Hear How Small Business Customers

have Succeeded with Salesforce.com

Tom Karemacher, APAC Director, Small Business

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Agenda

4 Customer Speakers

Scott Gassman, Proactive Accountants Networks

Varant Bomoushakian, Upskilled

Matt Heine, Netwealth

Sabino Matera, Quoco

Q & A

Scott Gassmann

Manager of Innovation

Proactive Accountants Network

proactiveaccountants.net

What do you do as a Business?

“A Global network helping business owners

get addicted to the thrills of success”

Coaching – Lead accounting firms to success.

Content - Best practice content to support the transformation process

Technology – Collaborate, share, learn and challenge each other.

Why Salesforce?

Cloud Addicts!!

Scalability, Agility, Security, Mobility

We are not normal – Neither is our CRM

Integration to all core business systems

What results/outcomes has Salesforce delivered?

What would you do differently?

Look at more Appexchange apps

More Change Management

Data Integrity

Upskilled

Varant Bomoushakian - MD

What do you do as a Business?

Qualifications that changes lives and provide opportunity

One of Australia’s Fastest Growing Training Company’s

– In 2011 - 394 intakes, 3483 classroom sessions, just over

7000 students covering 27, 944 hours of training at OVER 70

Locations + Online

Flexibility & accessibility is at our core

Business/IT Courses & Qualifications

We KNOW Government Funding/Incentives

www.upskilled.edu.au

Why did you choose Salesforce?

What results/outcomes has Salesforce delivered?

What would you do differently?

Questions/Queries…want to upskill?

www.upskilled.edu.au

twitter.com/upskilled

Facebook.com/upskilled

varant@upskilled.edu.au

1300 009 924

Matt Heine Executive director

What do you do as a Business?

Group

Funds Management

$3 Billion FUM

22,000 + investors

Various Advice Segments

AFSL & Adviser Services

205 AFSL clients

1300 Advisers

$12B + combined FUM

Dealer Group

40 Practice

56 Advisers

$1.3B FUM

Largest netwealth Client

National Advice Business

Circa $600m FUM

5 Locations

10 Salaried Advisers

8000 Clients

“Provide Innovative Alternatives to the Banks “

Sales

Marketing

• Marketing Automation • Triggered Campaigns • Email and Surveys • Landing Pages • Event Registration

• Allows frictionless sharing • Reduces group emails ! • Collaboration across brands • Great for “group think”

• More time on the Road • Chatter and account Access

• Integrated web forms • Activity tracking • Triggered campaigns • Profiling

Why did you choose Salesforce?

Why I am standing here – the results !

Far better visibility of Key metrics including:

Company and group performance

> individually or across various brands

> Cross selling opportunities > Client Value across group not just product

> Consistent reporting and Methodology

Sales performance and accountability

> Sales team Performance vs. Budget

> Sales Team activity and Type > Transparent opportunities Pipeline > Better collaboration > Visibility over marketing Activities

A “new world” marketing approach

> Ability to leverage digital technology

> Success (or failure ) of campaigns

What results/outcomes has Salesforce delivered?

Lessons Learnt along the way

> Appoint a “champion” - avoid committees.

> Develop Salesforce Progressively

> Initial set up and data design is absolutely fundamental to avoid future constraints

> Consider if Person Accounts or Contacts are the best way to store data – how does

this impact Leads ?

> Consult with Salesforce Partner if complex structure – e.g. Not selling widgets

> Adopt an “if not in salesforce it doesn’t exist rule” to increase user engagement

> There is more to marketing than just email

What would you do differently?

What do we do?

We import and distribute Australia-wide premium and organic wine and beer from

the south of Italy.

We supply about 600 customers.

Our customers: fine dining restaurants, wine bars, independent retailers, corporate,

private wine collectors, online.

We constantly interact with our customers

We run wine education courses and staff wine training programs.

We love the clouds as much as we love our wine

They took the time to listen to us, as we do with our clients

Versatility and integration

Customizable

Mobility

Scalable

Better real time visibility

Why did we choose Salesforce?

What has Salesforce delivered?

Visibility and real time management analytics

Better workflow with centralized data

Thanks to we have less futile calls within the team

Happier staff and more satisfied customers

Less missed opportunities

MORE SALES! More people drinking quality wine / beer

What would we do differently?

Document the workflow since day 1

Use compatible software platforms

Engage a Salesforce deployment partner

Centralize documents and data

Make sure our data is easily exportable/flexible

Collect as much feedback as possible from our staff and customers

Talk to other business owners

Q & A

Don’t Forget to Submit Your Survey!

Stop by the registration kiosks to complete your session

surveys. We have 200 KeepCups to give away as well as

the chance to win a $500 iTunes voucher!

Thank you!

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