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Salesforce Proposal to 3M
- 1. 3M. Science. Applied to Life. March 8th 2018 Francis Ramadhani, Danielle Massey, Selena D’Agostino, and Anyssa Volarath.
- 2. Introductions Francis Ramadhani 3M Strategic Account Manager Team and presentation lead Danielle Massey Business Analyst Value By the Numbers Anyssa Volarath Sales Cloud Specialist Solution Summary and Why Salesforce Selena D’Agostino Manufacturing Industry Specialist 3M Corporation Value Levers Heather Ostronic Executive Vice-President and Chief Customer Officer Helena Simonson EMEA Region President Roberto Rodriguez General Manager, Sales Effectiveness Christine Lange Chief Information Officer
- 3. Agenda Questions and Thank You Recommendations & Next Steps Value 3M Goals, Priorities, & Initiatives Executive Summary One Team
- 4. Executive Summary “3M technology advancing every company, 3M products enhancing every home, 3M innovation improving every life” – Inge G. Thulin <LOGLINE>: “Connecting the right physicians to the appropriate providers and achieving a new level of patient care enabled by agile technology” Project Objectives: -Single, Secure, Scalable Platform -Improve Customer Service -Improve Sales Team Productivity Uncover 3.1 Billion* in Cumulative Net Benefits through: -Faster Sales Rep Ramp Time -Better Lead Volume & Conversion Rate -Increase Opportunities Won & Average Deal Size *3.1 Billion is the 5-year cumulative net benefit
- 5. 3M Goals, Priorities, and Initiatives
- 7. Sales Cloud Delivers Full Lead to Cash and Beyond Accounts & Contacts Sales Intelligence Sales Analytics Mobile Sales Quote-to- Cash Custom Sales Apps Channel Sales Activities & Collaboration Leads & Opportunities Sales Productivity Cross-sell & Up-sell
- 8. Increase Revenue Scale Through Productivity & Insights High Value Benefit Areas for 3M Key Business Opportunities Salesforce Capabilities Customizable Real-Time Reports & Dashboards Mobile Visibility From Any Device Workflow Automation Single Customer View Opportunity & Activity Tracking Collaboration & Sharing Lead Qualification, Scoring, Routing Roles Account Executive Operations Marketing Accounting Business Impact Sales Productivity Forecast Accuracy / Revenue Visibility Opportunity Win Rate Obtaining Business Insights Report/Order Generation Time Campaign Visibility/ Effectiveness Employee Engagement Salesforce Customer Success Benchmarks* 15% 34% 50% 20% 43% 60% 10% 26% 31% 30% 57% 80% 25% 57% 80% 15% 41% 60% 10% 35% 50% Low HighAvg. Quantified Metrics Sales Ramp Time 15% 35% 50% Sales Mgmt
- 9. Sales Cloud Drives Customer Success
- 10. US Bank and Zero Motorcycles Customer Stories
- 11. Why Salesforce
- 12. Recommendations and Next Steps Value and develop our employees’ diverse talents, initiative and leadership. Earn the admiration of all those associated with 3M worldwide. June 2018: Implement On- site Reps 3M HQ- St. Paul, MN, USA EMEA HQ- Munich, Germany (Other Locations) July 2018: Start Training on Salesforce CRM. Webinars, Conference Calls, One-on one’s. Trailhead
- 13. Recommendations and Next Steps Act with uncompromising honesty and integrity in everything we do. Respect our social and physical environment around the world. August 2018: Implement Salesforce CRM. During this period we will be having comparison’s with current CRM system.
- 14. Recommendations and Next Steps Act with uncompromising honesty and integrity in everything we do. Respect our social and physical environment around the world.
- 15. Question s
- 16. thank y u
- 17. Appendix: See ‘Notes’ for link to Customer Success Benchmarks (for reference)
- 18. Analytics
Notes de l'éditeur
- The template that follows should be leveraged by AEs Best Practice: (1) AE takes a first pass at completing the deck, (2) Value team member reviews the deck and any ROI calculations for accuracy and suggests any changes that seem additive NOTE TO STUDENTS. Feel free to use a different template (e.g., the DePaul 2017 template or a clean template that you create), but you’ll want the various charts / graphs / tables from this deck to look the same in your presentation.
- Note: Include the ‘killer exec quote’ only if you don’t have a separate quotes slide What is a Logline?: The 1 sentence description of what you’re trying accomplish with the Salesforce deployment. Example: “A growing consulting company wants to become a trusted advisor to its clients while scaling their ability to drive the next evolution of sales, execution, and client success.” Fill in Project Objectives based on each customer engagement Annual Net Benefits from the ROI model NOTES for Students: Do this slide last, but have your 3 – 4 project objectives ready first and build off of that. Make this about 3M. Why should this be a priority for the IT department? “We can save you $X or we can help you grow by $x and it will only cost you $Y” Quote at bottom of page can show that Salesforce has done this before NOTE FROM AMANDA STEFFEN at Salesforce…”Salesforce has to create the demand. No customer calls up and says we want to spend $X million on a CRM today…”
- NOTE TO STUDENTS: Solutions to consider (in no particular order. You can come up with something new too. However, don’t overcomplicate the solution on this page). Streamline sales structure Cloud Based CRM Solutions SalesCloud and ServiceCloud Global implementation Standardized system for all x,xxxx sales reps and admin personnel Automated business processes in 3M selling lifecycle Central platform to integrate both marketing and sales Accurate forecasting Engage your employees Increase productivity and collaboration Mobile sales capabilities Accurate forecasting Implementation and training Increase customer satisfaction and service quality
- Talk Track You can now use Sales Cloud to optimize every stage of the sales cycle. From the moment a prospect becomes a lead until you collect cash, and even beyond with customer support and upsell opportunities, you’ll be able to engage customers at just the right time, track them through the sales cycle, get visibility into sales forecasts and team performance, and identify the best upsell and cross sell opportunities. Each of the benefits can be accessed or added as your business grows. And all of this can be customized, and extended to fit your exact business processes. There's unlimited possibility to sell smarter, faster, the way you want, from anywhere. Key Messages - With Sales Cloud, you can manage the complete Sales Cycle. - Sales Cloud grows and extends with you as your business grows.
- Note: this slide can be especially helpful by highlighting the qualitative value of Salesforce even if you have minimal customer data or some of the benefits are hard to quantify Value Map that walks customer from their stated key business objectives (left) to the specific Salesforce capabilities that will enable those objectives (middle) to the business metrics that will be impacted (right). You should pick a small handful of benefits to quantify. Other benefits can be shown as unquantified talking points. These additional metrics will be improved with the Salesforce solution, but are harder to calculate, less of a priority for the customer, or tangential/complementary. Focus on quantifying only the handful of benefits that are the top priority for your customer. You can base the improvements on the Customer Survey data absent input from the customer Be sure to update the footnote to match the Customer Survey data that you use. NOTE TO STUDENTS: Work this slide from left to right. Are your solutions from the Benefit Card going to increase revenue or improve productivity? What capabilities do you want to focus on? (Consider changing the capabilities on this slide and/or highlighting the capabilities you’re going to focus on) Are you helping 3M with all roles? Some of the roles on this page in the middle column? What business impact (consider highlighting the business impacts you’ll focus on and/or update the business impacts and benchmarks based on what your Benefit Card says.
- Talk Track The Sales Cloud is helping companies grow their businesses across every major metric. Our customers have seen, on average, a 26% increase in win rate, 32% increase in lead conversion, and a 38% increase in sales productivity. And of course all of these metrics lead to the most important metric, which is a 28% increase in revenue. Source About Confirmit: About the Metrics: • Business executives/sponsors/system administrators involved in the CRM purchase decision were asked about percentage improvements the Salesforce service had helped them to achieve. The metrics are the average percent improvement reported. More About the Survey: • Salesforce recently conducted its biannual, worldwide, on-line Customer Relationship Survey hosted by independent third-party Confirmit Inc. • The relationship survey assesses various aspects of the relationship between salesforce.com and its customers, including customer loyalty, customer satisfaction, and return on investment achieved. • A total of 4,626 responses to the survey were received from English, French, German, English UK and Japanese-speaking customers worldwide. • A sample of this size is considered accurate at the 95 percent confidence level, +/- 1.35% margin of error. Response sizes per question vary. • The respondents were randomly selected and represented organizations of all sizes and from a diverse set of 15 industries. Confirmit helps businesses operationalize feedback to drive change throughout their organizations using the world’s most secure, reliable and scalable solutions for Voice of the Customer, Employee Engagement and Market Research programs.
- Link: https://org62.my.salesforce.com/sfc/#version?selectedDocumentId=069300000003orm