clive longbottom, service director, quocirca ltd it is more than the app…
TRANSCRIPT
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Clive Longbottom,
Service Director, Quocirca Ltd
It is more than the App…
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© Quocirca 2013
It’s desired outcomes that matter
• What are you hoping to achieve?– Better monitoring and reporting on the sales force’s performance?– Better management of customer details?
– Are you focusing on the right things?
• Shouldn’t it be– Individual pipeline management– Optimising team performance– Ensuring that campaigns and effort combine to reach or exceed
expected targets?
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© Quocirca 2013
If all organisations were the same…
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© Quocirca 2013
The Process Pyramid
Unique
Differentiated
Common
What makes your company, well,Your company
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© Quocirca 2013
A process isn’t “a process”
Task 1
Task 2
Task 3
Task 4
Task 5
A Process
It is a collection of individual tasks- the process is only as good as the aggregation of the tasks
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© Quocirca 2013
What is a task?
Task 1
Input 1
Output 3Input 3
Output 2Input 2
Output 1
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© Quocirca 2013
What can be done
• Code everything– After all, you are unique
• Code only where necessary– Buy off the shelf and write code to fit where
you are different• Code nothing – go vanilla
– Change the way the company operates to work with off-the-shelf software
• Code nothing – but get it right– Use a core engine for commonality– Use bolt-around software for flexibility
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© Quocirca 2013
What does this mean with Salesforce.com?
• Salesforce is a great application – provided you run your business the way it likes– This is unlikely
• Salesforce can look after the high-level processes– But that isn’t what you really need
• Salesforce can be “enhanced”– Look for the right extras
• It’s the tasks that counts– Look for domain expertise that can help in perfecting the tasks– Look for ways of making the high-level process more flexible
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© Quocirca 2013
The ideal partner
• Embraces your existing methodologies
• Enables these to be enhanced and changed flexibly
• Identifies opportunities that the human may not see directly
• Provides modules that create distinct value to the individual, the team and the organisation
• Enhances reporting and provides direct skills improvement to the sales force