Salesforce Strumenti abilitanti la forza vendita.

Sergio Toffetti

Senior Consultant – Telnext

Sergio.toffetti@telnext.com

Customer Success

Growth Expertise

a modo nostro. crescita felice

World’s #1 CRM company

World’s most admired software company

World’s most innovative company

Celebrating 15 Years of Customer Success

4TH YEAR IN A ROW! 2011 • 2012 • 2013 • 2014

#1 most admired in software

#7 best company to work for

Cloud Computing Driver, Catalyst & Evangelist

Salesforce Mission

Mainframe Client/Server

Today 1960s 1980s

Enterprise Cloud Computing

No Hardware/Software

Subscription Model

Automatic Upgrades

Constant Innovation

The Cloud is the Fastest Path to Success

Enterprise Cloud Computing

Fast Innovative Open Easy Trusted

No Hardware

No Software

Faster ROI

Flexible

Automatic Upgrades

Continuous Improvement

Any Device

API First

Data Portability

Secure

Transparent

Performance at Scale

Subscription Model

Real-time Customizations

AppExchange

The Customer Gap

Your Company Customers

77% of customers are not engaged with companies

Not engaged with:

Your mobile apps

Your communities

Your employees

Service Agents

Salespeople Marketers

Shared services across applications

The Customer Success Platform

Trusted Cloud Infrastructure

Customer Success Platform Services

Shared Data

Shared Workflow

Shared Reporting

Shared Collaboration

Shared Identity

Shared APIs

Analytics Community Marketing Service Sales Apps

32 % + 40 %

+ 40 % + 39 %

+ 55 %

+

Increase in sales

Customer satisfaction

Marketing ROI

Customer retention

Faster deployment

Source: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected. Response sizes per question vary.

Average Percentage Improvements Reported by Salesforce Customers

Engaging With Customer Delivers Success

Sales Business Needs

Business Value

Efficient Selling Increase Sales Rep Efficiency

Shortened Sales Cycle

Increase Reporting Efficiency

INT

Business Impact

Increase Collaboration

Process & IT rationalization

Sales & Service 360° Customer View

Marketing & Sales better integrated

Rationalized Processes

Improved Frontend (1 system, UI,

function)

Improve reporting/control capability

Sales Cloud Delivers Capabilities For Change

360o view of customer

Real time reporting and analytics around key customer metrics

Rapid Data sharing on Any Device, Anywhere

Faster sales cycle and approvals

Sales Productivity

Top Line Growth

Realize faster time to value on key apps

Reduced Admin Time, meetings, Content recreation

Data.com: SF integration with D&B Prospect Mng

Potential Deal to Contract Mng

Single Source of Truth on Client Info

Business Metrics mapped to Business Value for Sales

Business Value Business Metrics

Efficient Selling

Average Sales Cycle Time ()

Sales Productivity ()

Time spent in reporting ()

Faster Deal closure and pricing approvals ()

Increase Collaboration

Customer Understanding ()

Sales & Marketing Alignment Improvement ()

Process & IT rationalization

Usability ()

TCO of Legacy Systems (License, Support & Integration Costs) ()

We consider Business Value Drivers

May 2013 Key Success Metrics for

Customers prepared by Confirmit on behalf

of Salesforce –4,880 Large Enterprise

(1000+ employees).

Sales Cloud Drives Customer Success

Average Percentage Improvements Reported by Salesforce Customers Source: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected. Response sizes per question vary.

+27% Sales

Lead Conversion

+32% Sales

Productivity

+32% Forecast Accuracy

+44%

Close Rate

+25%

#Thank you

This document is proprietary and confidential. – © Telnext 2015