10 najlepszych praktyk salesforce, studium przypadków wdrożeniowych z pwc

Confidential information for the sole benefit and use of PwCs client.10 Salesforce.com Implementation Best Practices & more from our ExperiencePwC Customer Technologies08/06/2016

PwCs Digital Services



Confidential information for the sole benefit and use of PwCs client.


>600Certified Salesforce Practiciones +50 Practice in WAW, largest in PolandFirst and onlyPlatinum Salesforce Partner in CEE, now Global StrategicIndustrial ExperienceCommunicationsMediaFinancial ServicesManufacturingUtilitiesProfessional ServicesHealthSkills Force.com Custom ApplicationsIntegration services with ESB & DirectSystem AchitectureData migrationsSales / Service / Marketing Cloud implementations Salesforce1 CommunitiesCertifiedMarketing Cloud ResellerPardot PartnerThe PwC & SalesforceAlliance is strategic.



Confidential information for the sole benefit and use of PwCs client.What makes PwCDifferent.These are only a couple of reasons, talk to us to find out more.No. 1From Strategy to ExecutionWe support our Clients End to End

No. 2Industry & Project ExperienceMore than 200 Projects completed across multiple verticals

No. 5Local & Global PresenceWe have many offices across Poland,UK, Western Europe and the CEE Region

No. 4Legal Advice & SupportWe help our Clients navigate Cloud related regulationsNo. 3Largest Team & CertificationsOver 55 Salesforce Professionalsholding 76 Certifications

No. 7Dedicated QA &AMS TeamsTo ensure highest qualityand lower maintenance costs

No. 8Full Scope of ServicesNot only implementations, but also integration, data migration, and much more..

No. 6CompetitiveRatesMake an inquiry and find out for yourself ;)



B2B CommercialExcellence

dr Maciej KrausDIRECTORPwC



Through multiple client engagements, PwC have identified six core elements of sales excellence:

Market StrategySales OrganisationSales Processesand ToolsNegotiation ExcellenceSales incentives and compensationSales monitoring and performance measurementWhat are the important segments, what are the potentials?In which markets should we operate?How must sales look to efficiently address our targets?What is the optimal skills mix?How do we identify, acquire and convert?What tools do sales need to optimise this process?How do we optimise big transactions?Is negotiation a core sales skill?How do we incentivise sales excellence?What is the optimum compensation mix?What should we measure?How can we steer sales?

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Our approach to sales force optimization covers all areas of sales force organization functioning

Framework: scope of work (1/2)5

Lean sales performance

Organizational structure (organize for performance)

1

Sales process (win & retain through-out the pipeline)

2

Capabilities and skills (empower for effects & speed)

3

Performance(set goals and reward)

4

1.1 Frontline1.2 Sales support1.3 Sales specialist (product support)2.1 Current clients development2.2 New clients acquisition (lead generation)2.3 Deal execution (prepare offer, negotiate, close)2.4 Price setting practices 2.5 Order fulfilment3.1 Assessment & feedback 3.2 Training3.3 Recruitment4.1 Long-term planning4.2 Target setting (volumes, margins)

4.3 Monitoring (monthly, quarterly, etc.)2.6 After sales and retention4.4 Compensation & motivation



The result of the project are twofold; first, the overall organization is benchmarked against best practice in all major areas

Project output example (1/2)

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1.1 Frontline1.2 Sales support1.3 Sales specialist (product support)2.1 Current clients development2.2 New clients acquisition (lead generation)2.3 Deal execution (prepare offer, negotiate, close)2.4 Price setting practices 2.5 Order fulfilment3.1 Assessment & feedback 3.2 Training3.3 Recruitment4.1 Target setting4.2 Monitoring

4.3 Compensation & motivation2.6 After sales and retentionPoorAverageBestpractice

Lean sales performance

Organizational structure (organize for performance)

1

Sales process (win & retain through-out the pipeline)

2

Capabilities and skills (empower for effects & speed)

3

Performance(set goals and reward)

4



10 Salesforce.com ImplementationBest Practices & More

Dariusz KozowskiDIRECTORSalesforce.com PracticeMarcin BiaeckiDIRECTORSalesforce.com Practice



10 Best Practices

Instant access to insights and metrics fueling decision making process

Decreasing amount of time sales rep spends on offer preparation

Management focused on strategic decision making instead of micro managing single processes

Decreasing costs of sales administration

Increasing sales team capacity to meet demand of dynamically growing markets

Heavily reducing paper based workflow

Improving allocation of sales resources

Streamlined processes and reduced complexity

Create an improved customer experience through faster quotes to customers and increased sales response times

Increasing revenue with predictable Lead to closed Opportunity sales cycle

PwCs10 Best Practices



Special Guest Appearance

Rafa GolanSALESFORCE & CUSTOMER SATISFACTION MANAGERIPF Digital



QUIZ



AustraliaMeksykFinlandiaEstoniaotwaLitwaPolskaHiszpania


Salesforce as one stop shop for the business

PastNowFuture


Zewnetrzne biura kredytoweInformacje bankowe raporty Email TemplatesUpsell

Closing the loopCustomer

Measure

Insight

Action Plan

Feedback

Corrective Action

ComplaintsCustomer SatisfactionCollectionUpsell / UpgradeLead ManagementPartner Portal


Streamlined processes and reduced complexityDecreasing amount of time service rep spends on offer preparation


Standard View vs. Console ViewPay out process

Streamlined processes and reduced complexityDecreasing amount of time service rep spends on offer preparation


Standard View vs. Console ViewPay out process

Increasing Sales and Service Team capacity to meet demands of dynamically growing markets.Increasing revenue with predictable sales cycle

Landing PageLead Queue

Partner Portal


Partner PortalLeads Abandoned applications

Shortening approvals time

Automatic Attachments

Product Change


Initiatives automatic documentationUpsell / upgradeProduct change

Heavily Reducing paper based workflows


Broker process online based

Rafa GolanGlobal Salesforce and Customer Satisfaction [email protected]


Confidential information for the sole benefit and use of PwCs client.Thank you!DARIUSZ KOZOWSKI, Director, Salesforce.com Practice M +48 797 326 [email protected]

SZYMON CHODKOWSKI, Director, Digital PracticeM +48 572 729 [email protected]

We are looking forward to working with you soon

Contacts:PwCs Digital Services


10 najlepszych praktyk salesforce, studium przypadków wdrożeniowych z pwc

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