I T E005 Kelman 091807
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The document summarizes a panel discussion on implementing Salesforce as an on-demand platform. The panel includes CIOs from various organizations discussing their experiences with Salesforce integration, governance of their Salesforce implementation, using Apex for application development, and a demonstration of Visualforce capabilities. The panel aims to provide lessons learned and best practices for using Salesforce to increase the strategic focus of IT organizations.
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M A S008 Whiteley 091907
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
M A S003 Wildt 091707
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
M A S005 Wildt 091807
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms for those who already suffer from conditions like depression and anxiety.
M A S009 Burbridge 091907
The document discusses the results of a study on the impact of climate change on wheat production. Researchers found that higher temperatures and changing precipitation patterns due to climate change will significantly reduce wheat yields across major wheat-producing regions by the end of the century. Reductions in wheat production are projected to range from 6-27% depending on future greenhouse gas emissions and efforts to adapt farming techniques to new climate conditions.
M A S006 Grenney 091807
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
M A S007 Plotczyk 091807
1) Data quality issues were negatively impacting revenue and customer relationships for several companies.
2) Solutions like AppExchange apps, DemandTools, and People Import were used to cleanse data, identify ideal prospects, and automate processes.
3) Results included more accurate data, identification of new opportunities, and increased revenue through better data-driven insights.
S D M002 Roth 091707
The document provides advice from sales experts at salesforce.com on how to be successful in sales. They recommend being persistent, collaborating with clients, connecting with the community, using Salesforce innovatively, using varied resources, knowing decision makers, genuinely indulging clients' interests, thinking big, connecting the dots, knowing your customers, identifying internal sales people early, becoming your customer's advocate, asking for sponsorship, focusing on why not vs why, and selling through curiosity.
S D M001 Sechrist 091707
The document discusses optimizing sales performance by managing quotas, territories, and incentives. It describes how companies can lose 10% of potential revenue without proper sales performance management. Callidus Software provides sales performance management software to help companies set optimal quotas, allocate territories, design incentive plans, and analyze sales performance. The software provides visibility, planning, and execution capabilities to improve sales results and maximize the return on sales investments.
S D M004 Garoutte 091807
The document discusses strategic account planning using Salesforce. It describes how defining strategic accounts and creating account plans in Salesforce helped a company improve sales coordination, increase pipeline visibility, and track progress. Executives from Salesforce and Carlson Companies share how they implemented strategic account planning tools in Salesforce to better manage large accounts.
S D M103 Cismoski 091707
The document summarizes a presentation about the importance of asking the right questions in sales. It discusses how open-ended questions that make the customer talk about their needs and views can help sellers uncover true customer needs, qualify prospects better, and increase sales. It also promotes a sales training workshop by Barry Rhein that teaches a questioning methodology, and how Salesforce can support this approach through customizable tools and integration with a company's business processes.
S O P001 Garoutte 091707
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
S O P009 Saxena 091907
The document discusses how to effectively leverage the AppExchange for sales operations applications. It provides case studies of two companies that successfully used AppExchange apps to address challenges: 1) A media company used EchoSign to accelerate contract management. It integrated contracts into Salesforce and reduced signature time. 2) A software company used LucidEra analytics to gain insights across Salesforce, Intacct and address a lack of customer visibility. Both implementations went smoothly and provided business benefits.
S O P005 Tenenblat 091807
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
S O P003 Garoutte 091707
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms for those who already suffer from conditions like anxiety and depression.
S O P006 Chan 091807
The document discusses best practices for using Salesforce to improve sales performance. It recommends defining top metrics for high-performing sales reps, analyzing reps' data to identify strengths and weaknesses, and using reports and dashboards to provide transparency and drive better behaviors. A customer case study shows how one company isolated key metrics, compared reps, and saw improved focus, sales, and cross-selling through increased data-driven management in Salesforce.
S O P002 Queener 091707
The document discusses optimizing sales operations through sales performance management. It summarizes presentations from Christopher W. Cabrera of Xactly Corporation, Joanna Bloor of CNET Networks, and Sam Chung of Salesforce.com on using sales performance management solutions to improve sales processes, compensate sales teams, and integrate systems.
S C P003 Kuruganti 091707
GFI Software implemented a channel partner program using Salesforce PRM to address previous challenges of inefficient lead distribution, lack of visibility into sales progress and forecasting. The key elements of success were efficiently distributing leads, introducing deal registration, tracking the sales cycle and forecasting business, leveraging the portal for communications, and delivering integrated training and certification programs. Results included doubled PRM partner sales year-over-year and 75% adoption of the program within the first year.
S C P001 Cohen 091707
The document summarizes a panel discussion on challenges vendors face in partner relationships and what vendors can do to improve. The panelists, who represent a technology integrator, solutions provider, and systems integrator, cite top challenges as maintaining margins, competing with large partners, and managing growth. They tell vendors to bring partners in earlier, clearly define deal registration, understand the partner perspective, and ensure partnerships are profitable for both parties.
S C P004 Morris 091807
The document discusses optimizing channel coverage and partner loyalty through deal registration programs. It provides benefits of deal registration like sales forecasting, rewarding partner influence, and protecting margins. It also discusses common issues like deals being registered informally and lack of systems. Best practices for an effective deal registration program include defining goals, adoption plans, success metrics, and deal validation criteria. The document also provides a specific example of Siemens PLM Software's implementation of a deal registration program using Salesforce PRM to integrate partners and improve productivity.
S C P009 Fullmore 091907
The document summarizes how Salesforce.com manages its partner and referral program. It outlines key challenges including a lack of visibility into the channel business and inability to scale partner communication, recruitment and training. It then describes how Salesforce implemented a partner relationship management system and partner portal to address these challenges, providing partners with tools for deal registration, enrollment and enablement. The results included growing the global partner community by 400%, increasing leads by 218% and pipeline by 290% year-over-year, and maintaining high close rates and deal sizes while improving partner onboarding and visibility into partner impact.
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I T E005 Kelman 091807
- 1. Ariel Kelman Senior Director, Platform Product Marketing, salesforce.com Chief Innovation Officer Roundtable Sanjay Saraf VP, Front Office IT, Symantec Corporation Doug Menefee CIO, The Schumacher Group of Louisiana Basil Fedynyshyn VP, Platform Strategy, Wells Fargo Max Raynor CIO, SurfControl
- 4. Today’s Panel Sanjay Saraf VP, Front Office IT, Symantec Corporation Doug Menefee CIO, The Schumacher Group of Louisiana Basil Fedynyshyn VP, Platform Strategy, Wells Fargo Max Rayner CIO, SurfControll
- 15. Any Design Any Interaction Any Device Create Any User Experience that Runs 100% On-Demand
- 17. Final Q&A
- 18. Thank You!