dreamforce digital transformation - from vision to value realization
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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
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