Marc Benioff Chairman & CEO

Supercharging Sales, Achieving Salesforce ROI: The ZOLL Medical Story

#growsales

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Today’s Presenters

Athina Reisopoulos CRM Project Manager,

ZOLL Medical

Glen Stoffel VP Agile Business

Transformation, Bluewolf @Bluewolf

Steve Diamond Senior Director, Product

Marketing, Salesforce.com @everythingsteve

Let’s Get Started!

Steve Diamond Senior Director, Product Marketing

@steveIAMsteve

Agenda

•  Introduction: Achieving Sales Success •  ZOLL Medical’s Success •  Open Discussion on Driving Your CRM ROI •  Q&A

Growth and Success for the Customer Company

Athina Reisopoulos CRM Project Manager - ZOLL Medical

From �Wild West� to Wild Growth: Our Transformation

Results and ROI Achieved

• From 120 to 350 users • From 1 to 7 Countries

•  North America, France, Netherlands, Germany, UK, Australia, China

• 5X faster reporting • 90+% user adoption of Salesforce

•  Increased mobility, productivity, ef!ciency ! more time selling

• Custom App development on Force.com •  Automated request and approval processes for evaluation equipment

• Year-on-Year growth since implementation

Our Vision

Arm executives with instant access to accurate data

Engage Sales with an easy-to-use tool that would increase selling time.

Reinforce sales process

Allow for Sales and executive collaboration

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Roadmap and Implementation

• Access from anywhere

• Customizable/scalable

•  Instant/real-time

• Trusted Salesforce advisor

• Agile project approach

•  Long-term consulting partner

Implementation Approach

•  Phased approach – “walk before you run” •  Importance of “Buy in” from senior management •  Small focused business process reviews

Sales reps stay productive with mobile devices

•  Salesforce data on mobile devices •  Logging visits, geo-location

•  Customized by team and territory

Sales VPs manage pipeline and coach teams with real-time metrics from anywhere

Executives trust Salesforce data for forecasting and quarterly revenue reporting

What’s in the Future

•  Continue to make Salesforce the “one place” to go •  Keep it interesting and engaging •  Bring in additional teams

Glen Stoffel VP, Agile Business Transformation – Bluewolf @Bluewolf @Thinkitdone

The Changing Market Landscape

THE BUYER IS CHANGING

INNOVATION IS CHANGING

LEADERSHIP IS CHANGING

CUSTOMER ENGAGEMENT

WILL OVERTAKE PRODUCTIVITY AS

THE PRIMARY DRIVER OF

PROFITABLE GROWTH.

How to become a Salesforce ROI Leader

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Establish a vision

Gain executive support

Roll-out incrementally, engage regularly

De!ne and !ne tune your sales process

Master timing and innovation cadences

Staff for Salesforce innovation

Involve users from the start

Q&A

Athina Reisopoulos CRM Project Manager,

ZOLL Medical

Glen Stoffel VP Agile Business

Transformation, Bluewolf @Bluewolf

Steve Diamond Senior Director, Product

Marketing, Salesforce.com @everythingsteve

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