Enhancing cross selling__in_banking


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Presentation on Cross-Selling in Banking.

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Enhancing cross selling__in_banking

  1. 1. Enhancing Cross Selling in Banking Chris Carlisle, TD Banknorth Rick Davis, SunTrust Charles Sparks, BOK Financial Corporation Angela Adams, salesforce.com Industry Focus: Financial Services
  2. 2. Safe Harbor Statement “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve 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. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, 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 service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, 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. 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. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  3. 3. Chris Carlisle VP Salesforce Manager <ul><ul><li>EMPLOYEES : 65,000 </li></ul></ul><ul><ul><li>CUSTOMER SINCE: 01/08 </li></ul></ul><ul><ul><li># USERS : 600 going to 3000 </li></ul></ul><ul><ul><li>IMPLEMENTATION : In progress </li></ul></ul><ul><ul><li>LINES OF BUSINES : Commercial Lending, Assets Based Lending, Dealer Floor Plan, International, Leasing, Project Finance, Government Banking, Merchant Services, Cash Management </li></ul></ul>
  4. 4. Rick Davis SVP and Manager - Commercial Information Services <ul><ul><li>EMPLOYEES : 31,602 </li></ul></ul><ul><ul><li>CUSTOMER SINCE: 2004 </li></ul></ul><ul><ul><li># USERS : 2447 </li></ul></ul><ul><ul><li>IMPLEMENTATION : 6 Months </li></ul></ul><ul><ul><li>LINES OF BUSINESS: Treasury Management, Commercial (Business Banking and Commercial), Commercial Real Estate </li></ul></ul><ul><ul><li>ADOPTION: 85% </li></ul></ul>
  5. 5. Charles Sparks SVP Commercial Banking Operations <ul><ul><li>EMPLOYEES : 4,000 </li></ul></ul><ul><ul><li>CUSTOMER SINCE: 2005 </li></ul></ul><ul><ul><li># USERS : 650 going to 700 </li></ul></ul><ul><ul><li>IMPLEMENTATION : 6 months </li></ul></ul><ul><ul><li>LINES OF BUSINES : Commercial Banking, Assets Based Lending, Dealer Floor Plan, International, Leasing, Project Management, Merchant Services, Treasury Services </li></ul></ul><ul><ul><li>ADOPTION: 85 – 95% </li></ul></ul>
  6. 6. Enhancing Cross Selling in Banking!
  7. 7. Question 1: Please share with us how your implementation of Salesforce CRM supports cross selling at SunTrust?
  8. 8. Question 2: What would you say is unique about your Cross Sell/Referral efforts at BOK Financial Corporation?
  9. 9. Question 3: Where are you in your implementation process of cross-selling and referrals and have you used any best practices from previous implementations to assist you in this roll-out?
  10. 10. Question 4: Didn’t you create a new custom object in Salesforce CRM to handle referrals from one line of business to another even if the lines of business did not use Salesforce CRM ?
  11. 11. Question 5: What are some of the measurements you are tracking today that you couldn’t track prior to implementing your cross sell/ referral system?
  12. 12. Question 6: How is TD Banknorth going to use Salesforce CRM as it relates to referrals?
  13. 13. Question 7: Do any of you integrate to back office systems to help you with Crossing Selling or Referral efforts?
  14. 14. Question 8: Have any of you used Appexchange partners to help you in your Cross Selling and Referral efforts?
  15. 15. Chris Carlisle VP Salesforce Manager Rick Davis SVP and Manager - Commercial Information Services Charles Sparks SVP Commercial Banking Operations QUESTION & ANSWER SESSION
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