Dreamforce Digital Transformation - From Vision to Value Realization

Enterprise Transformation:

A journey from Vision to Value Realization

Salesforce.com

James Parker – salesforce.com

Schneider Electric

Philippe Trichet (Sr VP Customer Experience)

Jean-Côme Renaudin (PMO)

Remi Poujeaux (Solution)

Christophe Blassiau (Deployment)

Benoit Bousquie (Change & adoption)

SCHNEIDER ELECTRIC

AND

THE VISIONPhilippe Trichet (Sr VP Customer Experience)

Schneider Electric, the global specialist in energy

management (www.schneider-electric.com)

of salesin new economies

GlobalSchneider Electric at a

glance

€20billion sales in 2010

100,000+people in 100+ countries

Strong external growth

North

America

24% Asia Pacific

24%Rest of World

18%

Western

Europe

34%

Residential 9%

Utilities & Infrastructure 20%

Industrial & machines 24%

Data centres 17%

Non-residential buildings 30%

Diversified end markets – FY 2010 sales1

Cross-selling Process Efficiency Collaboration

A program aligned with , our

Company Program

… with ambitious goals

18 000 users

5 business processes

Large Scale

Scope

In 18 months Quick

in 70+ countries Global

One size fits all Alignment

Increase Cross Selling Value

HOW TO GET

ORGANIZED?Jean-Côme Renaudin (PMO)

A delivery process that optimizes business

value creation

Business

process

Alignment

Software

solution

design &

build

9 weeks

Deploy,

Manage

change, train

Data

migration

8 weeks

Network of

Excellence for

adoption &

value creation

Measure and Increase

adoption

Measure created business value,

Improve our front office processes and

Cloud application, monthly and

quarterly

Sales & Master Data

PLUG-IN 1

PLUG-IN 2

COMPLETION

PLUG-IN 3

A progressive Implementation Strategy

Simple Issue to Prevention

Simple Customer Care

First what is Mandatory, then Simple, …, finally Advanced

Q1(11) Q2(11) Q3 (11) Q4 (12)

Core

mandatory

Optional

Plug-ins

Business value

& use adopters

= Release

Advanced Issue

to Prevention

Advanced Customer

Care

Simple Services

Simple Marketing

PROCESS < >

SOLUTIONRemi Poujeaux (Solution)

Our process & solution approach

Continuous improvement

A well defined process is the key input of

solution design

Start with what is key for business: core

application around the Solution Opportunity

management process

Extend and Improve: Quarterly releases for

main functionalities and Monthly releases for

improvements

Do not put integration on the critical path:

there is more business value in sharing

globally than integrating locally

AnalyzePlan Design Build Validate

Time Boxing

Agile Spirit

Value:

•Individuals and interactions over processes and tools

•Working application over comprehensive documentation

•Collaboration over contract negotiation

•Responding to change over following a plan

Standard but

Fancy

Push out of the box/Point & click functions

But specific developments when key for the program objectives

Delivery Golden Rules

Embedded Process in the Tool

DEPLOYMENTChristophe Blassiau (Deployment)

USA

Canada

Global Sales

Energy Business

USA; Canada

Belgium; Russia & CIS

Brazil; Spain, Portugal

Taiwan; Australia; Indonesia;

Singapore; Thailand; Malaysia;

India

IT Business

Mexico

France; Greece; Israel;

Czech Rep; Serbia;

South Africa; Turkey;

Central Asia; Gulf;

Eastmed; Saudi Arabia;

Egypt; Nigeria

China; Korea; Hong

Kong; Vietnam

Industry Business

Slovakia; Hungary;

Croatia; Slovenia; Bosnia

Herzegovina ; Romania;

Switzerland; Austria;

Poland; Russia

Argentina; Chile;

Columbia; Peru; Venezuela;

Ecuador

Philippines; Taiwan

Germany; United Kingdom

; Italy; Sweden; Finland;

Norway; Denmark; Baltics

Japan

Sequence 1 Sequence 2 Sequence 3 Sequence 4 Sequence 5 …

2011 Deployment plan & results

February 2011

160,000 Accounts

200 Users

May 2011

316,000 Accounts

~6,000 Users End of August 2011

534,000 Accounts

10,000 Users

Deployment driving principles

Each country is responsible for its deployment

with strong support and coordination from global

8 weeks projects driven with gates & contract

Methodology, communication & trainings are

available at early stage of overall deployment

Data migration is done during deployment project

One solution is deployed for all

Trainers are from business

NETWORK OF

EXCELLENCE &

BUSINESS VALUE

REALIZATIONBenoit Bousquie (Change & adoption)

We are just starting the journey !

Time

Business

Value

Realization

I2P

Deploy

Adopt

Increase business value

5 connections in

average per week

All Excom

members

connected

600 Chatter

groups

We are here

50 000 +Opportunity

updates per month

Cross Sellingreviews in each

country

Bid Approvalprocess in place

Hit rate

improvement

What is the Network of Excellence?

550+ Key Users, belonging to

businesses supporting our 10 000 Users

Driving adoption and

business value realization

Knowledgeable on both

Salesforce.com and the business

Coordinated by the global team on

training, support, data and process

A common and shared set of Global

Dashboards to monitor Process Performance

and BusinessValue Delivery

KEY TAKE-AWAYS

(1) Mandatory alignment

on at least one strategic

shared process and KPI

(solution business model

and cross-selling)

(5) The business

execute their own

deployment process(2) Go fast, go good enough

(3) One size

fits all!

(6) Network of Excellence

focus on Business Value

& Adoption

(7) Everyday top

management

sponsorship

Key Take-Aways(4) Industrialize your

program process as you

go with strict controls

(8) Drink your own Champagne, using

SFDC for the Program itself & Sharing of

leading practice

Enterprise Transformation:

A journey from Vision to Value Realization

Philippe Trichet (Sr VP Customer Experience)https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=

00530000004QL5A

Jean-Côme Renaudin (PMO)https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=

00530000004Pnta

Remi Poujeaux (Solution)https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=

00530000004Pn7w

Christophe Blassiau (Deployment)https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=

00530000004Pk0p

Benoit Bousquie (Change & adoption)https://dreamevent.my.salesforce.com/_ui/core/userprofile/UserProfilePage?u=

00530000004PkbO