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Consumer Goods Session:
Foodservice, Thursday, 9am
Moderator:
Mike Jortberg
Speakers:
David Thomsen, CocaCola
Adam LeDonne, Kellogg’s
Safe Harbor
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Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Mike JortbergDirector, Salesforce Services
Chicago, Consumer Goods
mjortberg@Salesforce.com
(847)962-3321
Foodservice
David Thomsen, The Coca-Cola Company (23 yrs)
• TCCC, Senior Manager II Sales Deployment FSOP (1 yr)
• TCCC, Senior Manager II IT – Commercial Leadership (1 yr)
• Coca-Cola Refreshments, Business Systems Analyst II SAP (7 yrs)
• Coca-Cola Enterprises, Business Analyst I – Pricing (7 yrs)
Adam LeDonne, Kellogg’s (2 yrs)
• Kellogg’s, Director Sales Strategy (2 yrs)
• Heinz, Sale Productivity Group Leader, Category Development Manager, Associate
Brand manager Chef, Associate Manager, Product and Supply Planning, Inventory
Control Representative (13 yrs)
FoodserviceBusiness Challenge
Solving communication gaps and
data sharing challenges between tiers
Streamlining marketing, selling and support within each tier
Place
Customer or
Partner logo in
white area of
slide, centered
David ThomsenSenior Manager II – Deployment IT (Sales)
Business ChallengesThe Sales Force Toolkit Lotus Notes system is a burning platform whose Web interface supports the NFSOP, NRS, and Region Sales businesses
• 10+ year old infrastructure/hardware
• Lotus Notes development and support skill gaps – out of warranty support
• No Disaster Recovery
• System outages and performance issues during critical business planning windows
• Very limited ability to deliver new capabilities (skills and technology)
• TCCC Global IT is exiting from supporting Lotus Notes in August 2014 - support will be transferred to CCR
Sales Force Toolkit (SFTK) Lotus Notes Re-Platform
Objective
Address a burning system platform and retire the National FSOP Lotus Notes Database system and also…
• Provide a foundation and sustainable solution for NRS, FS&OP, and Region customer account teams (build the platform infrastructure)
• Continue to deliver current business capabilities
• Leverage existing and destination technology solutions where possible
Scope
• Develop a roadmap for replacing ALL Sales Force Toolkit Lotus Notes applications with targeted technology solution(s) and retiring the Lotus Notes Databases following an established roadmap
• Leverage the Sales Force Toolkit Web UI as a front-end where applicable based upon destination solutions
Classified - Internal use
Sales Force Tool Kit Replacement Project
Sales Force Toolkit is a Lotus Notes system that supports the day to day functions of a
$4 Billion National Food Service business.
Our National Retail Sales team does not have a single “Go To” destination to support their customer management needs.
Classified - Internal use12
Project Vision
Provide our National Customer Account teams with a single, easy to use
platform to efficiently access business capabilities to best serve our
Customers and fully replace Lotus Notes
All Three CCR Sales Teams Leverage NFSOP Chain Security To
Manage Chain Customers
Classified - Internal use
Planning
Acc Xfer
SET
RIM
MCSS
Subway
Volume
Research
BID
Agency BID
BK
CFV
LOS
TrackerCAS CRM
SAP CRM
SAP - CONA
SFA
Customer Outlet FocusOutlet focus within CCR Territories
Customer Chain FocusOutlet focus within CCR Territories
Leveraging NFSOP Chain Security
NRS and Region Sales Key Accounts
NFSOP
Business Challenges
Salesforce Footprint/Solutions
• A mix of SaaS and PaaS offerings from Salesforce to best fit the application needs with AppExchange to increase abilities
• WebMethods integration layer for pushing mainframe data into Salesforce
• All apps fit Sales and Service Clouds or the force.com Platform
• Nearly 1,500 users across 3 phased releases
Business Results
• Move off a 15+ year old platform
• All the scalability, flexibility, and modern UI that Salesforce provides
• Users can stop being hampered by Lotus Notes workarounds and can start
focusing on the business and innovation
• All apps are candidates for mobile access via Salesforce1*
– All apps now will have from-anywhere access…relaxing the need for a special Client or VPN
• Reduced data redundancy, increased data visibility (Customer 360), maintained
data security architecture
• Excited users with a high level of user adoption and evangelism throughout their
departments
Place
Customer or
Partner logo in
white area of
slide, centered
Adam LeDonneDirector of Sales Strategy
Kellogg Specialty Channels
Kellogg’s Specialty Channels
Foodservice
Convenience
Vending
Girl Scouts
All Other
Distinct Business Channels
Across Multiple Segments
Associate OpportunityIncrease Productivity of Our Most Valuable Asset
Employee
Engagement
GOS - Opportunity
1.Work Life
2.Work load
3.Leaders making change to compete
4.Trust leaders of Kellogg
5.Open two way communication
6.Communication to do Job
Gap from Norm
1. (31%) below
2. (34%) below
3. (22%) below
4. (18%) below
5. (17%) below
6. (17%) below
OPPORTUNITY
Associate OpportunityIncrease Productivity of Our Most Valuable Asset
From To
33% of our AOP GSV in
effectiveness upside
Salesforce Footprint/Solutions
Automate your
Processes
Make Smart Decisions
Collaborate
with Partners
Sell from
Anywhere
Find New Customers
Connect
& Sell
Connect to win
Gather
Social Intelligence
Everything a Salesperson
needs in 1 minute
Saving Time Though
Simplification
Saving Time Though Social
Collaboration
Saving Time
Though Social
Driving Significant Engagement By Delivering Value
Engagement
283%1 Improvement in KSC
Engagement Since Launch
Delivering on
Committed Objectives
Integrated Selling System (ISS)
1 – Number of KSC user logging into system week 24 vs week 33
Lessons Learned
End User First Don’t Eat an Elephant Be FlexibleKnow there are things
you don’t know
Foodservice Questions
• How do you define the line between “Front Office” and “Back Office”?
• What are the biggest changes you’ve seen in this industry in the past
few years?
• Where do you see the market going in the next three years?
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