Dreamforce Digital Transformation - From Vision to Value Realization

1. Enterprise Transformation:
A journey from Vision to Value Realization
Salesforce.com
 James Parker – salesforce.com
Schneider Electric
 Philippe Trichet (Sr VP Customer Experience)
 Jean-Côme Renaudin (PMO)
 Remi Poujeaux (Solution)
 Christophe Blassiau (Deployment)
 Benoit Bousquie (Change & adoption)

2. SCHNEIDER ELECTRIC
AND
THE VISION
Philippe Trichet (Sr VP Customer Experience)

3. Schneider Electric, the global specialist in energy
management (www.schneider-electric.com)
Schneider Electric at a Global
glance
of sales
in new
economies
€20
billion sales in 2010
100,000+
people in 100+ countries
Strong external growth
Western
Europe
34%
North
America
24% Asia
Pacific
Rest of 24%
World
18%
Diversified end markets – FY 2010 sales1
Utilities & Infrastructure 20%
Industrial & machines 24%
Data centres 17%
Non-residential buildings 30%
Residential 9%

4. A program aligned with , our
Company Program
Cross-selling Process Efficiency Collaboration

5. … with ambitious goals
18 000 users
in 70+ countries Global
5 business processes
Large Scale
Scope
In 18 months Quick
One size fits all Alignment
Increase Cross Selling Value

6. HOW TO GET
ORGANIZED?
Jean-Côme Renaudin (PMO)

7. A delivery process that optimizes business
value creation
Business
process
Alignment
Software
solution
design &
build
9 weeks
Deploy,
Manage
change, train
8 weeks
Data
migration
Measure and Increase
adoption
Network of
Excellence for
adoption &
value creation
Measure created business value,
Improve our front office processes and
Cloud application, monthly and
quarterly

8. A progressive Implementation Strategy
First what is Mandatory, then Simple, …, finally Advanced
Sales & Master Data
PLUG-IN 1
PLUG-IN 2
COMPLETION
PLUG-IN 3
Simple Marketing
Simple Services
Simple Issue to Prevention
Simple Customer Care
Q1(11) Q2(11) Q3 (11) Q4 (12)
Business value
& use adopters
Optional
Plug-ins
Core
mandatory
= Release
Advanced Issue
to Prevention
Advanced Customer
Care

9. PROCESS < >
SOLUTION
Remi Poujeaux (Solution)

10. Our process & solution approach
Continuous improvement
 A well defined process is the key input of
solution design
 Start with what is key for business: core
application around the Solution Opportunity
management process
 Extend and Improve: Quarterly releases for
main functionalities and Monthly releases for
improvements
 Do not put integration on the critical path:
there is more business value in sharing
globally than integrating locally

11. Delivery Golden Rules
Plan Analyze Design Build Validate
Time Boxing
Agile Spirit
Value:
•Individuals and interactions over processes and tools
•Working application over comprehensive documentation
•Collaboration over contract negotiation
•Responding to change over following a plan
Standard but
Fancy
Push out of the box/Point & click functions
But specific developments when key for the program objectives

12. Embedded Process in the Tool

13. DEPLOYMENT
Christophe Blassiau (Deployment)

14. 200 Users
~6,000 Users End of August 2011
10,000 Users
Sequence 1 Sequence 2 Sequence 3 Sequence 4 Sequence 5 …
 USA
 Canada
 Global Sales
 Energy Business
 USA; Canada
 Belgium; Russia & CIS
 Brazil; Spain, Portugal
 Taiwan; Australia; Indonesia;
Singapore; Thailand; Malaysia;
India
 IT Business
 Mexico
 France; Greece; Israel;
Czech Rep; Serbia;
 South Africa; Turkey;
Central Asia; Gulf;
Eastmed; Saudi Arabia;
Egypt; Nigeria
 China; Korea; Hong
Kong; Vietnam
 Industry Business
 Slovakia; Hungary;
Croatia; Slovenia; Bosnia
Herzegovina ; Romania;
Switzerland; Austria;
Poland; Russia
 Argentina; Chile;
Columbia; Peru; Venezuela;
Ecuador
 Philippines; Taiwan
 Germany; United Kingdom
; Italy; Sweden; Finland;
Norway; Denmark; Baltics
 Japan
2011 Deployment plan & results
February 2011
160,000 Accounts
May 2011
316,000 Accounts
534,000 Accounts

15. Deployment driving principles
 Each country is responsible for its deployment
with strong support and coordination from global
 8 weeks projects driven with gates & contract
 Methodology, communication & trainings are
available at early stage of overall deployment
 Data migration is done during deployment project
 One solution is deployed for all
 Trainers are from business

16. NETWORK OF
EXCELLENCE &
BUSINESS VALUE
REALIZATION
Benoit Bousquie (Change & adoption)

17. We are just starting the journey !
Cross Selling
reviews in each
country
Time
Business
Value
Realization
I2P
Deploy
Adopt
Increase business value
5 connections in
average per week
600 Chatter
groups
All Excom
members
connected
50 000 +
Opportunity
updates per month
Bid Approval
process in place
We are here
Hit rate
improvement

18. What is the Network of Excellence?
550+Key Users, belonging to
businesses supporting our 10 000 Users
Knowledgeable on both
Salesforce.com and the business
Coordinated by the global team on
training, support, data and process
Driving adoption and
business value realization

19. A common and shared set of Global
Dashboards to monitor Process Performance
and BusinessValue Delivery

20. KEY TAKE-AWAYS

21. (1) Mandatory alignment
on at least one strategic
shared process and KPI
(solution business model
and cross-selling)
(5) The business
execute their own
deployment process
(2) Go fast, go good enough
(3) One size
fits all!
(6) Network of Excellence
focus on Business Value
& Adoption
(7) Everyday top
management
sponsorship
Key Take-Aways
(4) Industrialize your
program process as you
go with strict controls
(8) Drink your own Champagne, using
SFDC for the Program itself & Sharing of
leading practice

22. Enterprise Transformation:
A journey from Vision to Value Realization
Philippe Trichet (Sr VP Customer Experience)
https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=
00530000004QL5A
Jean-Côme Renaudin (PMO)
https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=
00530000004Pnta
Remi Poujeaux (Solution)
https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=
00530000004Pn7w
Christophe Blassiau (Deployment)
https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=
00530000004Pk0p
Benoit Bousquie (Change & adoption)
https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=
00530000004PkbO