Aan006 Michaelian 091807

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Full session information and video available at Successforce.com.

Full session information and video available at Successforce.com.

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  • 1. Building Blocks: Extending What’s Already There Stephanie Hlad, Employers Direct Insurance Mark Desrosiers, WorkWell Systems Jim Malloy, Miyachi Unitek Corporation Admin II: Advancing to the Next Level
  • 2. Stephanie Hlad Marketing Operations Manager Mark Desrosiers SVP, Product Development Jim Malloy VP of Sales Nancye Michaelian Customer Success Manager salesforce.com Moderated By:
  • 3. Safe Harbor Statement
    • “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
    • The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
    • Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  • 4. Session Agenda
    • Welcome/Introductions
    • Components of a successful implementation
    • Do I need “more”?
      • Identifying business needs
      • Custom objects, tabs and the AppExchange
    • Customers share their success
      • Stephanie Hlad, Marketing Operations Manager
      • Mark Desrosiers, SVP, Product Development
      • Jim Malloy, VP of Sales
    • Takeaways/Q&A
  • 5. Components of a Successful Implementation
    • Strong Implementation team
    • Model salesforce.com to YOUR business
    • Clean data - garbage in, garbage out
    • Strong user adoption
    Admin Steering Committee Executive Sponsor Project Team
  • 6. What’s next? Expense Tracking Bug Tracking Event Management Compensation Management Mobile Data Cleansing ?
  • 7. Extending the Platform
    • Imagine, build, and deploy!
      • Extend success
      • Automate other business processes
      • Manage additional data
    • Build your own
      • Custom tabs
      • Custom objects
      • Custom applications
  • 8. Extending the Platform
    • Transform your business with
      • THE on-demand applications marketplace
      • Search, test drive and install
    • Mobilize
      • Salesforce CRM, custom applications, AppExchange applications
      • Access to live data, on the go!
  • 9. Stephanie Hlad Marketing Operations Manager [email_address]
  • 10. Employers Direct Insurance Company
      • INDUSTRY : Insurance
      • EMPLOYEES : Over 170
      • GEOGRAPHY : US
      • # USERS : 115 UE
      • PRODUCT(S) USED : Salesforce SFA, Force.com Mobile, Custom Built Applications
    Employers Direct Insurance Company is California's only specialty direct writer of workers' compensation insurance and has no independent agent or broker affiliation. Founded in 2002, Employers Direct has been widely accepted by business owners throughout California as a result of providing highly competitive rates, claims services designed to fight fraud and abuse, and loss prevention services that assist employers to create safe work environments.
  • 11. Key Challenges
    • Business/Technology Challenges
      • Increased customization
      • Increased adoption
      • Reporting functionality
      • Organizational set up
      • Security/Sharing/Profile
  • 12. Case Study – The Solution
    • How did we address these challenges?
      • Prior testing in the Force.com Sandbox
      • Ease of use for Customized Objects…built from scratch
      • Create a test environment with access to all Profiles
      • Utilizing our Premier Support Rep, Daniel Bhak
  • 13. Case Study – Results
    • What were our results?
      • Quick and easy to implement due to test environment
      • Proper profiling for each user
      • Accuracy of inputted data
      • Control of Salesforce environment
      • Higher employee satisfaction
      • Improved data management
  • 14. How EDIC extended Salesforce – custom objects
    • Demo of Production – how does our solution look today?
  • 15. How EDIC extended Salesforce - custom objects
    • Demo of Sandbox – the design for tomorrow
  • 16. How EDIC extended Salesforce - custom objects
    • Demo of Sandbox – the design for tomorrow
  • 17. Mark Desrosiers SVP, Product Development WorkWell Systems [email_address]
  • 18. WorkWell Systems
      • INDUSTRY : Healthcare
      • EMPLOYEES : 35
      • GEOGRAPHY : Global Reach
      • # USERS : 20
      • PRODUCT(S) USED : Salesforce SFA & Call Center, 2 downloaded AppExchange applications,
      • 3 Custom Applications, 40 Custom Objects
    WorkWell Systems is the leading provider of industrial injury and loss prevention services. With a global network of over 10,000 health professionals, an international research team as well as a faculty advisory group, WorkWell provides workers compensation solutions employers retain a competitive edge.
  • 19. WorkWell Systems– Key Challenges
    • Business Challenges
      • Clinical Network Growth
      • Sales Effectiveness
      • Lack of Business Process Integration
      • Organizationally Decentralized
      • Information Intense
    • Technology Challenges
      • Legacy Custom Software provides limited flexibility
      • Technology was becoming a barrier to business innovation and growth
  • 20. WorkWell Systems– Key Challenges, Con’t.
    • Summary of Challenges
      • Limited Business and Product Growth
      • Slow Clinical Network Development
      • Business Process Inefficiency
      • Sales Process Effectiveness
      • Limited Operational Transparency
      • Limited Business Metrics
  • 21. WorkWell – The Solution
    • How did we address these challenges?
      • Enterprise Salesforce Deployment
      • AppExchange Deployment: Pass It On
      • Provider Network Mapping
      • Sales ROI Calculator
  • 22. Demo - Recruiting
  • 23. Demo - Mapping
  • 24. Demo - ROI Calculator
  • 25. WorkWell – Results
    • What were the results?
      • FTE Reduction in Provider Services
      • Increased Sales Effectiveness
      • Focused Clinical Network Growth
  • 26. Jim Malloy Vice President, Sales [email_address]
  • 27. Miyachi Unitek
      • INDUSTRY : Manufacturing
      • EMPLOYEES : 200
      • GEOGRAPHY : Global
      • # Salesforce USERS and Mobile Users : 150 salesforce, 20 Mobile
      • Products in use: Salesforce SFA & Call Center, Force.com Mobile + Multiple Custom Applications
    Miyachi Unitek is the Leading Supplier of Equipment and Systems for Resistance Welding, Laser Welding, Laser Marking, Heat Seal Bonding, and Hermetic Sealing to the Global Electronics, Automotive, Medical Device, and General Industrial Markets
  • 28. Case Study Template – Key Challenges
    • Business Challenges
    • 16 Sales Managers working with 45 Manufacturers Sales Representatives (Partner Companies) in just about every country in the world
      • Lugging laptops all over the world
      • Updates from the field into salesforce in a timely manner
      • Forecasting “non-existent”
      • Field sales efficiency- “What to do with non Face-to-Face Customer time”
      • Email and last minute phone calls not tied into Salesforce Sales Opportunities
    • Technology Challenges
      • Internet browser is just not in the rental car / airplane
      • Real time Opportunity updates means real time!
  • 29. Examples of Extending Our Applications
    • Custom Applications:
      • Mass Update Close Date
      • Mass Update Addresses Change
      • Marketing Influence Report
      • Call Scripting
      • Product and Price books quoting / Forecasting
    • AppExchange Applications
      • Recruiting
      • Vertical Response
    • We use some in both the app and in mobile
  • 30. Extending custom objects via Force.com Mobile
    • From the Treo, users can manage:
      • All Quotations
      • All Invoices
      • All Orders
      • Adding into WM devices soon:
        • Products / Pricebooks / Cases
  • 31. Live Demo of MUC Mobile Best Practices
    • A couple typical day in the life from the field:
      • Update the sales opportunity after every customer call
      • Send a task to CS for Literature to be sent out
      • Log a call
      • Check for new sales orders
      • Show a sales region opportunity view
      • And more….what is unique to your field team needs??
  • 32. Demo of MUC Mobile Best Practices
  • 33. Demo of MUC Mobile Best Practices
  • 34. Demo of MUC Mobile Best Practices
  • 35. Key Takeaways
    • Salesforce is more than just “CRM”
    • Embrace the platform - customers are doing this today
    • Clicks not code – applications can be built AND downloaded in no time
    • Platform applications can be extended to your mobile users
    • Don’t be intimidated - leverage online resources for assistance
    • Paint your vision - the sky’s the limit!
  • 36. Session Feedback Let us know how we’re doing!
    • Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:
      • Overall rating of the session
      • Quality of content
      • Strength of presentation delivery
      • Relevance of the session to your organization
    We strive to improve, t hank you for filling out our survey.
    • Additionally, please score each individual speaker on:
      • Overall delivery of session
  • 37. Stephanie Hlad Marketing Operations Manager Mark Desrosiers SVP, Product Development Jim Malloy Vice President, Sales QUESTION & ANSWER SESSION