H R F007 Morrison 091807

The Recruiting PipelineTaking a Page (or two) from the Sales Playbook

Scott Morrison, salesforce.com

Cindy Nicola, Electronic Arts

Sean Rehder, Rehder Talent Logistics

HR, Finance, & Admin: BackOffice On-Demand

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Today’s Session and Objectives Intros, Overview of the Recruiting Landscape Business/Technical Challenges Moderated Customer Panel Discussion Solutions: tools/technologies, candidate relationship management,

sales and marketing methodologies Results and Pipeline Metrics: What to measure? Dashboards Summary/Q&A

A Player

A Player

Key Challenges—The Talent Management Landscape

Business Challenges• Trends in the Labor Market/The Candidate Universe• War/Competition for Talent is Back• Human Capital provides a HUGE competitive advantage• Sales and Marketing methodologies are often overlooked for the

Recruiting/Staffing discipline• Monetizing the value of talent to an organization

Technology Challenges• Applicant Tracking Solutions (A.T.S.) help manage Recruiter and Hiring

Manager efficiencies—not Recruiter/HM effectiveness• Basic CRM functionality (opportunity management, contacts, campaigns,

leads, event management, lead forecasting) don’t exist in most HR/Recruiting solutions today

• Developer Resources to provide customization (and $$) to Recruiting needs

Cindy Nicola

Vice PresidentTalent & Acquisitioncnicola@ea.com

Sean Rehder

Principal Architect

sean.rehder@talentlogistics.com

Our Customer Panel

INDUSTRY EntertainmentEMPLOYEES: 8,000

INDUSTRYConsultingGEOGRAPHY: Global

The Solution—CRM, Sales and Marketing

Leveraging the Force.com Platform for your Recruiting Pipeline Managing Contacts/Talent Leads• Candidate Lead Generation• Sourcing “A Players”• Recruitment Marketing Campaigns• Employer Branding• Events (example: University Recruiting, Industry Events)• One to many and one-to-one relationship marketing

What prompted the migration from your A.T.S.

to a hybrid-CRM solution?

Tell us about the basic framework of a CRM

approach to building a Recruiting Pipeline

How did you make the business case internally?

How are ideas implemented into solutions easily

(and affordably) —ex. customization, W2L forms.

Tell us about some of EA’s candidate Marketing

strategies and lead conversion stories

Permission Marketing

Results and Pipeline Metrics

What should be measured?

• Leads generated by source

• Lead conversion into Opportunities (I.Q.A candidate)

• Leads that declined interest

• Average Candidate Acceptance Rate

• Candidate Leads by Stage (1st interview, 2nd interview, etc.)

• Interview to Offer

• Offer to Accept

• Offers Declined/Reasons for Decline

• Total Hires

Typical Recruiting Pipeline Dashboard

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Summary/Q&A