WEBVTT

93db63be-e5cd-4389-9311-8628747b5166-0
00:00:00.200 --> 00:00:01.840
Marco, thank you so much for
being here.

317f15a6-a403-424c-9a57-0482d7d40488-0
00:00:02.000 --> 00:00:04.080
When it comes to sales
transformation, what are the

317f15a6-a403-424c-9a57-0482d7d40488-1
00:00:04.080 --> 00:00:05.800
challenges and what are the
opportunities?

603b06e5-0b90-4d89-8cd3-f239f91cc7a2-0
00:00:06.080 --> 00:00:06.920
Thanks for having me.

c1290134-fb4a-4eb4-a4e6-e5d2ea2a6a75-0
00:00:07.160 --> 00:00:10.231
I think on the sales
transformation, the opportunity

c1290134-fb4a-4eb4-a4e6-e5d2ea2a6a75-1
00:00:10.231 --> 00:00:13.534
is really to rethink all your
processes, not just from a

c1290134-fb4a-4eb4-a4e6-e5d2ea2a6a75-2
00:00:13.534 --> 00:00:16.837
tooling and really rebuild
basically your infrastructure

c1290134-fb4a-4eb4-a4e6-e5d2ea2a6a75-3
00:00:16.837 --> 00:00:19.039
and your processes to help the
sales.

14bdb1eb-726d-4ea1-bd7e-461a04c0699a-0
00:00:19.200 --> 00:00:21.000
The challenge is the change
management.

2d09a9d0-fb06-4900-9d78-dd560535c20f-0
00:00:21.120 --> 00:00:24.741
How do you get the sellers
actually using new processes,

2d09a9d0-fb06-4900-9d78-dd560535c20f-1
00:00:24.741 --> 00:00:28.298
embracing the changes. And how
can organizations really

2d09a9d0-fb06-4900-9d78-dd560535c20f-2
00:00:28.298 --> 00:00:30.840
leverage sales cloud and revenue
cloud?

96fc255c-f3ab-4f9d-996a-3ec90b613422-0
00:00:31.120 --> 00:00:33.760
I think the end to end process
is really key, right?

6e7704bf-8130-4aa3-9291-46af824fedaa-0
00:00:33.760 --> 00:00:36.812
That you start with the sales
cloud for the prospecting for

6e7704bf-8130-4aa3-9291-46af824fedaa-1
00:00:36.812 --> 00:00:39.762
the opportunities and then
really go through with revenue

6e7704bf-8130-4aa3-9291-46af824fedaa-2
00:00:39.762 --> 00:00:43.069
cloud to book the deals, to sign
the deals, and actually book it

6e7704bf-8130-4aa3-9291-46af824fedaa-3
00:00:43.069 --> 00:00:43.680
in your ERP.

04a7cef2-4ae9-4557-a71e-c1f3590079c7-0
00:00:43.960 --> 00:00:46.840
That end to end, that's where
the opportunity is.

96f37f6d-aa3c-4018-b50c-061cf2f22df5-0
00:00:47.280 --> 00:00:49.880
And how will generative AI
transform the productivity?

e93ccb10-0b5c-404b-8932-d62099dc3c1f-0
00:00:50.040 --> 00:00:50.560


89744faf-6c0a-49c2-b96b-ff5d5d65931b-0
00:00:50.560 --> 00:00:52.720
The GenAI will be really
interesting to see.

83991bf1-12e6-4bc0-af02-e21075643c30-0
00:00:52.880 --> 00:00:56.183
You will be able to actually
generate a lot of the sales

83991bf1-12e6-4bc0-af02-e21075643c30-1
00:00:56.183 --> 00:00:59.197
collateral, the content,
automatically and actually

83991bf1-12e6-4bc0-af02-e21075643c30-2
00:00:59.197 --> 00:01:01.400
tailored for a customer
specifically.

be211ede-9e99-4b65-9a35-e3fae24b96eb-0
00:01:01.600 --> 00:01:03.600
So this will be a higher
personalization.

a67ca9cb-3598-4591-b384-c200c16e18cb-0
00:01:03.760 --> 00:01:07.564
I think the challenge on the
other side is how do you, again,

a67ca9cb-3598-4591-b384-c200c16e18cb-1
00:01:07.564 --> 00:01:10.939
a seller, embrace this and not
get basically let AI do

a67ca9cb-3598-4591-b384-c200c16e18cb-2
00:01:10.939 --> 00:01:14.560
everything, but actually engages
with AI in the right way.

0f672339-091d-42e0-841e-5c35195b04d8-0
00:01:14.920 --> 00:01:15.880
Thank you so much.