Professional services copy for slideshare
Upcoming SlideShare
Loading in...5
×
 

Professional services copy for slideshare

on

  • 870 views

Salesforce for Professional Services, with Tquila and Kimble ...

Salesforce for Professional Services, with Tquila and Kimble

 
The most successful Professional Services firms are those that can grow their organisation efficiently. In order to be achieve maximum efficiency they must adopt best practice processes in sales, delivery and operations and utilise tools that have been designed to support these processes and provide accurate information.

Traditional tools have been designed to inform a business how it’s performed historically, however for a growing business it’s more important to forecast the future.

This presentation will highlight:

The challenges facing Professional Services firms

How the solution available from Kimble on the Salesforce platform provides the real time information services businesses need

Show how Kimble customers are growing on average 25% faster than the industry norm and achieving net margin improvements of over 3%.

Statistics

Views

Total Views
870
Views on SlideShare
230
Embed Views
640

Actions

Likes
0
Downloads
9
Comments
0

2 Embeds 640

http://www.tquila.com 479
http://tquila.com 161

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Professional services copy for slideshare Professional services copy for slideshare Presentation Transcript

    • Hello Salesforce for Professional Services 26th September 2013 @tquiladotcom
    • Introduction to Tquila About Salesforce How to run your professional services business with Salesforce & Kimble - Introduction - User cases - Demonstration Agenda
    • DEVELOPER CERTIFIED SALES CLOUD CERTIFIED182 SALESFORCE CERTIFICATIONS at a glance Tquila by the numbers 14 NATIVE LANGUAGES 2422 SERVICE CLOUD CERTIFIED 67 +311% REVENUE GROWTH 2011/2012 167 EMPLOYEES GLOBALLY 4 KEY GEOGRAPHIES: UK, GERMANY, INDIA & JAPAN
    • why we‟re different OUR COMPANY 15% OF ALL UK CERTIFICATIONS ARE IN TQUILA 1 of 3 MVPs IN THE UK 2 of 8 CERTIFIED TAs IN EMEA 230+ MAN-YEARS OF SALESFORCE EXPERIENCE ONLY SALESFORCE PRODUCT DEVELOPMENT PARTNER IN EMEA TQUILA LABS WE’VE DEVELOPED LOW- RISK, LOW-COST ACCELERATORS UX ONLY PURE-PLAY SALESFORCE COMPANY WITH A DEDICATED USER EXPERIENCE TEAM TECHNICAL LEADERSHIP SALESFORCE PLATINUM PARTNER SINCE THE PROGRAMME LAUNCHED HEROKU PLATINUM PARTNER 10% SALESFORCE OWNED
    • Many customers fail to drive all the value available from Salesforce how we help Companies leverage value Integration with complex back-end systems Help create better insight Help you make better decisions Challenge your processes Rapid delivery decreases time to value Design experiences that users love
    • SO WHAT DO WE ACTUALLY DO? ©Tquila | One Stop Data| August 2013
    • ©Tquila | Client Name | Date create value with Salesforce WHAT WE DO STRATEGY & INNOVATION TECHNOLOGY & INTEGRATION SUPPORT & MAINTENANCE WHAT THAT MEANS TO YOU A competitive advantage for your business Getting maximum ROI from your Salesforce investment Encouraging innovation within your business practice Enterprise design and implementation of all Salesforce products Integrating Salesforce into your backend systems Designing simple interfaces that hide complexity from your users Helping you run & maintain SF in a cost effective way (saving you money) Skilling your organisation (so you don’t have to) Owning problems you don’t want to own OUR PROJECTS 360 TQUILA DELIVERS SOLUTIONS ON ALL SALESFORCE PLATFORMS 74 13 Custom Development 73 Enterprise Integration 22 Governance 11
    • WHAT WE DO STRATEGY & INNOVATION TECHNOLOGY & INTEGRATION SUPPORT & MAINTENANCE HOW WE DO IT • Value Mapping • Enterprise Architecture • User Adoption Strategy • Process Improvement • C-MDM Strategy • Customisation • Sales Cloud • Service Cloud • Marketing Cloud • Systems Integration • Force.com Development • Mobile Apps • Health-checks • Small Works • Maintenance • Project Team Support • On-site Support 74 13 Custom Development 73 Enterprise Integration 22 Governance 11 create value with Salesforce OUR PROJECTS 360 TQUILA DELIVERS SOLUTIONS ON ALL SALESFORCE PLATFORMS
    • ©Tquila | One Stop Data| August 2013 low risk & customisable Fills most common gaps in functional needs Lower project costs Faster delivery Lower risk Tquila’s Accelerators Tquila AnywhereTquila Loco Tquila Dashboards Tquila Form StormMulti Org Merge Tquila Calendar Tquila Search
    • how we work Tquila’s flexible 4D delivery methodology ©Tquila | One Stop Data| August 2013 Prioritised delivery phases based on value created Agile / Waterfall or Hybrid
    • WE HELP YOU KEEP THEM YOU MAKE THE PROMISES ©Tquila | One Stop Data| August 2013
    • and more… You‟d be in good company ©Tquila | One Stop Data| August 2013
    • Thank You
    • Connect with your customers In a whole new Way Become a Customer Company
    • Safe Harbor Safe 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 uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, 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 new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, 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 releases of our service and successful customer deployment, our limited history reselling non- salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
    • Small businesses are driving the economy 13+Million People in the UK
    • 69% of customers have taken their business elsewhere over the past year due to a poor customer experience Source: Accenture, “Defining Customer Experiences that Enable High Performance” And delivering great experiences is paramount
    • But small businesses already have their hands full Driving growth Managing Scale Keeping Up Daily Operations
    • How can small businesses deliver engaging customer experiences AND grow your business?
    • Become a Customer Company: Connect with Customers and Grow Your Business With Salesforce Connected Products Connected Customers Connecte d Partners Connecte d Employe es Mobile Social Community Cloud
    • Our Mission: Cloud Computing Driver, Catalyst and Evangelist Mainframe Enterprise Cloud ComputingClient/Server Today1960s 1980s
    • Our Cloud Technology Is Unlocking Amazing Value No HardwareNo Software EasyFast Auto UpgradesScalable Open Any DeviceData Portability Flexible App MarketplaceExt ensible Trusted TransparencyR eal-time Status
    • #1 in Cloud Computing and Customer Relationship Management #2 Highest Performing #1 Sales, Service, Mar keting Product #1 Cloud Computing Market Share #1 Innovation 2011, 2012 #1 World’s #1 CRM System
    • Expanding Our Presence in Europe Salesforce European Data Centre Signed Agreement with NTT Support for Our Fastest Growing Region Opening in early 2014 Located in United Kingdom ADD INNOVATIO N CHALLENG E! 5M€ Challenge for European Start-ups www.salesforce.com/uk/Challenge
    • Mainfram e Computi ng Mini Computi ng A Technology Revolution Client Server Computin g Cloud Computing Social Networking Mobile Computing 1960s 1970s 1980s 1990s 2000s 2010s
    • Social Mobile Community Apps Cloud Trust Customer Revolution
    • Reach customers and connect employees anywhere Listen & respond to every conversation on any network 4.5 Billion Aggregate Social Users 1.7 Billion Touch Devices Shipped in 2012 Social & Mobile Revolution
    • Empower customers, employees, partners Empower users to take action on their own terms Build Customer Loyalty Create public and private experiences Apps & Community Revolution
    • Salesforce.com: #1 Enterprise Cloud Vendor $111 Billion Industry in 2012 Trusted by businesses of all sizes Earn the TRUST of customers, employees and partners Cloud & Trust Revolution
    • Social Mobile Community Apps Cloud Trust Customer Revolution
    • Small business are disconnected from those who matter most Your Customers, Employees and Partners are already Connected... But Is your Company Connected?
    • Become a Customer Company: Connect with Customers and Grow Your Business With Salesforce Connected Products Connected Customers Connecte d Partners Connecte d Employe es Mobile Social Community Cloud
    • Customer Companies deliver real results
    • Just ask our some of our customers
    • Thank You
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. How to grow your Professional Services firm faster and more efficiently with Salesforce & Kimble 37
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. The key levers influencing growth and margin Higher rates Higher utilisation 90% of Professional Services costs are people related…
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. The key levers influencing growth and margin Sell more Sell it profitably Sell it when you expected to „Just-in-time‟ resourcing (permanent v associate) Minimise non chargeable time/ minimise overhead Minimise attrition Deliver more profitability Bill accurately and efficiently Reduce cycle time for unbilled work and collect cash more quickly Closely aligned sales, resourcing and delivery processes drive 7% higher utilisation and 9% higher project profitability
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. A typical IT landscape? 4
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. “Past performance is no guarantee of future results.”
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Successful businesses need to improve operational efficiencies and truly understand trends in their business
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Predicting the future…  What deals will close and when?  Winning which deals will have biggest impact on performance?  How can I maximise utilisation?  How does payment profile impact cashflow?  Are they profitable?  What skills do I need to maximise profitability?  What is the true cost of sale?  What is the true profitability of my projects?  Spot problem projects and fix early  Can you be sure you have booked everything (revenue leakage)?  Forecast backlog accurately  Which areas of business will perform best?  Real utilisation by business unit, geography, service line, individual, skill, etc  Trend analysis  E.g. average billing rate, revenue earned by day, seasonality
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. System Overview - Kimble Modules  Opportunity management  Account & Contact management (Salesforce)  Opportunity Management (Salesforce)  Automated Documentation  Detailed Services Forecasting  Resourcing  Resourcing  Holiday and training  Capability Management  Delivery  Purchase Order management  Expense and overtime policies  Issue and Risk Management  Time and Expense (mobile)  Predictive timesheets  Approval processes  Billing  Automatic invoice generation  Finance integration  Payment management 4
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Summary  Kimble provides a single go-to system for your business making accurate and timely information available across the organization fostering collaboration and better decisions  Kimble improves pipeline visibility (opportunity, revenue, margin, resources) and allow you to understand the impacts on revenue and margin as the opportunity evolves  Kimble reduces your bid to bill cycle and helps enforce a rigorous bid process lowering the cost of sale and ensuring the most efficient deployment of resources  Kimble increases staff utilization and margin by providing resource visibility throughout the sales cycle  Kimble reduces administrative overhead through the provision and enforcement of both company and customer specific business rules reducing month/quarter/year end execution time  Accurate and timely billing in Kimble reduces aged and bad debt  Profitable growth and increased shareholder value is realized through Kimble‟s ability to provide a holistic understanding of your business along with the detail to identify and address opportunities and problems ahead of time
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Kimble Example Benefits Problem Measures Feature Benefit / Improvement Sales predictability • Forecast accuracy (by month) • Deal close accuracy (by close date) • Commit close rate % • Detailed pipeline reporting • Workflow and alerts • Increased close date accuracy Maximizing resource utilization • Billing efficiency • Resource utilization • Bench productivity • Resource allocation from opportunity stage • Report on non-billable activities • Approval process on all timesheets • Increased resource utilization through visibility of forecast resource needs Revenue completeness • Days available v’s days billed – c.f. utilization • Expense rebilling % • T&E write-offs • Approvals on non-billable time entries • Approval on write-offs • Expense rebilling defaulted at project set-up • Increased revenue completeness Net Margin pressure • SGA costs as % of revenue • Average project gross margin • See target margin before deal close • Reduced overhead costs through process automation Delivering forecasted project gross margin • Baseline margin v’s delivered margin • Original ETC v’s delivered effort • Real-time Project financial dashboard • Margin protection throughout project Employee attrition • Employee attrition % • Efficiency of T&E entry • Mobile access to T&E • Collaboration / Chatter • Increased employee satisfaction Aged debt/bad debt • % of debt > 60 days • Bad debt write-offs • All Invoicing items visible • WIP / Aged debt reporting • Control of write-offs • Reduced aged debt through invoicing accuracy • Customer satisfaction increased Month End close too long • Days to close month • Weekly close process • Period Management • Invoicing tied to delivery • Forecasting tied to sales & delivery • Reduced days to close (can do in 3 days)
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Case Study 47
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Rule Financial & Kimble Kimble PSA Fuels growth for Rule Financial  With a strategy for further growth , and with a deployed workforce that is based in Rule offices and on client site, Rule required a solution that could service their current needs, and also scale as they continue to grow by both geography and number of people.  The solution needed to support the complete end-to-end process of their business. i.e. from contact management, project resourcing, project management, time and expense capture and invoicing. All roles in the business use Kimble in their day-to-day, and many access the system via mobile devices.  Kimble was selected as the package to achieve this, with the combined Salesforce and Kimble solution managing the opportunity-to-invoice workflow and helping drive efficiency and quality improvements across the business operations.  Additional platform products were added to the Kimble solution to achieve an even broader set of functionality for Rule Financial, including, Drawloop for document production and Dotmailer for marketing (currently in pilot).  Increased resource utilization through visibility of forecast resource needs  Increased revenue completeness, as all invoice items are managed in Kimble  Reduced overhead costs through process automation  Margin protection throughout project  Increased employee satisfaction, due to remote and mobile access, and increased collaboration  Reduced aged debt through invoicing accuracy  Reduced the days to close financial periods CHALLENGE SOLUTION VALUE OVERVIEW OF CUSTOMER & SUCCESS STORY Rule Financial provides business consulting, technical consulting and IT services to help investment banks, asset and wealth management and related financial institutions to improve. They are established in the key financial centres of London, New York, Boston and Toronto, and currently employ over 650 people worldwide. Faced with a rapidly growing business and inefficient legacy silo systems, their inwardly facing operations, were hampering their growth and overall business efficiency across all areas of the company. LOCATION: London, UK COMPANY SIZE: 650 INDUSTRY: Professional Services SOLUTION SOLD: Kimble PSA (650 users) SFDC SOLUTION(S): Platform FIRST ACTIVE: 1st July 2013 CUSTOMER PROFILE
    • PROFESSIONAL SERVICES MANAGEMENT SOLUTION THIS DOCUMENT IS CONFIDENTIAL and intended solely for the use of the individual to whom it is addressed or any other recipient expressly authorised by Kimble Limited, in writing or otherwise, to receive the same. If you are not the addressee or authorised recipient of this document, any disclosure, reproduction, copying, distribution, or other dissemination or use of this communication is strictly prohibited. Contact us: enquiries@tquila.com www.tquila.com @tquiladotcom