SalesClic for Sales & Salesforce Consultants 1.   Introduction to SalesClic .............................................................................. 1  

1.1.   The Application ............................................................................................... 1  1.2.   The Clients ..................................................................................................... 1  

2.   Sales Opportunities for Consultants .............................................................. 2  2.1.   Salesforce Optimization .................................................................................... 2  2.2.   Sales Process Analysis ...................................................................................... 3  2.3.   Sales & Marketing Alignment ............................................................................. 4  2.4.   Sales Methodology Implementation .................................................................... 4  2.5.   SalesClic Implementation .................................................................................. 5  

3.   How to Reach Us ........................................................................................ 5   1. Introduction to SalesClic 1.1. The Application SalesClic is a risk management application for the sales pipeline. SalesClic won Salesforce’s Customer Choice Award for Analytics in 2012. We believe that hidden pipeline risk damages the performance and degrades the credibility of sales reps and managers. Identifying, measuring and managing risk are specific tasks that require specific tools. Salesforce’s standard reports or the general-purpose BI tools on the AppExchange can help, but SalesClic provides unique, decisive and measurable value in that respect. SalesClic for Salesforce is also much easier to install than most BI tools on the AppExchange - installation takes 5 minutes. And while SalesClic won’t let consultants sell protracted installation projects, it does create interesting sales opportunities for them. The goal of this document is highlight such opportunities. 1.2. The Clients In our experience, SalesClic works particularly well for companies or business units that:

• Have 10 to 200 Sales Cloud seats

• Are in the IT, software, professional services or professional media sectors

These companies tend to be “process conscious”, which for an application like SalesClic and for consultants is key. They are usually driven to SalesClic by the following issues:

• Salesforce adoption difficulties, poor opportunity data quality. For sales reps that always have a lot of opportunities (e.g. mote than 50) in their pipeline, SalesClic’s drag-and-drop updates provide significant time gains. Their managers like the ability to quickly assess a pipeline’s health and clarify priorities, without reading lengthy reports.

• Sales process issues. SalesClic provides accessible yet sophisticated ways to monitor sales process efficiency. Going back and forth in time with SalesClic, users can easily measure the progress they are making.

• Inaccurate forecasts. Here SalesClic provides tremendous and unique value. The calculation of trust factors for Salesforce’s customizable forecasts, additional data-based forecasting methods, simulations, pipeline gap analysis… SalesClic increases forecast accuracy significantly.

2. Sales Opportunities for Consultants 2.1. Salesforce Optimization Client challenge “We have been using Opportunities for a while, but we are not sure we are doing it right. How can we maximize the ROI on our Salesforce investment here?” Delivering with SalesClic • Install SalesClic in your client’s Salesforce org. SalesClic will give you detailed

statistics on every sales pipeline in the client’s organization - from individual pipelines at the bottom to the pipeline for the entire company at the top, including pipelines by role or by position in the forecast hierarchy.

• SalesClic’s “red dots” will also show you the proportion of dicey opportunities in these

pipelines. • The issues that SalesClic’s pipeline stats and red dots help you identify include:

- Bad Salesforce adoption

- Salesforce used as a static account/contact database, not a dynamic opportunity management tool

- Sales process compliance

- Erratic usage of customizable forecasts Ø Resulting sales opportunities for consultants:

- Training on using opportunities

- Adding (or eliminating) custom opportunity fields

- Implementing pipeline alerts

- Implementing (or eliminating) validation rules

- Implementing Salesforce’s “sales processes”

- Redesigning the sales pipeline (see Sales Process Analysis below) 2.2. Sales Process Analysis Client challenge “We know our sales process is not optimal but we would like to pinpoint what we are doing wrong before changing it (and implementing the changes in Salesforce).” Delivering with SalesClic • Install SalesClic in your client’s Salesforce org. SalesClic will give you detailed

statistics on every sales pipeline in the client’s organization (see Salesforce Optimization above).

• SalesClic will also provide a comprehensive and very visual picture of these sales

pipelines and the corresponding statistics on any day in the past. You will know for how long your client has been experiencing the issues he hired you to solve.

• These two features will let you identify strengths, weaknesses and potential

bottlenecks in your client’s sales process. They will also reveal whether your client has been using Salesforce efficiently (see Salesforce Optimization above).

Ø Resulting sales opportunities for consultants:

- Designing an improved sales process

- Defining the benchmarks that SalesClic will track (e.g. target conversion rates and durations). That is high-value consulting requiring in-depth understanding of your client’s business.

- Defining qualification criteria for every pipeline stage, and implementing them in Salesforce (e.g. Sales Coach or validation rules)

2.3. Sales & Marketing Alignment Client challenge “Is marketing generating leads that really drive revenue?” Delivering with SalesClic • Install SalesClic in your client’s Salesforce org. • From the Opportunities home page in Salesforce, create opportunity views by lead

source. • SalesClic picks up these views automatically and gives you the closing probabilities,

sales cycle length and conversation rates for every stage of the sales pipeline, by lead source.

Ø Resulting sales opportunities for consultants:

- Using SEO and lead tracking to understand underperforming lead sources

- Redesigning underperforming sales and marketing collateral and campaigns

- Suggesting adjustments to the allocation of your client’s marketing budget

- Designing and implementing sales acceleration campaigns to support lead sources at key stages of the sales process

- Providing sales and marketing alignment consulting (e.g. definition of personas, messaging) and training

2.4. Sales Methodology Implementation Client challenge “We are implementing a new sales methodology in Salesforce and we want to ensure it is properly adopted.” Delivering with SalesClic • Define the sales process corresponding to the methodology. • Create it in Salesforce. • Install SalesClic in your client’s Salesforce org.

• Define the benchmarks that SalesClic will track (e.g. target conversion rates and

durations). • Monitor the adoption of the methodology in SalesClic. Ø Resulting sales opportunities for consultants:

- Selling follow-up sessions based on detailed statistics

- Optimizing Salesforce based on these metrics (see Salesforce Optimization above) Notes • SalesClic has benefited from the ideas and feedback of numerous sales

consultants and is compatible with most leading sales methodologies. • The sales methodology applications on the AppExchange are usually native apps that

add descriptive fields to the Opportunity object, and as such are technically compatible with SalesClic, that provides a more dynamic view of the methodology at work.

2.5. SalesClic Implementation In some cases, installing SalesClic in a Salesforce org will require some integration work. That will generally be the case when your client has customized the Amount, Closing Date or Closing Probability fields in the Opportunity object. We have designed Salesforce workflows that provide satisfactory (i.e. efficient, 100% native to Salesforce and transparent to the user) solutions to these potential integration issues. We are happy for our partners to adapt and implement these workflows for their clients. 3. How to Reach Us Feel free to contact us for more information, or to discuss potential joint opportunities. Facebook Facebook.com/salesclic

Twitter @SalesClic

Email enquiries@salesclic.com