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Sales clic et Kerensen Consulting Presentation

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Comment traiter vos réserves de chiffre d'affaires inexploitées avec SalesClic et Kerensen ?

Kerensen Consulting et SalesClic propose un service d’optimisation commerciale, le Treatment, qui effectue une analyse sophistiquée de vos données Sales Cloud de salesforce.com.


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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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Sales clic et Kerensen Consulting Presentation

  1. 1. We are creating Customer Value. Le Treatment > Découvrez les facteurs qui affectent votre performance commerciale Augmentez votre chiffres d’affaires. Maîtrisez vos risques commerciaux | Juillet 2014
  2. 2.  Présentation de SalesClic  Présentation de Kerensen Consulting  Présentation du Treatment > Evaluation > Enjeux > Résultats > Méthodologie  Résumé financier  Annexes > Le Treatment Agenda
  3. 3. Présentation des sociétés  SalesClic est une application d’optimisation de pipeline commercial. SalesClic utilise vos données CRM pour livrer en temps réel des analyses sur le profil rendement/risque de votre pipeline, permettant ainsi d’améliorer la qualité de vos données, votre efficacité commerciale et la fiabilité de vos prévisions.  SalesClic s’intègre étroitement à salesforce.com et a gagné la Customer Choice Award for Analytics en 2012.  SalesClic est édité par Nimble Apps Limited, un spécialiste du SaaS et de l’analyse quantitative avec des centaines de clients partout dans le monde. 3 > Aperçu de SalesClic
  4. 4. Présentation des sociétés 4 > Réferences pour SalesClic Technology Comms and media Professional services 4
  5. 5. Présentation des sociétés  Kerensen Consulting se concentre sur des projets lié à salesforce.com et à son écosystème.  Expertise : > Pure player salesforce.com (partenaire Platinum) > Cloud Computing > Gestion de la Relation Client - CRM > Customer Experience Management (CEM) > Mobilité online & offline > CRM social et solutions de collaboration > Transformation Numérique > Développement d’application AppExchange 5 > Aperçu de SalesClic Kerensen Consulting IntégrationConseil Support Conduite du KSC Maroc KTC Israël Partenariats Conseil & Intégration Offshore Delivery Capabilities changement
  6. 6. Présentation des sociétés 6 > Organisation & Références de Kerensen Business Solutions Sales Cloud Custom Cloud Service Cloud Management Consulting Digital Transformation IT Adivory Business Process Sales Performance Technology Architecture Platform Mobility Grande Conso, Distrib, Industrie, Auto, Luxe Energie, Utilités Telco, Medias Transport, Tourisme LignedeServices Banque, Assurance, Services Financiers
  7. 7. Le Treatment 7 > Le problème des ventes B2B
  8. 8. Le Treatment  Pourquoi perdons-nous des opportunités ?  Ciblons-nous les bonnes opportunités ?  Notre pipeline recèle-t-il des risques cachés ?  Combien d’argent laissons-nous sur la table ? 8 > Aperçu du service  Nous réalisons une analyse quantitative de vos données…  … Qui révèle les comportements et attribus liés au gain et à la perte des opportunités  Basée sur la R&D qui a permis à notre application d’être primée
  9. 9. Le Treatment  Avec le Treatment, vous recevez un rapport détaillé mesurant vos réserves cachées de chiffre d’affaire et expliquant comment les exploiter  Le rapport s’accompagne d’une offre de consulting personnalisée pour traduire ces recommandations dans votre environnement Salesforce 9 > Livrables
  10. 10. Le Treatment 10 > Méthodologie et calendrier – Aperçu Mise en place Evaluation et recommandations initiales Prix fixe: 2000 € HT Treatment > Analyse des données > Discussion des premiers résultats > 2ème cycle de modélisation Rapport final Optimisation Salesforce > Configuration > Développement Semaines0 2 8 12
  11. 11. Le Treatment  Input > Discussion du processus de vente actuel > Installation de SalesClic > Récupération des données du pipeline 11 > Méthodologie et calendrier – Evaluation initiale Mise en place de SalesClic Evaluation initiale 0  Output > Mesure des tendances clés du pipeline > Evaluation des forces et faiblesses > Identification des points à étudier > Meeting de débriefing • Analyse préliminaire • Definition des étapes suivantes Responsable : SalesClic 2 Meeting de débriefing
  12. 12. Le Treatment  Input > Données Salesforce > Discussions avec le management > Expertise SalesClic et Kerensen 12 > Méthodologie et calendrier – Etude poussée  Output > Rapport final • Facteurs de performance commerciale • Risques et opportunités cachés • “Pure” performance des commerciaux • Gains de chiffre d’affaires potentiels Responsable : SalesClic Analyse des données Exécution des algorithmes du Treatment 2 8 Rapport final Discussion des résultats
  13. 13. Le Treatment  Input > Rapport final du Treatment > Discussions avec le management 13 > Méthodologie & calendrier – Optimisation Salesforce  Output > Configuration et développements Salesforce pour maximiser l’impact du Treatment > Aspects techniques > Aspects fonctionnels > Offre financière Responsable : Kerensen Impacts sur Salesforce > Configuration > Développement 8
  14. 14. Le Treatment 14 > Pricing  Evaluation initiale pour 2000 € HT  Le prix du Treatment dépend du nombre de dimensions d’analyse et de la taille de l’organisation Salesforce  Une dimension d’analyse est un élément des opportuniés dans Salesforce pouvant influencer le gain ou la perte des opportunités. Par exemple: > Etape du processus de vente > Vélocité du pipeline > Activités des commerciaux > Etc.  Le Treatment démarre à €20K pour 1 à 5 dimensions et une organisation salesforce.com de moins de 50 utilisateurs (Sales Cloud)
  15. 15. 1. Processus dynamique 2. Dimension financière 3. Dimension opérationnelle Valeur Maturité Risque Etapes X Temps • Owner • Produit • Territoire • Type • Lead source • Business unit • Canal • Prix • Activités • etc. Annexe 1  Modélisation du processus de vente - Spécificités
  16. 16. Phase Processus Technologie Rôle du consultant Diagnostic  Découvrir les réserves de chiffre d’affaires cachées • Identifier les facteurs de performance • Mesurer leur impact sur le processus de vente, étape par étape Arbres de décision • Non-paramétriques • Pas de limite au nombre de variables • Bon pouvoir prédictif • Identifier les sujets d’étude • Lier les résultats du Treatment aux challenges commerciaux Prescription  Identifer les solutions et quantifier leur ROI • Définir le “compte de résultat” du processus commercial • Quantifier l’impact de changements dans le processus de vente Modèle prédictif à base d’arbres de décisions • Scoring des opportunités • Evaluation des scénarios • Ouvrir la boite noire des coûts pour alimenter le compte de résultat • Optimisation du processus commercial • Gestion du changement Annexe 2  Le Treatment – Méthodologie
  17. 17. ■ Construction automatique de base d’analyse ■ Diagnostic et prescription par le machine learning ■ Backtesting Force.com, REST API & OAuth ■ Recueil et structuration des données ■ Optimisation des performances ■ Fiabilité ■ Base des opportunités ■ Etapes du pipeline ■ Quotas et prévisions ■ Workflows ■ Hiérarchie et droits des utilisateurs  Alliage unique d’intégration CRM et de machine learning  Flexibilité pour ajouter d’autres sources de données Annexe 3  Le Treatment – Architecture
  18. 18. Kerensen Consulting 46 rue Pierre Charron 75008 Paris | France T : +33 1 56 91 50 20 D : +33 1 56 91 50 22 F : +33 1 56 91 50 21 www.kerensen.com SalesClic Arthur Cox Building Earlsfort Terrace Dublin 2 | Ireland T : +353 1 254 2890 M : +33 6 63 28 27 18 www.salesclic.com

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