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- 1. “Connect Your Sales Organization to Sell as a Team” Joel Demay Product Marketing Director @jdemay fr.linkedin.com/in/demay
- 2. Sell as a Team with the Sales Cloud
- 3. Missed Target Hard to Sell as a Team if Sales Process is Broken Limited Insights 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 Not Enough Pipeline Not Enough Time Selling Underperforming Reps
- 4. Today’s Systems Are Holding You Back Manual Processes Disconnected Systems Spreadsheets Connected Products Connected Partners Connected Customers Connected Employees
- 5. World’s #1 Sales Application Close more deals to grow your business
- 6. Market Leading Sales Application Market Leadership Customer Success Product Leadership 100,000+ Companies Across Every Market Magic Quadrant Leader Groundswell Award #1 SFA Market Share Highest ROI Technology of the Year Winner – SFA 2012 Winner – Enterprise Suite CRM 2012 Innovative Company
- 7. Grow Your Revenue in the Sales Cloud Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected. Cloud . Mobile . Social Complete Insight Increase Sales Productivity Grow Pipeline Improve Rep Performance +27% Sales +44% Improved forecast accuracy +32% Higher productivity +32% Improved lead conversion +25% Higher win rate
- 8. $5 billion revenue: NBC, NBC Sports, CNBC, USA, Sprout, and 24 other networks Selling 2 million spots/year Integrated pipeline across properties Increased sales by $42 million 300% ROI NBC Grows Pipeline by 400%
- 10. Salesforce in action /Baher_wadie Baher Ezzat Middle East Director Alcatel-Lucent Enterprise Alcatel-Lucent Enterprise /Baher Ezzat
- 11. COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED. 11 ALCATEL-LUCENT AT A GLANCE Collaborate with 250+ universities ~72,000 employees TR50 Most Innovative Companies 2012 2012 revenues €14.4b 7 Nobel prizes 400G photonic DSL vectoring Carrier cloud lightRadio™ 400G IP XRS Core router 2012 R&D/Sales 16.1% Motive Customer Experience 1000+ CUSTOMERS (NETWORK OPERATOR) 1M+ NETWORKS 500K+ CUSTOMERS (ENTERPRISE) DJSI Technology Supersector leader More than 2,900 patents in 2012 More than 30,700 active patents 2012 Adjusted operating margin −1.8% VDSL2 vectoring
- 12. COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED. 12 BELL LABS A HERITAGE OF INNOVATION lightRadio UNIX Operating system C & C++ Programming languages The telephone Communications satellites Digital signal processing CCD (digital camera) Cellular telephony DSL WiMAX WDM The TRANSISTOR PON The LASER LIFE-CHANGING TECHNOLOGIES LEADING EDGE RESEARCH More than 30,700 ACTIVE PATENTS TR50 MOST INNOVATIVE Companies 2012 7 COUNTRIES 2,900 PATENTS IN 2012 R&D BUDGET €2.3b 7 NOBEL PRIZES COLLABORATE WITH 250+ universities VDSL2
- 14. The technology shift FROM CPE TO CLOUD
- 16. Salesforce in ALU • Current usage of Sales force • Marketing • Lead generation and follow up • CRM based campaigns • Linked to Marketing tools “Eloqua” • Forecasting • Sales Forecast • Logistical Forecast • Analysis • Win/Loss ratio • Solution/products introduction and follow up
- 17. A chart better than a thousand word
- 18. LET THE BE WITH YOU
Notas del editor
- Hello, my name is ____. I am going to take you on a journey and show you how to become a customer company. I want to show you how to connect with your customers in a whole new way. To do this, I am going to tell you a little about Salesforce.com, and then I am going to show how our customers are making a transformation in their business using social, mobile and cloud technologies to connect better with their customers.
- With the Sales Cloud, you connect to your customers, employees, partners, and products to ensure that your team can close every deal. By connecting to your customers, you can collaborate with them, share files, and build communities that foster longer term relationships and more sales over time. By connecting employees in the sales cloud, you can bring the right employees into deals to help close deals faster. The best sales people often leverage many experts in their company that aren’t in sales. They are experts in products, finance, and service. For many companies, selling means working closely with partners, sharing product information, leads, and deal information across a community of partner organizations. And finally, if you have products with data that you can connect to your communities and networks, you can identify service and potential cross-sell and up-sell opportunities.
- But it’s hard to close deals if your sales process is broken. Before they begin using the Sales Cloud, companies share very consistent challenges in meeting their sales targets that they want to overcome with Salesforce.com. For example, we see some companies that have a hard time building enough pipeline. Maybe it’s because they don’t have effective lead routing. Maybe their lead quality is poor – for example, how often do your sales reps run into dead ends because of wrong phone numbers, bounced emails, or wrong-sized businesses? And perhaps they’re lacking insights from the Social Web—from sites like Facebook, LinkedIn and Twitter. According to third party research, 79% of marketing leads at most companies are not pursued. We speak with other companies that simply can’t give enough selling time back to their reps in the field. This isn’t because they don’t have a sales tool in place. It’s because their reps use a sales tool that doesn’t reflect the requirements of their job, or the environment of their job. For instance, maybe they don’t have mobile access. As proof of the pain this causes, according to leading research, 68% of a sales rep’s time is spent…not selling. It’s spent on reporting, or on chasing down experts…like the right pricing expert needed to approve a deal. Or, imagine you have a sales team of 20 people and every day each person makes two calls to the wrong number. Already that’s a lot of wasted time. Usually however, the sales person doesn’t just hang up and call someone else. They start searching to find the right number or the right person in that job title. In fact, research shows that sales reps spend about 30% of their time searching for the data they need to do their jobs. This is a tremendous drain on the productivity of your sales organization. Or it may be that the companies we meet with have sales reps who are underperforming. This could be because their sales processes are inconsistent. Maybe they don’t have the ability to sell as a team. Or maybe they have limited automation capabilities. And for a lot of organizations, this has translated to a 72% increase in the timeline for their typical sales cycle in the last five years. And even for companies that have spent the time to improve their sales performance, one of the most universal challenges we see most every organization deal with is that they don’t have enough insight into who they are selling to. This includes data about the account - such as employee size, industry, corporate hierarchies, what they’re selling – and the value of what they’re selling. Research tells us that for those companies not using the Sales Cloud, 60% of their deals are not forecast correctly. At the end of the day, any one of these challenges can prevent a company from meeting its sales targets.
- Why are so many companies struggling with these constraints? It’s because in so many cases the systems they’re using – maybe they’re on premise-based – or maybe they’ve got fragmented systems, using spreadsheets in certain divisions, or maybe they use multiple CRM or CRM-like systems. The challenge is that all these systems and their disconnected nature are holding companies back from driving more productivity and effectiveness from their sales teams. For example, if your company is still forecasting in spreadsheets, it’s relying on information that quickly becomes outdated. And there is no meaningful way to collaborate on the forecast data. And if you’re challenged with keeping account and contacts in your systems clean and accurate – most companies embark on costly efforts involving spreadsheets and manual processes, which are typically error-prone. And, over time people start to question the reliability of the data. In short, you simply can’t work and move at the speed you need to, unless you’re working in the Cloud, have embedded mobile capabilities, and have social built into the core of the selling tools you’re using. Without these, it’s impossible to become a fully connected customer company and fully connect with your employees, customers, partners, and products in the way that you need to close every deal and grow your business.
- The Sales Cloud is the world’s #1 sales application. It provides all the core sales capabilities your organization needs to address day-to-day selling requirements. This includes everything from prospecting for leads directly within the application – with Data.com, converting high quality leads to opportunities and progressing opportunities to close, to measuring and improving sales performance and working across direct and indirect sales channels, and so much more. For example, because team selling is more of an imperative than ever, Chatter is a key part of the fabric within the Sales Cloud that enables collaboration. And because today’s sales teams are constantly on the go, they can drive more deals wherever they are with Salesforce Mobile apps. And finally, with the Salesforce Platform, companies of all types and sizes can easily extend the Sales Cloud to meet their specific sales process needs. Now let’s go into more detail on the Sales Cloud.
- The Sales Cloud is the market and product leader in the industry. In fact, if you look at any third party metrics – whether it’s from firms like Gartner, IDC, Forrester or others – the Sales Cloud from salesforce.com is recognized as the #1 leader in sales force automation. And if you look at various industry awards and accolades, we win these year after year. But the measure of success that is most important and meaningful for us is the success our customers achieve through their use of the Sales Cloud. We’ve got more than 100,000 customers of all sizes that are B2B and B2C, that operate from a range of different geographies, and are in many different industries – all of whom use the Sales Cloud to connect with their customers in new ways to drive growth.
- This is exactly what we see on the flipside with customers that use the Sales Cloud. When we survey our customers across all these major metrics, what we see is that companies that use the Sales Cloud grow their pipeline by 32%. They increase sales productivity by 32%. They improve rep performance by 25%. They improve forecast accuracy by 44%. And again, all of this results in a 27% improvement in sales. So now, let’s go into each of these core areas where Sales Cloud customers take advantage of key capabilities that we provide to help improve the performance of their business, to help transform themselves for growth, and to become fully connected customer companies.
- A great example of a company that’s had tremendous success using the Sales Cloud to grow their leads is NBC Universal. NBC Universal is a diverse media property based in the U.S. Some of their media holdings you’ll recognize include NBC, CNBC, the USA Cable Network, Bravo, and many other networks. With the Sales Cloud, NBC Universal has been able to grow its pipeline by 400%. What NBC Universal wanted to do is find a way to enable the salespeople representing each of their properties to better collaborate with each other, share leads and track every customer interaction across all media properties. And they do with this Chatter in the Sales Cloud. This team-based approach to sharing information and sourcing leads for each other is one of the elements they unlocked through using the Sales Cloud. This helped NBC Universal increase their sales by $42 million. And in using the Sales Cloud, NBC Universal has been able to realize a 300% return on investment.
- The telecommunications sector today is undergoing rapid transition. New technologies and content platforms are contributing to new realities, new demands and new business models that the industry is adapting to. Alcatel-Lucent is at the forefront of this transformation. The long-trusted partner of communications service providers, enterprises and governments around the world, Alcatel-Lucent delivers the innovation our customers need to stay ahead, to be competitive, to meet their challenges and take advantage of their opportunities. To create. To move at the speed of ideas. In the laboratory and in the marketplace. The timeline at the bottom of the slide shows key innovations for Alcatel-Lucent in the last 18 months A leader in mobile, fixed, IP and optics technologies, and a pioneer in applications and services, Alcatel-Lucent was named one of MIT Technology Review's 2012 Top 50 "World's Most Innovative Companies" for breakthroughs such as lightRadio™, which cuts power consumption and operating costs on wireless networks while delivering lightning fast Internet access. What is a TR50 company? It is a business whose innovations force other businesses to alter their strategic course. TR50 members are nominated by MIT Technology Review’s editors, who look for companies that over the last year have demonstrated original and valuable technology, are bringing that technology to market at a significant scale, and are clearly influencing their competitors Alcatel-Lucent has also been recognized for its sustainability performance. In 2012 the company was ranked Technology Supersector Leader by the Dow Jones Sustainability Index. Through such innovations as lightRadio, Alcatel-Lucent is making communications more sustainable, more affordable and more accessible as we pursue our mission to realize the potential of a connected world. Recognized in 2012 as one of the Thomson Reuters Top 100 Global Innovators, Alcatel-Lucent is also home to Bell Labs, one of the world’s foremost research centers. Bell Labs is responsible for breakthroughs that have shaped the networking and communications industry. We bring an unmatched heritage of ideas and execution, and our innovations are regularly recognized by international institutions for their impact on the world. We have a widespread presence across the globe. Alcatel-Lucent is present in ~ 130 countries, we have customers in 150+ countries. As one of the most experienced and widely deployed global services organizations in the industry, Alcatel-Lucent is an established partner with global reach. We are delivering on the future. Alcatel-Lucent achieved revenues of €14.4 billion in 2012 and is incorporated in France and headquartered in Paris.
- As shown on an earlier slide, Alcatel-Lucent has an unparalleled history of innovation , from lasers to solar cells, the transistor to lightRadio™, from DSL to VDSL2. The benefits of this is everywhere today: The trucking company that can manage its fleet and even tell how fast its drivers are going The video you can watch virtually anywhere - in the palm of your hand Remotely managing your home air conditioning / heating – helping to manage your utility bill while ensuring your family’s personal comfort The children in Africa that can access an education that would otherwise have been denied The growth in GDP that mobile access enables A few other more specific examples The charge-coupled device, invented in 1969, is used in commercial applications including digital cameras. It earned its inventors, Willard Boyle and George Smith, the Nobel award for physics in 2009. Telstar: Bell Labs worked with the U.S. government to solve one of the most perplexing broadband challenges of the time – how to send televisions signals across the ocean. Transatlantic communications existed in the form of undersea cables but this could not support the broadband video technology of the day – black and white television signals. Telstar ushered in a new era in communications, and added the phrase "live via satellite" to our common vernacular. More recent examples include: lightRadio™ - a breakthrough in mobile and broadband infrastructure that streamlines and radically simplifies mobile networks. It represents a new architecture where the base station, typically located at the base of each cell site tower, is broken into its components elements and then distributed into both the antenna and throughout a cloud-like network. But what makes it so exciting? It cuts power consumption and operating costs on wireless networks while delivering lightning fast Internet access to people! Zero Touch Vectoring that makes it even easier for service providers to deploy VDSL2 vectoring and boost speeds on their existing copper infrastructure Bell Labs Locations: Murray Hill, NJ USA (Bell Labs Headquarters). Villarceaux, France, Stuttgart, Germany, Antwerp, Belgiumm Bangalore, India, Seoul, South Korea, Dublin, Ireland