Grow Faster With The Right Data

Best practices for growth through the right strategies
at the right time

Harish Peri, Sa...
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contai...
Housekeeping Notes

1 Join the conversation on Twitter
Post Your Questions
In the question box
Webinar Moderators

Social ...
Session Participants

Harish
Peri

Product Marketing Director,
Data.com

Fran
Blumenfeld

Corporate Communications Directo...
Agenda
  The Growth Question(s)
  The Four Categories Of Growth
  Meridian Group Intl – Scalable Business Case Study
  Dat...
The Growth Question(s)
  What’s the secret to
sustainable growth?
  Do I have the right strategy in
place to grow my organ...
No ‘One-size-fits-all’ Answer

Depends on where you’re focused as an organization
The Four Categories of Growth
Hustling Startup

Growth Machine

-  Find customers
-  Establish foothold in market
-  Stay ...
Meridian Group International
A ‘Scalable Business’ Case Study
Better data visibility for improved
cross-selling
Fran Blumenfeld
Corporate Communications Director
Who We Are
Meridian Group is an organization of companies
helping businesses around the world optimize the
strategic value...
The CHALLENGE
Continual growth by acquisition presents challenges
when trying to present “one face” to our customers
  Pro...
The SOLUTION
Create a single view of our customers for marketing
and sales, allowing us to track and drive business
across...
Data, People & Process Best
Practices
Category 1 – The Hustling Startup
  Its all about ‘test, measure & refine’

Data Strategy

Process Strategy

People Strate...
Category 2 – The Growth Machine
  You’re nailing it. Now do what’s working, over and over
and over
Data Strategy

Process ...
Category 3 – The Scalable Business
  Take a moment, and get your house in order

Data Strategy
  Single source of truth

 ...
Category 4 – The Optimized Enterprise
  Double down for long-term growth

Data Strategy
  Enterprise-grade single
source o...
Key Takeaways & Next Steps
  Download the Grow Faster with the Right Data eBook
  bit.ly/eBookRightData

  Continue conver...
Q&A
Grow Faster With The Right Data
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Grow Faster With The Right Data

  1. Grow Faster With The Right Data Best practices for growth through the right strategies at the right time Harish Peri, Salesforce.com Fran Blumenfeld, Meridian Group Intl
  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 forwardlooking 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. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, 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, risks associated with 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 quarter. This document and others 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 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. Housekeeping Notes 1 Join the conversation on Twitter Post Your Questions In the question box Webinar Moderators Social Stream Use Hashtag #growwithdata On Twitter
  4. Session Participants Harish Peri Product Marketing Director, Data.com Fran Blumenfeld Corporate Communications Director, Meridian Group International
  5. Agenda   The Growth Question(s)   The Four Categories Of Growth   Meridian Group Intl – Scalable Business Case Study   Data, People & Process Best Practices   Key Takeaways & Next Steps
  6. The Growth Question(s)   What’s the secret to sustainable growth?   Do I have the right strategy in place to grow my organization?   How do I allocate resources to grow the right way?
  7. No ‘One-size-fits-all’ Answer Depends on where you’re focused as an organization
  8. The Four Categories of Growth Hustling Startup Growth Machine -  Find customers -  Establish foothold in market -  Stay lean and fast -  Balance growth and control -  Improve communication -  Increase productivity Focus: Building Demand Challenges: Focus: Keep Momentum Challenges: Scalable Business Optimized Enterprise -  Scale efficiently -  Integrate processes/data -  Organizational siloes -  Manage channels/partners -  Organizational overhead -  Innovation over intertia Focus: Strategic Expansion Challenges: Focus: Sustainable growth Challenges:
  9. Meridian Group International A ‘Scalable Business’ Case Study
  10. Better data visibility for improved cross-selling Fran Blumenfeld Corporate Communications Director
  11. Who We Are Meridian Group is an organization of companies helping businesses around the world optimize the strategic value of their IT investments.   Privately held; founded in 1979   Foundation in equipment leasing and brokerage   Global reach   Over 1300 technical certifications across multiple vendors
  12. The CHALLENGE Continual growth by acquisition presents challenges when trying to present “one face” to our customers   Prospect and account duplicity   Inaccurate data   Mapping Meridian to our customers
  13. The SOLUTION Create a single view of our customers for marketing and sales, allowing us to track and drive business across our portfolio as a unified enterprise   Salesforce.com – platform for customer data   Data.com – improved customer insight   Pardot – ongoing customer communication   People/Process – Marketing owns customer data stewardship across all units; map customers to D&B DUNS hierarchy to understand our relationships
  14. Data, People & Process Best Practices
  15. Category 1 – The Hustling Startup   Its all about ‘test, measure & refine’ Data Strategy Process Strategy People Strategy   Use CRM aggressively   Define and experiment with titles & industries   Data acquisition plan   Demand gen tactics   Enforce CRM usage   Define & enforce KPIs   Hire hunters   Outsource non-core functions   Define sales roles you need
  16. Category 2 – The Growth Machine   You’re nailing it. Now do what’s working, over and over and over Data Strategy Process Strategy   Focused data cleansing   ‘Smart’ data – adjacent verticals & decision makers   Reporting   Establish best practices: lead gen, lead flow, hand-offs   Data governance 101   Enforce CRM usage People Strategy   Invest in Sales Ops   Invest in Marketing: ops, customer references, lead gen   Invest in CRM admin
  17. Category 3 – The Scalable Business   Take a moment, and get your house in order Data Strategy   Single source of truth   3rd party data standard for - territory planning - whitespace - lead routing   Data ‘priority’ Process Strategy People Strategy   Audit data flows   Define data quality & survivorship rules   Implement consistent processes for territory planning, seg. analysis   More defined sales support roles – channel mgrs, sales strategy, enablement   Set up dedicated data stewardship team – need exec sponsorship   Establish CF committee for data governance
  18. Category 4 – The Optimized Enterprise   Double down for long-term growth Data Strategy   Enterprise-grade single source of truth   Automated CRM data cleansing strategy   Invest in data analytics Process Strategy   Internal data ‘SWAT’ team:   document system architecture   data flow around CRM   Regular data audits & process reviews People Strategy   Focus on specialization   Build out operations, strategy & business analyst roles   Identify Centers of Excellence to champion DQ initiatives
  19. Key Takeaways & Next Steps   Download the Grow Faster with the Right Data eBook   bit.ly/eBookRightData   Continue conversation on Twitter: #growwithdata   Take this back to your workplace   Setup a kickoff meeting with the key stakeholders   Decide which category you’re in   Craft a 30-60-90 day action plan that keeps data+people +process consistent   Implement in small pilots and show measurable wins
  20. Q&A

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