clients in nearly every industry, for example:
The Challenge:Summary:Digital Island’s continued strong growth lead to a requirement to optimize the management of our sales function toensure 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
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 rapidand 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 areasneeding attention Increased knowledge sharing through Chatter - for example competitor information is shared this wayMassive 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
Customer Success: Goodman Fielder Sales Automation Goodman Fielder is Australasias 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 companys 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.
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
The Solution:Prerequisites: System not developed and maintained in house Ability to integrate with SAP for core data User friendly in look and feel MobilityResults 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 strategyCentral 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 activitiesImmediacy of data and ability to react. Provide near real-time communication that allows for aspeedier reaction to customer issues and opportunitiesAbility to reduce unproductive manual reportingAbility to collaborate across departments