GUIDE. 5 Examples of Excellence with Seismic + Salesforce

Transcription

1 GUIDE 5 Examples of Excellence with Seismic + Salesforce

2 Introduction What is the one thing Salesforce needs in order to maintain market dominance? It needs proof that Salesforce users experience its full value predominantly through high adoption and usage rates. But many sales reps only update Salesforce when they are required to, normally on a monthly or quarterly basis. While Salesforce undoubtedly makes managing customer relationships easier, some Salesforce champions do not see the adoption rates and frequent usage they desire for such an investment. How can you be sure that Salesforce is being optimized by sales reps, and that its ROI is as high as possible? The key to making Salesforce stickier is to get people to use Salesforce during the process of selling: when a rep is using sales collateral to interact with the prospect. The three main features that Seismic provides as a Salesforce partner are: Contextually-relevant content for each specific buyer interaction The ability to create personalized, customizable, on-brand presentations Universal accessibility (via Salesforce, Salesforce1, browser, Seismic app; all devices) Unlike any other Salesforce ISV partner in the document generation space, like Drawloop and Conga Docs, Seismic is the only enterprise-grade solution that automatically updates documents pulling from data in Salesforce AND outside of Salesforce, such as data warehouses, third-party applications like S&P Capital IQ or LinkedIn. Seismic spoke with five customers to discover how they use Seismic and Salesforce to prepare their reps for personalized sales interactions with the contextually correct content on any device. The three major benefits these customers experienced are: Increased effectiveness, through content personalization Increased effectiveness, through saved time Salesforce adoption and usage 2

3 The following five cases are testaments to how Seismic and Salesforce work together to bring a flawless and powerful solution to sales reps. Examples of Excellence Channel Advisor Channel Advisor, a cloud-based ecommerce software provider, is a heavy user of Salesforce.com and was having difficulty keeping its marketing assets organized and updated. Its marketing team was spending far too many hours updating its monthly reports, finding that static documents that require manual updating were inefficient and ineffective. This company needed a way to automatically update its marketing assets each month. ROI: Seismic allowed this company s marketing team to develop customizable presentations based on its generic, core sales deck. This allowed its sales team to customize each pitch, select from a library of optional and personalized slides, and deliver the perfect deck, all from within Salesforce. The marketing team is now able to update shared slides and images independently of the deck, so sales reps always have the most updated version and are able to pick the exact slides they want for each meeting. This has saved the marketing team significant time with monthly updates. In addition, these presentations are now available to the team from their ipads or from within Salesforce, saving the sales reps time every day and making them more frequent users of Salesforce. GE Aviation GE Aviation, an operating unit of GE, is a leading provider of jet and turboprop engines, components and integrated systems for aircrafts. Its sales reps were having trouble customizing presentations, and were wasting valuable time manually updating these for each customer interaction. Generating reports took hours, and GE Aviation was looking for a way to automate the process. ROI: Seismic delivered a state-of-the-art workflow app, fully integrated with Saleforce.com that allowed reps to access data dynamically from Salesforce, build custom PowerPoint decks and easily deliver them to management with the push of a single button. GE dramatically reduced report generation timelines from hours to seconds, and increased senior level buy-in of Salesforce and Seismic usage to 100% in under two weeks. GE now has single-button integration with Salesforce, which has made the entire organization more productive as a result. 3

4 Pandora The Pandora marketing team was planning for massive personnel growth and scale, with new local sales teams in 15+ markets and plans for more. Each market had three pieces of data-heavy content, which required frequent manual updates. Before Seismic, Pandora spent 40 hours on the production, design and editing of 75 pieces of content (one-pagers, customized decks, and presentations). Pandora needed a way to manage their library of sales materials that support their advertising sales organization without having to manually pull data from Salesforce each time. ROI: Now, Pandora s data is automatically updated from Salesforce in Seismic, so it is able to virtually eliminate the manual updates that were previously necessary from data sources. Pandora s marketing team reduced its content production time from 40 hours to 9, yielding a 77% reduction in design and production hours. Further, it increased its content production output, from 75 pieces of content to 151. This 50% increase in content has made Pandora s advertising sales reps much more versatile and productive, and has saved its marketing team hundreds of productive hours a year. Synchrony Financial Synchrony Financial, formerly GE Capital Retail Finance, had hundreds of sales reps creating and editing sales decks and reports for each meeting. This was wasting two full days a week per rep that could have been used to sell and spend time with customers. The company s data was stale quickly; reps would download data in Excel reports on Monday, and by the time they met to discuss it on Friday, the data was four days old and completely obsolete. ROI: With Seismic, Synchrony s sales reps are now generating reports on their ipads with data from Salesforce. Previously, they were required to physically go to the office to build reports with Salesforce, but now they can generate dynamic store reports and pitches in seconds, from any device. This saves each rep 8-12 hours per week on average, which they can spend closing more deals and in turn generating more revenue. Walking into meetings with the latest and greatest Salesforce data at reps fingertips has improved the productivity and overall competency of Synchrony. Workday Prior to Seismic, Workday had a need to increase their sales efficiency by delivering customer stories into their sales representative s hands that were contextually relevant to the upcoming meeting. All customer stories would have to be manually identified based on the opportunity at hand. The stories would have to be updated with current graphics, branding and data by hand, and all stories 4

5 would have to be compiled manually into a single presentation. This represents hours of work for a single prospect meeting, which proved to be inefficient and impractical. Sales reps were wasting time pulling data from Salesforce each time they had to create a new deck or case study. Further, when reps couldn t find the most updated version, they would either edit the outdated version they had stored locally, or they would simply use the stale customer stories that they felt comfortable with. ROI: Using Seismic, Workday was able to streamline this workflow significantly. Sales reps can now access Seismic through Salesforce to generate the customer story presentation. Key attributes of the prospect are pulled automatically from the Opportunity object in Salesforce, which are then matched to Workday s customer stories. Seismic then filters through Workday s customer stories in order to identify the most appropriate ones to present. The user then generates the final presentation in a matter of minutes and is off to the meeting with a set of relevant customer success stories to present to the prospect. With Seismic s solution implemented, the time Workday spends creating these customer stories is a matter of minutes, and sales reps are armed with point-and-click customer success stories instantly. 5

6 Conclusion The measure of a successful CRM implementation is whether sales reps and executives alike find that it increases productivity and improves insights into the sales process. With Seismic, these five companies exhibited distinct improvements in their Salesforce functionality, including the adoption and usage rates of Salesforce. Other improvements they report are more effective selling with personalized presentations, more efficient marketing functions with the time saved updating content, and increased alignment between sales and marketing. Giving reps a valuable incentive, such as access to up-to-date, personalized content, and usage and adoption rates of Salesforce will increase. Salesforce is already powerful on its own, but these five companies found a way to make it stickier, more usable, and more successful. To find out how companies measure the success of their sales enablement strategies, download the Guide to the 12 Must-Have KPIs for Sales Enablement. Download Now 6