Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

CUOA Convegno Forza di Vendita Telnext

1,161 views

Published on

Atti Convegno Forza di Vendita - 29 gennaio 2015 - Telnext

Published in: Education
  • Be the first to comment

  • Be the first to like this

CUOA Convegno Forza di Vendita Telnext

  1. 1. Salesforce ​Strumenti abilitanti la forza vendita. ​Sergio Toffetti ​Senior Consultant – Telnext ​Sergio.toffetti@telnext.com
  2. 2. Customer Success Growth Expertise
  3. 3. amodonostro. crescita felice
  4. 4. World’s#1CRMcompany World’smost admired software company World’smost innovative company Celebrating 15 Years of Customer Success 4TH YEAR IN A ROW!2011 • 2012 • 2013 • 2014 #1 most admired in software #7 best company to work for
  5. 5. ​Cloud Computing Driver, Catalyst & Evangelist Salesforce Mission Mainframe Client/Server Today1960s 1980s Enterprise Cloud Computing No Hardware/Software Subscription Model AutomaticUpgrades Constant Innovation
  6. 6. The Cloud is the Fastest Path to Success Enterprise Cloud Computing Fast Innovative Open Easy Trusted NoHardware NoSoftware FasterROI Flexible Automatic Upgrades Continuous Improvement AnyDevice APIFirst DataPortability Secure Transparent Performance atScale Subscription Model Real-time Customizations AppExchange
  7. 7. The Customer Gap Your CompanyCustomers 77% of customers are not engaged with companies Not engaged with: Your mobile apps Your communities Your employees Service Agents Salespeople Marketers
  8. 8. ​Shared services across applications The Customer Success Platform Trusted Cloud Infrastructure Customer Success Platform Services Shared Data Shared Workflow Shared Reporting Shared Collaboration Shared Identity Shared APIs AnalyticsCommunityMarketingServiceSales Apps
  9. 9. 32% + 40% + 40% + 39% + 55% + Increase insales Customer satisfaction Marketing ROI Customer retention Faster deployment Source: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected. Response sizes per question vary. Average Percentage Improvements Reported by Salesforce Customers Engaging With Customer Delivers Success
  10. 10. Sales Business Needs Business Value Efficient Selling Increase Sales Rep Efficiency Shortened Sales Cycle Increase Reporting Efficiency INT Business Impact Increase Collaboration Process & IT rationalization Sales & Service 360° Customer View Marketing & Sales better integrated Rationalized Processes Improved Frontend (1 system, UI, function) Improve reporting/control capability
  11. 11. Sales Cloud Delivers Capabilities For Change 360o view of customer Real time reporting and analytics around key customer metrics Rapid Data sharing on Any Device, Anywhere Faster sales cycle and approvals Sales Productivity Top Line Growth Realize faster time to value on key apps Reduced Admin Time, meetings, Content recreation Data.com: SF integration with D&B Prospect Mng Potential Deal to Contract Mng Single Source of Truth on Client Info
  12. 12. Business Metrics mapped to Business Value for Sales Business Value Business Metrics Efficient Selling Average Sales Cycle Time () Sales Productivity () Time spent in reporting () Faster Deal closure and pricing approvals () Increase Collaboration Customer Understanding () Sales & Marketing Alignment Improvement () Process & IT rationalization Usability () TCO of Legacy Systems (License, Support & Integration Costs) ()
  13. 13. We consider Business Value Drivers May 2013 Key Success Metrics for Customers prepared by Confirmit on behalf of Salesforce –4,880 Large Enterprise (1000+ employees).
  14. 14. Sales Cloud Drives Customer Success Average Percentage Improvements Reported by Salesforce Customers Source: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected. Response sizes per question vary. +27% Sales Lead Conversion +32% Sales Productivity +32% Forecast Accuracy +44% Close Rate +25%
  15. 15. #Thank you This document is proprietary and confidential. – © Telnext 2015

×