Do you have a business case for implementing Salesforce? Are you measuring the right performance measures and driving value within your organization? Join us to learn how to boost adoption, measure effective usage, and track business performance, all to ultimately turbocharge business value across the enterprise. This session's chock-full of data and best practices you won't want to miss.
Presented by: Shannon Whorton, GE Energy and Eric Johnson, NBC Universal
Enterprise Adoption and BusinessValue: Part 2General Success: Large EnterpriseShannon Whorton, GE EnergyEric Johnson, NBC Universal
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Agenda Objective Introductions Panel Discussion Open Q&A Wrap Up with Key Takeaways
Housekeeping As we enter into the panel discussion, we will draw our questions from our Chatter page https://dreamevent.my.salesforce.com/a093000000BK R6k Post your questions to our Chatter page for this session or @mention either – @Amy Kodl – @Scott Carruth
Objective Do you have a business case for implementing Salesforce? Are you measuring the right performance measures and driving value within your organization? Learn how your peers have boosted adoption, measure effective usage, and track business performance
Panelist Eric Johnson – NBC Universal Shannon Whorton – GE Energy
Eric JohnsonVice President, Commercial Excellence
Who Is GE...We are a global infrastructure, finance, and home and businesssolutions company taking on the world’s toughest challenges. Energy Overview GE Energy GE Technology GE Capital• 8,000 users• $40B sales revenue• 78% adoption rate• Sales & Service cloud• Chatter GE Home SolnsAcross …• Power Generation• Water Solutions• Oil & Gas• Energy Management
Integrated Commercial Vision Opportunity generation • New product commercialization • Marketing campaigns & leads Proposal Generation Opportunity • Integrated Catalog Generation • Streamlined risk approval As Executed Feedback • Forecasting accuracy • Increased analytics Automated order handoff • Simplified quote conversion • Quote and order linkageOrder execution linked to Sales• Improved order clarity• Reduced touch points Continuous data flow through entire opportunity lifecycle to drive growth, profitability, and productivity
Commercial Excellence System Vision WebPresence &eCommerce interface Strategic Transactional Strategic Account Accounts & Marketing & Planning contacts communications ERPs Lead Order entry / Event Forecasting management management Partner Opportunity Call Center / Variable Relationship Mgmt management Customer Service Comp Deal management Asset SAS/TAM Data feeds & risk approvals management • Master Files Transactional Customer issue DWs • Industry data Catalog reporting resolution • As executed data Configuration Quoting • External sources Future years Sales forecasting Proposal Gen forecasting BIGMACHINES 2011 … 2012 … extending 2013 … 2014 … full simplification CRM intelligence automation • Lead sharing • Marketing • SAS/TAM modeling • Cross sell • Catalog • PRM views • Full forecasting • Up sell • Channel Mgmt • Deal pricing analysis • Auto variable comp • SAS penetration • Chatter • Deal-level approvals • Mobile delivery • OTR forecasting Full scope under evaluation
Key Best Practices and Lessons Learned Leadership kickoff workshop … dreaming session Bring in leaders from other businesses … outside opinions Staff team through annual employee review process … top talent Ensure leadership understands what the project is about … communication Start with a pilot … it is a different type of application then you are used to Start small … what are your critical processes Your processes HAVE to change Everything overlaps … can’t work in silos Give yourself buffer … things will come up Start talking about data clean up and conversion on day 1 Regional engagement … has to be a system for the end user
Eric JohnsonVice President, Commercial Excellence
Takeaways Enable the business process – every Salesforce project is a business project first It’s all about the data – focus on Master Data Management (& Master Contact Management) from day 1 forward Measure, Manage, Grow… tie results to measureable improvements: – New Customer Generation – Referral Revenue – Past Due Reduction – Cycle Time Improvements It’s not just Chatter – treat the application as your collaboration platform Users will focus on what is important… Property of NBCUniversal Do not reproduce/publish without prior consent
Panel Discussion What was the biggest challenge you faced? How do you measure business results – can you give us an example? How did you solve the data issues present in every implementation?
Open Q&A with the Panel Post your questions to our Chatter page for this session https://dreamevent.my.salesforce.com/a093000000BK R6k or @mention either – @Amy Kodl – @Scott Carruth
Key Takeaways Having a business case helps keep key stakeholders involved and interested – there is a vested interest Understand what you are measuring, manage it and grow; Tie the results to measureable improvements Bring in outside perspective Ensure leadership understands what the project is about … communication is key Start with a pilot … it is a different type of application then you are used to It’s not just Chatter – treat the application as your collaboration platform Everything overlaps … can’t work in silos Enable the business process – every Salesforce project is a business project first It’s all about the data – focus on data clean up and conversion as well as Master Data Management (& Master Contact Management) from day 1 forward
Questions & Answers Shannon Whorton Commercial CIO Eric Johnson Vice President, Commercial Excellence Scott Carruth & Amy Kodl Customer Success
Enterprise Adoption and BusinessValue: Part 2Eric Johnson, NBC UniversalShannon Whorton, GE Energy
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