Crunching Numbers: The ROI of Salesforce Adoption - Ad Victoriam Salesforce Simplified Podcast

Crunching Numbers: The ROI of Salesforce Adoption

Episode Notes and Resources:

In this episode of Salesforce Simplified, we’re talking about Salesforce ROI with Josh Eich, formerly with Salesforce in an Enterprise Sales role, and currently SVP, and Head of Enterprise Sales at Ironclad.

Josh Eich on LinkedIn



Speaker A: Thanks for stopping by. This is Salesforce Simplified, the podcast from Ad Victoriam Solutions.

Mike Boyle: Hello, everyone. Today’s topic on the Ad Victoriam Salesforce Simplified podcast is Salesforce ROI – return on investment. I’m Mike Boyle from Ad Victoriam Solutions and our guest today is Josh Icke. Josh is currently the Senior VP and Head of Enterprise Sales at Ironclad, which deals in contract management software. Hello, Josh. Welcome to the pod, as the cool kids say

Josh Eich: Hey, Mike, thanks for having me on the pod here today.

Mike Boyle: Wonderful to have you. So, before we get into questions about Salesforce ROI, tell me a little bit about Josh, a little snapshot of your background, which obviously includes ironclad, which I just mentioned, maybe a few other things in between, and a seven-year stint at Salesforce in enterprise sales roles. So the floor is yours.

Josh Eich: Yeah, no, just Mike. First off, thanks for having me. I think the topic we’re going to dive into today is so important and so, I’m really excited for it in terms of my background. So I’ve spent the last six to eight months at Ironclad running and leading their up-market enterprise selling teams. And prior to that, I’ve spent a fair amount of my career in consulting. I helped start the slalom Houston office. I’ve spent time at Deloitte. I’ve started my own consulting practice focused on sales advisory and helping customers get the most out of their selling organization at Carve Consulting. And then as you mentioned, I spent seven years at Salesforce running various sets of teams from oil and gas to manufacturing to some new emerging businesses, all in the enterprise space, working with some of Salesforce’s largest customers and helping them get the most out of their investment. And so I have a lot of experience in that space and spent a lot of my time in kind of technical and its sort of roles prior to that as well. So, really excited to talk about ROI in the Salesforce space.

Mike Boyle: Well, very good… Josh, what are the most tangible ways that a business can see ROI from their Salesforce implementation?

Josh Eich: Yeah, I agree that, like, ROI is one of the most important things. I think my sales teams are tired of hearing from me ad nauseam where I talk about if we’re asking a customer to make a large purchase and a large investment, there has to be a return on that investment. There has to be a tangible business outcome that comes from that level of purchase. And so I think when you think about a Salesforce implementation, the primary reason and maybe to set the stage when I’m talking about Salesforce today, really, thinking about sales cloud from M, the core CRM from a selling team motion. Salesforce has such a wide breadth of capabilities that I want to make sure that I kind of hone in on that today as we’re talking about various efforts. And so the reason that you go put a CRM in place or you turn to Salesforce is to focus on the data that you’re capturing and being able to do run analytics based on that information that you’re capturing. Right. Starting with just simple things like capturing your win rates, being able to actually track the number of opportunities you have, how many you come to fruition and view some of your competitors in that space, and being able to tell are you winning or losing against certain competitors, when you’re up against them in selling motions. So very simple ways, but I think, you know, starting to with the basics in terms of ROI is really important. Other things that I think about are things like stage progression, being able to tell are we getting stuck in certain stages in the selling cycle, are we really getting stuck in our technical motion, are we getting stuck in our negotiation process? You know, where are we having very quick turnarounds and where are we having very slow turnarounds in that process? And then other things like forecast accuracy, coming back to things like whitespace analysis, being able to look at your business and say where is there opportunities, not only in existing customers but within new customers, and then being able to do trend reports off of pipeline to say, do we have enough new business coming in to support the goals that we’re trying to hit as an organization? So, you know, from a simplistic level, I really think about those as starting points for ROI on your Salesforce implementation.

Mike Boyle: I think this is really key for people who are worried or thinking about Salesforce ROI. So talk to me, Josh, about the biggest mistakes companies often make when they implement Salesforce that might hinder that ROI potential.

Josh Eich: Yeah, Mike, I think, and I’m sure you see this a lot at Ad Victoriam, the customers that purchase Salesforce often want to over-engineer the platform. Like the power of Salesforce is there is so much customization and you can really make it do whatever you want in your selling motion and your selling process. And one of the biggest mistakes though, that I have seen is customers try to over-engineer that from the start and then they never truly get started or they put themselves in a big deficit in terms of tracking that ROI because they’re trying to do too much from the beginning. And so I think that’s a key area to focus on in the beginning is just simplify, get started, and get moving in that process and then start to build from there. I think the other really large mistake that I see is customers oftentimes try to replicate old sales processes in the mix and they don’t use it as an opportunity to look at their selling motion, say, where could this actually be improved because of this new technology and being able to leverage Salesforce in a more effective way and actually modify our sales process in those same efforts? And so I think just lifting and shifting what you had before is not, is never a recipe for success. And so I think it’s so important to not only look at the technology but look at the process when you’re starting a new implementation with Salesforce. I think the last thing is we would always, you know, kind of half-joke with customers, but I think it’s really true when we were engaging in selling motions that the technology is the easy part, Mike, and like your team knows this, the technology you can fit and you can make it do whatever you need to. The hard part is the change management. How do you get all of those users to actually leverage the system input data so that as an executive and as a leadership team, you’re getting those valuable insights back out of it? That’s one of the hardest parts of a Salesforce implementation. 

Ad Victoriam Solutions
Ad Victoriam Solutions helps companies bridge the gap between technology and business insights for greater efficiencies. We can turn even the most complex problems into smart solutions that help businesses perform better and achieve more. We’re cloud and data experts who work across a spectrum of leading-edge applications and technologies to help companies solve critical IT problems - quickly, simply and efficiently.