Olivier Lis, Commercial Excellence Europe, GE Healthcare shares his experience on how to use maps in Salesforce to improve business performance to: - Develop new strategic views on your business opportunities - Help your sales teams better prospect with geolocalized data - Use mapping in CRM to facilitate collaboration between teams

1. How Maps Improve
the Business Value of your CRM
GE Healthcare Testimonial

2. Hosted by
Olivier Lis
Commercial Excellence Europe
GE Healthcare
Ulrich Egouy
Product Manager
Galigeo
Galigeo | Confidential2

3. A Mass of Information in Salesforce
▪ Difficult to access
▪ Lack of data use
▪ Notion of territory remains
unclear
Galigeo | Confidential3

4. Geolocalized Data
▪ Facilitates operational and
strategic management
▪ Helps with decision-making
▪ Improves business process
performance
Galigeo | Confidential4

5. Views Development
Galigeo | Confidential5
2015
Strategic view for the management
• Sales territories definition
• Understand markets sizes and
balanced partition between sales
persons
• Understand our market position
2017
Tactical view for sales force
• Identification of opportunities
• Understand clients and their
expectations
• Quick access to information in SFDC
• Analysis tools and understanding of
the environment

6. Map: Installed Base
Identify opportunities and
plan marketing events:
▪ Review/prioritize IB by
age, modality, phase…
▪ Understand
opportunities by sales
owner
▪ Quick & powerful
analytics on region of
interest
Galigeo | Confidential6

7. Map: Accounts
▪ Filter accounts by
opportunities, IB…
▪ Select accounts to set
priorities, calculate route
and add them to
Salesforce calendar
Galigeo | Confidential7

8. Map: Business Opportunities
▪ Locate and share
opportunities across
teams
▪ Filter by owner
▪ Review across modality
HCS, HCIT, Services
Galigeo | Confidential8

9. Map: Customer Satisfaction Opportunities
▪ Quick view on CSOs,
easier to check &
manage
▪ Access to CSO history
Galigeo | Confidential9

10. Map: Installations
▪ Highlight installation
projects key dates
▪ Identify/address
roadblocks/resources
allocation
▪ Secure transfers with
team
Galigeo | Confidential10

11. Results and Impact on Teams
▪ Quick and easy sharing of information
between users (Sales, Services,
Application, Installations…) in SFDC
▪ Faster decision-making: Where to organize
a seminar? What opportunities are
priorities?
▪ Better decisions thanks to geographical
information… Visit multiple clients during
the same route
Galigeo | Confidential11
$
Time saving
Quality of decisions
Better teamwork

12. What Adoption by Users?
Galigeo | Confidential12
Majority of users
In line with a gradual adoption of SFDC in
general
Adoption motivated by the possibility to
save time
Dedicated teams
With targeted actions… Installation,
Application, Services…
Quick adoption with change to working
methods

13. Positive User Feedback
80%
Users satisfied with Galigeo
80%
Improves access to information and
understanding of clients and
competition
75%
Encourage sharing of key information
between colleagues
Galigeo | Confidential13
Simple and intuitive
“It is easy to plan site visits
in a City or group of close
populations, also helps to
set priorities”
“You can find useful
information in the
same place”
“It does join the sales
and service pieces of
information
“A great tool to manage
marketing plan and sale
team action”
“Very useful to understand the
replacement market potential
for a given area, sales rep,
market/account segment”
“Easy to use -
very fast”

14. Agile Development
14
Collaboration between GE and
Galigeo to:
▪ Understand needs
▪ Develop solutions
▪ Benefit from fast feedback
Software
Dev
Galigeo | Confidential

15. Thank you !
Contact us
market@galigeo.com
Demo and Free Trial
https://www.galigeo.com