Sales Cloud: Introducing the World's #1 Sales App

Sales Cloud: Connect Your Sales Team

to Grow Sales Todd Enders, salesforce.com

Dana Teahan, Australian Institute of Management

Chris Tye, salesforce.com

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Social Mobile Big Data Community

Apps Cloud Trust

Customer Revolution

Sell as a Team with the Sales Cloud

Connected Customers

Connected Products

Connected Employees

Connected Partners

Hard to Sell as a Team if Sales Process is Broken

Limited

Insights

Not Enough

Pipeline

Not Enough

Time Selling

Underperforming

Reps

No lead routing

Poor data quality

No social insights

No mobile access

Hard to find information & experts

Time wasted on emails & approvals

Inconsistent selling process

Limited coaching and feedback

Limited automation

Lack of reporting flexibility

No real-time visibility

Too many spreadsheets

Missed

Target

Close more deals to grow your business

World’s #1 Sales Application

Grow Your Revenue in the Sales Cloud

Source: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent third-party, Confirmit Inc., on 5,200+ customers randomly

selected. Response sizes per question vary.

+28% Sales

Complete

Insight

Grow

Pipeline

Increase Sales

Productivity

Improve Rep

Performance

+26% Higher

win rate

+38% Improved lead

conversion

+36% Higher

productivity

+45% Improved forecast

accuracy

Dana Teahan

Australian Institute of Management

Chief Information and Digital Officer

Today’s presentation

• Who AIM is

• Some of our challenges

• Path to overcoming them

• Why we selected Salesforce

• A case study – how we use Salesforce

• Benefits

• Some learnings and insights…

Our mission (and disclaimer)…

“Building better

managers and better

leaders for a better society”

So we give this presentation freely, for no benefit other

than to help other businesses.

All About AIM NSW & ACT

• A 70+ year old membership based organisation

• A training education provider

• An advocate for Management and Leadership

issues in Australia

• Independently operated in each state

• Not for profit

Some big challenges…

A risky, old, antiquated technology

environment that didn’t support the

business.


The web was increasingly important in

selling, servicing and delivering customer

experience.


Significant sales and market pressure, we

were on the down part of the cycle.




Started there!!




Going here!!

We agreed some principles…

Commercial, off the shelf


Configure –

not customise.


Scalable –

both in directions.


We’re not a Technology

Company

Almost went down the wrong road…

CIO

Management,

Board, CEO,

Passerby…

Some reasons why Salesforce…


Met our principles.


Supported our

business processes –

Especially Sales,

Customer and Student

Management.

Met our principles.


Supported our


Especially Sales,


Management.

Met our principles. Was a platform for solutions, an

ecosystem for capability not

just a CRM.


Supported our


Especially Sales,


Management.

Met our principles. Was a platform for solutions, an

ecosystem for capability not

just a CRM.

Was more cost effective than

Alternatives and fast.

Start to finish…

Telesales Pilot Sales & Ops Membership

Start to finish…

Telesales Pilot Sales & Ops Membership

= 7 Months

A Sales Case Study

A web site Telesales +

Customer Service

Sales people

on the ground

(Lead Generation) (Inbound / Outbound) (Supports Mobility)

A lead…

An opportunity…

Volumes

• 120,000 Contacts

• 35,000 Accounts

• Hundreds of Open Opportunities

• 700+ online leads per month

• 4 major integration points

• 15,000 + students a year

• Used by 80% of staff

Student registration…

Sophisticated Dashboards…

Operational management…

Benefits…

Held or grew slightly sales on many

products in a market that has declined

between 20-30%.

Benefits…

Operating on less staff, due to market

conditions but similar volumes.

About 40% more efficient than previous

System.

Benefits…

Immediate reporting and dashboards

Management have information at

Hand within minutes or hours.

Some learnings…

• It’s all in the planning

• 30% is the system implementation

• 70% is change management

• Clarity of business processes

• Strong controls around data

Demonstration

Sales Cloud: Introducing the World's #1 Sales App

Technology

Transcript of Sales Cloud: Introducing the World's #1 Sales App