Salesforce.com Compete - … · How Salesforce Sells Engagement LOB Exec IT ... Reference selling ROI Underperforming existing accounts ... Yammer, NetBreeze.

Salesforce.com Compete

Rick McCutcheon| Bob Lam

About Rick McCutcheon

Leading strategist, speaker and writer on CRM and

Sales Development

Contributor to Sales Gurus Speak Out with chapter

titled “Power Up Your Sales with Technology”

Manages a CRM Professional Services Practice for

Adxstudio

Facilitates Sales Productivity and CRM User Adoption

Seminars, Webinars and Keynote Speeches for

Microsoft, Dynamics CRM UG Community, and other

leading Associations and Corporations.

Rick’s Blog is currently featured on the Microsoft

Dynamics Community Website

About Bob Lam

Solution Lead, CRM Practice at RBA

Over 18 years experience in enterprise CRM

Worked with Dynamics CRM since version 1.0

Responsible for Pre-Sales and Delivery of CRM Engagements

Experience in Enterprise Interactive/Email Marketing

About RBA

• ~350 employees – Headquartered in Minneapolis, MN

• IT Services Consulting firm focused on the Microsoft Stack

• Specialty in delivery of Mobile and Marketing Solutions through CRM

The Promise of CRM

CRM is the business philosophy that lets you know your customers, prospects and partners better, share information more thoroughly, and interact more completely. This is achieved by creating a system that integrates people, process, and CRM Technology.

CRM is Forever!

Stories From the Field

5 Things you say or do to win against Salesforce.com

Salesforce Architecture + Offerings

http://www.salesforce.com/crm/editions-pricing.jsp

How Salesforce Sells

Engagement LOB Exec ITDiscove

ryDemo SOW Events Close

Partner Involvement

Rapid SOW turnaround AppExchange for gaps

Closing Monthly Compensation Plans Promotions Pressure

Lead Gen Online offers TrialLead

QualificationAccount

Exec

Dynamic’s Strengths

• Outlook Integration

• Interface to Microsoft Stack

• Interface with non MS Products - ISVs

On Premise, Hosted or Online

• Workflows

• Microsoft’s commitment

• Ecosystem Support

• Mobile

• Price

Competing with SFDC

Where are we Vulnerable?

Looking past seed-and-grow

opportunitiesReference selling ROI

Underperforming existing accounts

Leaning on the value message

Where is Salesforce Most Vulnerable?

Ease of doing business

ValueOn-going Customer Support

Data Residency

Leveraging ISV Solutions

• Adxstudio Portals

• InsideView Story

• Data Management

• Marketing Automation

• Social Media - Yammer, NetBreeze

THE BUSINESS NEED THE SOLUTION THE RESULTS

Our work

Hensel Phelps needed an end

to end Customer Management

platform that would improve

account management,

marketing automation,

proposal management and

measure customer analytics.

Hensel Phelps adopted MS

CRM Online for core

Relationship Management and

SharePoint 2013 for

sophisticated content

management. This solution is

integrated with their project

management system providing

an integrated, complete view of

the client.

Hensel Phelps now has the

ability to:

Execute and manage

marketing campaigns

Manage their sales pipeline

Rapidly produce client

facing sales materials and

proposals

Improved productivity

Since 1937, Hensel Phelps has grown from a small, local builder into a

multi-billion dollar international contractor with an eclectic and

unparalleled portfolio of successfully complete projects headquartered in

Greeley, CO.

Case Study – Hensel Phelps

Stories From the Field

• Where did you win?

• Where did you lose?

• What did you learn?

“When Selling becomes a process,

you take care of most of your sales

problems.”

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THANK YOU