APTTUS     How to Maximize  Business Success with    Salesforce Chatter
Today’s speakers                      Jules Ehrlich              Daniel Chang                      VP and GM,             ...
Housekeeping    • Ask questions via chat box    • Listen via VOIP or dial-in    • Presentation and slides will be emailed ...
You’re Invited to the Series    • 6 Webinars – all for Sales Leaders and Operations    • Focus around better Salesforce ut...
Maximize Business Success withSalesforce ChatterDaniel ChangDirector, Business Development, Chatter@dchang68In/dchang68   ...
Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain ...
#1 Enterprise Social Collaboration Platform    The Social Collaboration   Platform for the Enterprise                     ...
Trusted by Over 190,000 Organizations                           100,000+        94,000+         55,000+                   ...
Delivering Real Business Results                 #ChatterSuccess
ENGAGE to Drive Chatter     Adoption       #ChatterSuccess
E Explore use cases                                                     N Navigate roll-out                               ...
E     Explore Use Cases by Department    Examine each department                     List by department      Top 50 Ways t...
N          Navigate Roll-out: Chart Use Cases     HighImpact toBusiness     Low              Difficult            Ease of ...
N          Navigate Roll-out: Start with Quick Wins                                                                       ...
N          Navigate Roll-out: Add Low Hanging Fruit                                                                       ...
#ChatterSuccess
N          Navigate Roll-out: Deliver Social Transformation             3. Social Transformation                          ...
N          Navigate Roll-out: Avoid Fool’s Gold             3. Social Transformation                                     1...
G             Get Sponsors: Promote Value             Each High Impact Use Case                Needs Sponsorship          ...
A   Activate Users: Prime Users for Success    Videos                       Email Campaigns    Roadshow & Webinars        ...
G      Gauge Success: Measure and Monitor Usage Effectiveness              Efficiency          EngagementClient-Specific K...
E   Evolve       www.salesforce.com/chatter/engage                #ChatterSuccess
Reimagine Sales Collaboration with     Chatter     Spring 2013     © 2013 Appirio, Inc. - Confidential23
Appirio Helps You Reimagine Your Business with the Cloud                          The World’s Largest Cloud               ...
What We Do: Rapid Business Outcomes Across Functions        Sales            Service                     HR               ...
Typical Chatter Use Cases for Sales       1.   Account team collaboration and virtual account            teams       2.   ...
Account Team Collaboration     Scattered customer data in Gmail and       Complete, real-time transparency and 360* visibi...
Branded Sales and Distribution Community     2GB of content created each month               All data easily accessible fr...
Cross-functional Collaboration12 disconnected systems    Single source for sales collaborationUnproductive sales teams   I...
Scale Sales Process to Support 10x Growth     Ad hoc sales processes        Scale to accommodate sales team growth of 10x ...
Following Inventory via Chatter     Social Calendar Function for Monitoring, Following and Scheduling Ad Sales            ...
3 Keys to Success       1. Define Intent and Use Cases by Audience       2. Bring Chatter into the Tools People Use to Wor...
1. Define Intent and Use Cases by Audience                                                           Our Priority (1-10)  ...
2. Bring Chatter into the Tools People Use                         Appirio CloudFactor34                               © 2...
3. Track Usage Metrics and Gauge Success35                              © 2012 Appirio, Inc. - Confidential   #ChatterSucc...
About Apttus                                                                           2013 – Deal Maximizer   Deep domain...
Enterprise Social SuccessAPTTUS Confidential                      #ChatterSuccess   APTTUS
convenient, simple, instant                             share               mail                      apps                ...
But in business life…APTTUS Confidential                      #ChatterSuccess   APTTUS
Make Chatter AccessibleAPTTUS Confidential                      #ChatterSuccess   APTTUS
Make Chatter AccessibleAPTTUS Confidential                      #ChatterSuccess   APTTUS
Make Chatter AccessibleAPTTUS Confidential                      #ChatterSuccess   APTTUS
At Work      text            call   apps                                    share                                    colla...
text            call   apps              mail             docs             work             books             presAPTTUS C...
convenient, simple, instantAPTTUS Confidential                      #ChatterSuccess   APTTUS
Apttus X-Author Chatter: OutlookAPTTUS Confidential                      #ChatterSuccess   APTTUS
Apttus X-Author Chatter: OutlookAPTTUS Confidential                      #ChatterSuccess   APTTUS
Apttus X-Author Chatter: PowerPointAPTTUS Confidential                      #ChatterSuccess   APTTUS
Apttus X-Author Chatter: WordAPTTUS Confidential                      #ChatterSuccess   APTTUS
Apttus X-Author Chatter: ExcelAPTTUS Confidential                      #ChatterSuccess   APTTUS
Remember!To increase Chatter usage & adoption     convenient, simple, instantAPTTUS Confidential                      #Cha...
Q&A                      Jules Ehrlich              Daniel Chang                      VP and GM,                 Director,...
How to Maximize Business Success with Salesforce Chatter
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Transcript of "How to Maximize Business Success with Salesforce Chatter"

  1. 1. APTTUS How to Maximize Business Success with Salesforce Chatter
  2. 2. Today’s speakers Jules Ehrlich Daniel Chang VP and GM, Director, Advanced Solutions Business Development Balakrishna Narasimhan VP, Marketing & StrategyAPTTUS Confidential #ChatterSuccess APTTUS
  3. 3. Housekeeping • Ask questions via chat box • Listen via VOIP or dial-in • Presentation and slides will be emailed to all attendees • Interactive sessions – polls throughout event • Hashtag: #ChatterSuccessAPTTUS Confidential #salesops2013 #ChatterSuccess APTTUS
  4. 4. You’re Invited to the Series • 6 Webinars – all for Sales Leaders and Operations • Focus around better Salesforce utilization including quoting, Chatter, contract management, and more • Speakers include representatives from Saba, Symantec, Salesforce, Appirio, Motorola Solutions, and more Details will be sent to ALL attendeesAPTTUS Confidential #salesops2013 #ChatterSuccess APTTUS
  5. 5. Maximize Business Success withSalesforce ChatterDaniel ChangDirector, Business Development, Chatter@dchang68In/dchang68 #ChatterSuccess
  6. 6. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If anysuch uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. coulddiffer materially from the results expressed or implied by the forward-looking statements we make. All statementsother than statements of historical fact could be deemed forward-looking, including any projections of product orservice availability, subscriber growth, earnings, revenues, or other financial items and any statements regardingstrategies or plans of management for future operations, statements of belief, any statements concerning new,planned, or upgraded services or technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing anddelivering new functionality for our service, new products and services, our new business model, our past operatinglosses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting,breach of our security measures, the outcome of any litigation, risks associated with completed and any possiblemergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our abilityto expand, retain, and motivate our employees and manage our growth, new releases of our service and successfulcustomer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to largerenterprise customers. Further information on potential factors that could affect the financial results of salesforce.com,inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are availableon the SEC Filings section of the Investor Information section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements arenot currently available and may not be delivered on time or at all. Customers who purchase our services should makethe purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligationand does not intend to update these forward-looking statements. #ChatterSuccess
  7. 7. #1 Enterprise Social Collaboration Platform The Social Collaboration Platform for the Enterprise #ChatterSuccess
  8. 8. Trusted by Over 190,000 Organizations 100,000+ 94,000+ 55,000+ Chatter users Chatter users Chatter users 20,000+ 15,000+ 14,000+ Chatter users Chatter users Chatter users #ChatterSuccess
  9. 9. Delivering Real Business Results #ChatterSuccess
  10. 10. ENGAGE to Drive Chatter Adoption #ChatterSuccess
  11. 11. E Explore use cases N Navigate roll-out G Get sponsors A Activate users G Gauge successSix Steps for Chatter Engagement E Evolve #ChatterSuccess
  12. 12. E Explore Use Cases by Department Examine each department List by department Top 50 Ways to Use Chatter www.facebook.com/chatter EMPLOYEE SUCCESS 1. RECRUIT TOP TALENT 2. ACCELERATE ON-BOARDING 3. DEVELOP LEADERS 4. CURATE COMPANY KNOWLEDGE 5. DEMOCRATIZE CHANGE #ChatterSuccess
  13. 13. N Navigate Roll-out: Chart Use Cases HighImpact toBusiness Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
  14. 14. N Navigate Roll-out: Start with Quick Wins 1. Quick Wins High Competitive intelligence CEO all- hands callImpact toBusiness Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
  15. 15. N Navigate Roll-out: Add Low Hanging Fruit 1. Quick Wins HighImpact toBusiness 2. Low Hanging Fruit Affinity groups Airing of Low grievances Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
  16. 16. #ChatterSuccess
  17. 17. N Navigate Roll-out: Deliver Social Transformation 3. Social Transformation 1. Quick Wins High Events & offsites R&DImpact toBusiness 2. Low Hanging Fruit Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
  18. 18. N Navigate Roll-out: Avoid Fool’s Gold 3. Social Transformation 1. Quick Wins HighImpact toBusiness Fool’s Gold 2. Low Hanging Fruit Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
  19. 19. G Get Sponsors: Promote Value Each High Impact Use Case Needs Sponsorship Two Sponsors High Social Quick Wins TransformationImpact toBusiness Low Executive Community Difficult Easy Ease of Cultural Implementation Sponsor Manager #ChatterSuccess
  20. 20. A Activate Users: Prime Users for Success Videos Email Campaigns Roadshow & Webinars Seed Groups #ChatterSuccess
  21. 21. G Gauge Success: Measure and Monitor Usage Effectiveness Efficiency EngagementClient-Specific KPIs Interviews/Surveys Usage Dashboards Sales • Deal size • Win rate Service • Case resolution time • Service/support costs IT • Deployment time • IT costs #ChatterSuccess
  22. 22. E Evolve www.salesforce.com/chatter/engage #ChatterSuccess
  23. 23. Reimagine Sales Collaboration with Chatter Spring 2013 © 2013 Appirio, Inc. - Confidential23
  24. 24. Appirio Helps You Reimagine Your Business with the Cloud The World’s Largest Cloud Your Business Reimagined Expert Community + = Services Powered by Reusable Technology and 70k Crowdsourced Developers 6 years, 500 enterprises, 2.5M users moved to the cloud24 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
  25. 25. What We Do: Rapid Business Outcomes Across Functions Sales Service HR Collaboration IT Ad sales on Standard call Paper-based Point-to-point Expensive, inflexible IT spreadsheets Center forms communication infrastructure Scalable, global Social customer Web-based HR Company-wide social Cloud IT for superior sales process service experience collaboration member experience 7 Months 4 Months 9 Months 2 Months 7 Months25 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
  26. 26. Typical Chatter Use Cases for Sales 1. Account team collaboration and virtual account teams 2. Content distribution and sales/marketing collaboration 3. Cross-functional product or vertical collaboration 4. Lead, opportunity (and even inventory) “following”26 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
  27. 27. Account Team Collaboration Scattered customer data in Gmail and Complete, real-time transparency and 360* visibility Excel – no system of record across sales teams and with management No way to collaborate on pursuits or Widespread adoption due to ease-of-use and quick content capture via mobile and CRM within email interface Sales Cloud Pilot with Mobile, Cloud Sync, CloudFactor, Chatter and Content Custom Sales Cloud for contact and pipeline management, account planning, activity tracking, sales dashboards and reports Chatter used as focal point for account team collaboration and pilot feedback Salesforce Content and content libraries enable versioning of sales material Curriculum for “MWV Academy” to drive adoption Internal Use Only27 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  28. 28. Branded Sales and Distribution Community 2GB of content created each month All data easily accessible from one place 1,000s of CDs mailed to individual reps Saved money and environment with online portal Low-tech audience Easy-to-use and widely adopted by 1,000s of reps Highly Branded Custom Content Portal with Chatter Unique user experience displays recent announcements, featured content for easy access and sharing based on individual role Direct links to Salesforce Content and calendaring included in search bar Reps use Chatter to collaborate around how best to use content in the field Built using Authenticated Sites Internal Use Only28 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  29. 29. Cross-functional Collaboration12 disconnected systems Single source for sales collaborationUnproductive sales teams Improved ability to monetize internet destinationsLack of shared knowledge Deployed in 60 days on tight budget The Source - Enterprise Sales Collaboration Portal for 3,000+ Users Using Content and Chatter as a collaboration platform, tightly integrated with sales process “Everyone at Yahoo! wants access” Agile, iterative, quick moving approach to deploy within tight timeframe & budget Internal Use Only © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  30. 30. Scale Sales Process to Support 10x Growth Ad hoc sales processes Scale to accommodate sales team growth of 10x Disconnect with back-office Audit-ready in support of future IPO Lacking scale Ad Sales tripled in 2011 Scalable Ad Sales App to Facilitate Unified Global Process & Order Management Customized Ad Sales via Force.com with integration to Twitter Ad Server for combined info on bookings & services Opportunity automation with Ad Server integration for Insertion Orders, Echosign, D&B 360, inventory calendars International terms and insertion orders for UK, Canada, and Japan Internal Use Only30 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  31. 31. Following Inventory via Chatter Social Calendar Function for Monitoring, Following and Scheduling Ad Sales Hold/Challenge/Out for Signature/Booked Hold block and hold custom objects Echosign integration Internal Use Only31 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  32. 32. 3 Keys to Success 1. Define Intent and Use Cases by Audience 2. Bring Chatter into the Tools People Use to Work 3. Track Usage Metrics and Gauge Success32 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  33. 33. 1. Define Intent and Use Cases by Audience Our Priority (1-10) Example in Chatter33 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  34. 34. 2. Bring Chatter into the Tools People Use Appirio CloudFactor34 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  35. 35. 3. Track Usage Metrics and Gauge Success35 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
  36. 36. About Apttus 2013 – Deal Maximizer Deep domain expertise MS Office 300+ Customers Over 60 Fortune 500 2012 - Chatter X-Author iPad for MS Office 450,000+ Users OS 93% customer retention rate 2011 - iPad OS for CPQ Used by salesforce.com CPQ 2009 - Configure, Price, Quote Proposals & Quoting 2008 - Proposal & Quoting Mngt 2007 - Appy Award – Best Application 2007 - Helped commercialize Force.com ContractManagement 2006 - First Salesforce Contract Lifecycle Mgt solution APTTUS Confidential #ChatterSuccess APTTUS
  37. 37. Enterprise Social SuccessAPTTUS Confidential #ChatterSuccess APTTUS
  38. 38. convenient, simple, instant share mail apps text callAPTTUS Confidential #ChatterSuccess APTTUS
  39. 39. But in business life…APTTUS Confidential #ChatterSuccess APTTUS
  40. 40. Make Chatter AccessibleAPTTUS Confidential #ChatterSuccess APTTUS
  41. 41. Make Chatter AccessibleAPTTUS Confidential #ChatterSuccess APTTUS
  42. 42. Make Chatter AccessibleAPTTUS Confidential #ChatterSuccess APTTUS
  43. 43. At Work text call apps share collab mail work pres docs booksAPTTUS Confidential APTTUS
  44. 44. text call apps mail docs work books presAPTTUS Confidential #ChatterSuccess APTTUS
  45. 45. convenient, simple, instantAPTTUS Confidential #ChatterSuccess APTTUS
  46. 46. Apttus X-Author Chatter: OutlookAPTTUS Confidential #ChatterSuccess APTTUS
  47. 47. Apttus X-Author Chatter: OutlookAPTTUS Confidential #ChatterSuccess APTTUS
  48. 48. Apttus X-Author Chatter: PowerPointAPTTUS Confidential #ChatterSuccess APTTUS
  49. 49. Apttus X-Author Chatter: WordAPTTUS Confidential #ChatterSuccess APTTUS
  50. 50. Apttus X-Author Chatter: ExcelAPTTUS Confidential #ChatterSuccess APTTUS
  51. 51. Remember!To increase Chatter usage & adoption convenient, simple, instantAPTTUS Confidential #ChatterSuccess APTTUS
  52. 52. Q&A Jules Ehrlich Daniel Chang VP and GM, Director, Advanced Solutions Business Development Balakrishna Narasimhan VP, Marketing & StrategyAPTTUS Confidential #ChatterSuccess APTTUS

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