The document summarizes Capgemini/LYONSCG speaking sessions at a conference, including an overview of sessions on topics like monetizing APIs, building loan origination platforms on Salesforce, and conversational commerce. It also describes a session by Robert Hansen of Norway Post on their implementation of Salesforce as a unifying platform to address issues from acquisitions and rising costs. The summary highlights challenges like alignment, data volumes, and customization needs as well as benefits seen in improved reporting, marketing, and growth opportunities.
Webinar: Acting like a top 25 Salesforce ISV - Product Marketing StrategiesCodeScience
Acting Like a Top 25 Salesforce ISV:
Product Marketing Strategies that Drive Salesforce Success
All ISVs strive to create product marketing messaging that differentiates them from their competition.
But leading ISVs know that to stand out, you must also speak clearly to how you add value to Salesforce.
We're joining forces with marketing leaders from OwnBackup to discuss how to create a product marketing framework that meets your target market's needs and amplifies the results from your Salesforce outreach.
In this webinar, you’ll learn:
- How to create product messaging that differentiates you from your competition AND showcases the value you add to Salesforce.
- Why you need a dual-pronged messaging framework that targets prospects and key Salesforce personas.
- What tactics work in capturing mind- and market-share and which you should avoid.
Access the recoding:
https://learn.codescience.com/top-25-salesforce-isv-product-marketing-strategy-long.html
How can you smash the growth glass ceilings?Equiteq
Equiteq’s research reveals that only 1 in 25 consulting firms break through the growth Glass Ceilings to exceed revenues of $10m and only 1 in 100 consulting firms break through the $20m barrier. This is because owners aren’t equipped to handle the changes necessary at each Glass Ceiling stage. Watch this presentation to help you succeed in your objective to grow equity value and sell your consulting firm.
Using the Sales & Marketing process effectivelyEquiteq
Attract, nurture and convert the right clients.
Our analysis from hundreds of consulting firms, regardless of geography or sector, shows that this is the weakest of the 8 levers, yet it’s crucial for sustained growth. Weak sales and marketing processes are most commonly the reason firms plateau or stall, something we don’t want you to experience as it’s very draining, not to mention that it really puts buyers off. Find out how to make sure you meet your sales targets and show buyers a smooth upwards trajectory – and avoid a financial history that looks like the Rockies!
SkyFall Services offers Solution Sales Managed Services to support your business on a pay as you go model. SkyFall Services approach has evolved over the last 10 years which enables them to deliver a flexible approach to Sales and Vendor Management, which you only pay for what you use
Celebrating the best in British digital – since 1985.
Be a part of digital marketing’s party of the year, the BIMA Awards. With 33 categories celebrating the best work the UK has to offer, the BIMAs are the longest-running UK awards with a digital focus.
Bagging an illustrious BIMA award is no easy feat, so here are our top tips for writing a winning awards submission. Hear from past winners, judges and the BIMA team on how you can polish your entries to maximise your success.
Webinar: Acting like a top 25 Salesforce ISV - Product Marketing StrategiesCodeScience
Acting Like a Top 25 Salesforce ISV:
Product Marketing Strategies that Drive Salesforce Success
All ISVs strive to create product marketing messaging that differentiates them from their competition.
But leading ISVs know that to stand out, you must also speak clearly to how you add value to Salesforce.
We're joining forces with marketing leaders from OwnBackup to discuss how to create a product marketing framework that meets your target market's needs and amplifies the results from your Salesforce outreach.
In this webinar, you’ll learn:
- How to create product messaging that differentiates you from your competition AND showcases the value you add to Salesforce.
- Why you need a dual-pronged messaging framework that targets prospects and key Salesforce personas.
- What tactics work in capturing mind- and market-share and which you should avoid.
Access the recoding:
https://learn.codescience.com/top-25-salesforce-isv-product-marketing-strategy-long.html
How can you smash the growth glass ceilings?Equiteq
Equiteq’s research reveals that only 1 in 25 consulting firms break through the growth Glass Ceilings to exceed revenues of $10m and only 1 in 100 consulting firms break through the $20m barrier. This is because owners aren’t equipped to handle the changes necessary at each Glass Ceiling stage. Watch this presentation to help you succeed in your objective to grow equity value and sell your consulting firm.
Using the Sales & Marketing process effectivelyEquiteq
Attract, nurture and convert the right clients.
Our analysis from hundreds of consulting firms, regardless of geography or sector, shows that this is the weakest of the 8 levers, yet it’s crucial for sustained growth. Weak sales and marketing processes are most commonly the reason firms plateau or stall, something we don’t want you to experience as it’s very draining, not to mention that it really puts buyers off. Find out how to make sure you meet your sales targets and show buyers a smooth upwards trajectory – and avoid a financial history that looks like the Rockies!
SkyFall Services offers Solution Sales Managed Services to support your business on a pay as you go model. SkyFall Services approach has evolved over the last 10 years which enables them to deliver a flexible approach to Sales and Vendor Management, which you only pay for what you use
Celebrating the best in British digital – since 1985.
Be a part of digital marketing’s party of the year, the BIMA Awards. With 33 categories celebrating the best work the UK has to offer, the BIMAs are the longest-running UK awards with a digital focus.
Bagging an illustrious BIMA award is no easy feat, so here are our top tips for writing a winning awards submission. Hear from past winners, judges and the BIMA team on how you can polish your entries to maximise your success.
Overview of the Revenue Operations team including objectives, structure, and responsibilities. This team combines marketing, sales, and customer ops into a single groups that delivers a better customer experience and more efficient revenue organization.
Welcome from the SAP Hybris Customer Success and Services OrganizationSAP Customer Experience
Join Tom Gay and Oliver Conze as they provide an overview of how the SAP Hybris Customer Success and Services organization aims to support you on your journey in adopting SAP Hybris solutions. Get to know more about our organization and what you expect to gain from the Customer Success sessions this week.
Managing the Lifecycle of Large Sales looks at methods to make your revenue funnel run more effectively. We will discuss examples of revenue funnels, examine the importance of aligning marketing and sales, and dive into best practices for reporting and how to action on reported data. We'll also explores Marketing Automation and CRM as platforms to support the revenue funnel as well as tools and marketing tactics that can better enable sales and drive revenue.
To work effectively, actions need to be backed by research. In this session, Gary Clamp reviews data and pulls out relevance and insights to create executive summaries, account plans, and reporting and scorecards. Learn the 4 strategy elements and 3 measurement dimensions that can deepen relationships in the customer experience journey.
How B2B Tech Companies Can Leverage HubSpot for Long-Term RevOps SuccessKiwi Creative
A cohesive tech stack is a critical part of any growing business, yet many B2B tech companies lack a true understanding of what revenue operations should entail. Christina Kay, Growth Marketer at ResellerRatings, will cover who should own the RevOps process, how to spot the gaps at your tech company and how to leverage HubSpot (including the brand-new Operations Hub!) for long-term success.
- - -
This is the slide deck from the June 2021 HubSpot User Group (HUG) for B2B Technology USA.
View the webinar recording at https://youtu.be/ccO5AYshogs
Sign up for future HUG events at https://events.hubspot.com/b2b-technology-usa/
Closing the Sales to Marketing Gap (Dreamforce 2013)Casey Cheshire
Why do Sales & Marketing so often hate each other? The friction between the two departments doesn't have to exist. Utilizing marketing automation, companies can unite these two efforts to dramatically increase revenue. This presentation was presented live at Dreamforce 2013 and presents 6 practical take-home tips that can be implemented.
Accelerate CRM Adoption Through Interface Excellence, EnablePro
It is designed to transform how your sales team sells. It is built on the principal that "one-size fits one" : EnablePro allows you to configure the platform around your requirements, and is easily reconfigured and adaptable to enable agile approaches to selling in changing world. It's fully integrated with CRM or can be used standalone
A slide-by-slide approach to creating an effective pitch deck, presented by Marc Phillips, Managing Partner at Arafura Ventures and author of "Inside Silicon Valley: how the deals get done," and co-sponsored by David Ehrenberg, Founder and CEO of Early Growth Financial Services, and Greg Heibel, Partner of Emerging Companies at Orrick.
Using real-life examples from winning pitch decks, this presentation covers everything you need to know to create an impactful pitch deck, from market size calculations to competitor matrices, revenue projections to exit strategies, and more.
For more startup advice and advance notice of future webinars, follow us @EarlyGrowthFS
Marketo Roadshow - Scaling Marketing for High Growthtbdenney
Baxter Denney, VP Online Marketing and Operations at New Relic, shares how their team has scaled to support an ever-complex sales motion during a time of hyper-growth.
Baxter Denney, VP of Online Marketing and Operations at New Relic presenting at Sirius Decisions Technology Exchange event in San Francisco. Topic: embedding technologist DNA in Marketing.
Outsourcing accounting work has gone through many phases and experienced different levels of receptiveness. Accounting firms are now considering the question of outsourcing outside and inside their firm. There are technologies and processes that have made this far more feasible.
Dynamics Day 2013 Welcome and Opening KeynoteIntergen
Dynamics Day 2013 is focused on giving Microsoft Dynamics users the information they need to get the most out of their investments in the Dynamics range, or to help organisations who are considering any of these solutions insights into what’s possible and what’s on the roadmap in the future. This year our focus is on “making it real,” with a goal to providing practical real-world information and insights which you and your organisation can use.
This is the welcome and opening keynote. Other sessions available in our channel.
Your customers are implementing a procurement solution. Learn how to change beliefs, shift thinking, and drive conversations and change within your company to shift from operationally focused e-commerce to customer-centric digital commerce and help your company flourish. You'll also gain insights into how to get to the future and create a change organization.
Overview of the Revenue Operations team including objectives, structure, and responsibilities. This team combines marketing, sales, and customer ops into a single groups that delivers a better customer experience and more efficient revenue organization.
Welcome from the SAP Hybris Customer Success and Services OrganizationSAP Customer Experience
Join Tom Gay and Oliver Conze as they provide an overview of how the SAP Hybris Customer Success and Services organization aims to support you on your journey in adopting SAP Hybris solutions. Get to know more about our organization and what you expect to gain from the Customer Success sessions this week.
Managing the Lifecycle of Large Sales looks at methods to make your revenue funnel run more effectively. We will discuss examples of revenue funnels, examine the importance of aligning marketing and sales, and dive into best practices for reporting and how to action on reported data. We'll also explores Marketing Automation and CRM as platforms to support the revenue funnel as well as tools and marketing tactics that can better enable sales and drive revenue.
To work effectively, actions need to be backed by research. In this session, Gary Clamp reviews data and pulls out relevance and insights to create executive summaries, account plans, and reporting and scorecards. Learn the 4 strategy elements and 3 measurement dimensions that can deepen relationships in the customer experience journey.
How B2B Tech Companies Can Leverage HubSpot for Long-Term RevOps SuccessKiwi Creative
A cohesive tech stack is a critical part of any growing business, yet many B2B tech companies lack a true understanding of what revenue operations should entail. Christina Kay, Growth Marketer at ResellerRatings, will cover who should own the RevOps process, how to spot the gaps at your tech company and how to leverage HubSpot (including the brand-new Operations Hub!) for long-term success.
- - -
This is the slide deck from the June 2021 HubSpot User Group (HUG) for B2B Technology USA.
View the webinar recording at https://youtu.be/ccO5AYshogs
Sign up for future HUG events at https://events.hubspot.com/b2b-technology-usa/
Closing the Sales to Marketing Gap (Dreamforce 2013)Casey Cheshire
Why do Sales & Marketing so often hate each other? The friction between the two departments doesn't have to exist. Utilizing marketing automation, companies can unite these two efforts to dramatically increase revenue. This presentation was presented live at Dreamforce 2013 and presents 6 practical take-home tips that can be implemented.
Accelerate CRM Adoption Through Interface Excellence, EnablePro
It is designed to transform how your sales team sells. It is built on the principal that "one-size fits one" : EnablePro allows you to configure the platform around your requirements, and is easily reconfigured and adaptable to enable agile approaches to selling in changing world. It's fully integrated with CRM or can be used standalone
A slide-by-slide approach to creating an effective pitch deck, presented by Marc Phillips, Managing Partner at Arafura Ventures and author of "Inside Silicon Valley: how the deals get done," and co-sponsored by David Ehrenberg, Founder and CEO of Early Growth Financial Services, and Greg Heibel, Partner of Emerging Companies at Orrick.
Using real-life examples from winning pitch decks, this presentation covers everything you need to know to create an impactful pitch deck, from market size calculations to competitor matrices, revenue projections to exit strategies, and more.
For more startup advice and advance notice of future webinars, follow us @EarlyGrowthFS
Marketo Roadshow - Scaling Marketing for High Growthtbdenney
Baxter Denney, VP Online Marketing and Operations at New Relic, shares how their team has scaled to support an ever-complex sales motion during a time of hyper-growth.
Baxter Denney, VP of Online Marketing and Operations at New Relic presenting at Sirius Decisions Technology Exchange event in San Francisco. Topic: embedding technologist DNA in Marketing.
Outsourcing accounting work has gone through many phases and experienced different levels of receptiveness. Accounting firms are now considering the question of outsourcing outside and inside their firm. There are technologies and processes that have made this far more feasible.
Dynamics Day 2013 Welcome and Opening KeynoteIntergen
Dynamics Day 2013 is focused on giving Microsoft Dynamics users the information they need to get the most out of their investments in the Dynamics range, or to help organisations who are considering any of these solutions insights into what’s possible and what’s on the roadmap in the future. This year our focus is on “making it real,” with a goal to providing practical real-world information and insights which you and your organisation can use.
This is the welcome and opening keynote. Other sessions available in our channel.
Your customers are implementing a procurement solution. Learn how to change beliefs, shift thinking, and drive conversations and change within your company to shift from operationally focused e-commerce to customer-centric digital commerce and help your company flourish. You'll also gain insights into how to get to the future and create a change organization.
The business model is changing: transformed by technological advancement and fuelled by global competition. As the capabilities of digital technology have increased their influence has extended to reach every facet of operations. Expectations have also shifted, driven by the consumerisation of IT and changing customer demand; people expect a simplistic and rewarding user journey, delivered as a seamless cross-platform experience.
From Support to Success: How Splunk Evolved Its Success Services to Deliver M...Matthew Klassen
Learn how Splunk's customer-facing team teamed up with Gainsight to adapt to changing market conditions and emerging technology, improving relationships and ensuring positive client outcomes.
Jan-Erik Sandberg - Succeeding with Large Scale AgileAgile Lietuva
Implementing Agile in small, short lived projects is easy. The real challenge comes when the project becomes long-running, and it gets even harder when spanning into multiple large projects. Add the challenge of distribution of resources and different cultures and it becomes almost impossible.
Jan-Erik Sandberg is an international veteran on successfully implementing Agile in large organizations. You will get insights into some of his hard earned experiences and this hour will be packed with proven techniques and real life examples. The goal of the session is to help you to reduce risk and increase your chances of succeeding with implementing agile at a large scale. Project and product-developments that utilize offshore resources will be the main focus for this session.
Office Depot is adopting a sales and marketing strategy that has, at its core, a personalised approach to servicing customers, improving customer experience, and increasing online sales. Join Jonathan Newman, Office Depot's VP Ecommerce Europe, as he discusses how the company is doing it.
http://www.monetate.com/summit-europe-2014/
Achieve a truly individual customer experience: Hear how American Express are...marketingfinder.co.uk
Establishing a global content strategy that relates to the needs of your regional internal teams and delivers a great experience to your customers presents a real challenge to the modern marketer.
Join Aaron Suppel, Global Marketing Manager at American Express, to learn the core business principles that are essential for a successful content experience management strategy. In this webinar, Aaron will discuss how empowering editors, driving scalability and responsive web principles have all enabled American Express to deliver unique, personalised experiences to their customers around the globe.
Startup Pitch Decks that Work: Creating a Winning Pitch DeckDavid Ehrenberg
This presentation walks you through a slide-by-slide approach to developing your pitch deck, drawn from real-life winning pitch decks. Takeaways include: crafting your positioning line, analyzing market size, pulling together your financials, and more. Content from Marc Phillips, Managing Partner of Arafura Ventures, and author of “Inside Silicon Valley: How the deals get done;” sponsored by Jim Fulton, partner in Emerging Companies practice group at Cooley, LLP; and Sirk Roh, COO for Early Growth Financial Services.
How to collaborate digitally with your partners?Anila Macula
1. How working from home can be an opportunity to get to know your business partners better
2. Channel Sales evolution and best practices
3. Which tools you can use for digital partner collaboration
The complexity of the digital ecosystem is taxing your web publishing
department. As websites evolve to support business-critical
applications, and content becomes richer, you’re being asked to
publish on more digital devices, platforms, and channels, in more
geographies and languages, on behalf of ever-more demanding
Marketers and other corporate stakeholders.
The requests are unpredictable and complex, the timeframes unrealistic,
the production volumes erratic, and some of the work requires
very specific technology your team isn’t trained on.
Slides from the Westcon Partner Recruit Event hosted at Microsoft UK Campus in Thames Valley Park, Reading on 18th September 2013.
An introduction to the reseller opportunity with Microsoft Lync as a communication platform, detailing sales and on-going revenue possible from Lync Enterprise Voice. In addition the complementary vendor solutions enabling Lync including Active Communications, Extreme Networks, Audiocodes, Jabra, Polycom and Plantronics. Plus the support services and value add available from Westcon to support a partner's new Lync business practice. Enquiries to marketing@westcon.co.uk / 01293 806021
This is a story of a fantasy company situation but most likely very similar to yours
So I am sure you will recognize yourself and your company
The story is a about how IT is effected by company policies
The story is also about what we can do in IT to mitigate the company policies with new technologies and DevOps
Form your future
Presenters notes has been added as lines in the presentation
COVID-19 heightened chronic challenges within the global healthcare industry. It became a catalyst amid fierce competition and tight regulations for health providers and payers to focus on digital health, cybersecurity, patient data transparency, and a variety of customer-centric and operational enhancements. As a result, we found the 2022 trendline pointing to improvements in access and quality of care.
Healthcare challenges such as optimizing the cost of care while simultaneously enabling personalized interventions and consumer-friendly shoppable services are long-standing − but, historically, the industry has been slow to react.
Read our Top Trends 2022 report to examine the lingering ramifications of the pandemic, responses from medical and insurance organizations, and the worldwide impact of ever-changing regulatory standards and mandates.
A combination of factors − the pandemic, catastrophic weather events, evolving policyholder expectations, and insurers’ drive for operational efficiency and future relevance − are sparking P&C industry changes.
In a post-COVID, new-normal environment, the most strategic insurers are building resilient, crisis-proof enterprises poised to take advantage of emerging and future business opportunities. They are leveraging advanced data analytics and novel technologies to assure agility and achieve positive revenue and customer satisfaction outcomes. Competitive advantage will hinge on accelerated digitalization and faster go-to-market. Therefore, win-win partnerships and embedded services with InsurTechs and other ecosystem players are critical.
Read Capgemini’s Top P&C Insurance Trends 2022 for a glimpse at the tactical and strategic initiatives carriers are undertaking to boost customer-centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future-readiness.
This analysis provides an overview of the top trends in the commercial banking sector as they shift to technology high gear to boost client efficiency and battle a volatile, uncertain, competitive, and evolving landscape.
First, it was retail banking. Now, advanced technology is shifting to – and disrupting − the commercial banking space. Many commercial banks, known for paperwork, red tape, and branch dependency, were unprepared to support clients during their post-COVID-19 ramp-up. But now, the digital pivot to new mindsets, partnerships, and processes is in overdrive.
As commercial banks grapple with competition from FinTechs, BigTechs, and alternative lenders, their inability
to fulfill SME demands and pandemic after-shocks necessitates transformative process changes and a move
to experiential, sustainable, and inclusive banking models. We expect banks to strive to meet the demands
of corporate clients and SMEs by digitally transforming critical workflows and improving client experience.
Additionally, incremental process improvements in the middle and back-office that leverage intelligent
automation will keep the competition at bay because engaged clients are loyal.
Adopting newer methods to mine data and moving to as-a-Service models will prepare commercial banks
to flexibly respond to newcomers and find ways to co-exist through effective collaboration. The time has come for commercial banks to put transformation on the fast track as lending losses in wallet and market share could spill over to other functions!
How incumbents react and respond to 2022 trends could determine their relevancy and resiliency in the years ahead.
The Covid-19 pandemic necessitated the payments industry undergo a facelift, sparked by novel approaches from new-age players, fostered by industry consolidation, and customers’ demand for end-to-end experience. Crossing the threshold, the industry is entering a new era – Payments 4.X, where payments are embedded and invisible, and an enabling function to provide frictionless customer experience. As customers make a permanent shift to next-gen payment methods, Digital IDs are critical for a seamless payment experience. The B2B payments segment is witnessing rapid digitization. BigTechs, PayTechs, and industry newcomers are ready to jump in with newfangled solutions to help underserved small to medium-sized businesses (SMBs).
As incumbents struggle with profits, new-age firms are forging ahead to take the lead in the Payments 4.X era by riding the success of non-card products and services. The new era demands collaboration, platformification, and firms can unleash full market potential only by embracing API-based business models and open ecosystems. Data prowess and enhanced payment processing capabilities are inevitable to thrive ahead. The clock is ticking for banks and traditional payments firms because the competitive advantage is not guaranteed forever. As industry players seek economies of scale, consolidations loom, and non-banks explore new territories to threaten incumbents’ market share. While all these 2022 trends are at play, central bank digital currency (CBDC) is emerging globally and might open a new chapter in the current payments landscape.
As we slowly move out of the pandemic, financial services firms have learned the criticality of virtual engagement to business resilience. Wealth management firms will need capabilities to cater to new-age clients and deliver new-age services. This report aims to understand and analyze the top trends in the Wealth Management industry this year and beyond.
A year ago, our Top Trends in Wealth Management report emphasized how the pandemic sparked disruption and digital transformation and changing investor attitudes around Environmental, Social, and Corporate Governance (ESG) products. As we begin 2022, many of those trends continue to hold as COVID-19’s wide-reaching effects continue to influence the wealth management industry.
As wealth management (WM) firms supercharge their digital transformation journeys, investments in cybersecurity and human-centered design are becoming critical to building superior digital client experience (CX). Another holdover trend − sustainable investing – is gaining mainstream attention and generating increasingly sophisticated client demands. Data and analytics capabilities will become ever more essential for ESG scoring and personalized customer engagement. As large financial services firms refocus on their wealth management business while new digital players make industry strides, competition is becoming historically intense. Not surprisingly, client experience is the new battleground.
This analysis provides an overview of the top trends in the retail banking sector driven by the competition, digital transformation, and innovation led by retail banks exploring novel ways to create and retain value in evolving landscape.
COVID-19 caught banks off guard and shook legacy mindsets to the core. With 20/20 (2020) hindsight, firms are more aware, digitally resilient, and financially stable as they head into 2022. The trials of the past 18 months forced firms to shore up existing business and consider new models and revenue streams.
Customer-centricity remains at the top of most FS agendas and is a 2022 focal point. Banks will focus on achieving operational excellence as diligently as delivering superior CX. In 2022 and beyond, it will be paramount for FIs to explore and invest in new technologies to remain relevant and resilient.
Banking 4.X will arrive in full force in 2022 with platform-supported firms monetizing diverse ecosystem capabilities and aggressively harvesting data to create experiential customer journeys through intelligent and personalized engagements. The new era will compel future-focused banks to finally abandon legacy infrastructure and collaborate with third-party specialists to solidify their best-fit, long-term roles. Increasingly, open platforms will make banks invisible as banking becomes embedded into customer lifestyles. At the same time, banks will shed asset-heavy models and shift to the cloud for greater agility, speed to market, and faster innovation. The shift will act as a precursor to adopting new technologies on the horizon – 5G and Decentralized Finance.
The recent past was filled will extraordinary lessons for financial institutions. Now is the time to act on those learnings and move forward profitably.
While COVID-19 has sparked the demand for life insurance, it has also exposed the operating model vulnerabilities in distribution, servicing, and customer retention. In a post-COVID, new-normal environment, insurers need to enhance their capabilities around advanced data management and focus on seamless and secure data sharing to provide superior CX and hyper-personalized offerings. Accelerated digitalization and faster go-to-market are vital to remaining competitive, and win-win partnerships with ecosystems are critical in the journey.
Read our Top Life Insurance Trends 2022 to explore the tactical and strategic initiatives carriers undertake to acquire competencies around customer centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future readiness.
Property & Casualty Insurance Top Trends 2021Capgemini
The Property & Casualty insurance landscape is evolving quickly with the changing risk landscape, entry of new players, and changing customer expectations. The ripple effects of COVID-19 on the P&C insurance industry and natural disasters such as forest fires have adversely impacted insurance firm books.
In this scenario, to ensure growth and future-readiness, the most strategic insurers strive to be ‘Inventive Insurers’ – assuming a customer-centric approach, deploying intelligent processes, practicing business resilience and go-to-market agility, and embracing an open ecosystem.
Read our Property & Casualty Insurance Top Trends 2021 report to explore the strategies insurers are adapting to remain competitive amidst the evolving business landscape and how they can explore new ways to enhance their profitability.
A combination of factors such as demographic changes, evolving consumer preferences, and desire to become operationally efficient were already spurring changes in the life insurance industry. Enter 2020 – the COVID-19 pandemic is having a significant impact on the industry.
At the peak of disruption, the focus was on ensuring business continuity, but new initiatives are cropping up to tackle the challenges as the industry is adapting to the new normal.
Furthermore, COVID-19 has acted as a catalyst, pushing life insurers to prioritize their efforts on improving customer centricity, developing go-to-market agility, making processes intelligent, building business resilience, and embracing the open ecosystem.
Read our Life Insurance Top Trends 2021 report to explore the strategies insurers are adopting to manage the changing market dynamics.
The uncertainty of 2020 is setting the global tone for the immediate future in the financial services industry. So it is no surprise banks are laser-focused on business resilience, emphasizing both financial and operational risks. The need to adapt quickly to new normal conditions through virtual customer engagement is clear.
Customer centricity continues to drive commercial banks’ solution designs. And, the pandemic compelled products that deliver immediate client value ‒ quick digital onboarding, seamless lending, and support for small and medium-sized enterprises (SMEs). The onus is now on banks to go to market more quickly, which requires the implementation of intelligent processes and integrating corporates’ enterprise resource planning (ERP) systems with banking workflows.
To achieve go-to-market agility, banks across the globe are investing in and collaborating with FinTechs. Many of these partnerships are focused on boosting digital lending and providing seamless support to anxious small-business clients in need of assurance.
With newfound impetus for FinTech collaboration, commercial banks have picked up their step on the path toward OpenX. COVID-19 made it evident that survival during turbulence is manageable through collaboration with ecosystem players.
Read our Top Trends in Commercial Banking 2021 report to explore the strategies banks are adapting to transform their businesses from a product-led, siloed model to an experiential and agile plan.
When we published the Top Trends in Wealth Management 2020, little did we foresee the pandemic that would sweep through the world and disrupt life as we knew it. Yet, when we reviewed last year’s trends, we found that many still hold and some have taken on even greater relevance. One such trend is sustainable investing, which had begun to gain prominence as investors became more aware of ESG considerations, and firms rolled out more sustainable investing offerings. Another trend that has accelerated in the post-COVID world is the importance of investing in omnichannel capabilities and technologies such as artificial intelligence (AI) to enhance personalization and advisor effectiveness. The pandemic has driven wealth management firms to accelerate their digital transformation journey, with some immediate focus areas being interactive client communications and digital advisor tools.
There is no denying that time is of the essence. Yes, budgets are tight, but the Open X ecosystem offers wealth management firms opportunities to reimagine their operating models and deliver excellent customer experience cost-effectively.
Top trends in Payments: 2020 highlighted the payments industry’s flux driven by new trends in technology adoption, innovative solutions, and changing consumer behavior. The pandemic has tested the digital mastery of players, who are already grappling with transition. Non-cash transactions are on a robust growth path, accelerated by increased adoption during COVID-19. Regulators are working to instill trust and address non-cash payments risk amid unparalleled growth as players collaborate to quell uncertainty. Regional initiatives, such as the P27 (Nordics real-time payments system) and the EPI (European Payments Initiative), are gaining traction in response to country-level fragmentation and competition.
Investment in emerging technologies is looked upon as an elixir to mitigate fraud, data-driven offerings are being considered for providing value-added propositions, and distributed ledger technology is in focus for digital currency solutions, efficiency enhancement, and cost gains. New players, such as retailers/merchants, are integrating payments into their value chains while technology giants are upscaling their financial services game by weaving offerings around payments as a center stage. Constrained by budgets, firms consider business models such as Platform-as-a-Service (PaaS) to provide cost-effective and superior customer experience.
A combination of factors, including demographic changes, evolving consumer preferences, and regulatory and compliance mandates, were already spurring change in the health insurance industry. Enter 2020 and the COVID-19 pandemic, which is having sweeping implications for the industry.
At the peak of disruption, the focus was on ensuring business continuity, but new initiatives are cropping up to tackle the challenges as the industry adapts to the new normal.
Furthermore, some changes are here to stay, and it will be prudent for the industry players to be resilient to the market shifts by being agile, improving member centricity, making processes intelligent, and embracing the open ecosystem.
Read our Health Insurance Top Trends 2021 report to explore the strategies insurers are adopting to manage the external pressures.
The banking industry’s resilience is being tested as banks navigate through a remarkable 2020 filled with uncertainties. The impact of COVID-19 has been about setting the tone for future operational models. Retail banks have shifted focus towards integrated risk management with a more holistic view of operational risks. Adapting to the new normal, banks have prioritized cost transformation while engaging customers virtually. Incumbents sought to be more responsible within fast-changing environmental conditions and ESG remained a critical focus.
To provide more experiential services, banks are leveraging techniques such as segment-of-one to hyper-personalize offerings while aiming to humanize digital channels for increased engagement. Banks are also revamping middle and back offices, going beyond the front end leveraging intelligent processes. Open X is enabling banks to play on their strengths and use the expertise of ecosystem players. Going forward, banks are poised to become an enhanced one-stop shop by providing consumers value-adding FS and non-FS experiences.
To acquire customers in cost-effective manner, retail banks are tapping value-based propositions ‒ such as POS financing and mortgage refinancing. Further, Banking-as-Service provides incumbents a way to provide their high-value offerings to other players. In preparation for the future, banks will be looking to improve their go-to-market agility by leveraging the benefits of cloud. This analysis outlines the top 10 trends in retail banking for 2021.
Explore how Capgemini’s Connected autonomous planning fine-tunes Consumer Products Company’s operations for manufacturing, transport, procurement, and virtually every other aspect of the supply-value network in a touchless, autonomous way.
Financial services is undergoing a paradigm shift that is forcing incumbent retail banks to rethink growth strategies as they struggle to remain relevant. Growing competition from BigTechs, FinTech firms, and challenger banks has added to the complexity created by increasingly stringent regulatory and compliance requirements. Customers now expect a seamless customer journey and personalized offerings because they have become accustomed to top-notch individualized service from GAFA giants Google, Apple, Facebook, and Amazon. The changing ecosystem offers established banks new, unexplored opportunities and encourages a transition beyond traditional products to meet the exacting requirements of today’s customers. Bank collaboration with FinTech and RegTech partners is becoming commonplace. Incumbents are exploring point-of-sale financing and unsecured consumer lending, while they also boost their digital channel competencies to reach a broader customer base. Banks are beginning to accept open APIs and are working with third-party specialists to create an open shared marketplace. Technological advancements such as AI are fueling efforts to evolve customer onboarding and touchpoint processes. Increasingly, banks are turning to design thinking methodology to understand the customer journey, extract deep insights, and develop a more refined user experience across the customer lifecycle.
Our analysis of the top retail banking trends for 2020 offers a glimpse into the fast-changing banking ecosystem and explores the tools and solutions being used to face new-age challenges.
Aspects of the life insurance industry have remained constant for years – and so have premiums. Traditional savings products have taken a huge hit in terms of attractiveness because low interest-rates prevail. Meanwhile, the risk landscape is shifting, and insurers need to align better with the emerging business environment, manage changing customer preferences, and improve operational efficiencies. Within today’s scenario, industry players are undertaking tactical and strategic shifts in attempts to manage unpredictable market dynamics. Insurers must develop alternative products to breathe new life into policies and leverage emerging technologies (artificial intelligence (AI), analytics, and blockchain) to improve efficiency, agility, flexibility, and customer-centricity.
Read Top Trends in Life Insurance: 2020 for a look at the innovative steps future-focused insurers are considering to meet industry challenges and opportunities.
The health insurance industry is evolving and undergoing significant changes. As the risk landscape shifts, insurers are working to improve operational efficiencies, meet evolving customer preferences, and align better with the changing business environment. Accordingly, payers must adapt and align business models and offerings. An incisive tactical approach is required to accommodate members’ needs and related emerging risks — medical, health, and environmental. Advanced technologies such as artificial intelligence, analytics, automation, and connected devices are enabling insurers to manage these changes proactively, partner with members, and help to prevent risks, all the while continuing to fulfill payer responsibilities.
Read Top Trends in Health Insurance: 2020 to learn which strategies insurers are adopting to navigate and align with today’s challenges.
Similar to other financial services domains, payments is evolving into an open ecosystem. The EU’s Payment Services Directive (PSD2) pioneered open banking by encouraging banks and established payments players to securely open the systems to foster competition, innovation, and more customer choices. In tandem with non-cash transaction growth, regulations are driving banks and payments firms to expand their array of payment methods and channels. Governments are encouraging financial inclusion by also promoting the adoption of non-cash payments. Increasingly, merchants and corporates seek to offer alternative payment systems because of widespread popularity among consumers. Alternative payments also enable merchants to provide real-time and cross-border payments to boost business efficiency.
Banks, payment firms, card firms, BigTechs, FinTechs, and other players are continuously developing new technology to cash in on market changes. However, data breaches and fraud continue to hinder innovation as firms devote countless resources each year to address security issues. Many governments are also designing new regulations to reduce ecosystem threats. All these measures are expected to make the current ecosystem much more secure and simple for players as well as customers.
Top Trends in Payments: 2020 explores and analyzes payments ecosystem initiatives and solutions for this year and beyond
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
Removing Uninteresting Bytes in Software FuzzingAftab Hussain
Imagine a world where software fuzzing, the process of mutating bytes in test seeds to uncover hidden and erroneous program behaviors, becomes faster and more effective. A lot depends on the initial seeds, which can significantly dictate the trajectory of a fuzzing campaign, particularly in terms of how long it takes to uncover interesting behaviour in your code. We introduce DIAR, a technique designed to speedup fuzzing campaigns by pinpointing and eliminating those uninteresting bytes in the seeds. Picture this: instead of wasting valuable resources on meaningless mutations in large, bloated seeds, DIAR removes the unnecessary bytes, streamlining the entire process.
In this work, we equipped AFL, a popular fuzzer, with DIAR and examined two critical Linux libraries -- Libxml's xmllint, a tool for parsing xml documents, and Binutil's readelf, an essential debugging and security analysis command-line tool used to display detailed information about ELF (Executable and Linkable Format). Our preliminary results show that AFL+DIAR does not only discover new paths more quickly but also achieves higher coverage overall. This work thus showcases how starting with lean and optimized seeds can lead to faster, more comprehensive fuzzing campaigns -- and DIAR helps you find such seeds.
- These are slides of the talk given at IEEE International Conference on Software Testing Verification and Validation Workshop, ICSTW 2022.
Pushing the limits of ePRTC: 100ns holdover for 100 daysAdtran
At WSTS 2024, Alon Stern explored the topic of parametric holdover and explained how recent research findings can be implemented in real-world PNT networks to achieve 100 nanoseconds of accuracy for up to 100 days.
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
Sudheer Mechineni, Head of Application Frameworks, Standard Chartered Bank
Discover how Standard Chartered Bank harnessed the power of Neo4j to transform complex data access challenges into a dynamic, scalable graph database solution. This keynote will cover their journey from initial adoption to deploying a fully automated, enterprise-grade causal cluster, highlighting key strategies for modelling organisational changes and ensuring robust disaster recovery. Learn how these innovations have not only enhanced Standard Chartered Bank’s data infrastructure but also positioned them as pioneers in the banking sector’s adoption of graph technology.
UiPath Test Automation using UiPath Test Suite series, part 5DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 5. In this session, we will cover CI/CD with devops.
Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
GraphSummit Singapore | The Art of the Possible with Graph - Q2 2024Neo4j
Neha Bajwa, Vice President of Product Marketing, Neo4j
Join us as we explore breakthrough innovations enabled by interconnected data and AI. Discover firsthand how organizations use relationships in data to uncover contextual insights and solve our most pressing challenges – from optimizing supply chains, detecting fraud, and improving customer experiences to accelerating drug discoveries.
Climate Impact of Software Testing at Nordic Testing DaysKari Kakkonen
My slides at Nordic Testing Days 6.6.2024
Climate impact / sustainability of software testing discussed on the talk. ICT and testing must carry their part of global responsibility to help with the climat warming. We can minimize the carbon footprint but we can also have a carbon handprint, a positive impact on the climate. Quality characteristics can be added with sustainability, and then measured continuously. Test environments can be used less, and in smaller scale and on demand. Test techniques can be used in optimizing or minimizing number of tests. Test automation can be used to speed up testing.
Climate Impact of Software Testing at Nordic Testing Days
Salesforce as a Unifying Platform
1. Win an Amazon Echo Spot – stay for the drawing following this
session
Attendees to any and all 9 Capgemini/LYONSCG sessions are eligible to win!
2. Capgemini/LYONSCG Speaking Session Summary
Session Type Title (with link to session) Speaker(s) Location Room Day Session
Start
Time
Session
End Time
20 mins ALC Partner
Theater
The Art of Monetizing API’s Cliff Evans (Capgemini) Moscone
South
Partner Theater 4 Tuesday 10:15 AM 10:35 AM
Breakout Salesforce As A Unifying
Platform
Robert Hansen (Norway Post) Marriott
Marquis
Foothill G1-G2 Tuesday 11:00 AM 11:40 AM
Breakout Best Practices around building a
Loan Origination Platform using
Salesforce
Scott Mulloy (Sunlight Financial) Moscone
West
Room 2000 Tuesday 12:00 PM 12:40 PM
Workshop The Future of Service Bill Donlan (Capgemini) Moscone
West
Room 2010 Wednesday 11:45 AM 12:45 PM
20 mins Connected Commerce Al Liubinskas, (Capgemini) Moscone
West
Integration Peak
Zone, 3rd Floor
Theater
Wednesday 2:30 PM 2:50 PM
20 minutes Retail
Campground Theater
Let’s Talk Conversational
Commerce
Gwendolyn Graman (Capgemini) Moscone
South
Campground
Theater 1
Wednesday 2:30 PM 2:50 PM
ALC Breakout NYDJ and Salesforce Reach for
the (Multi-) Cloud
Julie Ting (NYDJ) Moscone
West
Room 2000 Wednesday 1:00 PM 1:40 PM
40 mins Breakout
Session
Sustainable Grocery and the
Revitalized Customer Experience
Mike Blay, (Ahold Delhaize), VP IT
Development
Marriott
Marquis
Foothill G1-G2 Wednesday 2:00 PM 2:00 PM
20 Mins Industry Lodge
Theater Session
Delivering Rapid and Engaging
Experiences on Salesforce
Brian Wolfe (LYONSCG, Capgemini) Palace Hotel West Theater Thursday 2:30 PM 2:50 PM
Breakout A Plan for Success…Deploying
Salesforce Technologies Across
Your Enterprise
Andy Eckerman (Clayton Homes) Palace Hotel Twin Peaks Thursday 4:00 PM 4:40 PM
6. •
Robert Hansen
Head of Salesforce | CRM
• Ex-drummer
• Ex-Referee
• Football fan & Runner
• Globe trotter
• BAR enthusiast
• Michelin star collector
• CRM Game Changer
31. •
Project results
“Service Cloud has brought more
structure and control to how we
handle cases across teams,
countries, and channels.”
Knut Veiulf Holme
Senior Advisor for Services
“We want to create more relevant and
impactful marketing campaigns. With
Marketing Cloud, we can push out
richer content more easily.”
Lillian Sanstad
Marketing Cloud Manager at Norway Post
“Salesforce has created a whole new
world of reporting for managers.”
Murat Kutluay
Senior Salesforce Analyst
32. •
Project results
“Service Cloud has brought more
structure and control to how we
handle cases across teams,
countries, and channels.”
Knut Veiulf Holme
Senior Advisor for Services
“We want to create more relevant and
impactful marketing campaigns. With
Marketing Cloud, we can push out
richer content more easily.”
Lillian Sanstad
Marketing Cloud Manager at Norway Post
“I see no end to the ways in which
Salesforce will help us grow”
Thomas Norberg
Sales Director
Sweden & Finland
38. •
Recap
Trouble brewing
2
What is Posten?
1
A new direction
3
The future
4
How to unify your business
SPECIAL DELIVERY:
Key takeaways:
• Adoption, change and improvement are ongoing
• Dreamforce participation has been important!
• Important to have a clear strategy
• Important to make sure everyone is on the same page
• Importance of a shared focus — leadership, project manager,
and delivery team
• Importance of team spirit and collaboration
39. •
Recap
Trouble brewing
2
What is Posten?
1
A new direction
3
The future
4
How to unify your business
SPECIAL DELIVERY:
Key takeaways:
• Get the order right: strategy & process first, then systems
• Get the project team right: early involvement from product
team
• Get expectations right: must be actively managed
• Get your ambitions right: you need a platform strategy to get
the platform value!
41. •
Agile Connections
at Scale.
For More Information Visit Us at:
Booth #918 in the Expo Hall
Retail Headliner in the Campground
Manufacturing Lodge - Intercontinental Hotel
https://www.capgemini.com/partner/salesforce/
Q&A
Lara or Goril to cover the drawing info up front and then introduce Robert. GR: Align with Robert.
Film about Bring. Lasts for 55 seconds.
Thank you for coming to this very exciting session. I am excited to share with you our experiences in our digital transformation journey, where Salesforce is an essential part.
But first I will start by introducing myself.
->Click.
My name is
Role
Focus on some of the points on the slide: Bring out at least one personal and one professional characteristics and relation to the topic of today.
This is the agenda for today.
Tell the audience what you are going to cover.
So what os Norway post?
Just to avoid confusion, our legal company name is Norway Post. In Norway, we are known as Posten, which is the equivalent of your US Postal Service (point to red logo). Our international logistics and parcel services are known under the brand name Bring (point to bring)
So, in essence:
Posten deliver and sell services for the private market in Norway
Bring deliver and sell services for the business marked within mail and logistics in the Nordic region.
We are more than 17 000 employees worldwide and 70 nationalities
We have 3 BUSD in revenue, with 65% of revenue coming from Logistics
And we the market leader in Norway, and challenger in the other Nordic countries
BY THE WAY … Here is Norway!
(important to use %, Americans are used to huge numbers)
Explain the market conditions that lead to a series of acquisitisions:
Biggest driver — the decline of traditional mail and rise of logistics / packages
Customers are Nordic hence expect Nordic
International competition is increasing, our Nordic competitors are moving in on our home turf and new micro competitors are popping up.
Nordic, no partnership. Explain about the desire to deliver everything themselves, to not be dependent on other suppliers or partnerships.
One of our responses to the changing market was to expand fast.
Just mention that Nordic Post expanded and bought 50+ companies over a two-year (?) period.
And as as a result of the many acquisitions we phased the challenge of increasing complexity, in terms of:
More systems: All companies brought their own systems
More processes: All companies brought with them their own unique processes
And of course with the companies come people, and with them, with their organizational culture
And as as a result of the many acquisitions we phased the challenge of increasing complexity, in terms of:
More systems: All companies brought their own systems
More processes: All companies brought with them their own unique processes
And of course with the companies come people, and with them, with their organizational culture
And as as a result of the many acquisitions we phased the challenge of increasing complexity, in terms of:
More systems: All companies brought their own systems
More processes: All companies brought with them their own unique processes
And of course with the companies come people, and with them, with their organizational culture
The situation we were in was not sustainable. It was tidy on the outside, but inside trouble was brewing.
Context:
Fast expansion
Increasing number of IT systems
Increasing complexity
unsustainable
Tidy on the outside: two clear brands:
Posten (red) for the private market
Bring ( green) for the commercial market
Messy on the inside
24 Milliarder NOK i årlige inntekter
17.0000 ansatte
~100 selskaper / >50 med større produksjon
Konsernet et resultat av mange oppkjøp
Mange ulike systemer innenfor de fleste områder
Forskjellige arbeidsprosesser og kultur
Lederlinjen følger ulike strukturer i ulikedeler av organisasjonen (regioner, forretningsområder, spesialister)
ALSO AFFECTING OUR CUSTOMERS!
Talk about what is behind the scenes, here is the mess
Loads of different elements and moving parts
Unsustainable growth:
Increasing operational expenditure from all the acquisitions
Worrying trend, could not go on forever
Had to keep adding band-aids along the way
So should we keep adding band-aids, or should we find a new solution?
So again, here is the complexity and mess behind the scenes
We needed a radically different solution — NPB (New Posten Bring)
(Show the scope of NPB — basically everything)
… and today I’m going to talk about just one small part of that — the CRM system
Explain the various parts of the CRM system
KATS … Marketo … Marketing … Caesar …Sales
Could we solve it with Salesforce?
Robert was not convinced!
Robert jets off to Dreamforce in 2015.
What happened there?
Robert is convinced that Salesforce is the right choice!
So, the project of introducing a Group-wide CRM System began.
The Goals of the project was to: see above
The implementation partner was and still is Capgemini
The Scope: Unify and integrate Nordic Sales, Service and Marketing processes & systems, and 10 + integrations. So in short, a complex project with many dependencies to other New Posten Bring projects.
What we did to reduce the risk was ….
The solution was an industriazed and integrated solution with customer experience at the core. The technical solution was based on Sales, service, marketing and Analytics Cloud.
So, over to the more interesting part: some of the key Challenges and Experiences from the project
Talk about each thing in turn, but WATCH THE CLOCK
You can use both slides if you want, but just present one or two examples.
Is this the future of logistics?
No idea, but we’re prepared for change in the future, with a solid Salesforce implementation as a fundamental part of our IT systems.
Here are some scenarios that aren’t too far away
… but guess what … Salesforce can do all that!
Here are some scenarios that aren’t too far away
… but guess what … Salesforce can do all that!
Just summarise the key points from the presentation.
Maybe also give Salesforce some praise?
— CLICK TO ANIMATE THE ‘NOTIFICATION’
Oh look, I have a special delivery!
Lessons learned from the process
Select one of the two slides
Lessons learned from the process
QA-time (10 minutes)
O Logo de espadas deve ter mais espaço das pontas abaixo. Sugerir outros tipos de imagens/telefone, fones.
Picture:
Follow us on:
(Social media icons)
Internet: postennorge.mo
(Rest are in English)