Evolent Health Natalija Case Study Presentation
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This document outlines a Salesforce business case presentation with the following key points: - It discusses use cases for both channel sales and sales management, outlining their current challenges with siloed processes and lack of visibility/insight. - For the channel sales use case, it shows how Salesforce can provide partner deal registration, task/notification management, lead to opportunity conversion insights from account history, and collaboration tools. - For the sales management use case, it demonstrates Salesforce's ability to provide dashboard insights on team performance, impact of sales activities, management actions directly in the platform, and automated approval processes. - It concludes by stating the presentation will cover the resultant optimized processes and ROI from
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Evolent Health Natalija Case Study Presentation
- 1. A Salesforce Business Case for: Natalija Pavic Solution Engineer npavic@salesforce.com | 647 640 2403 | @NatalijaPavic
- 2. Agenda Channel Sales Use Case Sales Manager Use Case ROICurrent Process and Challenges
- 4. Example Mayo Clinic • Large Enterprise Customer • Many cost centers • Changes to the Affordable Care Act triggered a review • Current system is bogged down by inefficiencies • Multiple departments are feeling pains
- 5. Current Channel Sales Customer Experience
- 6. Current Direct Sales Customer Experience
- 8. Challenges Working in SilosLack of Visibility & Insight Unfulfilled Productivity Potential Processes Impeding instead of Enabling Sales
- 11. Priorities: o Expect revenue contribution o Align process to customers o Help channel sell better Challenges: o No info in system o Reps pinging too many times o Deals killed due to process Charlie Channel Sales Representative
- 12. What I Will Show You 1. Partner deal registration 2. Tasks & notifications 3. Lead to opportunity conversions 4. Insight from account history 5. Collaboration
- 13. What I Just Showed You
- 16. Lead to Opportunity Conversion Process
- 17. Insights from Account History
- 18. Collaboration
- 20. Priorities: o Ensure reps are successful o Meet targets o Get promotion Challenges: o No insight into performance o Inability of foresight o Silo-ed team Sonya Sales Manager
- 21. What I Will Show You 1. Insights with data on dashboard 2. Impact of sales activities 3. Taking management action in platform 4. Automated approval processes
- 22. What I Just Showed You
- 24. Sales Activity
- 25. Take Action in Salesforce!
- 27. Agenda ROI
- 30. ROI