Why You Stand to Gain - The Wireless Edge for Your Sales


Published on

Published in: Economy & Finance, Business
1 Like
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Why You Stand to Gain - The Wireless Edge for Your Sales

    1. 1. Why You Stand to Gain: The Wireless Edge for Your Sales Mireille Gotsis, Cingular Wireless Jim Malloy, Miyachi Unitek Mike Kuczura, Lucent Technologies Ethan Alexander, AppExchange Mobile Division of salesforce.com
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results 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. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . </li></ul><ul><li>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 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, except as required by law. </li></ul>
    3. 3. Why You Stand to Gain: The Wireless Edge for Your Sales <ul><li>What Mireille, Jim and Mike are here to share with you: </li></ul><ul><ul><li>What’s possible in mobile communications - globally </li></ul></ul><ul><ul><li>Extending SFA and AppExchange applications successfully to field users </li></ul></ul><ul><ul><li>Wireless can be a “wow” for users and customers </li></ul></ul><ul><ul><li>Planning for a mobile deployment </li></ul></ul><ul><ul><li>Sharing the message: wireless can be an edge for corporate goals and objectives </li></ul></ul>
    4. 4. Mireille Gotsis Director, Business Data Solutions [email_address]
    5. 5. How Can Wireless Help? Sales professionals on the road but data is locked away on desktop Real-time access to data when needed BEFORE … ... AFTER!
    6. 6. Wireless Business Solutions for the Enterprise Trusted Partner Business Value Products & Services Devices Connectivity & Security Enterprise Solution Specialists Business Alliance Ecosystem Knowledge Base Network Corporate Viability Service Delivery FOUNDATION SOLUTIONS EXPERTISE IMPACT DEVICES Windows Mobile Smartphones ● Integrated PDAs Laptop Enablers ● Special Purpose Devices LAPTOP CONNECT EDGE ● UMTS/HSDPA ● WiFi WIRELESS EMAIL AND MESSAGING BlackBerry ● Xpress Mail ● GoodLink Microsoft ● IBM ● Alliance Level Solutions ● Enterprise Paging LINE OF BUSINESS APPLICATION SOLUTIONS Industry Solutions: Life Sciences ● Consumer Packaged Goods ● Transportation ● Utilities ● P&C Insurance Banking & Brokerage ● Legal Services ● Real Estate Government: Public Safety ● Municipal ● Federal Cross-Industry Solutions: Field Service Automation ● Sales Force Automation ● Fleet Management CONNECTIVITY and SECURITY Frame Relay ● Network VPN ● Optimization/Compression Custom APN and IP Addressing ● Wireless Router VOICE SOLUTIONS Push to Talk ● Office Reach CORPORATE WIRELESS PROGRAMS Cingular Corporate Digital Advantage ● Cingular Business Edge ● Government Programs Serving 95% of the Fortune 100 and 80% of the Fortune 500 SOLUTIONS
    7. 7. Mobility within the Sales Process PROSPECTING QUALIFICATION REPORTING & FORECASTING CLOSE NEGOTIATION LEAD GENERATION Mobility Enhances EVERY Stage of the Sales Process!
    8. 8. What is the Benefit for your Sales Team? <ul><ul><li>For sales reps : Boost productivity and effectiveness </li></ul></ul><ul><ul><ul><ul><li>More time in the field selling – less time in the office </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Real-time access to customer and product data on the road – better prepared </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Collaboration and task assignment within account team </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Convenience of ‘always on’ integrated device </li></ul></ul></ul></ul><ul><ul><ul><ul><li>No more evenings spent updating CRM application! </li></ul></ul></ul></ul><ul><ul><li>For sales managers: Improve visibility into sales pipeline </li></ul></ul><ul><ul><ul><ul><li>Better data quality – information is captured when fresh </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Greater SFA compliance – easier for sales force to update in a timely manner </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Improved quality of life – less time spent on reports! </li></ul></ul></ul></ul><ul><ul><ul><li>Able to detect customer and market trends – not just react </li></ul></ul></ul><ul><ul><li>For home office: Boost back-office productivity </li></ul></ul><ul><ul><ul><ul><li>Reduce interruptions from the field </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Better able to disseminate product and strategy updates </li></ul></ul></ul></ul><ul><ul><ul><li>Competitive advantage A more effective sales force </li></ul></ul></ul>
    9. 9. Jim Malloy Vice President of Sales [email_address]
    10. 10. Miyachi Unitek <ul><li>Miyachi Unitek is the Leading Supplier of Equipment and Systems for Resistance Welding, Laser Welding, Laser Marking, Heat Seal Bonding, and Hermetic Sealing to the Global Electronics, Automotive, Medical Device, and General Industrial Markets </li></ul><ul><li>16 Sales Managers working with 45 Manufacturers Sales Representatives (Partner Companies) in just about every country in the world </li></ul>INDUSTRY: Manufacturing EMPLOYEES: 200 GEOGRAPHY: Global <ul><li>PRODUCTS: </li></ul><ul><li>SFA </li></ul><ul><li>Service & Support </li></ul><ul><li>AppExchange Mobile </li></ul><ul><li>6 AppExchange Apps: </li></ul><ul><li>Mass Update Close Date </li></ul><ul><li>Mass Update Addresses Change </li></ul><ul><li>Marketing Influence Report </li></ul><ul><li>Call Scripting </li></ul><ul><li>Recruiting </li></ul><ul><li>Vertical Response </li></ul># USERS: 140 salesforce 25 AppExchange Mobile plus 15 new partner reps adding on soon
    11. 11. Key Challenge Before AppExchange Mobile: Traveling Users Disconnected from Salesforce.com data <ul><li>Business and Technology Challenges </li></ul><ul><ul><li>Lugging laptops all over the world </li></ul></ul><ul><ul><li>Updates from the field into salesforce </li></ul></ul><ul><ul><li>Forecasting “non-existent” </li></ul></ul><ul><ul><li>Field sales efficiency </li></ul></ul><ul><ul><li>Email and last minute phone calls don’t cut it </li></ul></ul><ul><li>Higher Costs </li></ul><ul><li>Delayed Closure of Opportunities </li></ul><ul><li>Field Rep Frustration </li></ul><ul><li>Inefficiency </li></ul><ul><li>Low customer service </li></ul>
    12. 12. Objectives for Miyachi Unitek Mobile Users <ul><li>Develop “wow” and usability factor from the sales management team - like wireless e-mail </li></ul><ul><li>Improve timeliness and quality of salesforce.com data updates </li></ul><ul><li>Improve field sales management productivity with customers and partners worldwide </li></ul><ul><li>Increase sales rep adoption and usage </li></ul>
    13. 13. The Solution: <ul><li>How we address the challenges: </li></ul><ul><ul><li>Deployed Cingular Treo Devices (plus partner GSM carriers) Globally </li></ul></ul><ul><ul><li>Deployed AppExchange Mobile Globally over the air to the devices </li></ul></ul><ul><li>Results: </li></ul><ul><ul><li>Data connections no longer a question </li></ul></ul><ul><ul><li>Instantaneous Salesforce updates - Data quality much improved </li></ul></ul><ul><ul><li>Improved and more accurate forecasting </li></ul></ul><ul><ul><li>Field sales efficiency up ~ 50% and the WOW factor is here </li></ul></ul><ul><ul><li>Productivity gain of 6 hour per week per field sales person </li></ul></ul><ul><ul><li>0.5% sales increase due to faster customer service and being first to an opportunity </li></ul></ul>
    14. 14. What we’ve learned… <ul><li>Approach mobile roll-out plan as you did with Salesforce </li></ul><ul><ul><li>Users can’t “have it all” </li></ul></ul><ul><ul><li>Web view and mobile views are different </li></ul></ul><ul><ul><li>Determine how employees will use the data in the field and tailor datasets to match </li></ul></ul><ul><li>Minimize number of field user profiles </li></ul><ul><ul><li>Ease of administration </li></ul></ul><ul><ul><li>Customization </li></ul></ul><ul><ul><li>No IT involvement during deployment! </li></ul></ul>
    15. 15. Live Customer Product Demo <ul><li>VP of Sales, Live, Day in the Life Demo </li></ul><ul><li>Key Components: </li></ul><ul><ul><li>AppExchange Mobile runs on BlackBerry, Treo, and select Windows wireless devices </li></ul></ul><ul><ul><li>Provides mobile salesforce access over the air without the need for a server based application </li></ul></ul><ul><ul><li>No cradling or syncing </li></ul></ul><ul><ul><li>Sales people can have instant access to their Salesforce data and update from the road </li></ul></ul><ul><ul><li>Data is secure, use salesforce.com login </li></ul></ul><ul><ul><li>Choose a carrier that works where you need it to work! </li></ul></ul>
    16. 16. Mike Kuczura Director, Enterprise Business Development North America
    17. 17. Lucent Technologies <ul><li>Lucent Technologies designs and delivers the systems, services and software that drive next-generation communications networks. </li></ul><ul><li>Global market leader in 3G </li></ul><ul><li>Provides networks & applications for the world's mobile service providers </li></ul><ul><li>Deep understanding of what constitutes a viable wireless solution </li></ul>INDUSTRY: Communications EMPLOYEES: 31,800 GEOGRAPHY: Global <ul><li>PRODUCTS: </li></ul><ul><li>SFA </li></ul><ul><li>AppExchange Mobile </li></ul># USERS: 560 salesforce 6 In AppExchange Mobile
    18. 18. Case Study Template – Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Team dispersed throughout US </li></ul></ul><ul><ul><li>Highly mobile team spends 80% of its time outside the office </li></ul></ul><ul><ul><li>Laptop solution problematic </li></ul></ul><ul><ul><li>Previous on-premises solution unworkable; no wireless capability and lack of flexibility in configuring data </li></ul></ul><ul><li>Data entered from memory days or weeks later </li></ul><ul><li>Lucent’s business is all about mobility - No easy way to showcase the data capabilities of 3G networks </li></ul>
    19. 19. The Solutions <ul><ul><li>Adopted Salesforce and AppExchange Mobile </li></ul></ul><ul><ul><li>Deployed solution easily over-the-air </li></ul></ul><ul><ul><li>Customized AppExchange Mobile to match needs of the End User Engagement Group </li></ul></ul>
    20. 20. Case Study Template – Results <ul><li>What were the results? </li></ul><ul><ul><li>Much better data quality </li></ul></ul><ul><ul><li>Detailed customer interactions logged in a timely manner resulting in better reporting </li></ul></ul><ul><ul><li>Increased communication among team </li></ul></ul><ul><ul><li>Getting more done in less time , no logging info at the end of the day or week </li></ul></ul><ul><ul><ul><li>Saved an average of 4 hours per week </li></ul></ul></ul><ul><ul><li>Customer satisfaction levels rising due to shorter response times </li></ul></ul>“ My ability to forecast and confirm where we stand on certain deals has increased tremendously since we added AppExchange Mobile on the BlackBerry.” Mike Kuczura Mgr., Enterprise Dev. Group Lucent Technologies
    21. 21. How Wireless Has Enabled a Business Edge <ul><li>Much quicker reaction and response time </li></ul><ul><li>Information shared nearly real-time throughout the team </li></ul><ul><li>More accurate forecasting </li></ul><ul><li>Using what we preach </li></ul><ul><li>Extended use of Salesforce to meet our objectives </li></ul>
    22. 22. Real World Example: Lucent Technologies <ul><li>Product Demo and then Question / Answer with Mireille, Jim and Mike </li></ul>
    23. 23. Solutions available <ul><li>Optimize your business processes wirelessly: </li></ul><ul><ul><li>Business Needs Assessment </li></ul></ul><ul><ul><li>Pre- and Post- Wireless Process Analysis </li></ul></ul><ul><ul><li>Wireless Strategy Workshop </li></ul></ul><ul><ul><li>ROI Calculation </li></ul></ul><ul><ul><li>Pilot Planning/Field Evaluation </li></ul></ul><ul><ul><li>Post-Deployment Optimization </li></ul></ul>Cingular Booth Special BlackBerry 8700c TM promotion for Dreamforce attendees Stop by Cingular booth #222 for details!
    24. 24. See More, Learn More See <ul><li>Mobile AppExchange in the Field: Great Apps at Work: </li></ul><ul><li>Tuesday 12:45 pm </li></ul><ul><li>Hands on with AppExchange Mobile: Tuesday 3:45 pm </li></ul><ul><li>Both led by Gina Davis </li></ul>Learn <ul><li>Demo Theater, AppExchange Mobile sessions </li></ul><ul><li>Ask the experts: Dedicated AppExchange Mobile demo pods in campground on a variety of devices </li></ul>
    25. 25. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) on the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 184, #### For example, “ Session 123, 5555 ” Session ID: 184 Session ID # Scores for 4 categories SMS Voting powered by: