Marsh & Dow Jones
Salesforce.com Integration
Clare Hart
President
Dow Jones Enterprise Media Group
© Copyright 2009 Dow Jones and Company
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Agenda
1. Challenges
2. Prospecting
3. Account Management
4. Summary – Enhancing the Marsh CRM Investment
© Copyright 2009 Dow Jones and Company
Selling Has Never Been Harder
 Tight economy keeps doors closed and budgets small
- 41% reps under quota, revenues from existing customers down last year *
 Sales process is getting longer and more complex
- 54% companies fail to turn leads into a meeting more than half the time
- Over 50% report it takes 6 or more calls to close a deal
- 27% of all sales cycles taking 7 months or more to close (continued increase
every year from 2003 when 19% took 7 months or more)
- Number of deals closing declines – 30% forecast deals are lost and 22%
end in no decision
 Rapid shifts in business landscape make it hard to keep up
- Mergers, reorganizations, layoffs
* Statistics from CSO Insights Sales Performance Optimization 2009 report
© Copyright 2009 Dow Jones and Company
Level and Speed of Change Create Further
Challenges and Opportunities
 Mergers, reorganizations, layoffs impact all stages
of sales cycle
- Heightened risks for decision makers
- Decision makers get laid-off
- Projects get put on hold
- New management different priorities
- Lowest price wins
 How do you find the companies that will invest
now?
 How do you build the breadth of relationship that
protects your deal?
© Copyright 2009 Dow Jones and Company
How Dow Jones Can Help
 Fill the revenue pipeline
- Identify new customers and cross-sell opportunities
 Increase effectiveness – by speeding up the sales cycle and
outmaneuvering the competition
- Focus on customers most likely to buy
- Find opportunities earlier in prospect’s buy cycle
- Connect to a range of decision makers faster
- Work smarter with information where its needed
- Differentiate with timely intelligent conversation
 There are companies who are buying, let Dow Jones help you find
them now!
© Copyright 2009 Dow Jones and Company
Workflow diagrams & design concepts
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Current Prospecting Workflow
© Copyright 2009 Dow Jones and Company
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Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
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Current Account Management Workflow
© Copyright 2009 Dow Jones and Company
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Future Account Management Workflow with
Dow Jones and Salesforce
© Copyright 2009 Dow Jones and Company
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Summary
Enhancements you can Leverage Today.
Factiva News
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Factiva Radar
Dow Jones Company
Information
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Summary
Enhancements that are optional
Connections
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Dow Jones Consulting
Services Integration
Advanced Trigger
Technology (Future)
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Appendix
(all design concepts)
© Copyright 2009 Dow Jones and Company
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Next
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Next
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Next
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Prospecting Workflow with Dow Jones
and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Account Management Workflow with
Dow Jones and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Account Management Workflow with
Dow Jones and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Account Management Workflow with
Dow Jones and Salesforce
© Copyright 2009 Dow Jones and Company
|
Back to diagram
Future Account Management Workflow with
Dow Jones and Salesforce
© Copyright 2009 Dow Jones and Company
|