Welcome! Salesforce Roadshow 1 hour

Transcription

1 Welcome! Salesforce Roadshow 1 hour Audio dial in: , passcode # Please mute your line when you join. If you don t have a mute button on your phone, use *6 to mute and unmute Please don t put the call on hold Please submit questions in the chat window throughout the session THANKS for your participation!

2 Salesforce Roadshow Susan Paul & Melodee Steeber May 15, 2017

3 What is the Salesforce Implementation? A single, standardized CRM (customer relationship management) solution across regions If it isn t in Salesforce, it doesn t exist

4 Salesforce Project Dedicated core project team Kevin Foltz, Steve Horvath, Dave Parrish, Susan Paul, Karla Woita, Bob Wolfkiel Representation from various locations and functions Sales: Jason Dennis, Kevin Foltz, Elizabeth Stoneman Client Management: Courtney Meade, Kevin Ray, Karla Woita UW: Chris Horner, Nicolette Metropulos-McMahon, Sandi Randolph, Jo Sherwood, Kanani Guyton Sales Support: Elizabeth Potutschnig, Michelle Zapke Vendor consultant (Bluewolf) provided foundational expertise EPMO Governance Bi-weekly sponsor involvement Collaboration with other internal project teams

5 The Reality: Why We Need to Change Creates synergies and leverages commonality and standards across the regions Enables our move toward the strategic objectives of creating One CoreSource and a sales culture

6 Where Are We Going? Our Future Single system will replace all legacy databases & spreadsheets Salesforce used as single source of truth for sales and client management Standard processes across organization Improved visibility and common way of managing our business

7 Benefits for Users Single source of truth Increased collaboration to work better together across teams Improved productivity and efficiency Manage prospect and client sales-related activities more effectively Statistics on clients and brokers Visibility to the real drivers of sales end results Data to make better decisions

8 Who is Impacted Client Managers, Associate CMs Common process across Regions Track and update client information Create and maintain opportunities for renewals and upsells Manage sales activities, initiatives, and pipeline performance Client Coordinators Collaborate with Client Management to complete key activities for new opportunity / proposal submission Sales Executives Common process across regions Track and update broker information Create and maintain sales opportunities, including RFIs and RFPs Manage sales activities, initiatives, and pipeline performance Sales Support Elimination of paper submission form View RFP opportunity details in Salesforce Continue to work from RFP drive to determine delivery details Collaborate with Sales Executives to complete key activities for RFI and RFP submissions

9 Who is Impacted Proposal Team New submission and tracking process for RFPs Automated notifications to RFP team Automated reporting and tracking Managed Care RFP submission notifications will originate from Salesforce opportunity Details via rather than on a separate form Underwriting* Common process across Regions Input /update pricing information RFP submission notifications will originate from Salesforce Details will be obtained via the link (for those with licenses) New underwriting responsibility to enter fees in salesforce Products section *for those assigned

10 Who is Impacted Regional Presidents Manage business in a common way across Regions Utilize dashboards and reports to monitor and manage key business KPIs (key performance indicators) View and manage sales / opportunity pipeline Manage individual and team performance Finance Use salesforce data to support MBR and finance forecasting Marketing Utilize broker and client information to support marketing campaigns Understand the factors that result in a successful sale

11 Change Curve

12 Preparing You for Salesforce Success

13 Process Development Standardized processes across Regions Clear roles and responsibilities Consistent way to manage and report on the book of business Real insight into industries, brokers and other factors that make us successful Accurate, complete, and current information on our clients and the services we provide them

14 Salesforce Key Functionality 1. Contact management 2. Activity tracking 3. Opportunity and pipeline management 4. Dashboards and reporting

15 Let s Take a Look Home Screen with Dashboards

16 Accounts and Contacts Broker Account

17 Accounts and Contacts Client Account

18 Activity Tracking Opportunities, Activities, Activity History, Notes, Attachments

19 Opportunities Client Renewals, Upsales, and New Business

20 Opportunities RFP, Proposal Contacts, and Stop Loss Detail

21 Opportunity Managed Care, History, Product and Pricing Detail

22 Reports Management, Sales Exec, Client Mgr, Mktg, Finance

23 Timeline for Important Events June 22 May 15 May 31, June 5 June 21 Salesforce Technical Training Vendor delivered webinar on Salesforce system Participants only need to attend 1 session Client management to begin entering client information after training (7/19 deadline) CoreSource Process and Individual Responsibilities Week of 6/12 All users to begin using Salesforce on 6/19 If it s isn t in Salesforce, it doesn t exist!

24 Training Details Salesforce Technical Training by Bluewolf Wed, 5/31 1:00-2:30pm eastern Mon, 6/5 1:00-2:30pm eastern CoreSource Process and Individual Responsibilities Training Fri, 5/19 Managed Care Communication Week of 5/22 Proposal Team 6/13 and 6/14 Sales and Sales Support (12:30-2:30 eastern) 6/13 and 6/14 Client Management (3:00-5:00 eastern) Thurs, 6/15 Underwriting (11:00-12:00 eastern) Wed, 6/21 Management / Reporting (11:00-12:00 eastern) Wed, 6/21 Nancy, Bob, Kim, Ben, Dave Marketing, Finance, Analytics (2:00-3:00pm eastern) Erin Polis, Steve Horvath, Dave Parrish, Clare Smith, Doug Reilly, Joanna Ownby, Jeff Morton, Amy Bloedorn (optional), Joanne McGowan (optional) Real time Support 6/19-6/23 Global Meet office hours (1:00-2:00 daily eastern)

25 Salesforce Change Headquarters (HQ)

26 Questions and Next Steps Q&A Next steps Visit the Salesforce HQ Share what you learned today with your colleagues Raise up questions to your leader Sales and Client Managers: Prepare your data for entry Attend training