Keeping a Unified Marketing Message with the Integrated Content Library

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What if all your sales reps, partners, and customers were on message, using your latest sales and product presentations every day? Imagine never getting another phone call asking for the latest data sheet or price list. What if you knew exactly which of the documents you created were most valuable and used most often? Join us to learn how to make these blissful dreams a reality with the integrated content library. Believe it!

Published in: Business, Technology
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Keeping a Unified Marketing Message with the Integrated Content Library

  1. 1. Keeping Sales On Message with the Salesforce Content Library<br />Marketing Professionals<br />Shai Alfandary: salesforce.com<br />Michael Chyzowych: Provider for Mars<br />
  2. 2. Safe Harbor<br />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 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.<br />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, 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, 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 quarterly report on Form 10-Q filed on October 31, 2007 and in other filings with the Securities and Exchange Commission. These documents are available on the SEC Filings section of the Investor Information section of our Web site. <br />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.<br />
  3. 3. Panel Speakers<br />Driving Marketing Success<br />Shai Alfandary, Product Management<br />Sales and Marketing Productivity <br />Michael Chyzowych, Consultant from Let’s Strategize<br />
  4. 4. Driving MarketingSuccessWith Files &Content<br />Shai Alfandary<br />salesforce.com<br />
  5. 5. The Right Files Are Key To Winning<br />Killer Presentations<br />Build credibility<br />Beat competitors<br />Get to yes faster<br />CompetitiveTactics<br />Updated<br />Pricing<br />5<br />
  6. 6. Great Files Come From Anywhere & Are Built Together<br />Product<br />Marketing<br />The perfect sales pitch<br />Sales<br />Services<br />6<br />
  7. 7. Today, Finding The Right File Is Painful<br />Where did I save it<br />Who sent the last version?<br />Are these files any good?<br />I never got it <br />
  8. 8. Harder Even, To Find Files That Will Help You Win<br />FILES<br />CONTEXT<br />Accounts<br />Opportunities<br />Contacts<br />Campaigns<br />Forecasts<br />Cases<br />Calendar<br />Marketing Collateral<br />Sales Presentations<br />Competitive Alerts<br />Contracts<br />Pricing Worksheets <br />Training Podcasts<br />Webinars<br />
  9. 9. Impossible To Keep Every Channel On Message<br />Sales Reps<br />Sites<br />Partners<br />Call Center<br />Email<br />Customer Portal<br />
  10. 10. Using The Wrong File Creates Problems<br />It’s frustrating to hear about…<br />NewPricing<br />CompetitiveWeaknesses<br />A New <br />product pitch<br />After losing the deal<br />After sending the proposal<br />Afteransweringthe RFP<br />10<br />
  11. 11. What if it were easy to share a file instantly, collaborate on it effectively,publish it once, and find it anywhere?<br />
  12. 12. Salesforce Content & Files: The Best At Your Fingertips<br />CONTENT LIBRARY<br />CHATTER FILES<br />Keep Sales on Message<br /><ul><li>Share files instantly
  13. 13. Collaborate around it
  14. 14. Find the best file anywhere</li></li></ul><li>Find The Right File Every Time<br />CONTENT LIBRARY<br />CHATTER FILES<br />Global Search<br />Find It Fast<br />One stop shop for all your files<br />Use What Works Best<br />Track the most popular tools<br />The Right Tool for Your Context <br />Tie search to your sales process<br />Featured Content<br />
  15. 15. Collaborate In Real Time<br />CHATTER<br />FILES<br />Share & Collaborate<br />Crowd-source Ideas<br />Flexible fast innovation<br />Leverage Everyone’s Insights<br />Share and comment across teams<br />Stay Up to Date, Always <br />Follow and get updates on files<br />N<br />
  16. 16. Publish to Any Audience<br />Content Libraries<br />CONTENT LIBRARY<br />Drive Your Sales Team<br />Get them the right tools<br />Power the Channel<br />Empower partner success<br />Put Customers in Charge<br />Flexible customer care & Knowledge<br />Partner Portal<br />Sites<br />Sales Portal<br />
  17. 17. Deliver Privately To Your Customer<br />CONTENT LIBRARY<br />Deliver in the Cloud<br />Secure, controlled access, anywhere<br />Track What Happens<br />Monitor download and usage<br />Content Delivery<br />
  18. 18. Anywhere You Go<br />Chatter<br />Files<br />Collaborate on the Fly<br />Preview documents & files<br />Make Decisions Faster<br />Real-time conversations on the go<br />Chatter Mobile<br />Chatter iPad App<br />
  19. 19. Included In All CRM Editions<br />
  20. 20. Improving Sales and Marketing Productivity with Salesforce Content<br />Michael Chyzowych<br />Professional Services provider for Mars<br />
  21. 21. 100% focus on Collaborative Consulting<br />Leading provider of cloud and mobile applications<br />Headquartered in New Jersey with offices in Colorado<br />Verticals<br />Expertise<br />Consumer Goods<br />Retail<br />Finance<br />Insurance Automotive Communications<br />Pharmaceutical<br />Salesforce<br />Force.com<br />Content<br />Ideas<br />Portals<br />Cloud Applications<br />Mobile Applications<br />
  22. 22. Client Success @<br />150manufacturing facilities <br />68,000 associates worldwide<br />products are sold in 80 countries<br />6 business unitschocolate – petcare – food drinks – symbiosciencegum & sugar<br />Family owned and operated. Committed to delivering quality and value to the consumer; not Wall Street<br />
  23. 23. “We went from the Flinstone’sto the Jetson’s”<br />“Centralizing information has made me more efficient”<br />“I have confidence that I am presenting the most recent version to my customer”<br />“I have what I need within 2 clicks”<br />90+% Content Adoption<br />“This is the Google search for Mars Chocolate”<br />“Salesforce.com enabled our sales team to collaborate and reapply knowledge. As our main communication medium we are able to leverage information and best practices across the sales organization in an expedited amount of time.“<br />Jim Murphy, Sr. Sales Vice President<br />Mars Chocolate N.A.<br />
  24. 24. Business Goals<br />Objective<br />Standardize marketing materials for both Sales Associates and Customers<br />Theright information to the <br />right people <br />at theright time and for the right reason<br />Minimize “clutter” and improve sales effectiveness<br />Create a collaborative environment with a feedback loop to the Author<br />Deliver marketing materials in a consistent and timely fashion <br />
  25. 25. Landscape<br />EnterpriseProcess<br />Functional<br />Process<br />Technology Solution<br />Technology solutions are only as good as the processes they enable<br />
  26. 26. 4<br /># of sites Sales associates access<br />47<br /># main navigation options on Sales Web alone<br />Getting to the right information<br />It took 20 minutes to find sell sheets!<br />1,500<br /># of possible links to content to choose from<br />
  27. 27. Challenge<br />
  28. 28. Keys to Success:<br />Review communication process<br />Redesigned content – marketing materials<br />Monitored and Shared Content Libraries<br />Consistent naming, tagging and filtering conventions<br />Customized Content landing page<br />Solution<br />Salesforce Content<br />
  29. 29. <ul><li>Streamlined & consistent selling materials
  30. 30. Multiple Content Libraries for different purposes
  31. 31. Create a custom landing page to help organize content</li></ul>Key Takeaways:<br />
  32. 32. <ul><li>Full seniorleadership support
  33. 33. Robust project roll-out communication plan
  34. 34. Learning methodology – address alllearning styles
  35. 35. Ongoing nurturing
  36. 36. Continuous monitoring and archiving of content</li></ul>Key Takeaways:<br />
  37. 37. Roadmap for Files Collaboration & Content Libraries<br />Shai Alfandary<br />salesforce.com<br />
  38. 38. Best Practices Today & Tomorrow<br />CHATTER FILES<br />CONTENT LIBRARY<br />Find<br />Share<br />Collaborate<br />Find<br />Publish<br />Deliver<br />CONVERGENCE ROADMAP<br />FILES<br />
  39. 39. Demo: Sales Success with Files & Content<br />Create<br />Share<br />Collaborate<br />Publish<br />Deliver<br /><ul><li>Product team
  40. 40. Sales
  41. 41. Marketing
  42. 42. Product team & Marketing
  43. 43. Product team</li></ul>CHATTER FILES<br />CONTENT LIBRARY<br />
  44. 44. Shai is a product manager, creating a product overview deck<br />Todd is a product marketing manager, focusing on chatter files and content libraries<br />Whitney is a sales rep. She is working on a files collaboration deal.<br />
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  96. 96. You can produce the best files with Chatter collaborative environment<br />Increase sales and marketing effectiveness and keep all channels on message with content libraries<br />Files sharing & Content Libraries are included as part of your Salesforce CRM license!<br />Key Take Aways<br />
  97. 97. Q&A<br />Driving Sales Success<br />Shai Alfandary, Product Management<br />Sales and Marketing Productivity <br />Michael Chyzowych, Consultant from Let’s Strategize<br />
  98. 98. Keeping Sales On Message with the Salesforce Content Library<br />
  99. 99. How Could Dreamforce Be Better? Tell Us!<br />Log in to the Dreamforce app to submit<br />surveys for the sessions you attended<br />Use the Dreamforce Mobile app to submit surveys<br />OR<br />Every session survey you submit is a chance to win an iPod nano!<br />

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