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

2. © 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?

3. © Quocirca 2013 If all organisations were the same…

4. © Quocirca 2013 The Process Pyramid What makes your company, well, Your company

5. © Quocirca 2013 A process isn’t “a process” Task 1Task 2Task 3Task 4Task 5 A Process It is a collection of individual tasks - the process is only as good as the aggregation of the tasks

6. © Quocirca 2013 What is a task? Task 1 Input 1 Output 3 Input 3 Output 2Input 2 Output 1

7. © 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

8. © 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

9. © 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