From Good To Great: Sales Cloud Best Practices

Mark Woollen SVP, Product Marketing @markewoollen

Click to add photo or paste an image in box

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Safe Harbor

Grow Sales Faster

THE CUSTOMER SUCCESS PLATFORMSALES SERVICE MARKETING COMMUNITY ANALYTICS APPS

Sales

CUSTOMER SUCCESS PLATFORM

The World’s #1 Sales Application

Grow Pipeline

Increase Sales Productivity

Gain Insight

Team Selling Leads & Data

Marketing Automation

Performance Management

Accounts & Contacts

Mobile Sales Sales Console Forecasting & Reports

Partner Communities

Opportunities Workflow AppExchange

High Tech Manufacturing Retail

150,000+ Customers Succeeding with Salesforce

Grow Your Business Across Every Major Metric

+32%Win Rate +39%

Lead Conversion

+40%Sales Productivity +45%

Forecast Accuracy

+32%Sales

Average Percentage Improvements Reported by Salesforce CustomersSource: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected.  Response sizes per question vary.

Sell from Any Device Increase Productivity Lead the Transformation

3 Best Practices to Go from Good to Great

Sell from Any Device

3 Best Practices to Go from Good to Great

“Salesforce enables us to scale our business for the next 5 to 10 years because we plan on growing our business by tens of thousands of restaurants”

World’s leading online takeaway ordering service

Operating in 13+ countries globally with headquarters in London

Staff use Salesforce1 on mobile phones and tablets

Reduced ramp time of new restaurants by 50%

Just Eat Satisfies Customer Appetites with Salesforce1

- David Buttress, CEO

Think Mobile First

“By 2017, 65% of sales organisations will use smartphones to drive user adoption and improve data quality for sales force automation (SFA) systems. ”Source: Gartner “Predicts 2015:CRM Sales,” Robert DeSisto, December 2, 2014

Deploy Salesforce1 Productivity AppsSell Faster from Anywhere

Available on:

Today Notes Events TasksNews

Guide Your Sales Reps with Custom Sales Paths

Design custom sales processes

Guide according to sales stage

Spotlight most relevant information

Tim ClarkeSenior Manager, Product Marketing @TimxClarke

Demonstration

£43.6B Leading telecommunications company

483M+ mobile customers in 30 countries

93,000+ employees

Transparency and visibility across all opportunities

Sunil PrasharaDirector, Channel and Sales Operations @Vodafone_VGE

Increase Productivity

3 Best Practices to Go from Good to Great

“Sales Cloud is doing the work of five previous systems. With everything on a single platform, we can understand our business and marketplace better, which will help accelerate growth.”

UK’s leading career portal, connected employers with job talent

Applicants search, save and apply for jobs on their phones

Run their Sales, Service, and Marketing on Salesforce

Greater visibility into their sales operation, which handles 1,000 leads per month

Jobsite Grows its Business with Salesforce

- James Richards, Sales Operations Manager

Create Dashboards for Data Management and ActivitiesMake metrics transparent and maintain accountability

“Clean Your Room” Dashboard Activity Management Dashboard

Manage Basic Forecasting

1. “If it’s not in Salesforce, it doesn’t exist”

2. Update your forecasts on time

3. Keep opportunities up-to-date

4. Make adjustments in the app

Top Forecasting Tips

Keep Data Clean with Duplicate Alerts and Blocking

Blocks potential duplicate leads and contacts

Custom rules and field mappings

Works across any device

Connect to Core Productivity Apps

Drive productivity with Office365 integrations

Manage your inbox with Salesforce App for Outlook

Sync calendar, contacts, and tasks

Collaborate on files with Sharepoint integration with Salesforce

+

Largest European telematics solution provider

Serving 450,000+ subscribers in 60+ countries

Sales Reps had no centralised insight of channel-partner opportunities

Sales Cloud helped sales teams and partners track every customer touchpoint from anywhere

Jeremy GouldVice President Sales, Europe @TomTomBusiness

Lead the Transformation

3 Best Practices to Go from Good to Great

“Salesforce and Pardot allow us to leverage data in real-time to maximise each touchpoint throughout the customer lifecycle.”

Fastest growing global fitness equipment company

Gap between Sales and Marketing systems meant no true insight into the life of an opportunity

Initially a Sales Cloud customer, Precor added Salesforce Pardot 2.5 years after implementation

Increased annual qualified leads by 45% and lead conversion speed in Salesforce by 67%

Precor Strengthens its Active Prospect Volume by 300%

- Doug Johns, VP Global Marketing

Empower Reps with their Own Marketing Machine

Market to top prospects using micro-campaigns

Identify the best leads faster with lead scoring

Accurately attribute each lead to campaigns

Drive more qualified leads with segmenting and personalised content

Integrate Service to Get a 360 View of Your Customer

Empower customers to help themselves

Know about critical cases before entering a customer meeting

Enable easier maintenance and renewals

Create satisfied, loyal customers

Maintain better customer relationships through great service

Integrate All Your Sales Functions with AppExchange Apps

2,700+ cloud & mobile apps

Solutions for every business requirement

Fast and simple access

Transform Your Business with Powerful Apps

Contracts · Incentive Compensation · Quotes · Orders · Territory Management · Partner Management · Sales

Intelligence · Electronic Signature · Sales Performance

Create a Holistic Experience for Your SalespeopleCRM is not just a reporting tool

Digital Sales Aid Sales Resource CenterLead Referral

Demonstration

Sell from Any Device Increase Productivity Lead the Transformation

3 Best Practices to Go from Good to Great

London, UK 24th June 2015

Sales Performance ExcellenceBuilding Consensus between Sales & Marketing

www.salesforce.com/salesleadership/ Register Now

Thank you