Sodexo Salesforce.com: Customer story

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Sodexo Salesforce.com: Customer story

  1. 1. Sodexo SVC Russia Sales Force CRM feed-back April 21, 2009
  2. 2. Summary <ul><li>Sodexo group </li></ul><ul><li>Objectives of Sales Force (SF) implementation in Russia </li></ul><ul><li>Advantages of SF compared to previous solutions </li></ul><ul><li>Users feed-back </li></ul>
  3. 3. Summary <ul><li>Sodexo group </li></ul><ul><li>Objectives of Sales Force (SF) implementation in Russia </li></ul><ul><li>Advantages of SF compared to previous solutions </li></ul><ul><li>Users feed-back </li></ul>
  4. 4. Sodexo, the premier global outsourcing expert in quality of life services Manage people FOOD SERVICES SOFT SERVICES TECHNICAL MAINTENANCE Manage assets SERVICE VOUCHERS AND CARDS INTEGRATED FACILITIES MANAGEMENT IFM by Sodexo is a solution integrating food, soft and hard services, which provides our clients with economic efficiency, guaranteed expertise and certified quality, and end-users with a better Quality of Life.
  5. 5. Service Vouchers and Cards Key figures: FY 2007-2008 <ul><li>€ 596 million in consolidated revenue </li></ul><ul><li>€ 10.4 billion in issue volume </li></ul><ul><li>25.6 million users </li></ul><ul><li>370,000 client businesses and public institutions </li></ul><ul><li>1 million affiliated partners </li></ul>
  6. 6. Restaurant Pass Principles of work <ul><li>Sodexo and the company are defining the restaurants where the vouchers have to accepted </li></ul><ul><li>Sodexo sign contract with the selected restaurants </li></ul><ul><li>Sodexo and Company are signing a service contract for meal allowances management </li></ul><ul><li>The company is ordering vouchers to Sodexo by choosing the face value of each voucher </li></ul><ul><li>Sodexo is issuing the vouchers, packaging them and deliver after the receipt of the face value of the vouchers </li></ul><ul><li>The company is distributing the vouchers to its employees </li></ul><ul><li>The employee is choosing a restaurant and paying partially or entirely his lunch with the voucher </li></ul><ul><li>The restaurant is presenting the voucher for reimbursement to Sodexo </li></ul><ul><li>Sodexo is reimbursing the vouchers to the partner </li></ul>Выпуск и передача Чеков Выдача Чеков Передача Чеков для возмещения Использование Чеков <ul><li>Рестораны </li></ul><ul><li>Кафе </li></ul><ul><li>Столовые </li></ul><ul><li>Сотрудники </li></ul><ul><li>Гости </li></ul><ul><li>Клиенты </li></ul>Система Чеков-питания КОМПАНИЯ ПОЛЬЗОВАТЕЛЬ ПАРТНЁРЫ
  7. 7. Summary <ul><li>Sodexo group </li></ul><ul><li>Objectives of Sales Force (SF) implementation in Russia </li></ul><ul><li>Advantages of SF compared to previous solutions </li></ul><ul><li>Users feed-back </li></ul>
  8. 8. “ CRM” up to October 08 <ul><li>Main difficulties: </li></ul><ul><li>High risk of lost of data, as all excel files were on server and can be erased easily </li></ul><ul><li>No option to make and analytics (KPIs) on the sales activities as there were not a common indications in the reports. As results sales had to make the reports of their activities manually </li></ul><ul><li>Access to the server only from the office, so in same cases sales have not filled the file and we had lost of data </li></ul><ul><li>Sales were contacting same companies as no information who is working with whom despite the split of the data base by size of company between the employees. </li></ul><ul><li>Difficulties to collect the reports from sales because of manual filling of the data </li></ul>
  9. 9. Objectives of SF implementation <ul><li>The main objectives of SF CRM implementation were: </li></ul><ul><li>Unify all the data of the sales in one single </li></ul><ul><li>Avoid communication with the company by different sales </li></ul><ul><li>Possibility to generate reports at any time by the sales managers without asking each time sales to produce them </li></ul><ul><li>Access to the data by home </li></ul><ul><li>Common calendar for the hole sales team (no need to ask on which clients the sales is working) </li></ul><ul><li>Easy calculation of the BV of the opportunities and the stages of the negotiation </li></ul><ul><li>Protection of data base, as no option to download it </li></ul><ul><li>Easy interface, Russian version </li></ul><ul><li>Quick implementation and ease of use </li></ul><ul><li>All calls and meetings data saved </li></ul>
  10. 10. Summary <ul><li>Sodexo group </li></ul><ul><li>Objectives of Sales Force (SF) implementation in Russia </li></ul><ul><li>Advantages of SF compared to previous solutions </li></ul><ul><li>Users feed-back </li></ul>
  11. 11. Advantages of SF <ul><li>The main advantages of SF are: </li></ul><ul><li>Sales force automation </li></ul><ul><li>Permanent access of the sales to their prospects, accounts and opportunities </li></ul><ul><li>Possibility to measure sales productivity </li></ul><ul><li>Record of the history with the communication with the client </li></ul><ul><li>Calendar management (today’s sales are using SF calendar and this way each has access to the agenda of the other team members) </li></ul><ul><li>Easy interface and it is in Russian </li></ul><ul><li>Increase the control on the sales data and improving of the follow-up the sales processes and personal KPIs </li></ul><ul><li>SF was implemented (personified towards SPR needs, data base imported) and staff was trained in less than 2 weeks. </li></ul><ul><li>SF allows us to pay annual fee per employee, no development costs, no need to wait 6 months to develop the software and it is accessible trough internet </li></ul>
  12. 12. Summary <ul><li>Sodexo group </li></ul><ul><li>Objectives of Sales Force (SF) implementation in Russia </li></ul><ul><li>Advantages of SF compared to previous solutions </li></ul><ul><li>Users feed-back </li></ul>
  13. 13. Users feed-backs <ul><li>The common feed-backs from the sales team are: </li></ul><ul><li>simple to use </li></ul><ul><li>well organized </li></ul><ul><li>in Russian </li></ul><ul><li>web based </li></ul><ul><li>all info accessible any time, any place </li></ul><ul><li>not any more doubles in the contacts </li></ul><ul><li>quick introduction </li></ul><ul><li>no need to make reports </li></ul><ul><li>visibility of all sales team members activities and results </li></ul><ul><li>it is important to fill it every day </li></ul>
  14. 14. Thank you Q&A

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