Keeping Sales On Message with the Salesforce Content Library

Marketing Professionals

Shai Alfandary: salesforce.comMichael Chyzowych: Provider for Mars

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Sales and Marketing Productivity

Michael Chyzowych, Consultant from Let’s Strategize

Driving Marketing Success

Shai Alfandary, Product Management

Panel Speakers

Shai Alfandary

salesforce.com

Driving MarketingSuccessWith Files &Content

The Right Files Are Key To Winning

5

Build credibility

Beat competitors

Get to yes fasterCompetitive

Tactics

UpdatedPricing

Killer Presentations

Sales

Great Files Come From Anywhere & Are Built Together

6

Marketing

Services

Product

The perfect sales pitch

Today, Finding The Right File Is Painful

Where did I save it Who sent the last version?

Are these files any good? I never got it

Harder Even, To Find Files That Will Help You Win

Marketing Collateral

Sales Presentations

Competitive Alerts

Contracts

Pricing Worksheets

Training Podcasts

Webinars

Accounts

Opportunities

Contacts

Campaigns

Forecasts

Cases

Calendar

FILES CONTEXT

Impossible To Keep Every Channel On Message

Email

Partners

Customer Portal

Sites

Call Center

Sales Reps

Using The Wrong File Creates Problems

10

After losing the deal

It’s frustrating to hear about…

After sending the proposal

After answeringthe RFP

A New product pitch

NewPricing

CompetitiveWeaknesses

What if it were easy to share a file instantly,

collaborate on it effectively,

publish it once,

and find it anywhere?

Salesforce Content & Files: The Best At Your Fingertips

Keep Sales on Message

• Share files instantly

• Collaborate around it

• Find the best file anywhere

CONTENT LIBRARY

CHATTER FILES

Find The Right File Every Time

Find It FastOne stop shop for all your files

Use What Works BestTrack the most popular tools

The Right Tool for Your Context Tie search to your sales process

Global Search

Featured Content

CONTENT LIBRARY

CHATTER FILES

Collaborate In Real Time

CHATTERFILES

Crowd-source IdeasFlexible fast innovation

Leverage Everyone’s InsightsShare and comment across teams

Stay Up to Date, Always Follow and get updates on files

Share & Collaborate

N

Publish to Any Audience

CONTENT LIBRARY

Sales Portal

Drive Your Sales TeamGet them the right tools

Power the ChannelEmpower partner success

Put Customers in ChargeFlexible customer care & Knowledge

Sites

Partner Portal

Content Libraries

Deliver Privately To Your Customer

CONTENT LIBRARY

Deliver in the CloudSecure, controlled access, anywhere

Track What HappensMonitor download and usage

Content Delivery

Anywhere You Go

Collaborate on the FlyPreview documents & files

Make Decisions FasterReal-time conversations on the go

Chatter Mobile

ChatterFiles

Chatter iPad App

Included In All CRM

Editions

Michael Chyzowych

Professional Services

provider for Mars

Improving Sales and Marketing Productivity with Salesforce Content

100% focus on Collaborative ConsultingLeading provider of cloud and mobile applications

Headquartered in New Jersey with offices in Colorado

Consumer GoodsRetail

FinanceInsurance

Automotive CommunicationsPharmaceutical

Verticals

SalesforceForce.com

ContentIdeas

PortalsCloud ApplicationsMobile Applications

Expertise

150 manufacturing facilities

68,000 associates worldwide

products are sold in

80 countries

6 business units chocolate – petcare – food

drinks – symbioscience gum & sugar

Family owned and operated. Committed to delivering quality and value to the consumer; not Wall Street

Client Success @

90+% Content Adoption

“We went from

the Flinstone’s

to the Jetson’s”“I have

confidence that I am presenting the most recent version to my

customer”

“I have what I need

within 2 clicks”

“This is the Google

search for Mars

Chocolate”

“Centralizing information has made me more efficient”

“Salesforce.com enabled our sales team to collaborate and reapply knowledge. As our main communication medium we are able to leverage information and best practices across the sales organization in an expedited amount of time.“

Jim Murphy, Sr. Sales Vice PresidentMars Chocolate N.A.

Business GoalsObjective

Create a collaborative environment with a feedback loop to the Author

Standardize marketing materials for both Sales Associates and Customers

Minimize “clutter” and improve sales effectiveness

Deliver marketing materials in a consistent and timely fashion

The

right information

to the

right people

at the

right time

and for the

right reason

Create Product

Generate Demand

Fulfill Demand

Create Product

Sales Planning

Sales Execution

Create Product

Salesforce Content

Custom Force

Application

EnterpriseProcess

FunctionalProcess

Technology Solution

Technology solutions are only as good as the processes they enable

Landscape

Getting to the right information

4# of sites Sales

associates access

47# main navigation

options on Sales Web alone

1,500# of possible links to

content to choose from

It took 20 minutes to

find sell sheets!

ChallengeMarketing Sales

Information Overload

Lacking Organization

Outdated

No Feedback Loop

Limited “Push” & “Pull”

Wrong Version

Large File Constraints

No Featured Designation

Lacking Consistency

No Usage Metrics

Keys to Success:

1. Review communication process

2. Redesigned content – marketing materials

3. Monitored and Shared Content Libraries

4. Consistent naming, tagging and filtering conventions

5. Customized Content landing page

Salesforce Content

Solution

• Streamlined & consistent selling materials• Multiple Content Libraries for different purposes• Create a custom landing page to help organize content

Key Takeaways:

• Full senior leadership support• Robust project roll-out communication plan• Learning methodology – address all learning styles• Ongoing nurturing• Continuous monitoring and archiving of content

Key Takeaways:

Shai Alfandary

salesforce.com

Roadmap for Files Collaboration &

Content Libraries

Best Practices Today & Tomorrow

FILES

FindShareCollaborate

FindPublishDeliver

CONTENT LIBRARY

CHATTER FILES

CONVERGENCE ROADMAP

Demo: Sales Success with Files & Content

CHATTER FILES

CONTENT LIBRARY

Create Share Collaborate Publish Deliver

• Product team • Sales• Marketing• Product team & Marketing

• Product team

Shai is a product manager, creating a product overview deck

Todd is a product marketing manager, focusing on chatter files and content libraries

Whitney is a sales rep. She is working on a files collaboration deal.

You can produce the best files with Chatter collaborative environment

Increase sales and marketing effectiveness and keep all channels on message with content libraries

Files sharing & Content Libraries are included as part of your Salesforce CRM license!

Key Take Aways

Sales and Marketing Productivity

Michael Chyzowych, Consultant from Let’s Strategize

Driving Sales Success

Shai Alfandary, Product Management

Q&A

Keeping Sales On Message with the Salesforce Content Library

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