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Sales Cloud: Leveraging Gamification todrive Sales Engagement at ComcastTodd GoodbinderComcastNational Vice President of Sales & Sales Ops – Business Services#DF12Gamification #DF12Engagement

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Communications - Information - EntertainmentCable Communications Cable Networks Broadcast Film Parks Other #DF12Gamification #DF12Engagement

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Business Class SolutionsComcast has the resources, products and supportcustomers need to be more competitive. Product Portfolio o Network Diversity o Scalability o o Reliability o o Industry Leading Data Service o o Lower Cost Higher Quality Voice o o TV for Business Needs o o Local 24/7 Business Class Support o #DF12Gamification #DF12Engagement

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Pre Salesforce Situationo Legacy “home grown” order processing toolo Lack of visibility into metricso Highly transactional sales forceo IT development lags business pace #DF12Gamification #DF12Engagement

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Leverage Salesforce Investmento Accelerate understanding of performance activitieso Improve utilization of CRMo Shift perception of Salesforce from management to sales tool #DF12Gamification #DF12Engagement

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Next Goal: Wider Organizational Adoptiono Management recognized value of Salesforceo Improve Chatter valueo Pull sales teams into Salesforce vs Pusho Drive Engagement through Contests #DF12Gamification #DF12Engagement

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Drive Sales Engagemento Focus team on success indicatorso Improve Salesforce tool engagemento Increase contest impact thru communicationo Use competition to motivate sales force #DF12Gamification #DF12Engagement

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Sales Incentives Practiceso National and local incentiveso Limited visibility of contests => Conflictso Incentives focused on outcomeso Lack of regular updates on contests #DF12Gamification #DF12Engagement

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Gamification Solution #DF12Gamification #DF12Engagement

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Demo#DF12Gamification #DF12Engagement

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Communication #DF12Gamification #DF12Engagement

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Leaderboard #DF12Gamification #DF12Engagement

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Building a Contest #DF12Gamification #DF12Engagement

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Building a Contest #DF12Gamification #DF12Engagement

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Results: Average Appointments Set/Day Contest 35 Sledgehammer 30Teams Déjà vu w/ leveleleven % Change 25Wallace 10 33 230% 20 Déjà vuWright 9 17 89% Sledgehammer 15DeWitt 8 14 75%Franke 5 11 120% 10Hayes 5 9 80% 5 Total 37 84 127% 0 Wallace Wright DeWitt Franke Hayes #DF12Gamification #DF12Engagement

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Feedbacko Competition skyrocketedo Contest administration burden removedComcast Quotes:o Sales Ops Manger - Jason Franklin “….results are instant and everyone knows where they stand”o Sale Manager - Dan Oleson “…The email updates and Team Ranking keeps the Contest objective in minds of our Sales Team...” #DF12Gamification #DF12Engagement

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#DF12Gamification #DF12Engagement

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#DF12Gamification #DF12Engagement