1. Sales Cloud: Grow Your BusinessBest Practices to Drive Adoption and SuccessScott Johnson, Salesforce.com, Director, Solution EngagementBob Marsh, LevelEleven, CEORachel Rogers, BMC Software, Salesforce.com Automation SpecialistDean Puhalovich, National Australia Bank, Asset Manager - CRM

2. Bob MarshCEO, LevelElevenTapping Into SalespeoplesCompetitive NatureThe ePrize Story 3. About ePrize About MeFounded in 1999 With ePrize since 2000Offices in Detroit, New York, 18 years in sales, sales management, sales opsChicago, LA, and SeattleLed Salesforce implementation ~100 users400 full-time employees + 80 contractorsBuilt Force.com app to help drive adoption20 open positionsNow standalone business, LevelEleven 4. What we doPromotions + Loyalty | Web Social MobileAgency ServicesTechnologyLegal + Admin4 5. Clients: 6. Sales Day in the Life:Before Salesforce (aka, B.S.)What was a day in the life of asalesperson like before Salesforce? 7. Sales Day in the Life:After Salesforce 8. Challenge #1Improve Email Lead Gen GoalsGet more clients on email listTarget based on industry ChallengeUnder 20% of contacts on email list45% of Accounts have industry fieldcompleted Jen GrayVP, Marketing & CreativeSalespeople understand value, butdont prioritize 9. Quick WinClient Newsletter 10. Quick WinClient Newsletter 11. Quick WinClient Newsletter 167% increase in first month! 12. The Competition:Industry QuestThe ChallengeComplete Industry field, get 1 pointMost points wins 13. The Competition:Industry Quest Industry QuestImmediate Results60 Accounts updated in 2 hoursEmail update sent with leaderboard ranking300+ updated by end of day 2 14. The Competition:Industry QuestFinal Results1,400+ updated in 10 days87% of Accounts now with Industry 15. The Competition:Industry QuestSo what was the grand prize? $10 16. Challenge #2:You already sell Facebook and MicrositeNew Product LaunchGoal:Just add Mobile!Increase sales of new mobile optimized productChallenge:Corporate strategy to sell mobileSales team inundated with productsDiscomfort pitching something newTrained team, still not happeningShould be a very easy sellLaunched 2-months prior with little traction 17. First Question:What should we motivate?Leading IndicatorMotivate the pitchLagging IndicatorMotivate the sale 18. Challenge #2:New Product LaunchThe Idea Just pitch it! Every pitch = 1 point Reported via checkbox in Opportunity Every point is an entry to win Winning team gets a party 2 divisions ran the competition 1 did not (control group) trained and encouraged to sell 19. Challenge #2:New Product Launch 20. Challenge #2:New Product Launch2x more pitches!BUT was that just becausethey were rewarded to checkthe box? 21. Challenge #2:New Product LaunchSales ResultsNo change in control group 22. Challenge #2:New Product Launch230% increase in sales+ It remained afterthe competition ended 23. More stories like thisPackaged into an AppExchange app visit booth #227Learn more at www.LevelEleven.comWhite papers: Email bob@leveleleven.com 24. Scott JohnsonBob Marsh Rachel RogersDean PuhalovichSalesforce.com LevelElevenBMC Software National Australia Bank