New CRM Software from Horoz Group


With the technological innovations introduced by Industry 4.0, our experience has now become integrated into the cloud, everything from social networks to our customers, to our mobile phones and even to the SMART devices in our home. This rapid change becomes even smarter with the artificial intelligence in the context of the devices and applications in our hands, and the expectations are constantly rising. Today over 75 billion active smart devices in the world generates data at incredibly difficult dimensions as it interacts trillions of times. Nowadays, it is important to remember that there can be a customer behind the each interaction, device and the product, and these customers create this interaction with expectation. While customers are living in such an age that they are so strong, companies need to be aware of this and complete the transformation and bring their customers to the headquarters of corporate architects. The Horoz Group moves customer relationship management to a different dimension with the Salesforce platform, a solution that enables companies to make this transformation they have realized in their customer lifecycle.

Horoz Group companies has a wide range service provide from international land, sea and air transport to domestic warehousing, distribution and home delivery services with a large sales team led by different business units. The fact that the teams were aware of each other’s activities, their activities and customer experiences brought the need to share all current information and developments on a common platform for the company.

In order to produce a modern and effective solution plan, Horoz Group wants to develop CRM systems; it is actually the need to bring it together with Salesforce. Salesforce is a living platform and the basis for this system is customer data. The better and more efficiently the CRM is used, the stronger it gets over time, and the faster the sales staff gets to the target. When considered from this point of view, the importance of your system is better understood.

UFUK ÖZTURGUT Horoz Bolloré Logistics Customer Solutions and Operations Director
“Correctly analyzing customer data is important to create new sales channels, to improve our customer relations, to be able to produce integrated services, and to be able to do value added business. The new CRM provides a lot of convenience for those who do the sales business personally as well as those who manage and direct it. Besides, most of all, there is an action at the point of ‘achieving together.’ As our sales staff share their knowledge and experience, the common sense will come into play and it will be less troublesome, more professional and faster to produce customized solutions for our customers.”

With the CRM change, on top of everything, Horoz Group bring innovation to business manner; information management, sharing, sales processes, and reporting. With this period, the company included a new and powerful equipment to structure which sets a higher standard at customer relationship management as all other provided services. Horoz Bollore Logistic Customer Solutions and Operations Manager Ufuk Ozturgut states that as well as ensuring excellent customer experience, the team members who are on the field to make sales can instantly access the information about their customers from anywhere through Salesforce. He says “They will be able to quickly share customer expectations on a user-friendly platform, be aware of past activities and coordinate with their team members as well as with other departments.”

In addition, he says “It is a strategic move to use new CRM, which makes it easier for firms to work efficiently and support the sales teams to become more customer-focused, since firms that develop their customer-focused view have more competitive advantage.”
Ozturgut also conveys what kind of innovations this system brings to the management of customer relations, and he points out that the biggest innovations perhaps experienced in the sense of mobility, quick access to accurate information and coordination.

UĞUR DUMAN – Horoz Logistics Information Technology Director
”Horoz Group has become a big player of the sector for 75 years with its changing staff and service area growing every year. The offered custom services continues to be innovative. Such a large structure needs to be flexible and fast especially in CRM. Mobile and web platform applications, fast, flexible reporting, notifications, and instant traceability were our foremost requests. As a result of our research, we decided on the Salesforce platform. It will be a real productive project and we will start working very soon. With easy data collection, usercustomizable reports and in-house executive reports, we will save time for our sales teams.“

Salesforce Growth Leader Sinan Erkiner tells us that Kofana has a consulting spirit and from the beginnig they always listen to their customers, understand their needs very well and that they have at least as close to their business as possible to evaluate the most appropriate solutions in their areas of need and developing in-depth expertise on these solutions. Also, he says that they signed hundreds of successful projects together with their customers.
Erkiner who gives information about Salesforce says “This platform is a globally proven solution that we believe is the best choice for our customers in CRM. Salesforce; focused on the success of customers, innovative, secure, growth supportive, the world’s number one smart cloud CRM platform.”

From now, Erkiner, who refers to that he does not take any marketing messages which a customer is not interested in, points out that companies damage due to the fact of receiving messages which are received in the wrong time. Erkiner says that “Expecting from people, who attempt to make a sale and have limited time, add data which will not turn into sales would be an abortive expectation for us. Somehow, we do not explain same things to customers who we make contact with, who we get support service or we call for any problem which we declare. When we consider these, it is substantial that CRM has to be qualified to targeting customers, making the sale and making our customers enthusiastic. It is inevitable to see on the conducted surveys that salesforce succeed this. According to these surveys, companies which use the Salesforce Platform increase their revenue by 28 percent, which becomes effective in Customer Services by 32 percent and provides returns of marketing investments 26 percent faster.”


Erkin, who indicates that Logistic comes up against unprecedented transformation in the market which is reshaped due to new digital technologies, changing customer expectations and working models based on cooperation, says that according to ‘The Future of Logistic In-dustry ‘ article released by PWC, ninety percent of the logistic companies see ‘ data and analytic ’ as a driving force of redefining the sector, within five years and fifty percent of them acknowledge that deficiency of digital culture in their organization was the biggest challenge. Winners in the transformation competition will be the most knower about several new technologies from data analysis to automation and platform solutions and will be one of the beneficiaries. He also says that in global extent, increasing technological investments which are executed in the logistic sector shows companies procedure which is damaged by them. Erkiner, who emphasize that Horoz Logistic is one of the companies which is aware of these subjects, says that “Logistic wants to make a precious experience for their customers with more productive sale teams, more active sale directors, user interfaces transferred completely to mobile phones and expectations of holistic customer data management. Horoz Logistic aims to set customer satisfaction, which makes Horoz Logistic leader in their sector for years, to higher standards. Moreover, Horoz Logistic aims to provide effective and productive services by collating different operations with effective business processes” carrying on his words as that we as Kofana aim to make quickly Horoz Logistic prepared for next 10 years by making benefit of the power of Salesforce CRM platform.

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TÜRKONFED – London Stock Exchange Group Partnership

Partnership with Turkish Enterprise and Business Confederation signed  to help deliver ELITE in Turkey 

London Stock Exchange Group today announces that it has signed a partnership agreement with the Turkish Enterprise and Business Confederation (TÜRKONFED), to help deliver its innovative support programme for inspiring growth businesses, ELITE, in Turkey.

Tarkan Kadooğlu, President of the Board, TÜRKONFED:

“It is with great pleasure that we announce our partnership with London Stock Exchange Group on the introduction of the ELITE programme in Turkey. ELITE will present the opportunity for Turkish SME’s to design and manage their companies’ growth by benefiting from the experiences of global partners and external experts. ELITE’s network of high-profile investors, suppliers and stakeholders will enable Turkish SME’s to increase their business capacity and expand their areas of operation.

On behalf of TÜRKONFED member around Turkey, we welcome this new partnership and are looking forward to further collaboration in the future”.

Raffaele Jerusalmi, Director of Capital Markets, London Stock Exchange Group said:
“ELITE is already a highly successful programme and today we are delighted to announce our partnership with TÜRKONFED, to help deliver ELITE to high quality ambitious companies across Turkey. As well as helping accelerate the growth of their own individual businesses, ELITE has the power to help drive Turkey’s economic prosperity.

“Through ELITE, we look forward to continuing to support the best and brightest SMEs and we warmly welcome the new Turkish companies joining us today.”

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Kofana Celebrates New Office Opening

We are pleased to announce the opening of our London office. The opening represents an important milestone in the company’s history as Kofana is committed to expanding its services to meet the evolving needs of its customers all around the world.

Our presence in such a dynamic world of the best Salesforce partners in London represents a new challenge and we are sure 2018 will be a year we will be proud about. And the journey continues…

Commenting on the launch, Özgür Dönmez, CEO of the parent company Experteam, said, “The new office will allow us to offer the highest possible service standards for our UK-based clients. Our past work within Europe has resulted in the opportunity for us to create a permanent base in a city that has become the leading information technology hub of Europe if not the world.”

“We have ambitious plans to grow the business and with the addition of this office, we hope we will continue to exceed our clients’ expectations offering flexible, responsive and innovative consultancy services accross the UK.”

The London office will be led by Özan Türe, CEO Kofana who said, “We are very proud of just how far Kofana has come since the Salesforce partnership was established in 2012. We aim to offer exceptional customer service, build trust through transparent business practices and apply a genuinely ‘can do’ attitude based on our experience and commitment to the continuous development of our teams. We are very excited about the future. Our new office is a significant move and we look forward to continuing our growth and assisting our valued and expanding portfolio of clients.”

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Kariyer Dergisi: Kofana brings in cloud computing solutions.’s only and first reseller Kofana serves as a enterprise cloud computing solutions and services company in Turkey.

Kofana supports the companies on their ways to become a mobile, social and customer company. They provide solutions, consulting, technical support and training services.

Kofana provides its service to the below products.

  • Sales Cloud – sales force automation & CRM
  • Service Cloud – customer services management
  • Radian6 – social media listening, analytics and interaction
  • Chatter – collaborative social private network
  • – enterprise cloud app development platform
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Dreamforce 2018: A B2C Marketer’s Dream Come True

Every year, Dreamforce brings together Trailblazers in sales, service, marketing, commerce, and more to experience thousands of opportunities to get inspired. This year, B2C marketers will have their hands full — in a good way! — as inspirational Trailblazers guide them on a path to better know their consumer, personalize with AI, and engage across all touchpoints in the consumer journey.

As you gear up to soak in B2C marketing product innovations, strategies, tips, and tricks, here’s a glimpse at what’s to come at this year’s event:

Get inspired at the Marketing Cloud Keynote

Marketers are relational by nature, especially because customer experience is continually growing in importance. In fact, 79% of consumers say the experience a company provides is as important as its products and services (Source: Salesforce, “State of the Connected Customer,” June 2018). That means knowing consumers beyond simple data points, personalizing interactions that put the customer — not transactions — first, and engaging with people when, where, and how they want.

During our Marketing Cloud Keynote, you’ll experience a deep dive into modern, empowered consumers and how you can use AI and other tools to perfect customer journeys across marketing, commerce, sales, and service. Plus, you’ll learn how Trailblazers from BBVA and Ticketmaster nail customer experiences. Make sure to attend this must-see keynote on Thursday, September 27 at 1 p.m. PST in Moscone Hall D.

Join fellow marketers in 75+ sessions

Join Salesforce leaders and marketing Trailblazers for 75+ breakout and theater sessions during all four action-packed days of Dreamforce. From trends in email deliverability, to the future of data-driven marketing, to AI’s impact on consumer journeys, these sessions will prime you to reinvigorate your marketing strategies.

View all of our Marketing Cloud sessions here.

Lounge in the Lodge

A relaxing networking and lounge space is a must at Dreamforce. The Marketing, Commerce, and Retail Lodge at the Palace Hotel offers just that — and much more.

You’ll be able to experience demos that give you a first-hand glimpse at the power of Marketing Cloud, Commerce Cloud, Consumer Goods, and Retail products. Plus, hop into breakout sessions, theaters, Circles of Success, and customer activations.

Take a hike to the Campground

Marketing Cloud will be in full force across the entire Dreamforce event. Take a deep dive into immersive demos throughout our Campground, Developer Zone, and in our Trailblazer experiences. You’ll be able to test-drive the latest Salesforce products and features for marketers. Everywhere you turn, you’ll find a product expert to guide you, and you can get to know many Salesforce partners that offer innovative ways to take your marketing strategy to the next level.

Learn from Trailblazers

BBVA and Ticketmaster are two can’t-miss marketing leaders, so be sure to catch the Marketing Cloud Keynote to hear from them both. Beyond these two innovative brands, also hear from Trailblazer Kristin Bond during the Marketing Cloud Keynote. She is the Cofounder of Women of Email, a professional network promoting leadership among women in the world of email marketing.

No matter where you look for inspiration at Dreamforce, you’re sure to find something new around every corner. If you just can’t wait until September 25th to keep your marketing momentum going, take an educational hike with our “Everything Marketing” Trailmix on Trailhead — complete with five quick courses to keep you moving.



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5 Important Key Performance Indicators To Be Monitored in Sales Management

Sales managers have very important responsibilities today. Since the survival of businesses is directly proportional to the sustainable growth, the performance of the sales team is very important nowadays. Today’s sales executives sometimes forget about the scientific direction of sales because of the focus in effort to teach the art direction of sales to their sales team with their past experience in the field. For the individual success in sales, the association with the art direction of sales is of course very important but it is not sustainable. Continuous development is only possible with a scientific approach. For this purpose, I would suggest the following 5 key performance indicators that sales executives can follow. This ranking is very variable according many other key performance indicators that can be monitored.

1.    Win Ratio

Recommended Calculation Methods

  • Total number of proposal given / number of opportunity won at a given date range
  • In a given date range, the total proposal amount given / the opportunity amount won


“Win Ratio ” is a measure of how our sales teams work efficiently. With this ratio, It is also possible to monitor how much of the total sales opportunities produced and still open are going to be sold.

2.    Conversion Rate

Recommended Calculation Method

  • In a given date range, a specific list of leads / number of converted leads


With ” Conversion Rate”, it is possible to measure the total performance starting from marketing activities to the end of the sales period. With average conversion rate information, it is possible to predict how much sales the company can make from the pool of existing leads.

3.    Pipeline Growth Ratio

Recommended Calculation Methods

  • Number of open opportunities at the end of a given date range  / number of open opportunities at the beginning of a given date range
  • Total amout of open opportunities at the end of a given date range  / Total amount of open opportunities at the beginning of a given date range


With Pipeline Growth Ratio, the change of opportunity size produced by sales team can be followed. With this view, the sales team’s performance in bringing new business opportunities is observed.

4.    Average Duration of Sales Cycle

Recommended Calculation Methods

  • Average closing duration for opportunities at a given date range
  • Opportunity duration averages over the sales funnel at a certain date range


With Average Duration of Sales Cycle, within the sales operation carried out by the sales team, the closing or progress times of the opportunities are monitored. It is a very important display in terms of monitoring the costs and the capacity planning of sales activities.

5.    Average Deal Size

Recommended Calculation Method

  • Average amount of opportunities that are closed at a given date range


With Average Deal Size, it is possible to calculate the return of the sales team’s operation for each opportunity.

It is important to evaluate the Key Success Indicators exemplified above for analysis by correlating them together. For example, it is scientifically possible to estimate how much revenue an existing “Pipeline” will generate and the needs of salespeople for this revenue with “Average Deal Size”, “Average Duration” and “Win Ratio”. Of course, duplicating these tables and calculating them using different methods can differ in the customer, sector and product context.

How to monitor all these Key Performance Indicators is also a very important issue. Spending too much time and resources to follow this data is often unsustainable and makes the truth of the data vulnerable to debate. Therefore, it is recommended to monitor the entire process through a system. The goal is to be as proactive as instant. The use of artificial intelligence is also one of the primary factors that make a difference.

Author: Sinan Erkiner

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