Wood Mackenzie's Salesforce story at Dreamforce2015
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Presented at Salesforce.com's Dreamforce event in 2015 this is a review of the five years of digital transformation Wood Mackenzie has achieved leveraging the Salesforce platform for growth.
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Wood Mackenzie's Salesforce story at Dreamforce2015
- 1. Wood Mackenzie Shares Secrets to Field Sales Stuart Mills SVP, Sales Development Wood Mackenzie Trang Sabel Customer Success Director Salesforce
- 2. Safe harbor statement under the Private Securities Litigation ReformAct 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 product or service availability, 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 andcustomer 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, new products and services, our new business model, our past operating losses, possible fluctuations in our operating resultsand rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completedand any 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 resultsof salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures 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 presentations, 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 thatare currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements. Safe Harbor
- 3. Trang Sabel Customer Success Director, Salesforce
- 4. Stuart Mills SVP Sales Development, Wood Mackenzie
- 5. … for over 40 years the trusted source of commercial intelligence for the world's natural resources sector, analysing assets, companies and markets.
- 6. … Global coverage to be close to clients and the industry Clients 800 + Global Staff 1000 total 100 sales 25 offices CRM 100% Salesforce Users Adoption 90% logins per week Salesforce1 70% field team 340 overall Sales £200M + Mix 80% subscriptions 98% renewal Growth > 50% pa growth in user base
- 7. Ambition and challenges in 2011 Ambition to drive… … but increasing complexity… …was resulting in… …time to transform Remove inefficiencies Unlock future growth Reduce the cost of revenue acquisition Improve operational effectiveness Target new client segments Deliver a single integrated CRM and selected Salesforce Disjointed access to client intelligence Significant time required to extract client information Complex business processes “growing pains” Dynamic industries More products and coverage Sales to more types of clients Increased competition Fast international expansion Bolt on client systems Sustainable Growth Client Driven Innovation Time and Energy Unlocked
- 8. We’ve aligned our roadmap to our principles Process People TechnologyData/Information Client First Foundation Principles – 2011 Build out Analytics Linking to ERP Leveraging MobileEnhancing Current Focus - 2015 Release Road Map Collaboration & Ideas Dec 2011 Client Interactions Dec 2011 Opportunities & Pipeline Dec 2012 Research User Management Dec 2013 ERP Integration Defined Forecasts & Account Plans HY1 2015 CPQ Marketing Automation Campaigns & Leads Mar 2012
- 9. Our end users ARE the Centre of Excellence …that’s spread across the organization … now over 100 people supporting 1000 users Alasdair Anderson Daria Kodatko Jeremy Wilson Louise Onikoyi Rebecca Zhang Alessia Cook David Micallef-Eynaud Jo Beverley Martin Shepherdson Renee Ali Alexander Buslayev Dimitri Kiriazov John Martin Matthew Clayton Robert Burt Alex Barraclough Ekaterina Morozova Junko Henmi Meera Patel Roland Lucarini Amie Poole Emilia Bergman Kaori Tachibana Megan Owen Samuel Lussac Andrew McGeough Felecia Williams-Lebus Kapil Sharma Micah Maher Sara Magrassi Andrew Pearson Geoff Kessel Karen Anderson Michael Homburger Sean Quinlivan Ashima Taneja Gillian Doyle Karen Chan Michael Sinden Sean Mulshaw Augustine Amusan Gordon Duncan Karen Henderson Michelle Narciza Selina Collinson Barry Lane Gordon Murray Karen Logue NaeYoon Kang Shayla Southworth Ben Nicaudie Haryati Othman Kazumi Arisue Natacha Allain Simon McGlinchey Caroline Dishington HyunKyung Park Kelly Cowan Navaneetha Bhat Stephen Armory Charles Mitchell Ian Juniper Khai Yang Koh Nicholas Williams Stephen Colvin Charles Robinson Jade Kee Kirsten Oosterhof Olivia Chen Stuart Mills Chris Grieve Jamie Taylor Leanne Brown Paul Brand Theresa Williamson Claire Rawn Jane Howe Lisa Chapman Paul Maguire Tom Bailey Colin Falconer Janet Johnston Lisa Rudge Paul Rowllings Tom Heggarty Colin Lothian Jan Tyree Lorraine Cooper Peter Argiris Tom Higgens Conor Bint Jean Ferguson Louese Crews Philip Boyle Victoria Edser Corinne Millar Jeanie Oudin Louise Hunter Rachel Salomon Victoria Mundell Dale Hazelton Jennifer Laing Louise McAllister Rebecca Brennan Weiya Xiao
- 10. We’ve managed a journey Learning & Experiencing Developing Practice & Learning Performing Excelling
- 11. We’ve integrated client processes Cases/Questions Leads Subscriber Portal Public Website and ecommerceSubscriber App
- 12. Enable actions and insights where needed Engagement Service Opportunities Political MapsCollaboration
- 13. S1 Enables teams access to information in real time I use Salesforce1 because it helps me… 70% field based team use S1 60% save more than 1hr per week 25% save more than 2hr per week 60% Use Chatter for contacts
- 14. Wherever you are is the center of our world Teams Clients Web Prospect – registration lead data eCommerce purchase – opportunity data Subscriber client – to opportunities data Portal User Logins and preferences – to webstats and contact data Analyst connect queries – to cases data Unentitled content requests – to leads data New data from purchased lists (e.g. data.com) - additional supplemental data Marketing campaigns with lists built from CRM held data – to response data Interaction with clients – to activities data Prospects – leads to contacts data Clients – accounts and contacts data New Business & Renewals – opportunities data Public / ClientInternal CRM Public / ClientInternal CRM Client Data Flywheel every additional piece of insight builds and sustains client momentum 20% magic helped by 80% rigor… driving field sales productivity and leveraging integrated customer data
- 15. A proven way to boost sales and increase productivity Clear Ambition Focus on clients Blueprint & roadmap Engage your people Manage the journey Integrate client processes Enable access when & where needed One step at a time
- 16. @PracticalActs
Editor's Notes
- Key Takeaway: We are a publicly traded company. Please make your buying decisions only on the products commercially available from Salesforce.com. Talk Track: Before I begin, just a quick note that when considering future developments, whether by us or with any other solution provider, you should always base your purchasing decisions on what is currently available.
- Global company w interest business model…blah blah
- Introduction to Wood Mackenzie, a Verisk Analytics business, we are a trusted source of commercial intelligence for the world's natural resources sector. Kind of a a Gartner for these sectors. We empower clients to make better strategic decisions, providing objective analysis and advice on assets, companies and markets. As an example of our work here’s an excerpt from Skip’s Blog: “The last two months have been eerily parallel to last summer – oil price starts sliding on concern about strong supply growth in July, then in August focus shifts to worries about the health of oil demand. It is in this market environment that October could shape up as one of the most pivotal months in the oil and gas industry – not just for 2016, but potentially through 2020.” Wood Mackenzie has been a trusted source of forward-looking insight for over 40 years. From our earliest days, we have delivered high quality analysis based on a rigorous approach. We produced our first oil report four decades ago in 1973, when the North Sea oil industry was in its infancy. Since then we have evolved to become a global source of commercial intelligence for the energy, chemicals, metals and mining industries. We have been careful to maintain our commitment to insight based on proprietary information and deep industry knowledge as we have grown and entered new markets.
- Process principles – Simplify and Standardise: reduce duplication (e.g. re-keying), hand-offs and variations Automate & Mobilise – reduce manual and desk bound involvement in non-value add activity Collaborative – enable business units to work together without operational barriers Data/Information principles – Strategic Data will be based on derived data where possible Strategic Data will be built and used to allocate time and resource to those clients who have the highest potential return Capture data accurately once & use frequently – customer data will be recorded once, at the earliest opportunity Consolidated view of client – a single view of customer and product data from across all areas of the business People principles - Roles that are enriched to deliver consistent and excellent client engagement Client analytics centre of excellence which connects into each division to enhance client insight SFDC centre of excellence representing the business & technology team to continue system development Changes to working practices will be delivered through practice & learning (at release, on the job, through coaching, on-going induction and classroom training) People principles - Roles that are enriched to deliver consistent and excellent client engagement Client analytics centre of excellence which connects into each division to enhance client insight SFDC centre of excellence representing the business & technology team to continue system development Changes to working practices will be delivered through practice & learning (at release, on the job, through coaching, on-going induction and classroom training)