Grow Faster With The Right Data

50 %
50 %
Information about Grow Faster With The Right Data
Business & Mgmt

Published on January 27, 2014

Author: Salesforce

Source: slideshare.net

Description

Best practices for growth through the right strategies at the right time.

Grow Faster With The Right Data Best practices for growth through the right strategies at the right time Harish Peri, Salesforce.com Fran Blumenfeld, Meridian Group Intl

Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forwardlooking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Housekeeping Notes 1 Join the conversation on Twitter Post Your Questions In the question box Webinar Moderators Social Stream Use Hashtag #growwithdata On Twitter

Session Participants Harish Peri Product Marketing Director, Data.com Fran Blumenfeld Corporate Communications Director, Meridian Group International

Agenda   The Growth Question(s)   The Four Categories Of Growth   Meridian Group Intl – Scalable Business Case Study   Data, People & Process Best Practices   Key Takeaways & Next Steps

The Growth Question(s)   What’s the secret to sustainable growth?   Do I have the right strategy in place to grow my organization?   How do I allocate resources to grow the right way?

No ‘One-size-fits-all’ Answer Depends on where you’re focused as an organization

The Four Categories of Growth Hustling Startup Growth Machine -  Find customers -  Establish foothold in market -  Stay lean and fast -  Balance growth and control -  Improve communication -  Increase productivity Focus: Building Demand Challenges: Focus: Keep Momentum Challenges: Scalable Business Optimized Enterprise -  Scale efficiently -  Integrate processes/data -  Organizational siloes -  Manage channels/partners -  Organizational overhead -  Innovation over intertia Focus: Strategic Expansion Challenges: Focus: Sustainable growth Challenges:

Meridian Group International A ‘Scalable Business’ Case Study

Better data visibility for improved cross-selling Fran Blumenfeld Corporate Communications Director

Who We Are Meridian Group is an organization of companies helping businesses around the world optimize the strategic value of their IT investments.   Privately held; founded in 1979   Foundation in equipment leasing and brokerage   Global reach   Over 1300 technical certifications across multiple vendors

The CHALLENGE Continual growth by acquisition presents challenges when trying to present “one face” to our customers   Prospect and account duplicity   Inaccurate data   Mapping Meridian to our customers

The SOLUTION Create a single view of our customers for marketing and sales, allowing us to track and drive business across our portfolio as a unified enterprise   Salesforce.com – platform for customer data   Data.com – improved customer insight   Pardot – ongoing customer communication   People/Process – Marketing owns customer data stewardship across all units; map customers to D&B DUNS hierarchy to understand our relationships

Data, People & Process Best Practices

Category 1 – The Hustling Startup   Its all about ‘test, measure & refine’ Data Strategy Process Strategy People Strategy   Use CRM aggressively   Define and experiment with titles & industries   Data acquisition plan   Demand gen tactics   Enforce CRM usage   Define & enforce KPIs   Hire hunters   Outsource non-core functions   Define sales roles you need

Category 2 – The Growth Machine   You’re nailing it. Now do what’s working, over and over and over Data Strategy Process Strategy   Focused data cleansing   ‘Smart’ data – adjacent verticals & decision makers   Reporting   Establish best practices: lead gen, lead flow, hand-offs   Data governance 101   Enforce CRM usage People Strategy   Invest in Sales Ops   Invest in Marketing: ops, customer references, lead gen   Invest in CRM admin

Category 3 – The Scalable Business   Take a moment, and get your house in order Data Strategy   Single source of truth   3rd party data standard for - territory planning - whitespace - lead routing   Data ‘priority’ Process Strategy People Strategy   Audit data flows   Define data quality & survivorship rules   Implement consistent processes for territory planning, seg. analysis   More defined sales support roles – channel mgrs, sales strategy, enablement   Set up dedicated data stewardship team – need exec sponsorship   Establish CF committee for data governance

Category 4 – The Optimized Enterprise   Double down for long-term growth Data Strategy   Enterprise-grade single source of truth   Automated CRM data cleansing strategy   Invest in data analytics Process Strategy   Internal data ‘SWAT’ team:   document system architecture   data flow around CRM   Regular data audits & process reviews People Strategy   Focus on specialization   Build out operations, strategy & business analyst roles   Identify Centers of Excellence to champion DQ initiatives

Key Takeaways & Next Steps   Download the Grow Faster with the Right Data eBook   bit.ly/eBookRightData   Continue conversation on Twitter: #growwithdata   Take this back to your workplace   Setup a kickoff meeting with the key stakeholders   Decide which category you’re in   Craft a 30-60-90 day action plan that keeps data+people +process consistent   Implement in small pilots and show measurable wins

Q&A

Add a comment

Related presentations

Related pages

Grow Faster with the Right Data - YouTube

Best practices for growth through the right ... Grow Faster with the Right Data ... Kelly Services Finds Leads Faster With Data.com ...
Read more

Grow Faster With The Right Data - BrightTALK

Organizations of all sizes wrestle with the challenge of how to grow their business. From the startup, hustling to build demand to the large enterprise ...
Read more

Grow Faster with the Right Data : Email Data Group

Through right customer data optimize business growth and customer engagement as well as set reminders to follow up with personalized messages.
Read more

Grow Faster With Right Data eBook - Salesforce.com

What’s your business growth strategy? Do you have the right people, processes, data, and technology strategies in place to achieve your goals?
Read more

Grow Sales Faster with the Right Data (1) - YouTube

Looking for an edge in how you sell and market to customers? Successful companies know their customers and prospects better, connect to them ...
Read more

Grow Faster with the Right Data at the Right Moment

Grow Faster with the Right Data at the Right Moment ABOUT
Read more

Grow forward with faster, simpler, and flexible ERP.

grow 35% faster with better data.1 ... you’re making the right offers to the right customers at the right time. And, ...
Read more

Science Project - Selah School District

12. record the plant growth for 5 weeks and record the data ... You just have to have the right ... special nutrients that help the plants grow faster and ...
Read more