Salesforce.com Compete

Salesforce.com Compete
Rick McCutcheon| Bob Lam
About Rick McCutcheon
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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
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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
Lead Gen
Engagement
Partner
Involvement
Closing
Online offers
LOB Exec
Lead
Qualification
Trial
IT
Discove
ry
Rapid SOW turnaround
Monthly Compensation Plans
Demo
Account
Exec
SOW
Events
AppExchange for gaps
Promotions
Pressure
Close
Competing with SFDC
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
Where are we Vulnerable?
Looking past seedand-grow
opportunities
Reference selling
ROI
Underperforming
existing accounts
Leaning on the
value message
Where is Salesforce Most Vulnerable?
Ease of doing
business
Value
On-going
Customer
Support
Data
Residency
Leveraging ISV Solutions
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Adxstudio Portals
InsideView Story
Data Management
Marketing Automation
Social Media - Yammer, NetBreeze
Case Study – Hensel Phelps
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.
THE BUSINESS NEED
Hensel Phelps needed an end
to end Customer Management
platform that would improve
account management,
marketing automation,
proposal management and
measure customer analytics.
THE SOLUTION
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.
Our work
THE RESULTS
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
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.”
THANK YOU
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