Salesforce.com Compete - … · How Salesforce Sells Engagement LOB Exec IT ... Reference selling...
Transcript of Salesforce.com Compete - … · How Salesforce Sells Engagement LOB Exec IT ... Reference selling...
About Rick McCutcheon
Leading strategist, speaker and writer on CRM and
Sales Development
Contributor to Sales Gurus Speak Out with chapter
titled “Power Up Your Sales with Technology”
Manages a CRM Professional Services Practice for
Adxstudio
Facilitates Sales Productivity and CRM User Adoption
Seminars, Webinars and Keynote Speeches for
Microsoft, Dynamics CRM UG Community, and other
leading Associations and Corporations.
Rick’s Blog is currently featured on the Microsoft
Dynamics Community Website
About Bob Lam
Solution Lead, CRM Practice at RBA
Over 18 years experience in enterprise CRM
Worked with Dynamics CRM since version 1.0
Responsible for Pre-Sales and Delivery of CRM Engagements
Experience in Enterprise Interactive/Email Marketing
About RBA
• ~350 employees – Headquartered in Minneapolis, MN
• IT Services Consulting firm focused on the Microsoft Stack
• Specialty in delivery of Mobile and Marketing Solutions through CRM
The Promise of CRM
CRM is the business philosophy that lets you know your customers, prospects and partners better, share information more thoroughly, and interact more completely. This is achieved by creating a system that integrates people, process, and CRM Technology.
CRM is Forever!
http://www.salesforce.com/crm/editions-pricing.jsp
How Salesforce Sells
Engagement LOB Exec ITDiscove
ryDemo SOW Events Close
Partner Involvement
Rapid SOW turnaround AppExchange for gaps
Closing Monthly Compensation Plans Promotions Pressure
Lead Gen Online offers TrialLead
QualificationAccount
Exec
Dynamic’s Strengths
• Outlook Integration
• Interface to Microsoft Stack
• Interface with non MS Products - ISVs
On Premise, Hosted or Online
• Workflows
• Microsoft’s commitment
• Ecosystem Support
• Mobile
• Price
Competing with SFDC
Where are we Vulnerable?
Looking past seed-and-grow
opportunitiesReference selling ROI
Underperforming existing accounts
Leaning on the value message
Where is Salesforce Most Vulnerable?
Ease of doing business
ValueOn-going Customer Support
Data Residency
Leveraging ISV Solutions
• Adxstudio Portals
• InsideView Story
• Data Management
• Marketing Automation
• Social Media - Yammer, NetBreeze
THE BUSINESS NEED THE SOLUTION THE RESULTS
Our work
Hensel Phelps needed an end
to end Customer Management
platform that would improve
account management,
marketing automation,
proposal management and
measure customer analytics.
Hensel Phelps adopted MS
CRM Online for core
Relationship Management and
SharePoint 2013 for
sophisticated content
management. This solution is
integrated with their project
management system providing
an integrated, complete view of
the client.
Hensel Phelps now has the
ability to:
Execute and manage
marketing campaigns
Manage their sales pipeline
Rapidly produce client
facing sales materials and
proposals
Improved productivity
Since 1937, Hensel Phelps has grown from a small, local builder into a
multi-billion dollar international contractor with an eclectic and
unparalleled portfolio of successfully complete projects headquartered in
Greeley, CO.
Case Study – Hensel Phelps