PowerPoint deck for framing a Salesforce demo. Defines the business objectives and challenges that will be addressed through the use of Salesforce. A slide for priorities details how the business challenges will be met. In addition, a "Demo Personas" slide defines the type of end-user we're viewing the system as (e.g. Sales Rep, Sales Manager, Customer user).
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Salesforce demo intro deck
1. Sunny Corp +
Tim Murphy
Lead Business Consultant
tim.murphy@perficient.com
2. What we heard: Business Goals
Revenue
growth
• Increase total
revenue by 40%
YoY
• FY18: 1.05B
Expansion
• Expand into
SMB and B2C
markets
Market share
• Increase market
share:
• Americas: > 25%
• EMEA > 30%
3. What we heard: Key challenges
High contact = High cost
Reporting
• Largely absent and manual
• Management spends 20 hours/week reporting
• Lacking accurate picture of business to adapt a go-to-market strategy
High contact = High cost
• High touch approach will not scale for SMB and B2C sales
Productivity & Collaboration
• No mobile access prevents reps from managing relationships from anywhere
• Lost selling time preparing new reps
4. What we heard: Priorities
• Reduce manual effort required
to manage pipeline
• Increase customer
engagement and education
through automation and self-
service
• Decrease onboarding/ramp-up
time
• Enable access anytime,
anywhere
• Track activities, notes, and
next steps
• Improve SMB close rate
• 360° view of customer
• Enable collaboration across the
org to promote team selling
• Real-time data
• Identify pipeline and sales rep
performance
• Exploit data gathered from Sunny
Corp’s data products
• Make data-driven decisions
Key Priorities
5. Demo Personas
Customer
Pipeline &
activity
management
Mobile access
Collaboration
Account
management
Reports &
dashboards
Customer
engagement
Access to
account
information
Self-service
Sales
Manager
Sales
Rep
[Update the following notes with your name, title, and the appropriate company name.]
Hi Everyone, my name is [Tim Murphy] and I’m a [Lead Business Consultant]. Over the past few weeks, we’ve had the opportunity to learn about [Sunny Corp]. Today, I’ll provide a summary of what we’ve heard in terms of business goals and the challenges standing in your way before walking you through exactly how Salesforce meets your business needs.
We heard your three primary goals are revenue growth, increasing market share, and expansion into new markets.
You want to become a billion dollar company by end of fiscal year 2018 and increasing market share is a big part of that. In addition, expansion into SMB and B2C markets will enable top-line growth.
We heard there are several challenges to reaching those primary goals.
High contact = High cost
Talking points about challenge #1
Productivity & Collaboration
Talking points about challenge #2
Reporting
Talking points about challenge #3
Low Contact = Low Cost
Leveraging automation and self-service to manage the increase in opportunity volume.
Access & Efficiency:
Getting back hours of lost selling time.
Enabling reps to efficiently document their customer interactions.
Improving the close rate so we have a better ROI on the time we’re investing in selling.
Visibility & Collaboration:
Promote collaboration across the company usin
Provide users a comprehensive understanding of our relationship with a customer in real-time.
Reporting
Automatically provide key reports to management – empower them to make data-driven decisions.
- identifying high and low performers can help management establish sessions for sharing best practices.
Utilize product data to inform customers and product management.