supercharging sales: zoll medical, salesforce.com, and bluewolf webcast
DESCRIPTION
ZOLL engaged Bluewolf with a mission to arm leaders with instant access to accurate information and empower sales teams with Salesforce so they could be more productive and spend more time selling. Watch the recorded webcast to learn how ZOLL Medical transformed their sales organization with Salesforce. Walk away with proven methods for achieving maximum return on your Salesforce investment.TRANSCRIPT
Marc Benioff Chairman & CEO
Supercharging Sales, Achieving Salesforce ROI: The ZOLL Medical Story
#growsales
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Today’s Presenters
Athina Reisopoulos CRM Project Manager,
ZOLL Medical
Glen Stoffel VP Agile Business
Transformation, Bluewolf @Bluewolf
Steve Diamond Senior Director, Product
Marketing, Salesforce.com @everythingsteve
Let’s Get Started!
Steve Diamond Senior Director, Product Marketing
@steveIAMsteve
Agenda
• Introduction: Achieving Sales Success • ZOLL Medical’s Success • Open Discussion on Driving Your CRM ROI • Q&A
Growth and Success for the Customer Company
Athina Reisopoulos CRM Project Manager - ZOLL Medical
From �Wild West� to Wild Growth: Our Transformation
Results and ROI Achieved
• From 120 to 350 users • From 1 to 7 Countries
• North America, France, Netherlands, Germany, UK, Australia, China
• 5X faster reporting • 90+% user adoption of Salesforce
• Increased mobility, productivity, ef!ciency ! more time selling
• Custom App development on Force.com • Automated request and approval processes for evaluation equipment
• Year-on-Year growth since implementation
Our Vision
Arm executives with instant access to accurate data
Engage Sales with an easy-to-use tool that would increase selling time.
Reinforce sales process
Allow for Sales and executive collaboration
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Roadmap and Implementation
• Access from anywhere
• Customizable/scalable
• Instant/real-time
• Trusted Salesforce advisor
• Agile project approach
• Long-term consulting partner
Implementation Approach
• Phased approach – “walk before you run” • Importance of “Buy in” from senior management • Small focused business process reviews
Sales reps stay productive with mobile devices
• Salesforce data on mobile devices • Logging visits, geo-location
• Customized by team and territory
Sales VPs manage pipeline and coach teams with real-time metrics from anywhere
Executives trust Salesforce data for forecasting and quarterly revenue reporting
What’s in the Future
• Continue to make Salesforce the “one place” to go • Keep it interesting and engaging • Bring in additional teams
Glen Stoffel VP, Agile Business Transformation – Bluewolf @Bluewolf @Thinkitdone
The Changing Market Landscape
THE BUYER IS CHANGING
INNOVATION IS CHANGING
LEADERSHIP IS CHANGING
CUSTOMER ENGAGEMENT
WILL OVERTAKE PRODUCTIVITY AS
THE PRIMARY DRIVER OF
PROFITABLE GROWTH.
How to become a Salesforce ROI Leader
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Establish a vision
Gain executive support
Roll-out incrementally, engage regularly
De!ne and !ne tune your sales process
Master timing and innovation cadences
Staff for Salesforce innovation
Involve users from the start
Q&A
Athina Reisopoulos CRM Project Manager,
ZOLL Medical
Glen Stoffel VP Agile Business
Transformation, Bluewolf @Bluewolf
Steve Diamond Senior Director, Product
Marketing, Salesforce.com @everythingsteve
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