The document discusses best practices for driving adoption of new technologies across large enterprises. It shares customer adoption stories from HP, Adobe, and VMware.
The panelists discuss challenges such as cultural shifts, new processes, and metrics. Their approaches focused on executive alignment, change management plans, communication, and tracking adoption metrics.
Lessons learned include the importance of change agents, managing expectations, defining clear processes and accountability, and sustaining momentum through continuous improvements and communication.
Strategic planning provides focus, alignment, and efficient use of resources. Two companies detailed their strategic planning journeys: HP implemented a sales transformation over 5 years with annual roadmaps, and Adobe focused on an enterprise lead-to-order system. Critical success factors included defining a governance process, prioritizing capabilities based on business value, tracking results, and analyzing ROI.
This 12-week online certificate program in product management from ISB Executive Education and Eruditus begins on February 14, 2022. The program teaches participants how to ideate, develop, test, launch and manage products through modules covering topics like product development processes, market analysis, positioning, pricing, and performance metrics. Live online sessions and recorded videos by ISB faculty supplement assignments, discussions and case studies. The program aims to provide a practical and strategic understanding of product management.
How Dell Rebuilt Lead Management Processes with SalesforceBryan Shaw
The document discusses Dell's efforts to rebuild its lead management processes using Salesforce. It outlines the challenges with Dell's previous lead management approach, which included different views of data across multiple tools, complex routing procedures, and poor user interfaces. Dell transitioned to Salesforce for a centralized, data-driven approach that routes leads to the appropriate team based on predictive modeling. The new system provides a consolidated view of all customer information and activities. Key lessons from the project included focusing on industry standards, building enforcement of service level agreements into processes, and leveraging the Salesforce community for support during implementation.
Sales White Paper: ROI On Sales EffectivenessAltify
This document discusses calculating return on investment (ROI) for sales effectiveness projects. It provides context on critical success factors and defines the key levers that affect sales performance as the number of deals, average deal size, close rate, and length of sales cycle.
The summary discusses two methods for calculating ROI - a simpler method and a more complex method. The simpler method looks at average deal size, operating margin, revenue types, retention rates, number of salespeople, and targets for the key performance levers. It also accounts for vendor costs and internal administration costs to determine the anticipated return. The document aims to provide a framework for customers to assess expected ROI for a sales effectiveness project.
Modern Marketing Center of Excellence ReportDemand Metric
Executive Summary
In March 2014, Demand Metric collaborated with Pardot/Salesforce to conduct a research study entitled “Marketing Report Card: Keeping our Seat at the Table” to identify how Marketing as a function is being perceived. While many of the insights drawn were expected, there were a few that were shocking.
Only 15% of organizations claimed to have an easy time justifying their marketing budget. Furthermore, just 12% of organizations felt that Marketing is perceived as a highly profitable revenue center, whereas 59% perceive Marketing as a ‘necessary’ or even ‘unnessary’ expense.
This best practices report will discuss how organizations can build a Modern Marketing Center of Excellence (MMCoE), turn these perceptions around, and drive revenue growth.
Table of Contents
- Executive Summary
- Introduction
- The Modern Marketing Maturity Model
- How to Improve Your Marketing Maturity
- How to Work the Modern Marketing Maturity Model
- Modern Marketing Center of Excellence (MMCoE)
- Benefits of a MMCoE to the Organization
- The Modern Marketing Center of Excellence (MMCoE)
- Why Consider Working with Demand Metric
- We Are the Marketers Behind the Marketers
- Our Best Practices Report Methodology
- Customer Feedback & Testimonials
- About Demand Metric
This document discusses the importance of sales strategy and how to effectively implement a sales strategy through a sales scorecard. It provides examples of how AstraZeneca successfully implemented a sales strategy and scorecard that helped achieve breakthrough performance. A key point is that a sales strategy needs to be translated into specific, measurable objectives and tied to performance management in order to properly align the sales force and ensure the strategy is executed. A sales scorecard system linked to objectives across customer, financial, internal process, and learning/growth perspectives can help sales management implement and track performance against the overall sales strategy.
Michael Scherbaum is the Senior Manager of Partner Field Development at Salesforce. The presentation covers account planning for the current fiscal year. It emphasizes developing a strategic plan for each account that drives consistent activities to ensure effective strategic, tactical, and territory planning. It provides templates for account profiles, analysis, strategy development, and action planning. The presentation stresses that account planning is a team effort and reviews best practices for sharing the strategy and vision with customers.
Strategic planning provides focus, alignment, and efficient use of resources. Two companies detailed their strategic planning journeys: HP implemented a sales transformation over 5 years with annual roadmaps, and Adobe focused on an enterprise lead-to-order system. Critical success factors included defining a governance process, prioritizing capabilities based on business value, tracking results, and analyzing ROI.
This 12-week online certificate program in product management from ISB Executive Education and Eruditus begins on February 14, 2022. The program teaches participants how to ideate, develop, test, launch and manage products through modules covering topics like product development processes, market analysis, positioning, pricing, and performance metrics. Live online sessions and recorded videos by ISB faculty supplement assignments, discussions and case studies. The program aims to provide a practical and strategic understanding of product management.
How Dell Rebuilt Lead Management Processes with SalesforceBryan Shaw
The document discusses Dell's efforts to rebuild its lead management processes using Salesforce. It outlines the challenges with Dell's previous lead management approach, which included different views of data across multiple tools, complex routing procedures, and poor user interfaces. Dell transitioned to Salesforce for a centralized, data-driven approach that routes leads to the appropriate team based on predictive modeling. The new system provides a consolidated view of all customer information and activities. Key lessons from the project included focusing on industry standards, building enforcement of service level agreements into processes, and leveraging the Salesforce community for support during implementation.
Sales White Paper: ROI On Sales EffectivenessAltify
This document discusses calculating return on investment (ROI) for sales effectiveness projects. It provides context on critical success factors and defines the key levers that affect sales performance as the number of deals, average deal size, close rate, and length of sales cycle.
The summary discusses two methods for calculating ROI - a simpler method and a more complex method. The simpler method looks at average deal size, operating margin, revenue types, retention rates, number of salespeople, and targets for the key performance levers. It also accounts for vendor costs and internal administration costs to determine the anticipated return. The document aims to provide a framework for customers to assess expected ROI for a sales effectiveness project.
Modern Marketing Center of Excellence ReportDemand Metric
Executive Summary
In March 2014, Demand Metric collaborated with Pardot/Salesforce to conduct a research study entitled “Marketing Report Card: Keeping our Seat at the Table” to identify how Marketing as a function is being perceived. While many of the insights drawn were expected, there were a few that were shocking.
Only 15% of organizations claimed to have an easy time justifying their marketing budget. Furthermore, just 12% of organizations felt that Marketing is perceived as a highly profitable revenue center, whereas 59% perceive Marketing as a ‘necessary’ or even ‘unnessary’ expense.
This best practices report will discuss how organizations can build a Modern Marketing Center of Excellence (MMCoE), turn these perceptions around, and drive revenue growth.
Table of Contents
- Executive Summary
- Introduction
- The Modern Marketing Maturity Model
- How to Improve Your Marketing Maturity
- How to Work the Modern Marketing Maturity Model
- Modern Marketing Center of Excellence (MMCoE)
- Benefits of a MMCoE to the Organization
- The Modern Marketing Center of Excellence (MMCoE)
- Why Consider Working with Demand Metric
- We Are the Marketers Behind the Marketers
- Our Best Practices Report Methodology
- Customer Feedback & Testimonials
- About Demand Metric
This document discusses the importance of sales strategy and how to effectively implement a sales strategy through a sales scorecard. It provides examples of how AstraZeneca successfully implemented a sales strategy and scorecard that helped achieve breakthrough performance. A key point is that a sales strategy needs to be translated into specific, measurable objectives and tied to performance management in order to properly align the sales force and ensure the strategy is executed. A sales scorecard system linked to objectives across customer, financial, internal process, and learning/growth perspectives can help sales management implement and track performance against the overall sales strategy.
Michael Scherbaum is the Senior Manager of Partner Field Development at Salesforce. The presentation covers account planning for the current fiscal year. It emphasizes developing a strategic plan for each account that drives consistent activities to ensure effective strategic, tactical, and territory planning. It provides templates for account profiles, analysis, strategy development, and action planning. The presentation stresses that account planning is a team effort and reviews best practices for sharing the strategy and vision with customers.
Marketing Operations: MObilizing Marketing For A Web 2.0 WorldClearAction
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Your Renewals Businesses as an App Innovator (December 13, 2016)Salesforce Partners
The webinar provided best practices for managing renewals from Salesforce, BMC, and Qualtrics. It discussed establishing trusted customer relationships, collaborating across teams, understanding usage metrics, and taking a proactive approach through regular communication and insight into customer needs to achieve renewal goals. Analytics and reporting on renewal rates and reasons for churn were also emphasized to continuously improve outcomes. The key takeaways were focusing on visibility into the customer, defining a renewals timeline, leveraging cross-functional teams, and automating metric tracking.
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
How do you choose the right channel incentives to match your strategy and accomplish your organizational goals? Is it science? Is it art?
In this presentation, Dan Overgaag, Principal for The Spur Group, Rod Baptie, Founder of Channel Focus/ Baptie & Co, and Steven Kellam VP of Global Alliances at 360insights shared and discussed a framework for how to choose and implement the right channel program to achieve transformational goals.
Channel Transformation & The Role of Incentives360insights
How do you go about designing effective incentive programs that incorporate best practices, achieve transformational goals and positively impact channel behavior? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights outline key tactics on how to do this.
This document summarizes a presentation on account planning in Salesforce. The presentation discusses defining account planning, focusing on key customer areas like goals and initiatives, and using research to understand customers. It also covers aligning sales, marketing, and customers; establishing an account planning cadence and coaching; and measuring account planning effectiveness. The goal is to create value for both customers and the organization through account planning.
The document describes Dealmaker, a sales opportunity and account management software suite. It helps sales professionals maximize opportunities from key accounts, increase win rates, improve forecasts and sales performance. The suite provides world-leading sales methodologies, a step-by-step sales process, deal coaching, forecasting and performance insights, and virtual learning. It aims to deliver sustained, profitable revenue growth for users.
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
This document discusses marketing operations and ROI. It begins with an introduction to the author, Gary Katz, who has over 20 years of experience in marketing operations. It then discusses why measuring marketing ROI is difficult, noting there are too many metrics to track. It outlines various types of metrics used to measure different parts of marketing like advertising, sales force, customer management, and organizational metrics. The document argues that achieving meaningful ROI requires marketing operations maturity across areas like metrics, processes, guidance, infrastructure, management, technology and alignment. It positions marketing operations as key to demonstrating marketing accountability and ROI.
1. Salesforce's Red Account Program aims to identify and manage their most serious customer-impacting issues to drive effective resolution and ensure renewal and healthy relationships. It provides visibility across teams and leverages executive support.
2. The program has key elements like defined processes, cross-functional team support, roles and responsibilities, communication, analytics, and root cause analysis. It aims to create a culture where escalations are handled properly.
3. There are four types of Red Accounts: precautionary, core, Marketing Cloud, and incident outreach. The program looks to resolve issues threatening renewals, risking executive escalations, delaying go-lives, or needing multi-team involvement. Customer escalations
Dealmaker TAS Opportunity and Account Management Customer SuccessAltify
The document summarizes the success of several companies in implementing sales processes and methodologies developed by The TAS Group. A Fortune 15 company standardized opportunity management and saw $1.8B in new pipeline year 1, $4.2B year 2, and $2.5B year 3. A NASDAQ 10 company implemented a solution sales process and identified 2,916 new opportunities and $2.7B pipeline, with $30 return for every $1 invested. An EMEA region of a Fortune 100 company saw a 3.5% increase in win rate and 26% increase in average deal size within 3 quarters of implementing a sales effectiveness program.
This Lead Generation slide deck by Sales Benchmark Index gives information on setting up Lead Management – approaches, roles, compensation, pros & cons...
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Strategic Account Management Association (SAMA) Session: Case Study on Custom...Revegy, Inc.
Presentation from the 2017 SAMA (Strategic Account Management Association) Conference featuring Shawn Green, Vice President for strategic accounts for BlackLine, discussing how they leverage a best practices framework and account planning/management technology to double key account revenue.
The document discusses an agenda for a sales ROI benchmarking track at a conference. It includes a safe harbor statement, outlines the agenda which will discuss ROI case studies from SunTrust Bank and Bennett's Business Systems, and provides contact information for the presenters. Key metrics for an ROI model are identified such as satisfied customers, leads, deals closed, and case resolution rates. The document also discusses how Salesforce can help improve these metrics.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Service Cloud: The Perfect Pitch for TelesalesDianne Conley
This document provides an agenda and materials for a presentation on using Salesforce Service Cloud for telesales operations. The presentation includes an intro to Service Cloud for telesales, product demos of K12.com and Groupon.com's implementations, and a Q&A panel. Key highlights include how Service Cloud provides capabilities for lead and campaign management, forecasting, social profiles, agent consoles, automation of sales processes, analytics, and empowering business teams. Case studies from K12.com and Groupon.com demonstrate impacts like improved conversion rates, agent productivity, visibility, and smarter operations.
The document provides tips for improving end user adoption of CRM systems. It discusses common reasons for poor adoption such as lack of organizational change planning and unrealistic expectations. It recommends establishing executive sponsorship, identifying super users, developing processes and measurements, providing training, and maintaining data quality to increase adoption. Metrics and dashboards should be used to measure results and provide insights to improve performance.
Marketing Operations: MObilizing Marketing For A Web 2.0 WorldClearAction
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Your Renewals Businesses as an App Innovator (December 13, 2016)Salesforce Partners
The webinar provided best practices for managing renewals from Salesforce, BMC, and Qualtrics. It discussed establishing trusted customer relationships, collaborating across teams, understanding usage metrics, and taking a proactive approach through regular communication and insight into customer needs to achieve renewal goals. Analytics and reporting on renewal rates and reasons for churn were also emphasized to continuously improve outcomes. The key takeaways were focusing on visibility into the customer, defining a renewals timeline, leveraging cross-functional teams, and automating metric tracking.
Rewiring sales organization for growth and scaleBrowne & Mohan
With markets becoming volatile and uncertain, shortening of products and commoditization, sales function is facing huge challenges. Companies need to rewire their sales organization to provide it with enough flexibility, visibility, actionable intelligence and ownership for employees. In this Whitepaper, Browne & Mohan consultants share how to rewire sales organization to set the company for revenue growth and scaling up.
How do you choose the right channel incentives to match your strategy and accomplish your organizational goals? Is it science? Is it art?
In this presentation, Dan Overgaag, Principal for The Spur Group, Rod Baptie, Founder of Channel Focus/ Baptie & Co, and Steven Kellam VP of Global Alliances at 360insights shared and discussed a framework for how to choose and implement the right channel program to achieve transformational goals.
Channel Transformation & The Role of Incentives360insights
How do you go about designing effective incentive programs that incorporate best practices, achieve transformational goals and positively impact channel behavior? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights outline key tactics on how to do this.
This document summarizes a presentation on account planning in Salesforce. The presentation discusses defining account planning, focusing on key customer areas like goals and initiatives, and using research to understand customers. It also covers aligning sales, marketing, and customers; establishing an account planning cadence and coaching; and measuring account planning effectiveness. The goal is to create value for both customers and the organization through account planning.
The document describes Dealmaker, a sales opportunity and account management software suite. It helps sales professionals maximize opportunities from key accounts, increase win rates, improve forecasts and sales performance. The suite provides world-leading sales methodologies, a step-by-step sales process, deal coaching, forecasting and performance insights, and virtual learning. It aims to deliver sustained, profitable revenue growth for users.
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
This document discusses marketing operations and ROI. It begins with an introduction to the author, Gary Katz, who has over 20 years of experience in marketing operations. It then discusses why measuring marketing ROI is difficult, noting there are too many metrics to track. It outlines various types of metrics used to measure different parts of marketing like advertising, sales force, customer management, and organizational metrics. The document argues that achieving meaningful ROI requires marketing operations maturity across areas like metrics, processes, guidance, infrastructure, management, technology and alignment. It positions marketing operations as key to demonstrating marketing accountability and ROI.
1. Salesforce's Red Account Program aims to identify and manage their most serious customer-impacting issues to drive effective resolution and ensure renewal and healthy relationships. It provides visibility across teams and leverages executive support.
2. The program has key elements like defined processes, cross-functional team support, roles and responsibilities, communication, analytics, and root cause analysis. It aims to create a culture where escalations are handled properly.
3. There are four types of Red Accounts: precautionary, core, Marketing Cloud, and incident outreach. The program looks to resolve issues threatening renewals, risking executive escalations, delaying go-lives, or needing multi-team involvement. Customer escalations
Dealmaker TAS Opportunity and Account Management Customer SuccessAltify
The document summarizes the success of several companies in implementing sales processes and methodologies developed by The TAS Group. A Fortune 15 company standardized opportunity management and saw $1.8B in new pipeline year 1, $4.2B year 2, and $2.5B year 3. A NASDAQ 10 company implemented a solution sales process and identified 2,916 new opportunities and $2.7B pipeline, with $30 return for every $1 invested. An EMEA region of a Fortune 100 company saw a 3.5% increase in win rate and 26% increase in average deal size within 3 quarters of implementing a sales effectiveness program.
This Lead Generation slide deck by Sales Benchmark Index gives information on setting up Lead Management – approaches, roles, compensation, pros & cons...
Webinar | Opportunity Management - Mind the Reality GapAltify
Process matters. If you don't follow a solid opportunity management process routinely, you’ll miss important signs that could end up killing deals.
Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.
Roger White, Sales Operations Manager at Level 3 Communications, EMEA, and our AVP Sales, Tim Foster explain how to surface deal vulnerabilities and wring every drop of value out of your opportunity management process.
Strategic Account Management Association (SAMA) Session: Case Study on Custom...Revegy, Inc.
Presentation from the 2017 SAMA (Strategic Account Management Association) Conference featuring Shawn Green, Vice President for strategic accounts for BlackLine, discussing how they leverage a best practices framework and account planning/management technology to double key account revenue.
The document discusses an agenda for a sales ROI benchmarking track at a conference. It includes a safe harbor statement, outlines the agenda which will discuss ROI case studies from SunTrust Bank and Bennett's Business Systems, and provides contact information for the presenters. Key metrics for an ROI model are identified such as satisfied customers, leads, deals closed, and case resolution rates. The document also discusses how Salesforce can help improve these metrics.
The Top 3 Reason Why Your Account Planning Process is Broken (And How To Fix It)Altify
Maximizing revenue from key accounts is critical to maintaining revenue growth. Yet, when it comes to Account Planning, if honest, we often treat it as a chore to be avoided. Or, addressed once a year and then shelved until the following year.
Account Planning Matters …
1. For large enterprise sales Account Planning and Management delivers more additional pipeline and consistently greater win rates than any other sales or marketing activity.
2. For Territory or Portfolio Planning, account planning helps you to select the accounts that will deliver most revenue, and develop a plan to grow your entire book of business.
3. Acquiring business from new customers is six times more expensive than growing your revenue in an existing account
4. You are seven times more likely to win a deal in an existing customers than from a new account
5. We wrote the book on Account Planning in Salesforce. Oh, and yes, Salesforce uses our Dealmaker Smart Account Manager solution for their account planning.
Join us as we revisit the fundamentals of this surefire revenue growth strategy and share the insights we have gleaned since we first launched our book, Amazon #1 Bestseller Account Planning in Salesforce.
Service Cloud: The Perfect Pitch for TelesalesDianne Conley
This document provides an agenda and materials for a presentation on using Salesforce Service Cloud for telesales operations. The presentation includes an intro to Service Cloud for telesales, product demos of K12.com and Groupon.com's implementations, and a Q&A panel. Key highlights include how Service Cloud provides capabilities for lead and campaign management, forecasting, social profiles, agent consoles, automation of sales processes, analytics, and empowering business teams. Case studies from K12.com and Groupon.com demonstrate impacts like improved conversion rates, agent productivity, visibility, and smarter operations.
The document provides tips for improving end user adoption of CRM systems. It discusses common reasons for poor adoption such as lack of organizational change planning and unrealistic expectations. It recommends establishing executive sponsorship, identifying super users, developing processes and measurements, providing training, and maintaining data quality to increase adoption. Metrics and dashboards should be used to measure results and provide insights to improve performance.
Webinar: How Salesforce.com drives B2B marketing ROI with LinkedIn Sponsored ...LinkedIn
The document discusses how Salesforce uses LinkedIn Sponsored Updates to drive marketing ROI. It outlines Salesforce's campaigns on LinkedIn, including creating valuable content, targeting premium audiences like senior executives, and optimizing performance. Salesforce achieves high lead conversion rates and ROI by engaging customers throughout their journey using technology to scale across teams. LinkedIn provides a unique professional forum for B2B advertisers to engage customers with content.
Build Your Army of One Using Marketing Automation with Limited ResourcesPardot
Roy Keely and Jana Rhyu discussed how their companies, Xcentric and LoopUp respectively, use Pardot marketing automation to scale their marketing efforts with limited resources. They described how Pardot enables them to nurture leads through automated campaigns, integrate marketing and sales data in Salesforce, and measure the impact of their campaigns on pipeline and revenue. Both highlighted how Pardot has helped them increase lead generation, qualify leads more effectively for sales, and engage existing customers through personalized messaging based on profiling and testing of content and messaging.
Success with Salesforce for Capital Marketsdreamforce2006
The document provides an overview of how Salesforce helped Shinsei Bank and ThinkEquity Partners improve their client relationships and internal collaboration. For Shinsei Bank, Salesforce enabled information sharing across teams, improved reporting, and facilitated a more customer-centric approach. For ThinkEquity Partners, Salesforce provided activity monitoring, optimized event and call tracking, and supported additional functionality for different business units. Both companies saw increased user adoption and satisfaction after implementing Salesforce.
Success with Salesforce for Capital Marketsdreamforce2006
The document provides an overview of how Salesforce helped Shinsei Bank and ThinkEquity Partners improve their client relationships and internal collaboration. For Shinsei Bank, Salesforce enabled information sharing across teams, improved reporting, and facilitated a more customer-centric approach. For ThinkEquity Partners, Salesforce provided activity monitoring, optimized event and call tracking, and supported additional functionality for different business units. Both companies saw increased user adoption and satisfaction after implementing Salesforce.
This document provides information about a webinar on bringing organizations closer to their social customers. It includes an agenda for the webinar that features guest speakers discussing the Salesforce ExactTarget Marketing Cloud and how Citrix uses social media. It also contains legal disclaimers about forward-looking statements and unreleased products.
Thimaya Subaiya: New World of Marketing: The Perfect Customer Experience Mana...Demandbase
The document discusses new approaches to marketing orchestration using artificial intelligence. It describes how AI can help marketers optimize audiences for different marketing activities by informing who to target based on things like past webinar attendance or ad exposure. The document presents a vision where AI drives a more seamless customer journey across multiple channels by unifying data and recommending the next best engagement. Marketers are moving away from trying to control how customers engage and instead focusing on contact-based marketing through an AI-powered workflow that understands individual customers and their paths.
Beyond Go Live outlines four common themes for organizations to successfully achieve ROI and maximize value with Salesforce after going live:
1) Focus decision making on initiatives that deliver measurable value in areas like revenue, productivity, and organizational impact.
2) Build an execution team with the right mix of internal, outsourced, and hybrid resources to address organizational needs and ongoing support.
3) Develop a strategic pace of innovation through a cadence of bundled releases that users can easily adopt, while avoiding overloading them.
4) Adopt an agile approach through cross-functional involvement, clear metrics, communication, and flexibility to adapt.
Salesforce Cloud Services offers different levels of support to help customers achieve business value from Salesforce faster. Their offerings include Accelerated Success products for adoption and advancement, Consultative Success plans like Premier and Premier Plus for expertise and resources, and Transformational Success for complex challenges. Customers report increased performance, adoption, and success from working with Cloud Services experts.
"How To" Use Social for Recruitment webinarSalesforce.org
Take a closer look at how the ExactTarget Marketing Cloud delivers best-of-breed tools for content marketing, social engagement and analytics. Jennifer Phillips, Customer Success Manager at Salesforce.com Foundation for the Marketing Cloud, describes how schools leverage Salesforce to conduct social media campaigns, reply to and route responses to posts and measure the results of social recruitment efforts.
When marketing and sales are working in lockstep, your revenue soars and your business grows. Resident marketing technology expert, James Kenler, has been on both sides of the sales and marketing divide. Learn how James used marketing automation to align the sales and marketing processes at CareerBuilder around a common business goal to ultimately develop a unified sales strategy driving overall revenue and resulting in the creation of new teams and resources.
The document discusses creating a customer-centric enterprise. It describes Corporate Express's journey to centralize customer data and focus on customer needs across channels. Key steps included identifying where customer data resides, using Salesforce for sales management, and driving cultural change. Roadblocks included change management, but results included improved data sharing and a voice of the customer. GMAC Mortgage used Salesforce to distribute account assignments and hold sales teams accountable. Results included cleaner reporting and focus on assigned accounts. Accenture discussed challenges in gaining a holistic customer view and creating relevant messages, and the importance of customer loyalty for business growth.
Marketing Effectively to Drive Adoption and Compliance Using Flow - Jeremiah ...Salesforce Admins
We actively market to our customers. How often do we think about marketing to our users? As Admins, it's important to keep the lines of communication open with internal customers. Join us as we show you how to use point-and-click development tools to foster internal relationships and drive adoption.
Here are some examples of acceptance criteria for a user story:
Functional:
- As a user, I can search for products by name or category
- Search results display product images, names, prices and are sortable by name, price, etc.
Non-Functional:
- The search feature loads results within 2 seconds for up to 1000 products
- Search is accessible and usable on mobile devices
Performance:
- 95% of searches return results within 1 second
- Search handles at least 100 requests per second during peak traffic
Usability:
- Search suggestions appear as I type my query
- Clear prompts and error messages display for invalid searches
Security:
- Personal user data
Sales, Marketing & Service Optimization: Strategies for Accelerating GrowthCognizant
The document discusses strategies for accelerating revenue growth through sales, marketing, and service optimization. It argues that while technology has enabled cost savings, companies must now focus on top-line growth. A holistic approach is needed that considers customer relevance, sales effectiveness, marketing effectiveness, and service effectiveness. Implementing the right digital systems can guide professionals towards behaviors and processes that generate disruptive revenue growth, but companies must first understand their strategic objectives and performance issues. The document provides examples of how optimizing these areas through the right technologies has helped companies increase revenue.
This document summarizes a presentation about Sales Cloud best practices and new features. It discusses five best practices for sales teams: prospecting, growing accounts, managing opportunities, closing deals, and analyzing results. It also highlights new features in Sales Cloud like collaborative forecasting, opportunity splits, mobile access, analytics dashboards, and over 50 new features in the last year. Customer case studies show improvements in key metrics like increased sales, higher conversion rates, and better productivity.
The document discusses how TransUnion, a credit and information management company, implemented a salesforce automation (SFA) system with the help of Salesforce.com and a change management consulting firm called Abreon. Key challenges included organizational resistance to change and ensuring adoption across a large, global user base. Abreon helped develop a comprehensive communication plan to engage stakeholders throughout the implementation process. With executive support and tailored messaging, the change initiative called "InTouch" helped drive user acceptance of the new system.
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2. Safe Harbor
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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 and customer 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 results
and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other
litigation, risks associated with 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 results of salesforce.com, inc. is included in our annual report on Form 10-
Q for the most recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures are available on the SEC
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3. Kickoff
Session Objective
Share “Best Practices” & different ways to plan, drive, accelerate & sustain adoption in
order to help you realize your companies’ expected business benefits & adoption
goals
Introductions
Kevin Leighton – HP, Vice President, Sales Process & Capabilities, Sales Operations
Lynn Mickleburgh – Adobe, Senior Director, Lead to Order Transformation
Amee Cooper – VMware, Senior Manager, Adoption, Change Management, Training
5. The Journey… Change is a Process, Not an Event
Denial
Fear
Frustration
BusinessPerformance
Time
Go-Live
Valley of
Despair
Managed Change
= Value Realization
Unmanaged Change
= Unpredictable
Outcomes
Skepticism
Willingness
to Accept
Ownership
Awareness
Buy-In
Understanding
7. About HP
• Fortune 10 – U.S.
• Fortune 31 – Global
• Operating in ~170 countries
• Over 300,000 employees
• 177,000 partners worldwide
• #1 or #2 in most markets
Salesforce footprint
• Initial deployment: May 2012; Users to date: >12,000
• Total deployment: ~35,000 Sales; ~300,000 Partners
• Chatter Rollout tied to corporate “OneHP” initiative
8. Drive improved customer experience, sales productivity, and management
visibility
HP’s Burning Platform
All customers…
…through all channels…
…enabled by best-in-class
processes and tools…
…throughout the sales
lifecycle…
…with the intelligence needed to
manage the business.
Customers
Sales
Compensation
Marketing
Sales Management Dashboard
Service &
Support
Quote to
Cash
PartnersOnline Sales Reps
HP Sales Platform
(Global, standardized processes)CRM PRM
Financial
Claims
Sales
9. HP’s Adoption Story
Challenges
• Multiple Business Groups – highly individualized: different technology,
different processes, different organization structures
• Low adoption of existing CRM tools
• Cultural change – move away from comfort zone
• New roles and skills – ramp of team
• Move to the cloud – rapid implementation mode
Approach
• Prove what you built is relevant and that we are achieving the
expected ROI – business value and tracking metrics
• 4 step approach - Did we build the right solution? Did we deploy to
the right people? Are they using it? Are they deriving the business
value?
• Sales Rep at the center
• Quarterly release cycle – moving at a very fast pace
• Alignment and commonality of processes
• User Adoption dashboards…reports were being distributed to “report”
on adoption rather than viewing dashboards real-time
Lessons Learned
1. Engage & align Executives – It’s
key to success
2. Align success metrics to business
value drivers
3. Establish ownership and
accountability by managing to the
metrics
4. Don’t underestimate the cultural
shift of becoming “social”. The shift
from email to chatter for
collaboration is huge
5. Define a training plan that enables
all impacted stakeholder groups
6. Be sure to identify & communicate
what’s changing and WIIFM?
7. Provide a feedback & input
mechanism “Voice of the
Customer/User”
11. About Adobe
Salesforce Footprint
Salesforce.com customer since 2004.
Multiple salesforce.com instances due
to acquisitions
Phase 1 PRM – July, 2010
Phase 1 Sales – July, 2011
Phase 2 Sales – January, 2012
# of users: approx 10K
Licenses
3,400 Sales Cloud
21,000 Partner Portal
5,000 Chatter Only
Corporate Profile
Founded in 1982
More than $4.2 billion in revenue in FY11
More than 10,000 employees in 39 countries
History of pioneering new markets: desktop
publishing, electronic documents, interactive
media and digital marketing
12. Adobe’s Burning Platform
Vision, Goals, Objectives
Single, scalable, cost-effective, end to end process
that supports cross-selling:
• Optimize marketing spend
• Improve sales productivity
• Increase back office efficiency
• Improves Enterprise customer purchase
experience
Key Business Capabilities
• Single global CRM system to support all
enterprise products/customers
• Consolidate lead and opportunity management
• Integrate with quoting and contracting, approvals
workflow and order capture
13. Adobe’s Adoption Story
Challenges
• Multiple systems and processes growing through acquisitions
• Complex business models and product/pricing strategies, requiring
complex configuration/rules
• Multiple “customer master” data sources resulting in data duplication
• Disparate reporting & analytics
• Regional & cultural differences result in varying adoption levels
• Corporate culture collaborative and silo’d groups
Approach
• Major releases shifting to more frequent point releases for easier
adoption of process and tools.
• Increased emphasis on change agent community through evolution of
project
• Established tighter R&R definition, Improved executive sponsorship &
accountability (via working sessions, ASD event (acc sol design))
• Defined & tracked user adoption metrics/KPIs
Lessons Learned
1.Manage executive & user
expectations
2.Establish solid alignment on target
state
3.Ensure business processes are
defined with clear process
ownership & accountability
4.Define effective usage KPIs
5.Over-communicate and over-
engage
6.Good BCM plan is really important
but execution of the plan is
essential
7.Obtain executive support for
effective training plan and ensuring
follow-thru execution
14. Amee Cooper
Senior Manager
Field Automation & Services
Adoption, Change Management & Training
Linked In: amee-cooper
Twitter: @AmeeCooper
15. All about
2009 2010 2011
for Partners
Corporate Profile
Enabling Business Transformation
through IT Transformation. The
Global Leader in virtualization and
cloud infrastructure solutions.
Over 400,000 customers and
55,000 partners
$3.77 billion in 2011 revenue
Salesforce.com Footprint
PRM deployment 2009
– 22,000+ Partners, 2,000+
Internal Users
SFA deployment 2010
– Internal Users grow to 4,500+
Services deployment 2011
– Internal Users grow to 7,000+
Today
– 55,000+ Partners
– 7,500+ Internal Users
About VMware
16. VMware’s Burning PlatformCustomerOperations
Channels & Alliances
Field Sales: APJ
Field Sales: AMER
Field Sales: EMEA
Sales Operations
GSS
Renewals
Marketing
Emerging Products
Strategy & Enablement
Vision
Streamlined, easy to use, customer focused
application for all Customer Operations teams
Goals and Objectives
• Align with Leadership business strategy to
continue to provide high value and usage
• Promote collaboration between teams
• Streamline enhancement process and
release cycle
• Single view of Customers for upsell, cross-
sell, and improved customer experience
• Provide one-stop-shop for users, increasing
adoption, integrating 3rd party applications
Enhancement
Requests
Prioritization
Deployment
Change
Management /
Support
Salesforce.
com
Steering
Committee
17. VMware’s Adoption Story
Challenges
• Needed a solution that supported VMware‘s exponential growth and
continued evolution of business processes and needs
• Partner, Field, Support teams all with critical business enhancements
and updates to continue utilization to the maximum and beyond…
Approach
• Keep the momentum going!
• Focus and align with Leadership business vision and goals
• Create a Strategy to enhance all 3 Cloud deployments
• Continue to drive collaboration within and between the 3 Clouds
• Leverage lessons learned from Cloud deployments in roadmap
releases, ensuring clear communications and training for Users,
increasing use
Lessons Learned
1.Congratulate each other
2.Create a new vision with
leadership, aligning with their
strategy
3.Solidify key partnerships (IT,
Business, Automation,
Enablement)
4.Keep super user groups going and
active
5.Communicate regularly with all
users
6.Constantly fine tune Change
management strategy
7.Look for ways to continue to
improve user adoption
18. Kevin Leighton
Vice President
Sales Operations
Sales Process & Capabilities
Linked In: kleighton
Twitter: @k_leighton
Lynn Mickleburgh
Senior Director
Finance Operations
Lead to Order Transformation
Linked In: lynnmickleburgh
Amee Cooper
Senior Manager
Field Automation & Services
Adoption, Change Management & Training
Linked In: amee-cooper
Twitter: @ameecooper
20. Wrap Up
1. What is one key take-away that you’ve learned today?
2. Additional Questions – Post your follow-up questions in the session chatter
3. Materials
4. Closing Thoughts….
21. Related Sessions
Related Sessions – Adoption Date/Time
Winning: Tips and Tricks for Increasing User Adoption Tuesday, 9/18 @ 2pm
Slashing The High Cost of Low Salesforce Adoption with Gamification Wednesday, 9/19 @ 1:30pm
How to Drive and Measure Success Through Business Value Metrics Thursday, 9/20 @ 2pm
10 Proven Adoption Tactics: What's In It For Me? Thursday, 9/20 @ 4pm
Training and Support for Success Friday, 9/21 @ 9am
Global Deployments: Tips, Tricks, and Best Practices Friday, 9/21 @ 10am
Related Sessions – HP Date/Time
From the Garage to the Cloud – Driving the HP Sales Transformation Wednesday, 9/19 @ 1:30pm
Sales Cloud: Every Sales Process is Different-What the Top Ones Have in Common Wednesday, 9/19 @ 3pm
What is your Enterprise Collaboration Strategy? Thursday, 9/20 @ 9am
The Evolution of a Large Enterprise Center Of Excellence Thursday, 9/20 @ 11:15am
Retail Customer Service: Meeting the Demands of Today's Social Enterprise Thursday, 9/20 @ 1:30pm
Your Playbook for a Global Social Media Strategy Friday, 9/21 @ 8:30am
Supporting Salesforce in a Global Enterprise Friday, 9/21 @ 11:30am