Strategies for Measuring and Securing ROI with Salesforce

Strategies for Measuring and Securing ROI with salesforce.com Rick Davis, SunTrust Bank Senior Vice President, Commercial Information Services Scott Williams, salesforce.com Engagement Manager, Global Enterprise Services

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Key Things to Take Away…. ,[object Object],[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SunTrust Bank Profile ,[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Banking EMPLOYEES: 35,000 GEOGRAPHY: Southeast US PRODUCT(S) USED: SFA, Service & Support # USERS: 2700 BU’s Deployed: Commercial Banking, Business Banking, Private Wealth Mgt, Leasing, Commercial Banking Service Center, Commercial Loans, and Treasury Mgt Help Desks

100 User Pilot – Proof of Concept ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Data, Integration & Training Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The SunTrust Playbook (Rollout Guide) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Identify Key Strategy and Business Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Identify Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Effective Solution Design: Relationship Management Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Effective Solution Design: Relationship Planning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Effective Solution Design: Consistent Sales Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Building a Business Case Effective Solution Design: Cross LOB Partnership - 360 Degrees ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Overall Results Attributed to Salesforce.com ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Improvement in Referral Participation ,[object Object],[object Object],[object Object],Improvements from Salesforce: Loans: 5% Treasury Management: 7% Corporate Finance: 21% Personal Wealth Management: 31%

Improvement in Sales Activities to Identify More Opportunities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Calls per Salesperson per month Sales Activities Improvement with Salesforce 8% CAGR

Improvement in Lead Relationships ,[object Object],[object Object],[object Object],[object Object]

ROI from Salesforce ROI on Salesforce (2 years) 997% NPV on Salesforce (2 years) $2 Million Revenue ($US) 18% CAGR SunTrust Revenue

Key Success Factors to Achieving ROI ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Rick Davis Senior Vice President, Commercial Information Services Scott Williams Engagement Manager, Global Enterprise Services QUESTION & ANSWER SESSION

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 175 #### For example, “ Session 123, 5555 ” Session ID: 175 Session ID # Scores for 4 categories SMS Voting powered by:

Strategies for Measuring and Securing ROI with Salesforce

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