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S2 A009 Tobin 091907



Full session information and video available on successforce.com.

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S2 A009  Tobin 091907 S2 A009 Tobin 091907 Presentation Transcript

  • Visibility and Control with Sales Analytics Track: Sales II: Advanced Strategies Thomas Tobin, salesforce.com Jennifer Wobser, FFF Enterprises
  • 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.
  • Agenda  How to get a good picture of sales performance  The Current dashboard  What can help from the Summer ’08 Release  How FFF Enterprises uses the latest features  The NEW and improved dashboard  What’s coming next in the Winter ’08 Release  What to take away from Dreamforce
  • What do you care about?  You care about how your sales are performing  Sales admin, or a sales manager, or Salesforce admin, or even the VP of sales  And these are the questions you want answered  What leads are coming in?  What deals are in what stages?  What deals should come in?  Which customers is the company talking to?  That sales users can make their own reports?
  • Current Dashboard
  • What is behind your current dashboard?  “Run As” admin user to see all data - state of the company Activities filtered on number of opportunities Count of leads by lead date < “last 7 days” per stage status Converted leads, Number of opportunity Leads by company conversion date < “last per close/lost reason name create date < 7 days” “last 7 days” Activities list filtered on date < “last 7 days”
  • How did we start making it better? 1) Pictures of the past, present and future  Opportunity trend report  Opportunity history to see changes  Opportunities by stage 2) KPIs in metrics – e.g. opportunity close ratio
  • What will help you from the Summer ’08 Release  Custom Report Types  Make the Report Wizard do what you want  Top-N  Make tabular reports limited and available in dashboards
  • Demos  Custom Report Type Creation  Top-N report
  • Jennifer Wobser FFF Enterprises, IT Admin jwobser@fffenterprises.com
  • All About FFF Enterprises Company Logo Here The Nation’s Largest Bio-pharmaceutical Distributor Nationwide distribution of biopharmceuticals, plasma products, vaccines, and trial drugs - Commitment to making a difference in healthcare • INDUSTRY: Biopharmaceutical Distribution • EMPLOYEES: 200+ • GEOGRAPHY: Headquarters based in Temecula, CA • # USERS: 90+ • PRODUCT(S) USED: Premium Support, Voice2Insight, AppExchange Mobile, and 6+ AppExchange Applications
  • Why we are heavy users of custom reports at FFF  Track sales and activities  Compare outside and in-house reps  Get metrics on time invested vs revenue  Reps view sales history on account  Reps target existing accounts with few recent activities and historical purchases  Management and metrics  Executives track sales reps and have targets for their activities  Metrics are tailored to each rep by territory and department
  • Our key challenges to report adoption FFF Salesforce Users:  Want to create reports easily  Want to only see the fields that they are familiar with  When editing reports, would get lost in the fields Salesforce Admin:  Would like the users to be self sufficient in running their own reports  Wants the reports to resemble data entry screens
  • How we solved the adoption problem  Custom Report Types drive adoption if built appropriately  It pays to build Custom Report Types for “normal users” with commonly used fields  Users love the simplified experience!  Custom Report Types allowed us to separate reporting on fields from our two divisions
  • What are the benefits of custom reports?  Custom Report Types offer fewer fields to choose from in a much cleaner format
  • What frustrated our sales reps & executives  No ability to view customers/accounts by actual invoices ranked highest to lowest  Could not target customers for opportunities by ranking customers with low sales on invoices  Needed to drill down from a ranked dashboard to a report with accounts ordered the same way
  • The solution to our visibility constraints  Created and deployed Top-N report for use in dashboard  Ranked Report on our Custom Object: Orders & Items by Total Sale – Descending
  • Salesforce.com Thomas Tobin Senior Product Manager, Analytics ttobin@salesforce.com
  • What’s coming in Winter’08, and how will that help me?  Floating column headers  View 1000’s of result rows and still know what the 14th column is  Custom Report Type schema will allow reports on:  Reports, Dashboards, Dashboard components, Folders • manage existing reports better as an admin  Territories • Create CRTs when using Territory Management
  • Demos from Winter’08  Floating column headers  Report on reports and dashboards and folders  Clone Custom Report Type  Can’t show you  Territories in Custom Report Types
  • What you can do to improve your sales analytics?  Which metrics are most important to your sales organization?  How can you get these from Salesforce?  Do you need extra data?  Use force.com pages, and force.com code to move legacy apps into salesforce.com  Use connectors like the informatica on-demand system to move data into salesforce.com
  • What metrics are good for you? What behavior do you want to encourage?  Converted lead %  Custom summary field on converted lead report  Opportunity win rate  Custom summary field on opportunity report  Avg opportunity length  Field on opportunity for close-open date  Average of that field for closed opportunities
  • How do you slice your sales data?  When you analyze your metrics, you slice them by dimensions:  Team, department, geography, inside vs outside sales  Time  Product / family  These are the groupings in the reports – you can have 2 levels of groupings in a dashboard chart
  • Going further with General Analytics partners  Carousel from DreamFactory  PPT-style visualisations  CognosNow from Cognos  Bring salesforce.com data into the CognosNow applicance  Crystal from Business Objects  Enterprise-standard toolset reports on salesforce.com data  JasperSoft  On-demand complex report creation  QueryAmp/Pro  Bring salesforce.com data into Excel  Visual Mining  On-demand data warehouse with leading presentation  VisualSmart from Synergex  OLAP cubes on salesforce and other data
  • Going further with sales-analytics partners  Aha! Software  Predictive pipeline analytics  Centive compel  Commission and sales performance  Cloud9  What’s changed in opportunities, pipeline view  Forcelogix  Sales performance optimizer  HarvestGold  Sales productivity  Lucidera  Forecast-to-billing, sales trend analysis  TrueComp from Callidus  Sales performance analysis
  • And even further with other domain partners  Corda • Service & support analysis  Domodomain • Web analytics in salesforce.com  Mimira • Product pricing analytics  Omniture • Web analytics  QuickArrow • Professional services analysis  vtrenz • Marketing campaign analysis
  • What to take away from Dreamforce Look on the blog – blogs.salesforce.com/analytics  Use google reader – pick up the list of analytic blogs  Download the analytics packages list there from the AppExchange  Do you need data from Salesforce and another packaged system?  Do you need a data warehouse?  What partners can help you get the reports you want
  • 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 Additionally, please score each individual speaker on:  Overall delivery of session We strive to improve, thank you for filling out our survey.
  • QUESTION & ANSWER SESSION Thomas Tobin Product Manager, Analytics Jennifer Wobser Business Systems Analyst and Salesforce.com Administrator