COO & Co-Founder, DemandFarm
Salesforce – the world’s most popular sales enablement software
It is no surprise that Salesforce is among the world’s most popular sales enablement software for businesses. As organizations wanted to be strategically significant to their customers, they inevitably realized the value and necessity of implementing Account Planning in Salesforce.
It made world-class CRM suddenly accessible to companies of all sizes, with its cloud-based technology. Suddenly, the investment and liability that came with developing a custom-made CRM technology vanished.
There were several benefits associated with the deployment of Key Account Management in Salesforce, like providing companies with an interface for case management as well as task management. It also gave a system for automatically routing and escalating events that were important. The Salesforce customer portal gave customers the facility to track their own cases, a social networking plug-in with several beneficial features.
Salesforce and its a-la-carte functionalities
With their innovative AppExchange, Salesforce users could also create an a-la-carte set of functionalities designed to suit their specific needs. What’s more, the SaaS deployment model of most of the Apps on AppExchange empowered users with a pay-as-you-use model. It enabled faster scale up (or down) as required, without the botheration of additional investments. It also gave users access to the latest technology, instant access to new innovations, and ongoing continuous improvement in the functionalities without additional investment. Consequently, Key Account Management in Salesforce was received with open arms by the organizations.
There was now none of the liability of failure or the burden of ROI either. Perhaps more importantly, Salesforce can be credited with creating a competitive ecosystem of technology creators, for every conceivable CRM, sales, and MarTech functionality one could ever need. The App developers had to keep on the cutting edge of technology if they were to remain competitive, given the relative ease with which users could stop subscribing to their software and switch to another one.
DemandFarm is enabling key account management within Salesforce
Amidst all the functionalities that came up for Key Account Management in Salesforce was DemandFarm’s enabling technology for Key Account Management.
1. Highly specialized KAM Technology
B2Bs could now deploy a highly specialized Key Account Planning and management technology – with a full suite of functionalities to handle Key Account complexities – from inside their Salesforce CRM system. This meant an additional level of specialization for their Key Accounts built into their Salesforce CRM, with no additional login or setup. Perhaps the best outcome of DemandFarm’s Key Account Management software being native to Salesforce, is that it can pull most of the data it needs from Salesforce. Key Account Managers do not have to fill in additional forms or spend precious time on data entry or collation. DemandFarm can use all the data already existing in Salesforce CRM and leverage it to perform the highly specialized analytics Key Accounts need.
DemandFarm was recently featured on “Salesforce App Mavericks” on Salesforce AppExchange.
Watch the video here:
2. DemandFarm helps connect the dots
The highly complex Key Accounts require more than just managing. This poses a major challenge for organizations. In order to harness their true business potential, Key Accounts require nurturing, growth and harvesting. This is where DemandFarm plays an important role. DemandFarm fills this gap and helps connect these dots. All important stakeholders including Sales leadership, Sales Ops, and Key Account Managers – are able to seamlessly analyze, plan, track and govern their Key Accounts with the help of DemandFarm.
3. Increasing time for sales work
At DemandFarm, already having deployed Strategic Account Management in the Salesforce ecosystem helps in getting maximum data populated automatically from the Salesforce CRM data. Since everything about the Key Account is in one place and in a uniform format, Sales professionals can save hours that were earlier spent chasing after various stakeholders for customer-related data points, crunching the numbers, or other mundane data management tasks. This also means minimal-to-no data entry for Account Managers – and eventually more time for real Sales work!
4. Real-time marketing knowledge
The Farming Engine is at the core of this high-end technology. This turns out to be the most unique way to understand and leverage long-term relationships; identify correct opportunities, and measure critical success metrics. DemandFarm provides Key Account Management teams the real-time market knowledge they need to excel. Precisely, DemandFarm turns Strategic Account Planning from being complex to controllable.
5. Excellent strategic decisions
Since the data and the related intel mined from the data is auto-populated and real-time, so everything about the Key Account is actually in real-time. This customer-centric and real-time intel helps make all the right strategic decisions.
6. Distinct advantage across B2B verticals
Users across almost every B2B vertical including manufacturing, automotive, retail, and finance have had the distinct advantage of DemandFarm. Being native to Salesforce, users have experienced being on edge when it comes to extending their CRM to address challenges unique to Key or Strategic Accounts.
7. Renewed focal point
Our renewed focus is on enabling our stakeholders and institutionalizing the processes that drive growth for Key Accounts. Key Accounts can be managed, facilitated, or enriched with technology, and being on the Cloud, with the convenience of AppExchange, adds to the advantage.
Someone who is a B2B and on Salesforce must invariably see how DemandFarm’s Salesforce Account Planner and Salesforce Org chart can transform the way your Key Accounts are managed, grown, and harnessed.
In an age where technology determines success, those harnessing the technology are sure to leave their competitors far behind!