it is more than the app…

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Clive Longbottom, Service Director, Quocirca Ltd It is more than the App…

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It is more than the App…. 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 - PowerPoint PPT Presentation

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Page 1: It is more than the App…

Clive Longbottom,

Service Director, Quocirca Ltd

It is more than the App…

Page 2: It is more than the App…

© 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?

Page 3: It is more than the App…

© Quocirca 2013

If all organisations were the same…

Page 4: It is more than the App…

© Quocirca 2013

The Process Pyramid

Unique

Differentiated

Common

What makes your company, well,Your company

Page 5: It is more than the App…

© 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

Page 6: It is more than the App…

© Quocirca 2013

What is a task?

Task 1

Input 1

Output 3Input 3

Output 2Input 2

Output 1

Page 7: It is more than the App…

© 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

Page 8: It is more than the App…

© 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

Page 9: It is more than the App…

© 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