Salesforce for logistics how TNT connect to their customers in a whole new way

How TNT connect to their
customers in a whole new
way
Salesforce World Tour London
21st May 2015, ExCel

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Post NL Video


Industry Trends
Christmas
“Peak”
Deliveries

Total Online
Shopping
Spend YoY

Black Friday

Poor Delivery
Experience

18% 421% 810M 35% 4

+

+

£

+

%

Customer

Satisfaction

Source: Accenture spend trend report 2014, Parcels2Go.com & IMRG


The Future is All About Customer Experience

#1

“Customer experience has overtaken
price and product as the key brand
differentiator.”

Price
Source: Customers 2020 Report

Product

Customer
Experience


The Customer Experience Gap
Does your Company
have a 360°view?

Your
Customers

77%

of customers are not
engaged with companies

More demanding than ever:
Instant Answers
Greater Choice
More Control

Service Agents
Salespeople
Deliveries


How TNT connect to their
customers in a whole new way

​

​Phil Parkin
​UK CIO
​
​@PhilParkin


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TNT UK
Connecting to customers in a whole new way

@PhilParkin


Overview – A Global Brand
“One of the Leading B2B Express Delivery Companies in the UK”

UK

Global

9,500
Employees

58,000
Employees

3,500
Vehicles

200+
Countries

1000+
Locations

70
Locations

54
Aircraft

1m+
Items Daily


Overview – A Global Brand
Intercounty
Express

Outlook


Meeting Our Stakeholder’s Expectations


Simplify & Transform

Vision

Methodology

To transform the TNT IT systems to ensure they are
Easier, Faster and Better

To use proven cloud or package based technology where possible,
implementing a Minimum Viable Product (MVP) approach for short
deployment time frames to enable the business to realise benefits quickly
(Buy not Build)

Customer Journey

Easier

Faster

Better


Legacy Customer Service – Burning Platform
SPEECH SELF
SERVICE

TELEPHONY

QUOTE
BOOK

TRACK

CLAIMS

CASES


Why Salesforce.Com

2007

2010

2011

2014


Minimum Viable Product
Customer
Services
Supplier
Base

SPEECH SELF
SERVICE

Operations

TELEPHONY
INTEGRATION

service cloud
QUOTE
CASES

BOOK

UK
Customer
Base
TRACK

Express
Sales

CLAIMS

Special
Services

Central
Admin

Sales
Business
Solutions
Sales


Demonstration 1
Telephony integration, service console, customer 360°, case management …


Ease of Implementation

Discover

Design

Develop

Deploy


UK Service Cloud - Milestones

Pilot + Roll Out Phase
Benefits Tracking Phase
Added Value Phase


Business Benefits

Agent
On-boarding

Agent
Productivity

1st Time Call
Resolution

Metrics
+
Analytics


So What…..

Employee
Engagement

Customer
Experience


Connecting To Customers In A Whole New Way

Our Journey

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2014 QTR 4

2015 QTR 3


Demonstration 2
A day in the life of an account manager …


Connecting To Customers In A Whole New Way

Our Journey

Our Vision

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2014 QTR 4

2015 QTR 3

2016 QTR 1

360°view of the
Customer


Summary
Choose the right platform & partners

Set achievable and iterative targets (MVP)
Test the solution against customer
expectations