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Information about MEX012_Johnson

Published on January 13, 2009

Author: aSGuest10400


Equipping Sales to Win More(And Call You Less!) : Equipping Sales to Win More(And Call You Less!) Andres Bang, NBC Universal Ian Brown, TriNet HR Bill Rozier, Ciena Gregg Johnson, Track: Marketing Executives Slide 2: Safe Harbor Statement “Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. Slide 3: Gregg Johnson Product Management Slide 4: Andres Bang Ian Brown Bill Rozier Marketing Teams Have Three Primary Goals : Marketing Teams Have Three Primary Goals Create Awareness Generate Leads and Pipeline Arm the Sales Organization Primary Focus of Today’s Session But Marketers Face Challenges with Arming Sales : But Marketers Face Challenges with Arming Sales No Feedback Loop Inability to Publish Directly Ineffective Version Control Data Sheet v071507.b Data Sheet v062807.c Does this data sheet reflect the latest product features? How much lead time do I need to give IT to get a document published? Are any sales reps using these materials? Are they working well? Hard For Reps to Find Content Why does it take 15 minutes to find a document in all these folders? Slide 7: Andres Bang Director, IT Marketing Initiatives All About NBC Universal : All About NBC Universal NBC Universal NBC Universal is one of the world's leading media and entertainment companies in the development, production, and marketing of entertainment, news and information to a global audience. Formed in May 2004 through the combining of NBC and Vivendi Universal Entertainment, NBC Universal owns and operates a valuable portfolio of news and entertainment networks, a premier motion picture company, significant television production operations, a leading television stations group and world-renowned theme parks. NBC Universal is 80-percent owned by General Electric and 20-percent owned by Vivendi. INDUSTRY: Media EMPLOYEES: 15,500 GEOGRAPHY: Global # USERS: 435 (CRM), 500 (Content), 225 ( PRODUCT(S) USED: SFA, Content, Slide 9: Network Cable Local Stations TV Production Syndication/Library Theatrical Home Entertainment (DVD) Library International Hollywood Orlando Int’l licensing iVillage Hulu Equity investments Four Operating Segments - $15.4 B Television Film Parks Digital The Challenges We Faced : The Challenges We Faced We were looking to address several key pain points: Centralization and Inventory of Marketing Assets Sponsorships Integrations Product Placements Innovative Promotions Collaboration of Various Business Units Reuse Ideas Commoditization of Non-traditional Inventory One Stop Shop Why We Chose Salesforce CRM Content : Why We Chose Salesforce CRM Content Versus Taxonomy Based Individualistic Metadata Search Wisdom of the Crowds Why Our Rollout Has Been a Success : Why Our Rollout Has Been a Success People can find RELEVANT information QUICKLY Operationalize “soft & fuzzy” benefits Embedded into core business processes Measured and managed – all about monetization Idea Assemble Sell Realize Slide 13: Ian Brown Senior Internet Marketing Manager All About TriNet Total HR Services : All About TriNet Total HR Services Founded in 1988 in the San Francisco Bay Area, TriNet provides strategic, cost-effective payroll, benefits, and HR outsourcing services to companies throughout the United States and Canada. INDUSTRY: Human Resources Outsourcing/PEO EMPLOYEES: 450+ GEOGRAPHY: United States and Canada # USERS: 132 (CRM), 84 (Content) PRODUCT(S) USED: SFA, Content, Mobile Slide 15: The Challenges We Faced Content hosted on internal web server Rapidly growing sales teams Not searchable Not physically managed by the creators No one could find what they were looking for New reps need to get up to speed, fast! Useful to see what more experienced reps use + Why We Chose Salesforce CRM Content : Why We Chose Salesforce CRM Content Much better way of managing our marketing collateral Gives marketing insight on the usage of certain documents Ability for the sales organization to provide feedback Reduce the number of requests from sales Why Our Rollout Has Been a Success : Very short roll-out time frame – 3 Weeks! Introduced Salesforce CRM Content at National Sales Meeting Immediate follow up training within one week Communication regarding the content Feedback from Sales and response from marketing within first 24 hours Reduced request for sales collateral Added personalized collateral to Salesforce CRM Content Why Our Rollout Has Been a Success Slide 18: Bill Rozier VP of Global Marketing All About Ciena : All About Ciena Ciena Corporation is a supplier of communications networking equipment, software and services that support the delivery and transport of voice, video and data services. Its products are used in communications networks operated by telecom service providers, cable operators, governments and enterprises worldwide. INDUSTRY: High Tech EMPLOYEES: 2,000 GEOGRAPHY: Global # USERS: 180 (CRM), 370 (Content) PRODUCT(S) USED: SFA, Content, Marketing, multiple AppExchange applications The Challenges We Faced : The Challenges We Faced Lots of complexity in enabling the sales organization Highly technical products Global customers, multiple languages Multiple authors throughout Ciena We were looking to address several key pain points: Difficult for sales to find key materials in a single location No feedback from sales on what works well (and doesn’t) No auto updates to existing collateral or presentations Why We Chose Salesforce CRM Content : Why We Chose Salesforce CRM Content Quickly and easily get content to Sales, SE’s, etc. Manage sales and marketing knowledge center, as well as other "centers" like Competitive and Market Analysis Link documents to Leads, Campaigns, etc Sales, SE’s and others can subscribe to documents, tags, and authors to receive content notifications Integration with Portals for Partners, Analysts and Customers Marketing collateral reports such as number of downloads, number of subscribers to know what content is best Why Our Rollout Has Been a Success : Why Our Rollout Has Been a Success Good communication, training and monthly refresher sessions The numbers show the success: 286 out of 370 Users have logged in the last 30 days 909 total uploads 2,250 total subscriptions 23,364 total downloads Rollout Comparison : Rollout Comparison 435 CRM + Content 65 Platform + Content Sales Marketing Pricing & Planning Commercial Excellence Sales Marketing Pricing & Planning Commercial Excellence Monetization of Content # of Users Content Publishers Content Consumers What’s Unique 132 CRM 84 Content Marketing Possibly Sales Ops Sales Providing customizable PDFs via Content 180 CRM + Content 190 Content-only Global Marketing Product Management Product Engineers Sales Engineers Corp Comm Channel Marketing Sales Sales Engineering Training Program Management Integrating Content with Partner & Customer Portals Slide 24: Andres Bang Ian Brown Bill Rozier Sneak Preview: Our Planned Spring ’09 Features : Sneak Preview: Our Planned Spring ’09 Features Presentation Assembly Content Packs Content Delivery Build a customized presentation with approved slides in minutes Provide sales with pre-built packs of prospecting materials Deliver content to recipients and track consumption to pinpoint interest What We’re Doing Next With Content : What We’re Doing Next With Content Recap decks and video (delivered what we promised) Marketing idea assembly Presentation assembly and packs with industry-specific slides and collateral Content Packs and Delivery to make “mini-campaigns” for reps Enable sales, marketing, and product managers to assemble Content Packs and presentations Session FeedbackLet us know how we’re doing and enter to win an iPod nano! : Session FeedbackLet us know how we’re doing and enter to win an iPod nano! Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: Overall rating of the session Quality of content Strength of presentation delivery Relevance of the session to your organization Additionally, please fill in the name of each speaker & score them on overall delivery. We strive to improve, thank you for filling out our survey. Slide 28: ANDRES BANG Director, IT Marketing Initiatives GREGG JOHNSON Product Management QUESTION & ANSWER SESSION IAN BROWN Marketing Manager BILL ROZIER VP of Global Marketing

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