Dreamforce 2012 presentation slides from Bob Marsh, CEO of LevelEleven. Shares the impact of moving the ePrize sales team onto Salesforce.com, and how they used gamification to improve adoption, data quality, and spike sales of a new product launch. Includes two case studies, including one that drove a 230% increase in sales of a new product launch.

1. Sales Cloud: Grow Your Business
Best Practices to Drive Adoption and Success
Scott Johnson, Salesforce.com, Director, Solution Engagement
Bob Marsh, LevelEleven, CEO
Rachel Rogers, BMC Software, Salesforce.com Automation Specialist
Dean Puhalovich, National Australia Bank, Asset Manager - CRM

2. Bob Marsh
CEO, LevelEleven
Tapping Into Salespeople’s
Competitive Nature
The ePrize Story

3. About ePrize About Me
Founded in 1999 With ePrize since 2000
Offices in Detroit, New York, 18 years in sales, sales management, sales ops
Chicago, LA, and Seattle
Led Salesforce implementation ~100 users
400 full-time employees + 80 contractors
Built Force.com app to help drive adoption
20 open positions
Now standalone business, LevelEleven

4. What we do
Promotions + Loyalty | Web Social Mobile
Agency Services
Technology
Legal + Admin
4

5. Clients:

6. Sales Day in the Life:
Before Salesforce (aka, B.S.)
What was a day in the life of a
salesperson like before Salesforce?

7. Sales Day in the Life:
After Salesforce

8. Challenge #1
Improve Email Lead Gen
Goals
Get more clients on email list
Target based on industry
Challenge
Under 20% of contacts on email list
45% of Accounts have industry field
completed Jen Gray
VP, Marketing & Creative
Salespeople understand value, but
don’t prioritize

9. Quick Win
Client Newsletter

10. Quick Win
Client Newsletter

11. Quick Win
Client Newsletter
167% increase
in first month!

12. The Competition:
Industry Quest
The Challenge
Complete Industry field, get 1 point
Most points wins

13. The Competition:
Industry Quest
Industry Quest
Immediate Results
60 Accounts updated in 2 hours
Email update sent with leaderboard ranking
300+ updated by end of day 2

14. The Competition:
Industry Quest
Final Results
1,400+ updated in 10 days
87% of Accounts now with Industry

15. The Competition:
Industry Quest
So what was the grand prize?
$10

16. Challenge #2: You already sell Facebook and Microsite…
New Product Launch
Goal: Just add Mobile!
Increase sales of new mobile optimized product
Challenge:
Corporate strategy to sell mobile
Sales team inundated with products
Discomfort pitching something new
Trained team, still not happening
Should be a very easy sell
Launched 2-months prior with little traction

17. First Question:
What should we motivate?
Leading Indicator
Motivate the pitch
Lagging Indicator
Motivate the sale

18. Challenge #2:
New Product Launch
The Idea
Just pitch it!
Every pitch = 1 point
Reported via checkbox in Opportunity
Every point is an entry to win
Winning team gets a party
2 divisions ran the competition
1 did not (control group) – trained and encouraged
to sell

19. Challenge #2:
New Product Launch

20. Challenge #2:
New Product Launch
2x more pitches!
…BUT was that just because
they were rewarded to check
the box?

21. Challenge #2:
New Product Launch
Sales Results
No change in control group

22. Challenge #2:
New Product Launch
230% increase in sales
+ It remained after
the competition ended

23. More stories like this
Packaged into an AppExchange app – visit booth #227
Learn more at www.LevelEleven.com
White papers: Email bob@leveleleven.com

24. Scott Johnson Bob Marsh Rachel Rogers Dean Puhalovich
Salesforce.com LevelEleven BMC Software National Australia Bank