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Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Vegas 2013

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One organization that truly embraces the philosophy that Recruiting = Sales is Salesforce.com. In this session Mike Euglow and Jesper Bendtsen will share Salesforce.com’s talent acquisition strategy, …

One organization that truly embraces the philosophy that Recruiting = Sales is Salesforce.com. In this session Mike Euglow and Jesper Bendtsen will share Salesforce.com’s talent acquisition strategy, tactics, and results.

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  • 1. RECRUITING + SALES = SUCCESS The Salesforce.com Story MIKE EUGLOW HEAD OF GLOBAL RECRUITING JESPER BENDTSEN VP, GLOBAL GO TO MARKET RECRUITING NEAL NARAYANI HEAD OF STRATEGY & OPERATIONS, EMPLOYEE SUCCESS
  • 2. 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 product or service availability, 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, new products and services, 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, the outcome of any litigation, risks associated with completed and any 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 year ended January 31, 2011 and in our quarterly report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. These documents and others containing important disclosures 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 presentations, 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.
  • 3. HEADCOUNT GROWTH 4,800 Employees 2010 2 Employees 1999
  • 4. THE STORY OF 2010
  • 5. SALESFORCE IN 2010 52 RECRUITERS HIGH MIX OF 12-MONTH CONTRACTORS HIGH CHURN MANAGED CAPACITY BY ‘FEEL’
  • 6. SALESFORCE IN 2010 7.5 HIRES / QTR / RECRUITER STRONG RECRUITERS HIRING HORSEPOWER MOST COMPETITIVE MARKETS
  • 7. SALESFORCE IN 2010 WILD WEST SOURCING HIRED GUNS LIMITED METRICS NO CAREER PATH
  • 8. SALESFORCE IN 2010 LINKEDIN AMATEUR HOUR INDEPENDENT USERS NO MARKETING NO STRATEGY
  • 9. SALESFORCE IN 2010 39% REFERRAL RATE INNOVATIVE PROGRAMS BLACK HOLE REFERAL PROCESS LOST TRUST
  • 10. SALESFORCE IN 2010 ZERO DATA VISIBILITY SPREADSHEETS & GOOGLE DOCS GALORE TIME INTENSIVE INCONSISTENT DATA
  • 11. SALESFORCE IN 2010 LIMITED WORK LIFE BALANCE WE WERE GETTING IT DONE BUT IT WAS PAINFUL & UNSUSTAINABLE
  • 12. FROM HYPERGROWTH TO UBERUBER-HYPERGROWTH
  • 13. COMPANY GROWTH 11,000 Employees 2012 4,800 Employees 2010 2 Employees 1999
  • 14. WHO CAN HELP?
  • 15. NUMBER OF CUSTOMERS 72,500 Customers 2010 3,500 Customers 2002
  • 16. SO WHY NOT MIRROR SALES?
  • 17. RECRUITING = SALES? BOTH HAVE MARKETING BOTH HAVE INBOUND LEADS BOTH HAVE PROSPECTING BOTH HAVE COMPETITION BOTH HAVE A SALES CYCLE BOTH HAVE OPERATIONS BOTH HAVE FORECASTS BOTH HAVE QUOTAS BOTH NEED CLOSERS
  • 18. WHAT WE DID 3 THINGS
  • 19. 1 RERE-ORGANIZED TO MIRROR SALES
  • 20. SALES RECRUITING 1 PRODUCT MARKETING CAREERS MARKETING 2 SALES OPERATIONS RECRUITING OPERATIONS 3 COMPETITIVE INTELLIGENCE RECRUITING RESEARCH 4 SALES COORDINATOR RECRUITING COORDINATOR 5 INBOUND LEAD GENERATION 6 OUTBOUND LEAD GENERATION OUTBOUND CANDIDATE SOURCING 7 ACCOUNT EXECUTIVE RECRUITER 8 BIG DEAL ACCOUNT EXECUTIVE EXECUTIVE RECRUITING N E W N E W INBOUND CANDIDATE N E SOURCING W N E W
  • 21. CAREER PATH EXEC RECRUITER ACCOUNT EXEC SALES WHALES CLOSERS RECRUITER OUTBOUND OUTBOUND SOURCING INBOUND INBOUND SOURCING OUTBOUND LEAD GEN INBOUND LEAD GEN OPS INTELLIGENCE MARKETING SALES COORDINATOR HIRE HERE RECRUITING COORDINATOR RECRUITING RECRUITING BIG DEAL ACCOUNT EXEC OPS RESEARCH MARKETING
  • 22. 2 REFRESHED OUR TECHNOLOGY
  • 23. John Smith John Smith John Smith John Smith REFINED OUR ATS TO TRACK KEY METRICS
  • 24. Taylor Jones Taylor Jones A CRM SEEMED OBVIOUS
  • 25. BUILT A RESEARCH SERVICE
  • 26. ALL IN WITH LINKEDIN
  • 27. STARTED SOCIAL LISTENING
  • 28. 3 DATA IS THE NEW BLACK
  • 29. "If we have data, let's look at data. If all we have are opinions, let's go with mine." -Jim Barksdale, former CEO Netscape
  • 30. MATCHED SALES REPORTING
  • 31. CAPACITY MODELING FROM ART TO SCIENCE
  • 32. LINKEDIN RECRUITING ANALYTICS
  • 33. Competitor Names Hidden Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”) WE GOT COMPETITIVE
  • 34. COMPETITOR APPLICATION VOLUME Salesforce / Company X Partnership Announcement Company X Key Executive Hire MONTH 1 MONTH 2 MONTH 3 MONTH 4 MONTH 5 MONTH 6 Company X Application Volume at Salesforce.com WE GOT DISRUPTIVE
  • 35. WE GOT PROACTIVE
  • 36. THE RESULT
  • 37. PRODUCTIVITY 21% 2010 - CURRENT
  • 38. CANDIDATE EXPERIENCE 28% LAST 8 QUARTERS
  • 39. REFERRAL RATE 60% SOURCE OF HIRE
  • 40. STAFF PROMOTIONS 24% SINCE JANUARY
  • 41. ATTRITION 1/3 OF SALESFORCE AVERAGE
  • 42. MIKE’S EGO 73% MORE ARROGANT YEAR OVER YEAR
  • 43. CONFIDENCE MEETING TARGETS DRIVING STRATEGY BUILDING TRUST
  • 44. KEY TAKEAWAYS BUILD A SALES ORG • • INVEST IN A TECHNOLOGY FOUNDATION • LEAD WITH DATA

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