S O P009 Saxena 091907


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  • S O P009 Saxena 091907

    1. 1. How to Effectively Leverage the AppExchange Amit Saxena, salesforce.com Rob Lamb, Clickability Michael Kostow, Ingres Track: Sales - Operations and Performance
    2. 2. Safe Harbor Statement <ul><li>“ 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. </li></ul><ul><li>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. </li></ul><ul><li>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. </li></ul>
    3. 3. Key Takeaways <ul><li>Learn from AppExchange stories from customer </li></ul><ul><li>How to effectively leverage the AppExchange for Sales Operations applications </li></ul><ul><li>Must know AppExchange Apps for Sales Operations and Performance </li></ul><ul><li>Best Practice: 5 Step process for evaluating and implementing AppExchange application </li></ul>
    4. 4. “ I learned so much at Dreamforce, and I think our biggest problem now is figuring out what we want to do next. You know, of all the different options, which ones will we roll out first?” - Segway
    5. 5. Agenda <ul><li>AppExchange? </li></ul><ul><li>Case Study – Electronic Contract Management </li></ul><ul><li>Case Study – On-demand Sales Analytics </li></ul><ul><li>Navigating your way on AppExchange Directory </li></ul><ul><li>Killer Apps you MUST know </li></ul><ul><li>Best Practice </li></ul><ul><li>Q&A </li></ul>
    6. 6. What is the AppExchange? Your One-Stop Shop for Business Applications Find Evaluate Install & Deploy Learn <ul><li>Maximize the value of your CRM investment </li></ul><ul><li>Come fully pre-integrated with Salesforce CRM and the Force.com </li></ul><ul><li>Extend the same on-demand success to other departments and functions </li></ul>
    7. 7. Customer Installs to Date 31,500+ Customers Love the AppExchange
    8. 8. Why is Everyone So Excited? 700+ Applications 13 Application Categories 13 Industry Verticals 35,000+ Developers With AppExchange, we can immediately begin test driving and installing new applications to leverage the best ideas and new development without reinventing the wheel . — Jan LaHayne CIO, Littelfuse Top Ten Innovations of 2006 – Forbes Magazine
    9. 9. Use of Salesforce Has Evolved How AppExchange Fits with the Platform and CRM 2 World’s first multi-tenant language & development platform 3 World’s on-demand applications marketplace 1 World’s most trusted enterprise CRM
    10. 10. What Opportunities Does The AppExchange Present? <ul><li>Email Marketing </li></ul><ul><li>Integrated Telephony </li></ul><ul><li>Data Quality </li></ul><ul><li>Configuration Tools </li></ul><ul><li>IT & Operations </li></ul><ul><li>Human Resources </li></ul><ul><li>Finance & Administration </li></ul><ul><li>R&D </li></ul><ul><li>Pre-sales Processes </li></ul><ul><li>Sales and Marketing Productivity </li></ul><ul><li>Vertical Expertise </li></ul><ul><li>Post-sales Business Processes </li></ul>Pre-Integrated Solutions Automate More Business Processes Extended CRM
    11. 11. Rob Lamb Director, Customer and Partner Development [email_address] Case Study 1: Electronic Contract Management
    12. 12. <ul><ul><li>INDUSTRY : Media/Marketing/Software </li></ul></ul><ul><ul><li>EMPLOYEES : 40 </li></ul></ul><ul><ul><li>GEOGRAPHY : US / EMEA </li></ul></ul><ul><ul><li># USERS : 38 (100% Login Rate) </li></ul></ul><ul><ul><li>PRODUCT(S) USED : SFA, Service & Support, AppEx Recruiting, EchoSign </li></ul></ul>Clickability is an SaaS provider of Content Management Solutions to large media and enterprise marketing customers.
    13. 13. Key Points <ul><li>Identifying Potential Business Leverage Points </li></ul><ul><li>Solution Overview </li></ul><ul><li>Implementation Strategies and Results </li></ul>
    14. 14. Identifying Sales Process Opportunity <ul><li>Sales Process Opportunities are generally the result of the identification of a current bottleneck and are in response to pain. </li></ul><ul><li>Predicting and preparing for a business tipping point is much cheaper and less painful than waiting for it. </li></ul><ul><li>Don’t build a process for where you are. Build a process for where you want to be. </li></ul>
    15. 15. Contract Management – Key Challenges <ul><li>3 Key Challenges to our business </li></ul><ul><ul><li>Control </li></ul></ul><ul><ul><li>Workflow /Accountability </li></ul></ul><ul><ul><li>Improved Customer Experience </li></ul></ul><ul><ul><li>#1 Goal is close more business </li></ul></ul>
    16. 16. EchoSign – EchoSign for Salesforce.com Kathy Lord, Vice President of Sales, Intacct says: “ A Must for Any Sales 2.0 Organization -- EchoSign is an absolute must for any sales team looking to survive in a Sales 2.0 world. After our initial roll-out, our time to signature went from days to just minutes. Even more surprisingly our reps and services team have embraced it like fish to water. Additionally, our order management is now completely digital and almost 100% automated.” <ul><li>Solution Highlight </li></ul><ul><li>Complete signature automation within Salesforce.com </li></ul><ul><ul><li>View contract history </li></ul></ul><ul><ul><li>Signed contracts saved with opportunity or contact </li></ul></ul><ul><li>Accelerate the sales process </li></ul><ul><li>Track every deal in real-time access </li></ul><ul><li>Decrease post-sale administration </li></ul><ul><li>Improve customer signing experience </li></ul><ul><li>Close deals faster! </li></ul>What the customers are saying: Implementation Statistics: # of customers: 400 customers; 100,000 users Avg. implementation time: 1 hour Want to learn more? Check out Partner pavilion.
    17. 17. Why EchoSign? <ul><li>Integrated contract signature management insides Salesforce.com </li></ul><ul><ul><li>Contracts sent out from Salesforce.com </li></ul></ul><ul><ul><li>Contracts stored with Opportunity or Contact </li></ul></ul><ul><li>Accelerates the Sales Process </li></ul><ul><li>Track Every Deal in Real time </li></ul><ul><li>Delivers accurate forecasts </li></ul><ul><li>Decrease post sale administration </li></ul><ul><li>AppExchange certified with positive reviews </li></ul>
    18. 18. EchoSign: Seamless Integration with Salesforce.com
    19. 19. Key Value: Control <ul><li>All Contracts PDF format. </li></ul><ul><ul><li>Universal and Operating System Independent </li></ul></ul><ul><ul><ul><li>Avoid Office 95, 97, XP, etc. </li></ul></ul></ul><ul><ul><li>ReadOnly </li></ul></ul><ul><ul><ul><li>Removes risk of intentional or unintentional contract modification </li></ul></ul></ul><ul><ul><li>Email Authentication & Password Protection </li></ul></ul><ul><ul><ul><li>Completely secure </li></ul></ul></ul>
    20. 20. Key Value: Workflow / Accountability <ul><li>Supports existing workflow/business process </li></ul><ul><ul><li>Not changing flow, just effectiveness </li></ul></ul><ul><ul><li>Contracts stored within SFDC opps </li></ul></ul><ul><li>All parties involved automatically notified throughout </li></ul><ul><ul><li>Reminders of contract tasks </li></ul></ul><ul><ul><li>Auto send of executed contracts (Sorry FedEx) </li></ul></ul><ul><li>Visibility </li></ul><ul><ul><li>Immediate access of authorized to see status of contracts </li></ul></ul><ul><ul><li>Sales can sell not provide updates </li></ul></ul>
    21. 21. Key Value: Improved Customer Experience <ul><li>“ The first fax machine was invented by Scottish mechanic and inventor Alexander Bain. In 1843 , Alexander Bain received a British patent for “improvements in producing and regulating electric currents and improvements in timepieces and in electric printing and signal telegraphs”, in laymen's terms a fax machine.” </li></ul><ul><li>Today we are NOT going to party like its 1843 </li></ul><ul><ul><li>If your product is moving to the next level so should the processes that support it. (Is there paper in the fax?) </li></ul></ul><ul><ul><li>I-Phone Bills, Online Banking </li></ul></ul>
    22. 22. Implementation and Results <ul><li>Planning </li></ul><ul><ul><li>Illustrate and Involve </li></ul></ul><ul><li>Resistance to change </li></ul><ul><ul><li>Sticks, Carrots or Value </li></ul></ul><ul><li>Speed </li></ul><ul><ul><li>11 Minute Contract Turnaround </li></ul></ul><ul><ul><li>5 Days can make a difference </li></ul></ul><ul><li>Savings </li></ul><ul><ul><li>Time – End of Quarter Fax Watch </li></ul></ul><ul><ul><li>Resources – Paper </li></ul></ul>
    23. 23. Michael Kostow VP, Business Operations [email_address] Case Study 2: On-demand Sales Analytics
    24. 24. <ul><ul><li>INDUSTRY : Software </li></ul></ul><ul><ul><li>EMPLOYEES : 275 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : ~120 </li></ul></ul><ul><ul><li>PRODUCT(S) USED : Salesforce.com SFA, Intacct, LucidEra </li></ul></ul>Ingres Corporation is the world’s leading provider of business open source services and solutions for companies of all sizes. Ingres Corporation offers a product family of enterprise-class, highly scalable databases and tools that are currently being used by more than 10,000 major global customers and partners.
    25. 25. Ingres Corporation – Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>Global business/limited resources – operating in over 20 countries </li></ul></ul><ul><ul><li>Inherited customer base with limited information </li></ul></ul><ul><ul><li>No 360 degree view of our customer </li></ul></ul><ul><li>Technology Challenges </li></ul><ul><ul><li>Implementation and integration between SaaS systems </li></ul></ul><ul><ul><li>No consolidation point between Intacct and Salesforce </li></ul></ul><ul><ul><li>Global phased roll-out </li></ul></ul>
    26. 26. Ingres Corporation – The Solution <ul><li>How did we address these challenges? </li></ul><ul><ul><li>Full SaaS solution – Salesforce, Intacct, LucidEra </li></ul></ul><ul><ul><li>360 degree customer view using LucidEra as the consolidation point between Intacct and Salesforce </li></ul></ul><ul><ul><li>Manage the business via dashboards for all key metrics </li></ul></ul>
    27. 27. LucidEra – Revenue Cycle Analysis <ul><li>Solution Highlight </li></ul><ul><li>Visibility across systems </li></ul><ul><li>Integration with financial data </li></ul><ul><li>Focused analytics – answers, not static reports </li></ul><ul><li>Simplicity of design (drag and drop interface) </li></ul><ul><li>AJAX rich-client experience </li></ul><ul><li>Fast implementation time </li></ul><ul><li>BI platform (vision beyond CRM) </li></ul>What the customer are saying: Implementation Statistics: # of deployments: 20+ Avg. Implementation Time: 30 days <ul><li>Other Solutions: </li></ul><ul><li>Sales Analysis (SFDC + Excel data analysis) </li></ul>Want to learn more? Check out Partner pavilion. “ LucidEra really simplifies the overhead required of IT when rolling out a BI solution.” - Blackduck “ LucidEra has transformed how we do analysis in our business.” - Vertical Response
    28. 28. INGRES Sales Operations Applications
    29. 29. LucidEra Dashboards Opportunity Name from Salesforce.com Opportunity Amount from Intacct
    30. 30. LucidEra Dashboards, cont.
    31. 31. Why LucidEra? <ul><li>SaaS solution consistent with our corporate strategy </li></ul><ul><li>Integration to Salesforce & Intacct </li></ul><ul><li>Ability to use Excel in conjunction with apps </li></ul><ul><ul><li>Budget, quotas, and other data in spreadsheets can be integrated </li></ul></ul><ul><li>User friendly analysis </li></ul><ul><ul><li>Dynamic slice and dice interface </li></ul></ul><ul><li>AppExchange certified with positive reviews </li></ul>
    32. 32. LucidEra Implementation <ul><li>Phase 1 (Live) </li></ul><ul><ul><li>Intacct – Live in US – using LucidEra to consolidate pipeline between Intacct “sales orders” and Salesforce “opportunity products” </li></ul></ul><ul><ul><li>Using LucidEra to provide full year history consolidating Intacct “sales orders” and “opportunity product” details </li></ul></ul>
    33. 33. LucidEra Next Steps <ul><li>Phase 2 </li></ul><ul><ul><li>Global rollout </li></ul></ul><ul><ul><li>Consolidation of Intacct/Salesforce/2008 budget via Excel </li></ul></ul><ul><ul><li>Executive dashboards capturing key metrics including: </li></ul></ul><ul><ul><ul><li>Pipeline </li></ul></ul></ul><ul><ul><ul><li>Booked Business – Actual/Quota </li></ul></ul></ul><ul><ul><ul><li>Revenue – Actual/Forecast </li></ul></ul></ul><ul><ul><ul><li>Costs – Actual/Forecast </li></ul></ul></ul><ul><ul><ul><li>Detail by Customer </li></ul></ul></ul>
    34. 34. Navigating your way on AppExchange Directory
    35. 35. AppExchange Kick-off <ul><li>AppExchange 101 Webinar </li></ul><ul><li>AppExchange Essentials </li></ul><ul><li>Customer Success </li></ul><ul><li>Top 10 Applications </li></ul><ul><li>RSS Feeds/Blogs </li></ul>How do I get to THESE?
    36. 36. AppExchange for Sales: Operations and Performance <ul><li>Key Categories </li></ul><ul><ul><li>Compensation and Performance Management </li></ul></ul><ul><ul><li>Contract Management </li></ul></ul><ul><ul><li>Forecasting </li></ul></ul><ul><ul><li>Quoting and Orders </li></ul></ul><ul><ul><li>Other (Collaboration) </li></ul></ul><ul><ul><li>Free Sales Components </li></ul></ul>How do I get to HERE on AppExchange?
    37. 37. Killer Apps for Sales Operations
    38. 38. Killer Apps for Sales Operations <ul><li>Compensation Management </li></ul><ul><li>Contract Management </li></ul><ul><li>Collaboration </li></ul><ul><li>Data Quality </li></ul>
    39. 39. Killer Apps for Sales Operations <ul><li>Quoting and Orders </li></ul><ul><li>Sales Analytics </li></ul><ul><li>Forecasting </li></ul>
    40. 40. AppExchange App Implementation Best practice <ul><li>Compile Top 3 pain points/ideas </li></ul><ul><li>Existing monthly sales meetings etc </li></ul><ul><li>Identify Actors </li></ul><ul><li>Research on AppExchange </li></ul><ul><li>Test Drive / Demo </li></ul><ul><li>Shortlist Apps/ components </li></ul><ul><li>Negotiate contract </li></ul><ul><li>Customize the application </li></ul><ul><li>Train users </li></ul><ul><li>Deploy application </li></ul><ul><li>Reports and adoption dashboards </li></ul><ul><li>Reward top users </li></ul><ul><li>Write review </li></ul><ul><li>Work with Administrator </li></ul><ul><li>Install on Sandbox </li></ul><ul><li>Download Apps to Production </li></ul><ul><li>Deploy to Pilot users </li></ul>Identify Needs Rollout Pilot Research on AppExchange Measure Adoption
    41. 41. More Ways to Experience 1. AppExchange Gateway Your portal to 200+ partner booths Let our staff help you navigate! Booth 301 in the Expo Hall 2. AppConnection Game Show Find the app of your dreams! Play or watch to win fabulous prizes. Demo Theatre, M12:30pm & T2:30pm 3. Demo Stations Let our experts show you how easy it is to find, try, and install apps SE Corner of Campground 4. Seven Other AppExchange Sessions See Conference Guide 1. 2. 3. EXPO HALL CAMPGROUND
    42. 42. ROB LAMB Director, Customer Development MICHAEL KOSTOW VP, Business Operations AMIT SAXENA Sr. Manager, Business Operations QUESTION & ANSWER SESSION salesforce.com
    43. 43. Seed Questions <ul><li>How do I get to AppExchange? Do I need a login? </li></ul><ul><li>Can anyone download an App? </li></ul><ul><li>What is AppExchange Certified application? </li></ul><ul><li>How do find all Sales Ops applications? </li></ul><ul><li>Can I start with trial before purchasing? </li></ul><ul><li>What methodology should I use for AppExchange application implementation? </li></ul><ul><li>Can I share my thoughts/discuss with other users? </li></ul><ul><li>How are rating driven? </li></ul><ul><li>I have my own app/widget, how can I share with others? </li></ul><ul><li>Can I uninstall an AppExchange app? </li></ul>
    44. 44. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>