HarvestGold Company Overview

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HarvestGold Company Overview

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Integration with back-end MRP/ERP system to capture shipping and invoice data ... Track and forecast new sales Cases. Management of customer and policy information ... – PowerPoint PPT presentation

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Title: HarvestGold Company Overview


1
  • HarvestGold Company Overview
  • Industry Vertical Solutions with Customer
    Examples
  • Native Force.com Products

2
Agenda
  • About HarvestGold
  • Vertical Markets with Customer Examples
  • Overview of Native Force.com Products
  • Contact Information

3
About HarvestGold
  • Salesforce.com Partner
  • Consulting Partner
  • AppExchange Developer
  • Foundation Partner
  • Specialty in Sales Planning Solutions
  • Territory Sales Planning
  • Compensation Planning
  • Sales Model Planning
  • Sales Process Planning

4
Company Background
  • Headquartered in Pittsburgh, PA
  • Founded in 2003
  • Privately held
  • Target Sales Organizations in the Manufacturing,
    Insurance, Healthcare, Hi Tech, Wholesale, and
    Distribution markets
  • Specialize in Salesforce.com Implementation and
    Force.com Development
  • 80 Salesforce Customers

5
Salesforce.com Services
  • General Consulting Services
  • To assess current implementation against system
    goals and expectations
  • To make recommendations for org enhancements
    moving forward
  • Provide a cost estimate for suggested
    enhancements
  • Data Services
  • To facilitate an initial load of data
  • To assist with data cleansing and de-duping
  • To migrate data from legacy databases and systems
  • To integrate Salesforce.com data with back-end
    databases and systems
  • Configuration Customization
  • To ensure ease of use
  • To accommodate data and process requirements
  • Development Services
  • AppExchange Product Development
  • APEX Triggers
  • VisualForce

6
Native Force.com Products
  • HarvestGold Dynamic Update
  • For Record Management and Updates
  • Competitive Tracker
  • For tracking competitive opportunities and
    wins/losses by competitor
  • HarvestGold Call Cycle Manager
  • For Managing Activity Frequency by Account
    Classifications
  • Personal Sales Goals
  • For Goal Setting
  • Dynamic Dashboards
  • For Performance Management
  • HarvestGold Planner
  • For Territory Planning and Management

7
HarvestGold Verticals
  • Industry Verticals
  • Manufacturing
  • Insurance
  • Healthcare
  • Customer Examples
  • Manufacturing
  • Climax Metal Products
  • Jergens Metals
  • Tollgrade Systems
  • Vocollect
  • Insurance
  • Highmark BC/BS Payer/Carrier
  • URL Financial Broker
  • Taylor Insurance Agency
  • Healthcare
  • Via Oncology Therapeutic/Software
  • Precision Therapeutics Clinical/Diagnostic

8
Manufacturing
9
Climax Metal Products
  • CRM Objectives
  • Track sales of reps and rep firms
  • Automate Cost of Goods Sold (COGS) reporting
  • Automate quote delivery to reps

10
Solution Overview
Roll-up Summary Fields
  • Workflow driven email notification of new quotes
    to reps
  • Integrated channel sales data to better track
    sales by Rep and Rep Firm
  • Rollup Fields to summarize sales results from
    COGS reports

Sample Import File
11
Jergens Industrial Supply
  • CRM Objectives
  • Improved Forecasting
  • Easier access to Quotes, Orders and Billing
    information for sales

12
Solution Overview
  • Custom Quote, Order, Shipping Address and
    Billings Objects
  • Integration with back-end MRP system to populate
    custom objects

13
Tollgrade
  • CRM Objectives
  • Account Planning
  • Improved Forecasting
  • Automation of In the Bank and Yet to Go
    reports

14
Solution Overview
  • Custom Account Planning object
  • Custom Order, Invoice and Invoice Line Item
    objects with shipping status
  • Custom Reports and Dashboards

15
Vocollect
  • CRM Objectives
  • Automate adopted sales process
  • Improve forecasting accuracy

16
Solution Overview
  • Re-write custom Access application using Adobe
    Flex mash-up solution

17
Insurance
18
HighmarkLargest BlueCross BlueShield provider in
US - 13 Billion
  • CRM Objectives
  • Cross-selling
  • One view of Clients, Producers, Vendors and
    Business Partners
  • Subsidiary data / process integration
  • Modernization and standardization
  • Legacy sales systems
  • Diverse processes
  • Efficiency of sales operations
  • Eliminating duplicate data
  • Eliminating manual business
  • Automating sales processes
  • Create and track Leads and Opportunities in on
    location
  • Improved reporting
  • Sales effectiveness
  • Cross Selling and Account Penetration
  • Fast time-to-value vs. traditional approach
  • Agile Development Environment
  • Reduced risk
  • Incremental approach to driving CRM adoption vs.
    packaged app

19
Agile Approach and Iterative Implementation
19
20
URL Financial
  • CRM Objectives
  • Replace Broker Management System with a Force.com
    platform solution
  • Track Agent and Agency production

21
Solution Overview
  • Custom Junction Objects to relate cases to Agent,
    Agency and Carrier
  • Custom Contract record types to track agent and
    agency licensing

22
Taylor Insurance
  • CRM Objectives
  • Track and forecast new sales Cases
  • Management of customer and policy information
  • Capture Premium/ Commission Splits
  • Track claims and policy change requests

23
Solution Overview
  • Custom Policy object
  • Custom file link solution
  • Custom Premium Split object with Red Flag
    formula field

24
Healthcare Clinical / Lab Focus
25
Via Oncology
  • CRM Objectives
  • Track relationships between payers and providers
  • Associate doctors with multiple Practice and
    Hospital sites and departments

26
Solution Overview
  • Custom Site and Site Selection Objects to support
    many-to-many relationships between doctors,
    practice sites and hospital departments

27
HarvestGold Products Fill the Planning Void
HarvestGold currently delivers Territory Sales
Planning and Performance Management solutions as
native AppExchange applications
28
HarvestGold Native Products
  • HarvestGold Dynamic Update
  • For Record Management and Updates
  • Competitive Tracker
  • For tracking competitive opportunities and
    wins/losses by competitor
  • HarvestGold Call Cycle Manager
  • For Managing Activity Frequency by Account
    Classifications
  • Personal Sales Goals
  • For Goal Setting
  • Dynamic Dashboards
  • For Performance Management
  • HarvestGold Planner
  • For Territory Planning and Management

29
HG Dynamic Update
  • To Update Multiple Records on One Page
  • Can update system standard fields such as
    Opportunity Stage
  • Can create individual Editable List Views without
    impacting performance of Standard List Views
  • Can Include Fields across Multiple Objects

30
HG Dynamic Update
  • Create Editable View and Click Search
  • Update Fields and Click Update

31
Competitive Tracker
  • Track and Assess Competition at an Opportunity
    Level
  • View all Competitive Opportunities from the
    Competitor Account Record
  • Strong Reporting and Analysis Options

32
Create a New Competitive Information Record
  • Related List on Opportunity Record
  • Competitor Information Record

33
Track Competitive Information
  • Related List on Competitor Account Record
  • Competitor Information Tab and List Views

34
Track Competitive Information
  • Reports and Dashboards

35
HarvestGold Dynamic Dashboardfor Performance
Management
  • Customized Goal Settings Use our PSG Admin Tool
    to select appropriate metrics as your Key
    Performance Indicators
  • Quickly and easily assign and adjust goals for
    your entire team
  • Instantly monitor performance against goals at
    all levels of the organization
  • Maximize Sales Growth as a result of a more
    focused and motivated sales team

36
Dynamic Dashboards(Standard Implementation)
  • Develop your own Key Performance Indicators
    (KPIs)
  • Set Goals/Targets
  • Instantly Compare Plans against Actual Results
  • Change time periods
  • Move up and down the Role Hierarchy to review
    group and individual results
  • Add or revise plan targets for any number of
    sales people

37
Dynamic Dashboards
  • Custom Performance Management Solution
  • Set Activity Metrics and Targets
  • Phone Calls
  • Meetings
  • Pipeline Size
  • Custom Metrics
  • Instantly Compare Plans against Actual Results
  • Change time periods
  • Review individual results
  • Review Group results
  • Add or revise plan targets for any number of
    sales people

38
HarvestGold Call Cycle Manager
  • Proactively manage the interaction with your
    customers
  • Spend more time with your most important
    customers and prospects
  • Create custom call cycles for every user
  • Automatically schedules next activity based upon
    user-defined call cycle records
  • Example
  • A Contacts 30 day call cycle
  • B Contacts 60 day call cycle
  • C Contacts 90 day call cycle

39
HarvestGold Call Cycle Manager
  • Custom Call Cycle Record

40
Types of Territory Planning
  • Territory Alignment and Optimization
  • Right-Sizing Territories
  • Optimizing for Drive-time and coverage
  • Easily tweak and manage territory assignments
    moving forward
  • Territory Sales Planning
  • 5-Step Planning process resulting in
  • Efficient execution
  • Maximum coverage
  • Strategic focus

41
Territory Planning Value Proposition
  • Problem
  • Most sales people have prospects and quotas but
    no plan to achieve their revenue targets
  • How HarvestGold helps
  • We are the only company that provides a total
    solution that makes sales plan development fast
    easy
  • Five-step process
  • AppExchange Solution
  • Plan execution can be tracked in CRM
  • The benefits ? Increased sales and profitability
  • Improved territory coverage
  • Focus on the best prospects
  • Alignment of company goals and individual income
    objectives
  • Greater accountability for sales people

42
Contact HarvestGold
For more information www.harvest-gold.com 724-744
-1000 info_at_harvest-gold.com
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