Post on 23-Jan-2015
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How Salesforce Drives Growth with Account Planning
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Our Agenda Today
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Build Your Plan with Salesforce.com and Data.com Together
How Salesforce Does Account Planning to Drive a Multi-Billion Dollar Business
Demo: How You Can Find the Data to Build Your Account Plan
4 Questions and Answers
Doug Erpenbeck Director Sales Productivity
Sales Planning
Territory Plan
One
Once a Year
Opportunity Plan
Many
Weekly
How Many?
How Often?
Having a Strategic Plan for Every Level is Key
Territory Plan
One
Once a Year
Account Plan
A Few
Quarterly
Opportunity Plan
Many
Weekly
How Many?
How Often?
Account Plans Create a Plan of Record for Execs
Discover Value
Execute Plan
Achieve Goals
Account Plan
Monitor Performance
Close Big Deals
Reps & Managers Executives
Review Accounts
Detailed Account Plans Will Increase Deal Size
Plan with value in mind Better discovery = Better ROI Drive team alignment
There are Five Key Steps to Building a Plan
Account Plan Intro
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Uncover What You Don’t Know
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Strategy Session
3
Team Check-ins
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Share Strategy & Vision
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One: Set the Plan Strategy and Timeline
Account Plan Intro
1 •!Set Team Goals
•!Agree on Timeline
Two: Uncover What You Don’t Know
Uncover What You Don’t Know
2
•!Company Priorities
•!Exec Connections
•!Revenue Potential
•!Business unit analysis
•!Influencer analysis
Leverage Custom Layouts To Visualize the Plan
!! Build a Custom Object for the Account Layout !! Leverage both Standard and Custom Fields
!! Create Tasks and Checkboxes to Track Status
Three: Execute the Strategy Session
Strategy Session
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•!Social Enterprise Vision
•!Account strategy
•!Account value statement
•!Strategy to standardize
•!Set action plan
Break Down The Business
!! Map the planning process to your customers. !! Track completeness of the plan
!! Report on planning activity
Four: Stay on Top of Team Check-Ins
Team Check-ins
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•!Team cadence
•!Gain team insight
•!Adjust strategy
•!Update the plan
Get Strategic – 360 View
!! Simplify view of the account !! Customize the view of the account family
Five: Share Strategy & Vision with Customer
Share Strategy & Vision
5 •!Strategy
•!Vision
•!Set action plan
Review: The Five Key Steps to Building a Plan
Keep The Plan Current
Account Plan Intro
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•! Set Team Goals •! Agree on Timeline
Uncover What You Don’t Know
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•! Company Priorities •! Exec Connections •! Revenue Potential •! Business unit analysis •! Influencer analysis
Strategy Session
3
•! Social Enterprise Vision •! Account strategy •! Account value statement •! Strategy to standardize •! Set action plan
Team Check-ins
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•! Team cadence •! Gain team insight •! Adjust strategy •! Update the plan
Share Strategy & Vision
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•! Strategy •! Vision •! Set action plan
Role of the Account Plan Leader: •! Own the Account Planning process
•! Set goals for Account Planning
•! Ensure Account Plan lives in Salesforce
•! Actively facilitate Account Planning
•! Bring out best in account team to think bigger
Every Account Plan Needs a Leader
Use Chatter to Collaborate on The Account Plan
Account Plan Group
Use for: Strategic discussion Comments about the plan Plan Collaboration
Use for: Day to day discussion Meeting Planning Account News Account files
Chatter Group Field Left Navigation Link
What Makes for a Good Account Plan
Planning as an annual event
Planning in Powerpoint
Thinking you need all the answers
Planning night the before
Planning on your own
Target a few key accounts
Less is more
Focus on discovery
Coming prepared to every meeting
Planning and reviewing as a team
Planning on your own Good Account Planning
Go Forth, Plan, and Conquer! Three Takeaways
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Do the Work Prior to the Strategy Sessions to Maximize Time Together
Account Planning is an Ongoing Process; Plan in Small Batches and Keep it Current
Share the Plan with Both Executives and The Customer to Get Buy-in on Vision
Jim Sinai Senior Manager Product Marketing
Safe Harbor 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 intellectual property and other litigation, risks associated with 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-Q for the most recent fiscal quarter ended October 31, 2011. This 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.
Building Success Starts with the Right Data
Phone Number
Social Conversations
Address
Title
Industry
# of Employees
SIC - DUNS
Blog
Corporate Hierarchy
Revenue Email
Companies People
Today, the Data You Need is Delivered in the Cloud
Traditional Data Model
Data Sourcing
Data Management
Warehousing Normalization/Integration
Data Hygiene
“Only 19% of organizations are highly satisfied with the quality of their data”
Result
Native Data Consumption
Native Data Management
333% YoY Customer
Growth
Customers Are Succeeding with Data.com
Source: as reported by Data.com customers March 2012
Establish a Successful Social Enterprise with Data.com
Clean Your Data Strategically Target Growth
Gain Insight Do It All Inside Salesforce
The Four Steps to Success
1 2 3 4
Drive Productivity with Clean and Accurate Data
Clean Your Data
1
Clean Data Maintained in Real-Time
Instant Notifications of Changes
Visibility Into Your Data Quality
Plan and Execute Your Growth With Leading Business Data
Strategically Target Growth
2 200M+ Company Profiles
Align Territories
Segment Markets
Target New Companies
30M+ Complete Contacts
Shorten Sales Cycles
Increase Productivity
Close more deals faster
Jigsaw D&B
Build Better Relationships with Social Insights
3
With Data.com in Salesforce:
Know What Matters to Your Customers
Allow for Warm Introductions
What do you think about!? Here is an
interesting article!
Anyone know whether!?
What is the deal with!?
Gain Insight
Succeed with Data.com Right Where You Work
Do It All Inside Salesforce
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Automatically in Salesforce
Unified in the Cloud
In Your Business Process
A Familiar User Experience
Data.com is Business DNA for the Social Enterprise
•!Automatically in Salesforce
•!Unified in the Cloud
•!In Your Business Process
•!Familiar User Experience
•!200M+ Company Profiles
•!30M+ Complete Contacts
•!Social Insights
•!Real Time Updates •!Improve CRM Adoption
•!Instant Notifications
Everybody Succeeds with Data.com
•! Account Planning •! Prospecting •! Customer Insight •! Cross-Selling
•! Targeting •! List Building •! Email Campaigns •! Lead Cleaning
•! Data Cleansing •! CRM Adoption •! Data Visibility
Sales Marketing IT
DEMO
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