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Jim Malloy and Barbara Kuntz
Vice President Sales and CRM Admin Hero
Miyachi Unitek
[email protected]; [email protected]
Lower Costs AND Drive Big Deals: Salesforce Mobile
Sales II: Advanced Strategies
Ethan AlexanderDirector, Salesforce Mobile
Moderated by:
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.
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Miyachi Unitek
• INDUSTRY: Manufacturing
• EMPLOYEES: 200
• GEOGRAPHY: Global
# Salesforce USERS and Mobile Users: 140 salesforce, 35 Mobile
Products in use: SFA, Service & Support, Mobile
AppExchange Apps: • Mass Update Opportunity Close Dates
• Mass Update Addresses Change
• Marketing Influence Report
• Salesforce for Google Adwords
• CRM Surveyor
• Vertical Response
• Adoption Dashboards
• MapQuest for AppExchange
Miyachi Unitek is the Leading Supplier of Equipment and Systems for Resistance Welding, Laser Welding, Laser Marking, Heat Seal Bonding, and Hermetic Sealing to the Global Electronics, Automotive, Medical Device, and General Industrial Markets
Case Study Template – Key Challenges
Business Challenges 16 Sales Managers working with 45 Manufacturers Sales Representatives
(Partner Companies) in just about every country in the world
Lugging laptops all over the world Updates from the field into salesforce Forecasting “non-existent” Field sales efficiency Email and last minute phone calls don’t cut it
Technology Challenges• Internet browser is just not in the rental car / airplane• Real time means real time
Key Challenges
Summary of Challenges
• High Costs
• Reduced revenue
• Inefficiency
• Low customer service
Help is here
Objectives for the Field Users of Salesforce
Develop “wow” and usability factor from the sales management team - like wireless e-mail
Improve timeliness and quality of salesforce.com data updates
Improve field sales management productivity with customers and partners worldwide
Increase sales rep adoption and usage
Deployment DetailsStreamline some parts of SalesforceDeployed Salesforce Mobile to our 35 Global UsersTrained them on web versus MobileWorked with an Authorized Mobile Integrator: Ventus Solutions
Salesforce Mobile Makes a Difference
What were the results? Data connections no longer a question
Instantaneous Salesforce updates - Data quality much
improved – 80+% log in
Forecasting is now accurate and up to date
Field sales efficiency up ~ 50% and the WOW factor is here
Productivity gain of 6 hour per week per field sales person
0.5% sales increase due to faster customer service and being
first to an opportunity
• Windshield Time is now Productive Time
Bigger Deals and Lower Costs? Where?
Bigger Deals (Jim….here I’m trying to tie in the title to the
success – we can keep or lose it)
Found in better management of relationships
If you know the opportunities you know where the deals are
Leave no excuses on the table – the customers appreciate the
focus and strength of the reps
Lower Costs
Efficiency and ownership of the deals are in the field
Mobile has added hours to our work week
I will have to get back to you is replaced by I have it right here
How to Apply What You’ve Learned
• Determine your mobile objectives
• Utilize supported mobile devices
• Work with your field users to identify simple yet key
“wows” to win together
• Training is key to adoption and success
• Make your goals all your goals
• Continually improve on what works and share the
team wins
Demo of Mobile
Key uses such as Call Logging, Opportunity
Management and custom Views
Jim Malloy and Barbara Kuntz
Vice President Sales and CRM Admin Hero
Miyachi Unitek
[email protected]; [email protected]
Ethan Alexander
Moderated by:
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