Sales Collaboration

1
Sales Collaboration Networking
Track Sales/Sales Operations Executives

• Jane Isaac, Open Solutions
• Gary Roth, United Capital
• Peter Lee, salesforce.com

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What does Collaboration mean for Sales?
People working together to close deals
Sales Engineer
700k
Product Specialist
Business Analyst
Account Executive
1.1M
3.5M
Sales Operations
4
How can Salesforce CRM help me collaborate? Keepin
g everyone on the same page
A place to work
Sales Engineer
Product Specialist
Collaboration Spaces
Business Analyst
Share Everything in one place means you control
who sees what
Account Executive
Coordinate Workflow and Notifications to keep
everyone in sync
Sales Operations
Measure Success Reports Dashboards to track
progress
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Jane Isaac Director, Sales Operations
Company Logo Here
6
All About Open Solutions, Inc.
Based in Glastonbury, CT., Open Solutions sells
financial software systems to financial
institutions world-wide in an ASP or an In-house
licensed environment. Over 4,000 clients
world-wide use at least one of our services.

• INDUSTRY Software
• EMPLOYEES 2,000
• GEOGRAPHY Global
• USERS 225
• PRODUCT(S) USED SFA, 3 downloaded AppExchange
  applications

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Our Sales Organization

• 10 Unique Business Units - Core Sales Teams are
  primary
• Highly collaborative sales efforts, with Core
  Sales Reps as the lead sales person
• Complementary Product deals often "attached to
  Core deals.
• Sales Reps are compensated on attached sales in
  addition to their own sale.
• Complementary Product Sales Reps have their own
  quotas.

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Business Challenges

• Complementary sales reps support 30 Core Sales
  Reps (avg. 100 current opportunities per
  complementary rep).
• Attached Deals need to be kept aligned despite
  multiple opportunities, time zones and travel
  schedules.

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Sales Forecasts were a manual effort and not
collaborative

• Each Business Unit had their own spreadsheets.
• No standardization across Business Units reports.
• Sales Managers would email updates to Executive
  Assistants for compilation.
• Missing information needed at the Executive
  level
• What cross-sell opportunities are included?
• What is the total deal value?

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Today automated real-time collaboration

• With Salesforce CRM, we did 6 key things
• Use an Open sharing model so everyone can see
  each others deals,
• Standardized to one Sales Process across all
  units,
• Used custom fields validation rules to identify
  collaborative opportunities,
• Created a Custom Object for Attached
  Opportunities,
• Created workflow and validation rules with email
  alerts to notify team members about changes in
  the Core deals, and
• Built Standard reports to monitor and measure.

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Automated Real-time Collaboration

• Use Opportunity Types to identify joint
  collaborative opportunities.
• Created validation rules that enforce data
  compliance.
• Joint opportunity types requires
• Attached Opportunity
• Core Sales Rep

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Fields with Workflow Rules enforce data and
trigger alerts
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Custom Object Attached Opportunities shows on
the Parent Opp.
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Sample Email Alert

• Workflow rules trigger emails to other sales
  people.
• Message includes all the critical points of
  information.
• Provides links to make it easy to update their
  opp.
• Eliminates manual efforts (calls, etc.) to
  inform.

15
Standard Reporting

• Sales Reps and Sales Management need to measure
  on the same things.
• Show the Total Value of Collaboration on at least
  one report.
• Sales Managers use this for coaching.
• Reps can quickly see how they are doing compared
  to their peers.
• Automate reporting with scheduled, emailed
  reports.

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Collaboration Report
Managers can quickly who is collaborating and who
isnt. Great coaching opportunity.
Reps can see how they benefit For this rep,
it means 80 more quota credit and more
commission dollars in his check!
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Next Steps

• Roll out Salesforce CRM Mobile
• Reps can update their opps right when they get
  the email alerts.
• Roll out Partner Portal
• Extend the Sales Collaboration with our Alliance
  Partners.
• Key Takeaways
• Automate wherever possible make use of the
  tools you have.
• Evaluate other tools all the time, looking for
  ways to improve.
• Put yourself in the Sales peoples shoes make
  it easy for them to comply but dont do the work
  for them WWofSF
• Make sure they can see how it means more in
  their pockets.
• Use metrics to coach for improvements. Focus your
  time with the middle-performing reps.

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How can Salesforce CRM help me collaborate? Keepin
g everyone on the same page
A place to work
Sales Engineer
Product Specialist
Collaboration Spaces
Business Analyst
Share Everything in one place means you control
who sees what
Account Executive
Coordinate Workflow and Notifications to keep
everyone in sync
Sales Operations
Measure Success Reports Dashboards to track
progress
19
Gary Roth COO CFO United Capital Financial
Advisers
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All About United Capital Financial Advisers
United Capital Financial Advisers is a national
Registered Investment Advisory firm (RIA)
providing Financial and Investment Advice to
individual and institutional clients, with over
10B in Client Assets Under Advisory.

• INDUSTRY Financial Services
• EMPLOYEES 125
• GEOGRAPHY National
• USERS 90
• PRODUCT(S) USED SFA

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Model Distributed Team of Owner-Operators

• 20 offices across 9 states headquartered in
  Newport Beach, CA
• Aggressive growth through acquisition
• Wealth Advisers are owner-operators of member
  firms
• The corporate office provides
• Back office support
• portfolio research
• client segmentation analysis
• product selection
• sales leadership

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Sales Collaboration Challenge

• Leading coordinated campaigns across our member
  firms to proactively pitch new products to our
  clients
• Doing this well has significant impact
• Drives net new revenue
• Efficiencies of scale
• Revenue is predictable for the first time

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Driving Client Action Plans with Salesforce

• 3 key steps
• Data driven analysis to match products with
  client needs
• Proactively generate new Opportunities and attach
  them to the client record
• Push weekly summary reports ahead of client
  meetings to feed Opportunity suggestions through
  the pipeline
• Advisers and Staff then accept / reject these
  suggestions, feeding our analysis for the next
  campaign

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Opportunity Matrix View By Category and Client
Advisors review opportunities by product type
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Master Report View by Type and Revenue Value
Potential Revenue Value Identified
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Status Report View by Opportunity Status and
Stage
Status of Opportunities updated by the local
office
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Weekly Detail Report- View Opportunities by
Client Scheduled Meeting
All opportunities for a week visible in one report
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Effective collaboration means more revenue

• Each office now has a customized "business plan"
  of client action items at all times
• Revenue streams are more predictable and managed
• 25 of all FY08 revenue driven by CAP
• Validates our acquisition growth model
• On average, acquired firms experience 38 revenue
  growth after adopting CAP

29
How can Salesforce CRM help me collaborate? Keepin
g everyone on the same page
A place to work
Find the right team
Sales Engineer
Product Specialist
Collaboration Spaces
Business Analyst
Share Everything in one place means you control
who sees what
Account Executive
Coordinate Workflow and Notifications to keep
everyone in sync
Sales Operations
Measure Success Reports Dashboards to track
progress
30
How can Salesforce CRM help me collaborate? Produc
t Roadmap Themes
Find the right team
A place to work
Internal Experts
Your Professional Network
Collaboration Spaces
Connect the Dots Use LinkedIn, co-workers, etc.
to build relationships with your decision makers
Find Similar Opportunities Leverage the selling
wisdom of your organization
Share Everything in one place means you control
who sees what
Coordinate Workflow and Notifications to keep
everyone in sync
User Profiles Quickly identify experts and
expertise
Measure Success Reports Dashboards to track
progress
31
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32
Question Answer Session Sales Networking
Collaboration
Jane Isaac
Director of Sales Operations
Gary Roth
COO CFO
Peter Lee
Sr. Product Manager