Salesforce1 world tour fy16 data session munich german
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Salesforce1 world tour fy16 data session munich german
- 1. Mehr Potential aktivieren mit aktuellen Kundendaten Seamus Hyland, data.com, Salesforce Alwin Schauer, Account Executive, Salesforce
- 2. 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
- 3. “Data is the raw material of everything firms do, but too many have been treating it like waste material — something to deal with, something to report on, something that grows like bacteria in a petri dish. No more!…Firms must invest heavily in building a next- generation customer data management capability to grow revenue and profits in the age of the customer.” Nutzen Sie aktuelle Daten als Grundlage für Ihre Wachstumsstrategie Forrester Research, Inc., Customer Engagement Can’t Begin Without A Next-Gen Customer Data Management Platform, July 16, 2013
- 4. Nutzen Sie Ihre Kundendaten perfekt? 69% 74% 75% 79% 360° Sicht auf die Kunden Automatisierung der Prozesse Neu- Kundengewinnung Wachstumsziele erreichen Source: Salesforce/Peerless Insights, Jan. 2015. % Top Priorität und sehr wichtig Wenn Sie über Ihre CRM Lösung nachdenken, wie wichtig waren Ihnen die aufgelisteten Ziele?
- 5. Interessenten- und Kundendaten finden Integration der Daten in Ihr CRM Daten aktuell halten Stimmige Kundendaten sind schwer zu bekommen und akutell zu halten 21% benötigte Arbeitszeit der B2B Vertriebsmitarbeiter für Datenfindung #1 der technischen Aufgabenstellungen bei CRM Projekten ist die Kundendatenkonsolidierung 75 Telefonnummern wechseln pro 30 Minuten der möglichen Kunden in Europa Sources: CSO Insights; Forrester Research/CustomerThink; Dun & Bradstreet
- 6. Was ist das Ergebnis? Viele verpasste Verkaufschancen! Source: Ovum Research Nicht genug Pipeline Nicht genug Zeit zum Verkaufen Zu wenig Wissen über den Kunden $700 MilliardenJährlich entgangener Umsatz durch schlechte Kundendaten
- 7. Data.com: stimmige Daten für die #1 Vertriebs-Lösung Optimiere den Mehrwert der Sales Cloud Sell Smarter Sell Faster Sell from Anywhere
- 8. Die Neuerung bei Kundendaten in der Cloud Aktuelle Firmen und Kontakte mit einem Klick Neue Leads mit D&B Daten Next-Generation Daten Plattform Echt-Zeit Hinweise und Aktualisierungen Sales intelligence Stimmige, aktuelle und vollständige Kundendaten Speziell für Salesforce entworfen und entwickelt
- 9. Interessentenfindung und Fokus auf neue Accounts Markt-Analysen und Kundensegmentierung Gebietsplanungen und Gebietszuordnung Umsatz Segmentierung bei Großunternehmen Besser informiert mit data.com Treffen Sie Ihre Entscheidungen auf Basis fundierter Daten Lead Scoring und Workflow- Leadverfolgung Whitespace Analysen cross-sell und upsell
- 10. Data.com ermöglicht CleverTouch starkes Wachstum “Data.com is essential to CleverTouch campaigns.” Nick Burrell, C-Founder and Director of Operations, CleverTouch Umsatzsteigerung um 80% in einem Jahr Wie wurde das Wachstum ermöglicht? Zielgerichtete Marketing Aktionen auf Grundlage stimmiger Kundendaten aus data.com Benutze Datenkriterien: Name, Berufsbezeichnung, Abteilung, Firmengröße, Branche
- 11. Stimmige Kundendaten ermöglichten TotalJobs Vertriebsmitarbeitern Ihre Produktivität zu steigern “Data.com ist das perfekte Werkzeug, um die Genauigkeit unserer Daten zu gewährleisten und zu Dubletten verhindern.” -Mike Fetters, Director of Sales Operations, TotalJobs Zuordnung von Leads auf Grundlage von geografischer und vertikaler Marktsegmentierung Potentialanalyse des Marktes und gleichmäßiger Zuteilung des Potentials Effektivere Leadgenerierung und Steigerung der Vertriebsaktivitäten ermöglichen starkes Umsatzwachstum
- 12. Data.com steigert Ihren Erfolg mit der Sales Cloud 1000de Sales Cloud Kunden vertrauen auf data.com stimmigere Daten 29% + Verkaufschancen 44 % + 37% + Durchschnittliche Steigerungen bei Salesforce Kunden Produktivität Source: Salesforce.com Customer Relationship Survey conducted April-May 2013 by independent third-party, Confirmit Inc.
- 13. Wie genau kennen Sie Ihre Kunden wirklich?
- 14. Data.com für den Vertrieb: Verkaufen Sie smarter wie zuvor Der Weg für Sales Cloud Kunden den Vertrieb intelligenter zu gestallten Kontextbezogene Kundendaten Externe stimmige Datenquellen für Ihr CRM Effektivitätssteigerung durch qualifizierte Kundendaten
- 15. Demonstration
- 16. 16
- 17. Get started with Data.com today. Grow sales faster. Now. Read the “Grow With the Right Data Strategy” e-book http://bit.ly/eBookRightData Download and run the Data.com assessment app http://bit.ly/DataAssessment Contact your Salesforce account executive
- 18. Thank you
Hinweis der Redaktion
- Now, how many of you – when thinking about going into a new city – would prefer to have this map instead of your smart phone? Yeah, probably not the best set of information to make the right decisions. It looks a little old – I’m sure some of the borders, streets, names – are now out of date. It’s definitely missing some information – look at those burned corners. And frankly when looking at it – I don’t even think this is Philadelphia! So really, lot of bad information as well. While I was in my room last night – I was really thinking about how having the right data - real time and up to date like the map data….with me at the right moment – on my mobile phone, wherever I go – has really changed how I travel. I can go from point A to point B faster. I waste less time. I am able to make more informed decisions faster.
- Here is our safe harbor statement. Remember, Salesforce is a publicly traded company and you need to make your purchasing decisions based on what’s available today.
- But unfortunately, data is usually the after thought. For example, while we migrate to new systems and think about moving custom code, reconfiguring the application, migrating new processes, training users….. What do we normally do with the data? Usually take the same set of data – no matter what state it’s in – and then dump it in to the system. Sometimes we do a little clean up first, but then cross our fingers and hope that it won’t happen again the next time around. Here’s a quote from Forrester.
- Your success depends on how well you know your customers Most common goals and objectives for customer relationship management Let’s talk about your goals for CRM for a moment… We surveyed customers who purchased CRM in past 18 months and this is what they told us. Name a few.…achieve growth, acquire new customers, create new opportunities, There’s a common theme or dependency underlying these goals: Connections with customers. To be successful in growing your sales depends on how well you know your customers. What does your CRM tell you about your customer relationships? This is why we’re all here: It’s all about the customer data we store and manage in Sales Cloud! To get the most out of your CRM investment, you need to get the most out of your customer data. Source: Customers who purchased CRM in past 18 months. Need to confirm we can use from Wendy Close. Need to rebuild chart Improve efficiencies Achieve growth Increase customer satisfaction Acquire new customers Plan for business growth Create new opportunities Automate or improve business processes Achieve a competitive advantage Generate leads Close deals Create a single view of the customer (Source note: Respondents were 900+ US based enterprise software decision-makers or influencers in IT, marketing, operations, sales, or service roles. Purchased CRM past 18 months)
- And there are! Finding quality customer data is hard to find. Tools for sales to use for prospecting and getting a hold of the right decision maker - the right phone number and email address is hard. But also identifying all that missing employee numbers for your accounts, missing industry information, revenue, zip code. CSO Insights says that 21% of a B2B sales rep time is spent doing research – looking for the right data. Or how many of you use other sites, systems, techniques to find customer data? How many of you purchase 3rd party data to supplement what you have in your CRM system? What really reminds me of the shipping industry is the challenge of getting all that data that comes in via spreadsheets, FTP sites, websites etc. and it is hard to get that data uploaded and integrated into your CRM system. Each process is purpose built for the data – The files come in to a company as a flat file and then sits in a “warehouse” or usually in the hands of someone in Ops or IT until it can be loaded into the next application. And the process is horribly inefficient requiring a lot of time and resources. Forrester Research studies show that the #1 tech issue with CRM is consolidating customer data. And finally, data changes. Frequently. According to D&B research, did you know that 75 phone numbers change every 30 minutes. 120 business addresses change. 20 CEOs leave their company and 30 new businesses are formed. Every 30 minutes. Now imagine the number after 1 week, 1 month, 1 year? Trying to keep data up to date and current – frankly just exposes how inefficient this whole process really is for so many companies – and makes it too costly for many people to do.
- And the problem is not really just about the data and challenges finding & keeping it up to date – but how companies are trying to use the customer data and the impact of having inaccurate & incomplete information. For many, it means that there’s not enough pipeline, not enough time selling – with your sales reps chasing down dead ends of wasting time with inefficient processes, and limited insights – impacting how you do territory alignment, segment your customer base, determine your go-to-market strategy. How many of you when you’re in your CRM system and running reports – trying to figure out your top industry – and you find out it’s ‘unknown.’ Ovum research states that $700 Billion in annual revenue is lost due to bad data.
- If you want to connect with your customers in a whole new way you need the right customer data – clean, up-to-date, and complete. Insights to make data-driven decisions What the right data is: Business contact info (Connect crowdsourcing app) + Detailed company info from Dun & Bradstreet + News from Thomson Reuters (placeholder)
- Data Cleansing Sales Intelligence B2B Prospecting
- And we do all of this, is so that you can grow faster with the right data at the right moment. At these moments when you have partial information and you need that missing phone number or email address while prospecting. Or needing to understand while looking at all your open opportunities if there are related branch offices, subsidiaries or divisions so you can really understand your whitespace better right within Salesforce to cross-sell & upsell. At those moments when you’re missing employee size, revenue numbers, industry information, missing parent linkage for better customer segmentation, territory alignment - or like in our customer example earlier using the parent company identify to automatically route a lead to the named account rep. Or perform revenue rollups.
- Industry: High Tech Segment: ESB For the May webinar interview / Q&A: Suggested questions. Thanks for joining us today Nick. Can you tell us a little bit about yourself, your company and role? Can you share a little about how Data.com has helped your business and your customers’ Prospect and Grow their Pipelines with more effective marketing campaigns? How you used to find contacts prior to Data.com Build lists, find contacts & decision makers Accuracy not as high as verified lists, but sees value You can get contacts at tradeshows, but sometimes missing info Do you have any specific #s or stats to share? As you are an expert helping companies build lists – perhaps you can speak to your techniques and the importance of some key data? If you're looking to target specific job titles - you can really go deep. i.e. 'networking specialist' You can pick and choose data, right there and then. If you're using marketing automation (i.e. Eloqua) - you might be targeting different people in orgs with different titles, etc. - Unless you have those contacts, it's hard to do. I want list of procurement in these financial orgs - With Data.com - you can be specific. For marketing- search by size, industry, segmenting by dept. (you can eliminate if you're focused on ops or marketing), On sales side - they'll put in individual company name then find contacts. What in your mind makes Data.com unique? There’s nothing like it in the UK From prospecting perspective - Key difference – you don’t have to buy bulk based on sample of 20 - which may not reflect quality of database. Additionally, I’m sure many in the listening audience have questions around privacy laws in UK & Europe – any tips or guidance? Additionally, you also leverage D&B data to help provide some additional insights – can you speak to what information you find valuable and how it helps? Company sizing, whitespace analysis, market sizing
- Do you have the right customer data in your CRM system? How often do find that you are missing or have out of date phone numbers or email addresses for contacts and leads? For your accounts – missing…revenue numbers, employee size, detailed industry information, lacking an understanding of how each company relates to each other – HQ vs. branch offices, subsidiaries, global divisions, etc.? How much time is spent looking for the right information in order to be as effective as possible in selling and marketing to your prospects and customers? If you want to connect with your customers in a whole new way you need the right customer data – clean, up-to-date, and complete.
- So now let’s spend some time and take a look at a demonstration of Data.com inside of Sales Cloud so you can really understand how this is going to work for your organization.