h r f007 morrison 091807
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Full session information and video available on successforce.com.TRANSCRIPT
The Recruiting PipelineTaking a Page (or two) from the Sales Playbook
Scott Morrison, salesforce.com
Cindy Nicola, Electronic Arts
Sean Rehder, Rehder Talent Logistics
HR, Finance, & Admin: BackOffice On-Demand
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
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Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Today’s Session and Objectives Intros, Overview of the Recruiting Landscape Business/Technical Challenges Moderated Customer Panel Discussion Solutions: tools/technologies, candidate relationship management,
sales and marketing methodologies Results and Pipeline Metrics: What to measure? Dashboards Summary/Q&A
A Player
A Player
Key Challenges—The Talent Management Landscape
Business Challenges• Trends in the Labor Market/The Candidate Universe• War/Competition for Talent is Back• Human Capital provides a HUGE competitive advantage• Sales and Marketing methodologies are often overlooked for the
Recruiting/Staffing discipline• Monetizing the value of talent to an organization
Technology Challenges• Applicant Tracking Solutions (A.T.S.) help manage Recruiter and Hiring
Manager efficiencies—not Recruiter/HM effectiveness• Basic CRM functionality (opportunity management, contacts, campaigns,
leads, event management, lead forecasting) don’t exist in most HR/Recruiting solutions today
• Developer Resources to provide customization (and $$) to Recruiting needs
Cindy Nicola
Vice PresidentTalent & [email protected]
Sean Rehder
Principal Architect
Our Customer Panel
INDUSTRY EntertainmentEMPLOYEES: 8,000
INDUSTRYConsultingGEOGRAPHY: Global
The Solution—CRM, Sales and Marketing
Leveraging the Force.com Platform for your Recruiting Pipeline Managing Contacts/Talent Leads• Candidate Lead Generation• Sourcing “A Players”• Recruitment Marketing Campaigns• Employer Branding• Events (example: University Recruiting, Industry Events)• One to many and one-to-one relationship marketing
What prompted the migration from your A.T.S.
to a hybrid-CRM solution?
Tell us about the basic framework of a CRM
approach to building a Recruiting Pipeline
How did you make the business case internally?
How are ideas implemented into solutions easily
(and affordably) —ex. customization, W2L forms.
Tell us about some of EA’s candidate Marketing
strategies and lead conversion stories
Permission Marketing
Results and Pipeline Metrics
What should be measured?
• Leads generated by source
• Lead conversion into Opportunities (I.Q.A candidate)
• Leads that declined interest
• Average Candidate Acceptance Rate
• Candidate Leads by Stage (1st interview, 2nd interview, etc.)
• Interview to Offer
• Offer to Accept
• Offers Declined/Reasons for Decline
• Total Hires
Typical Recruiting Pipeline Dashboard
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