Atti Convegno Forza di Vendita - 29 gennaio 2015 - Telnext

1. Salesforce
​Strumenti abilitanti la forza vendita.
​Sergio Toffetti
​Senior Consultant – Telnext
​Sergio.toffetti@telnext.com

2. Customer
Success
Growth Expertise

3. amodonostro.
crescita felice

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. ​Cloud Computing Driver, Catalyst & Evangelist
Salesforce Mission
Mainframe Client/Server
Today1960s 1980s
Enterprise
Cloud Computing
No Hardware/Software
Subscription Model
AutomaticUpgrades
Constant Innovation

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. 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. ​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. 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. 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. 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. 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. 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. 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. #Thank you
This document is proprietary and confidential. – © Telnext 2015