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Do you have a business case for implementing Salesforce? Are you measuring the right performance measures and driving value within your organization? Join us to learn how to boost adoption, measure effective usage, and track business performance, all to ultimately turbocharge business value across the enterprise. This session's chock-full of data and best practices you won't want to miss. Presented by: Shannon Whorton, GE Energy and Eric Johnson, NBC Universal
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Enterprise Adoption and Business Value: Part 2General Success: Large Enterprise
Shannon Whorton, GE Energy
Eric Johnson, NBC Universal
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Agenda
Objective
Introductions
Panel Discussion
Open Q&A
Wrap Up with Key Takeaways
Housekeeping
As we enter into the panel discussion, we will draw our questions from our Chatter page
https://dreamevent.my.salesforce.com/a093000000BKR6k
Post your questions to our Chatter page for this session or @mention either– @Amy Kodl
– @Scott Carruth
Objective
Do you have a business case for implementing Salesforce?
Are you measuring the right performance measures and driving value within your organization?
Learn how your peers have boosted adoption, measure effective usage, and track business performance
Panelist
Eric Johnson – NBC Universal
Shannon Whorton – GE Energy
Eric JohnsonVice President, Commercial
Excellence
Shannon WhortonCommercial CIO ,
GE Energy
We are a global infrastructure, finance, and home and business solutions company taking on the world’s toughest challenges.
GE Energy GE Technology GE Capital
GE Home Solns
Energy Overview
• 8,000 users• $40B sales revenue• 78% adoption rate• Sales & Service cloud• ChatterAcross …• Power Generation• Water Solutions• Oil & Gas• Energy Management
Who Is GE...
Integrated Commercial Vision
Opportunity generation• New product commercialization• Marketing campaigns & leads Proposal Generation
• Integrated Catalog• Streamlined risk approval
Automated order handoff• Simplified quote conversion• Quote and order linkage
Order execution linked to Sales• Improved order clarity• Reduced touch points
As Executed Feedback• Forecasting accuracy• Increased analytics
Continuous data flow through entire opportunity lifecycle to drive growth, profitability, and productivity
Opportunity Generation
Commercial Excellence System Vision
Strategic Account Planning
Event Forecasting
PartnerRelationship Mgmt
SAS/TAM
Transactional reporting
Future years forecasting
Accounts & contacts
Lead management
Opportunity management
Deal management & risk approvals
Customer issue resolution
Sales forecasting
Marketing & communications
Order entry / management
Call Center / Customer Service
Asset management
CatalogConfiguration
QuotingProposal Gen
WebPresence & eCommerce interface
ERPs
DWs
Variable Comp
Strategic Transactional
2012 … extending CRM• Marketing• PRM views• Deal pricing analysis• Deal-level approvals
2011 … simplification• Lead sharing• Catalog• Channel Mgmt• Chatter
2013 … intelligence• SAS/TAM modeling• Full forecasting• Auto variable comp• Mobile delivery
2014 … full automation• Cross sell• Up sell• SAS penetration• OTR forecasting
Data feeds• Master Files• Industry data• As executed data• External sources
Full scope under evaluation
BIGMACHINES
Key Best Practices and Lessons Learned Leadership kickoff workshop … dreaming session
Bring in leaders from other businesses … outside opinions
Staff team through annual employee review process … top talent
Ensure leadership understands what the project is about … communication
Start with a pilot … it is a different type of application then you are used to
Start small … what are your critical processes
Your processes HAVE to change
Everything overlaps … can’t work in silos
Give yourself buffer … things will come up
Start talking about data clean up and conversion on day 1
Regional engagement … has to be a system for the end user
Eric JohnsonVice President, Commercial
Excellence
Profile
Business Objectives
Know the Customer
Identify “Marketing” Solutions
Drive Multi-Platform Enterprise Deals
The tech Stake
The Tech Stack
Takeaways
Enable the business process – every Salesforce project is a business project first
It’s all about the data – focus on Master Data Management (& Master Contact Management) from day 1 forward
Measure, Manage, Grow… tie results to measureable improvements:– New Customer Generation– Referral Revenue– Past Due Reduction– Cycle Time Improvements
It’s not just Chatter – treat the application as your collaboration platform
Users will focus on what is important…
Property of NBCUniversalDo not reproduce/publish without prior consent
Panel Discussion
What was the biggest challenge you faced?
How do you measure business results – can you give us an example?
How did you solve the data issues present in every implementation?
Open Q&A with the Panel
Post your questions to our Chatter page for this session
https://dreamevent.my.salesforce.com/a093000000BKR6k
or @mention either– @Amy Kodl
– @Scott Carruth
Key Takeaways
Having a business case helps keep key stakeholders involved and interested – there
is a vested interest
Understand what you are measuring, manage it and grow; Tie the results to
measureable improvements
Bring in outside perspective
Ensure leadership understands what the project is about … communication is key
Start with a pilot … it is a different type of application then you are used to
It’s not just Chatter – treat the application as your collaboration platform
Everything overlaps … can’t work in silos
Enable the business process – every Salesforce project is a business project first
It’s all about the data – focus on data clean up and conversion as well as Master
Data Management (& Master Contact Management) from day 1 forward
Questions & Answers
Shannon Whorton
Commercial CIO
Eric Johnson
Vice President, Commercial Excellence
Scott Carruth & Amy Kodl
Customer Success
Enterprise Adoption and Business Value: Part 2
Eric Johnson, NBC Universal
Shannon Whorton, GE Energy
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