Cross Selling 6

8/8/2019 Cross Selling 6

http://slidepdf.com/reader/full/cross-selling-6 1/16

Enhancing Cross Selling in Banking

Chris Carlisle, TD Banknorth

Rick Davis, SunTrust

Charles Sparks, BOK Financial Corporation

Angela Adams, salesforce.com

Industry Focus: Financial Services



Safe Harbor Statement

³Safe harbor´ statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings

and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the resultsexpressed or implied by the forward-looking statements we make.

The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in

our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remainprofitable, breach of our security measures, the emerging market in which we operate, our relatively limited operatinghistory, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue torelease and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of

the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effectivetax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates andinterest rates.

Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. Thesedocuments are available on the SEC Filings section of the Investor Information section of our website atwww.salesforce.com/investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.



Chris CarlisleVP Salesforce Manager

EMPLOYEES: 65,000

CUSTOMER SINCE: 01/08

# USERS: 600 going to 3000

IMPLEMENTATION: In progress

LINES OF BUSINES: Commercial Lending, Assets Based

Lending, Dealer Floor Plan, International, Leasing, Project

Finance, Government Banking, Merchant Services, Cash

Management



Rick DavisSVP and Manager - Commercial

Information Services

EMPLOYEES: 31,602

CUSTOMER SINCE: 2004

# USERS: 2447

IMPLEMENTATION: 6 Months

LINES OF BUSINESS: Treasury Management,

Commercial (Business Banking and Commercial),

Commercial Real Estate

ADOPTION: 85%



Charles SparksSVP Commercial Banking Operations

EMPLOYEES: 4,000

CUSTOMER SINCE: 2005

# USERS: 650 going to 700

IMPLEMENTATION: 6 months LINES OF BUSINES: Commercial Banking, Assets Based

Lending, Dealer Floor Plan, International, Leasing, Project

Management, Merchant Services, Treasury Services

ADOPTION: 85 ± 95%



Enhancing Cross Selling in Banking!



Question 1:

Please share with us how your implementation of Salesforce CRM

supports cross selling at SunTrust?



Question 2:

What would you say is uniqueabout your Cross Sell/Referral

efforts at BOK Financial

Corporation?



Question 3:

Where are you in your implementation

process of cross-selling and referrals

and have you used any best practices

from previous implementations to

assist you in this roll-out?



Question 4:

Didn¶t you create a new custom object

in Salesforce CRM to handle referrals

from one line of business to another

even if the lines of business did not

use Salesforce CRM?



Question 5:

What are some of the

measurements you are trackingtoday that you couldn¶t track prior

to implementing your cross sell/

referral system?



Question 6:

How is TD Banknorth going touse Salesforce CRM as it

relates to referrals?



Question 7:

Do any of you integrate to backoffice systems to help you with

Crossing Selling or Referral efforts?



Question 8:

Have any of you used

Appexchange partners tohelp you in your Cross

Selling and Referral efforts?



Chris Carlisle

VP Salesforce Manager

Rick DavisSVP and Manager - Commercial

Information Services

Charles SparksSVP Commercial Banking Operations

QUESTION & ANSWER SESSION



Session FeedbackLet us know how we¶re doing and enter to win an iPod nano!

Please score the session from 5 to 1 (5=excellent,1=needs

improvement) in the following categories:

Overall rating of the session

Quality of content

Strength of presentation delivery

Relevance of the session to your organization

Additionally, please fill in the name of each speaker &

score them on overall delivery.

W e strive to improve, thank you for filling out our survey.

Cross Selling 6

Documents