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SASCS11 How to Enter Bug

Company: salesforce.com, San Francisco, CA
Entry Submitted by: The OutCast Agency
Company Description: Salesforce.com is the enterprise cloud computing company. Based on salesforce.com’s real-time, multitenant architecture, the company’s platform and CRM applications have revolutionized the way companies collaborate and communicate with their customers.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: CRM Implementation & User Adoption Program of the Year

Nomination Title: Prudential Financial

    Tell the story about how your organization implemented and/or promoted user adoption of your CRM program since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

        Prudential Retirement Services wanted to do a better job of working with sales
partners and their joint clients, while also streamlining business processes to
improve the customer experience for their sales partners. The company was
looking to replace a legacy Onyx system that was no longer supported and wanted
a cloud-computing solution that would be quick and easy to customize, integrate
and deploy throughout the sales organization.

        Senior VP of Client Relations and Business Development, George Castineiras,
Jamie Cornell and other stakeholders were tasked with re-evaluating Prudential’s
need for a new CRM system that would meet all these needs. The number one goal
was to focus on the company’s sales partners and the clients that they referred
to Prudential. The previous Onyx deployment prevented Prudential’s own sales
teams from sharing information across the organization, such as sales pipelines,
performance ratings or customer feedback gathered by sales partners. Prudential
needed one central place where they could easily find and share this information
in a timely fashion.

        While other CRM options were considered, Prudential chose salesforce.com’s
Sales Cloud because of its cloud computing model, including point-and-click
customization and easy integration with marketing supply chain tools. With help
from Deloitte, Prudential deployed Sales Cloud in just 16 weeks to 950 employees
in sales, sales support, relationship management, marketing and communications
departments, as well as their independent sales partners. Custom dashboards and
reports also gave employees real-time updates on key business measurements so
that each employee could track sales presentation attendees and leads, help with
target modeling and segmentation and automate production of marketing materials,
so that Prudential’s sales team would be prepared before speaking with their
sales partners and ultimately enhancing the customer experience.

        Furthermore, through the Salesforce CRM partner portal and Salesforce-to-
Salesforce service, sales partners are now able to easily access client data and
share information in real-time. With this fast, anywhere-access to client
information via the partner portal, both sales partners and Prudential sales
teams instantly experience improved communication and information sharing,
therefore increasing Prudential’s partner value proposition.

        The implementation of Sales Cloud has allowed Prudential to reorganize the
company focus on customer relationship management completely. Across both the
sales and client management organizations, employees have a much stronger
customer focus and alignment because of the single, unified view of the customer
between departments, as well as the ability to share critical sales data about
customers in real time.

        With salesforce.com software, Prudential Retirement has:
• Generated leads and cross-sell opportunities—more than 100 qualified leads in
the pipeline to date, with an estimated revenue gain of tens of millions of
dollars—by linking its client base to that of a recently acquired provider
• Increased revenue by 10 percent
• Increased client retention from 94 percent in 2008 up to 97 percent in 2009
and 97 percent YTD 2010
• Reduced cost of sales by 15 percent by declining on RFP requests outside of
our core business, SFDC reporting capability accomplish this
• Centralized data and processes for over 20 business divisions, who had
previously used other decentralized systems/databases

    List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

        destinationCRM.com, “Retired and Retried” – September 2010
http://www.destinationcrm.com/Articles/Columns-Departments/REAL-ROI/Retired-and-Retried-69851.aspx

        Prudential Financial Snapshot on salesforce.com website
http://www.salesforce.com/customers/financial-services/prudential.jsp   

    Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:

        George Castineiras is senior vice president of Client Relations and Business
Development for Prudential Retirement.  In this role, George is responsible for
the teams that work directly with plan sponsors, prospective clients, and
intermediaries in developing retirement plan strategies to support the long-term
retirement goals of plan sponsors and plan participants.  Castineiras’ teams
support the following areas: Full-Service, Tax-Exempt, Full-Service Corporate,
IncomeFlex, Retirement Plan Strategies, Investment Only Stable Value, and
Retirement Income Counsel, as well as sales and relationship management
operations, support, and training.