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Keeping Sales On Message with the Salesforce Content Library
Marketing Professionals
Shai Alfandary: salesforce.comMichael Chyzowych: Provider for Mars
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Sales and Marketing Productivity
Michael Chyzowych, Consultant from Let’s Strategize
Driving Marketing Success
Shai Alfandary, Product Management
Panel Speakers
Shai Alfandary
salesforce.com
Driving MarketingSuccessWith Files &Content
The Right Files Are Key To Winning
5
Build credibility
Beat competitors
Get to yes fasterCompetitive
Tactics
UpdatedPricing
Killer Presentations
Sales
Great Files Come From Anywhere & Are Built Together
6
Marketing
Services
Product
The perfect sales pitch
Today, Finding The Right File Is Painful
Where did I save it Who sent the last version?
Are these files any good? I never got it
Harder Even, To Find Files That Will Help You Win
Marketing Collateral
Sales Presentations
Competitive Alerts
Contracts
Pricing Worksheets
Training Podcasts
Webinars
Accounts
Opportunities
Contacts
Campaigns
Forecasts
Cases
Calendar
FILES CONTEXT
Impossible To Keep Every Channel On Message
Partners
Customer Portal
Sites
Call Center
Sales Reps
Using The Wrong File Creates Problems
10
After losing the deal
It’s frustrating to hear about…
After sending the proposal
After answeringthe RFP
A New product pitch
NewPricing
CompetitiveWeaknesses
What if it were easy to share a file instantly,
collaborate on it effectively,
publish it once,
and find it anywhere?
Salesforce Content & Files: The Best At Your Fingertips
Keep Sales on Message
• Share files instantly
• Collaborate around it
• Find the best file anywhere
CONTENT LIBRARY
CHATTER FILES
Find The Right File Every Time
Find It FastOne stop shop for all your files
Use What Works BestTrack the most popular tools
The Right Tool for Your Context Tie search to your sales process
Global Search
Featured Content
CONTENT LIBRARY
CHATTER FILES
Collaborate In Real Time
CHATTERFILES
Crowd-source IdeasFlexible fast innovation
Leverage Everyone’s InsightsShare and comment across teams
Stay Up to Date, Always Follow and get updates on files
Share & Collaborate
N
Publish to Any Audience
CONTENT LIBRARY
Sales Portal
Drive Your Sales TeamGet them the right tools
Power the ChannelEmpower partner success
Put Customers in ChargeFlexible customer care & Knowledge
Sites
Partner Portal
Content Libraries
Deliver Privately To Your Customer
CONTENT LIBRARY
Deliver in the CloudSecure, controlled access, anywhere
Track What HappensMonitor download and usage
Content Delivery
Anywhere You Go
Collaborate on the FlyPreview documents & files
Make Decisions FasterReal-time conversations on the go
Chatter Mobile
ChatterFiles
Chatter iPad App
Included In All CRM
Editions
Michael Chyzowych
Professional Services
provider for Mars
Improving Sales and Marketing Productivity with Salesforce Content
100% focus on Collaborative ConsultingLeading provider of cloud and mobile applications
Headquartered in New Jersey with offices in Colorado
Consumer GoodsRetail
FinanceInsurance
Automotive CommunicationsPharmaceutical
Verticals
SalesforceForce.com
ContentIdeas
PortalsCloud ApplicationsMobile Applications
Expertise
150 manufacturing facilities
68,000 associates worldwide
products are sold in
80 countries
6 business units chocolate – petcare – food
drinks – symbioscience gum & sugar
Family owned and operated. Committed to delivering quality and value to the consumer; not Wall Street
Client Success @
90+% Content Adoption
“We went from
the Flinstone’s
to the Jetson’s”“I have
confidence that I am presenting the most recent version to my
customer”
“I have what I need
within 2 clicks”
“This is the Google
search for Mars
Chocolate”
“Centralizing information has made me more efficient”
“Salesforce.com enabled our sales team to collaborate and reapply knowledge. As our main communication medium we are able to leverage information and best practices across the sales organization in an expedited amount of time.“
Jim Murphy, Sr. Sales Vice PresidentMars Chocolate N.A.
Business GoalsObjective
Create a collaborative environment with a feedback loop to the Author
Standardize marketing materials for both Sales Associates and Customers
Minimize “clutter” and improve sales effectiveness
Deliver marketing materials in a consistent and timely fashion
The
right information
to the
right people
at the
right time
and for the
right reason
Create Product
Generate Demand
Fulfill Demand
Create Product
Sales Planning
Sales Execution
Create Product
Salesforce Content
Custom Force
Application
EnterpriseProcess
FunctionalProcess
Technology Solution
Technology solutions are only as good as the processes they enable
Landscape
Getting to the right information
4# of sites Sales
associates access
47# main navigation
options on Sales Web alone
1,500# of possible links to
content to choose from
It took 20 minutes to
find sell sheets!
ChallengeMarketing Sales
Information Overload
Lacking Organization
Outdated
No Feedback Loop
Limited “Push” & “Pull”
Wrong Version
Large File Constraints
No Featured Designation
Lacking Consistency
No Usage Metrics
Keys to Success:
1. Review communication process
2. Redesigned content – marketing materials
3. Monitored and Shared Content Libraries
4. Consistent naming, tagging and filtering conventions
5. Customized Content landing page
Salesforce Content
Solution
• Streamlined & consistent selling materials• Multiple Content Libraries for different purposes• Create a custom landing page to help organize content
Key Takeaways:
• Full senior leadership support• Robust project roll-out communication plan• Learning methodology – address all learning styles• Ongoing nurturing• Continuous monitoring and archiving of content
Key Takeaways:
Shai Alfandary
salesforce.com
Roadmap for Files Collaboration &
Content Libraries
Best Practices Today & Tomorrow
FILES
FindShareCollaborate
FindPublishDeliver
CONTENT LIBRARY
CHATTER FILES
CONVERGENCE ROADMAP
Demo: Sales Success with Files & Content
CHATTER FILES
CONTENT LIBRARY
Create Share Collaborate Publish Deliver
• Product team • Sales• Marketing• Product team & Marketing
• Product team
Shai is a product manager, creating a product overview deck
Todd is a product marketing manager, focusing on chatter files and content libraries
Whitney is a sales rep. She is working on a files collaboration deal.
You can produce the best files with Chatter collaborative environment
Increase sales and marketing effectiveness and keep all channels on message with content libraries
Files sharing & Content Libraries are included as part of your Salesforce CRM license!
Key Take Aways
Sales and Marketing Productivity
Michael Chyzowych, Consultant from Let’s Strategize
Driving Sales Success
Shai Alfandary, Product Management
Q&A
Keeping Sales On Message with the Salesforce Content Library
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