Post on 16-Apr-2017
Confidential information for the sole benefit and use of PwCs client.10 Salesforce.com Implementation Best Practices & more from our ExperiencePwC Customer Technologies08/06/2016
PwCs Digital Services
PwCs Digital Services
PwCs Digital Services
Confidential information for the sole benefit and use of PwCs client.
PwCs Digital Services
>600Certified Salesforce Practiciones +50 Practice in WAW, largest in PolandFirst and onlyPlatinum Salesforce Partner in CEE, now Global StrategicIndustrial ExperienceCommunicationsMediaFinancial ServicesManufacturingUtilitiesProfessional ServicesHealthSkills Force.com Custom ApplicationsIntegration services with ESB & DirectSystem AchitectureData migrationsSales / Service / Marketing Cloud implementations Salesforce1 CommunitiesCertifiedMarketing Cloud ResellerPardot PartnerThe PwC & SalesforceAlliance is strategic.
PwCs Digital Services
PwCs Digital Services
Confidential information for the sole benefit and use of PwCs client.What makes PwCDifferent.These are only a couple of reasons, talk to us to find out more.No. 1From Strategy to ExecutionWe support our Clients End to End
No. 2Industry & Project ExperienceMore than 200 Projects completed across multiple verticals
No. 5Local & Global PresenceWe have many offices across Poland,UK, Western Europe and the CEE Region
No. 4Legal Advice & SupportWe help our Clients navigate Cloud related regulationsNo. 3Largest Team & CertificationsOver 55 Salesforce Professionalsholding 76 Certifications
No. 7Dedicated QA &AMS TeamsTo ensure highest qualityand lower maintenance costs
No. 8Full Scope of ServicesNot only implementations, but also integration, data migration, and much more..
No. 6CompetitiveRatesMake an inquiry and find out for yourself ;)
PwCs Digital Services
PwCs Digital Services
B2B CommercialExcellence
dr Maciej KrausDIRECTORPwC
PwCs Digital Services
PwCs Digital Services
Through multiple client engagements, PwC have identified six core elements of sales excellence:
Market StrategySales OrganisationSales Processesand ToolsNegotiation ExcellenceSales incentives and compensationSales monitoring and performance measurementWhat are the important segments, what are the potentials?In which markets should we operate?How must sales look to efficiently address our targets?What is the optimal skills mix?How do we identify, acquire and convert?What tools do sales need to optimise this process?How do we optimise big transactions?Is negotiation a core sales skill?How do we incentivise sales excellence?What is the optimum compensation mix?What should we measure?How can we steer sales?
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PwCs Digital Services
PwCs Digital Services
Our approach to sales force optimization covers all areas of sales force organization functioning
Framework: scope of work (1/2)5
Lean sales performance
Organizational structure (organize for performance)
1
Sales process (win & retain through-out the pipeline)
2
Capabilities and skills (empower for effects & speed)
3
Performance(set goals and reward)
4
1.1 Frontline1.2 Sales support1.3 Sales specialist (product support)2.1 Current clients development2.2 New clients acquisition (lead generation)2.3 Deal execution (prepare offer, negotiate, close)2.4 Price setting practices 2.5 Order fulfilment3.1 Assessment & feedback 3.2 Training3.3 Recruitment4.1 Long-term planning4.2 Target setting (volumes, margins)
4.3 Monitoring (monthly, quarterly, etc.)2.6 After sales and retention4.4 Compensation & motivation
PwCs Digital Services
PwCs Digital Services
The result of the project are twofold; first, the overall organization is benchmarked against best practice in all major areas
Project output example (1/2)
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1.1 Frontline1.2 Sales support1.3 Sales specialist (product support)2.1 Current clients development2.2 New clients acquisition (lead generation)2.3 Deal execution (prepare offer, negotiate, close)2.4 Price setting practices 2.5 Order fulfilment3.1 Assessment & feedback 3.2 Training3.3 Recruitment4.1 Target setting4.2 Monitoring
4.3 Compensation & motivation2.6 After sales and retentionPoorAverageBestpractice
Lean sales performance
Organizational structure (organize for performance)
1
Sales process (win & retain through-out the pipeline)
2
Capabilities and skills (empower for effects & speed)
3
Performance(set goals and reward)
4
PwCs Digital Services
PwCs Digital Services
10 Salesforce.com ImplementationBest Practices & More
Dariusz KozowskiDIRECTORSalesforce.com PracticeMarcin BiaeckiDIRECTORSalesforce.com Practice
PwCs Digital Services
PwCs Digital Services
10 Best Practices
Instant access to insights and metrics fueling decision making process
Decreasing amount of time sales rep spends on offer preparation
Management focused on strategic decision making instead of micro managing single processes
Decreasing costs of sales administration
Increasing sales team capacity to meet demand of dynamically growing markets
Heavily reducing paper based workflow
Improving allocation of sales resources
Streamlined processes and reduced complexity
Create an improved customer experience through faster quotes to customers and increased sales response times
Increasing revenue with predictable Lead to closed Opportunity sales cycle
PwCs10 Best Practices
PwCs Digital Services
PwCs Digital Services
Special Guest Appearance
Rafa GolanSALESFORCE & CUSTOMER SATISFACTION MANAGERIPF Digital
PwCs Digital Services
PwCs Digital Services
QUIZ
PwCs Digital Services
PwCs Digital Services
AustraliaMeksykFinlandiaEstoniaotwaLitwaPolskaHiszpania
PwCs Digital Services
Salesforce as one stop shop for the business
PastNowFuture
PwCs Digital Services
Zewnetrzne biura kredytoweInformacje bankowe raporty Email TemplatesUpsell
Closing the loopCustomer
Measure
Insight
Action Plan
Feedback
Corrective Action
ComplaintsCustomer SatisfactionCollectionUpsell / UpgradeLead ManagementPartner Portal
PwCs Digital Services
Streamlined processes and reduced complexityDecreasing amount of time service rep spends on offer preparation
PwCs Digital Services
Standard View vs. Console ViewPay out process
Streamlined processes and reduced complexityDecreasing amount of time service rep spends on offer preparation
PwCs Digital Services
Standard View vs. Console ViewPay out process
Increasing Sales and Service Team capacity to meet demands of dynamically growing markets.Increasing revenue with predictable sales cycle
Landing PageLead Queue
Partner Portal
PwCs Digital Services
Partner PortalLeads Abandoned applications
Shortening approvals time
Automatic Attachments
Product Change
PwCs Digital Services
Initiatives automatic documentationUpsell / upgradeProduct change
Heavily Reducing paper based workflows
PwCs Digital Services
Broker process online based
Rafa GolanGlobal Salesforce and Customer Satisfaction Managerrafal.golan@ipfdigital.com
PwCs Digital Services
Confidential information for the sole benefit and use of PwCs client.Thank you!DARIUSZ KOZOWSKI, Director, Salesforce.com Practice M +48 797 326 581dariusz.kozlowski@pl.pwc.com
SZYMON CHODKOWSKI, Director, Digital PracticeM +48 572 729 519szymon.chodkowski@pl.pwc.com
We are looking forward to working with you soon
Contacts:PwCs Digital Services
PwCs Digital Services