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
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 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
Questions/Queries…want to upskill?
www.upskilled.edu.au
twitter.com/upskilled
Facebook.com/upskilled
1300 009 924
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
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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