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S2 A010 Y O S H I M U R A 091907


Full session information and video available on

Full session information and video available on

Published in Economy & Finance , Business
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  • 1. Enhanced Selling with the AppExchange Track: Sales II Advanced Strategies Jeff Yoshimura, Director, AppExchange
  • 2. 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, inc. assumes no obligation and does not intend to update these forward- looking statements, except as required by law.
  • 3. Agenda  What is the AppExchange?  AppExchange Strategies to Solve your Business Issues  Question & Answer Forum
  • 4. What is the AppExchange? Your One-Stop Shop for Business Applications 1. L arn e 2 . Find 3. Evaluate 4 . Install & De ploy  Easy to install and  Best practices   Ratings & Search uninstall blog Reviews  Browse  Deploy to your entire  Case studies  Demo  Filters company with one click  Whitepapers  Test Drive  AppExchange  Don’t forget to submit  Popular apps  Contact Partner Essentials your review!
  • 5. Customers Love the AppExchange 31,500+ Customer Installs to Date Q2 '0 5 Q3 '0 5 Q4 '0 5 Q1 '0 6 Q2 '0 6 Q3 '0 6 Q4 '0 6 Q1 '0 7 Q2 '0 7 Today
  • 6. Problem #1 “I can’t get my Sales Reps to type their notes into the CRM system.” Too Much Typing, Not Selling 10 Sales Reps x 3 Meetings per Day 30 Meetings per Day = 150 Meetings per Week Assume 30 Minutes Typing / Mtg = 4,500 Total Minutes (75 hours)
  • 7. Sales Sales Sales Voice2insight FFF Enterprises Improves Rep Productivity with VOICE2insight “Since launching the V2i service within FFF Enterprises our call report logging has increased significantly and the report detail is greater which is critical as our business is about relationships. Call report logging is completed quickly and easily giving reps more time to see more customers. Our reps now log call reports minutes after a meeting versus after hours or at the end of the week. The integration from V2i into Salesforce has been flawless. V2i is flexible and was able to quickly adjust to our custom fields.” Jennifer Wobser Salesforce Administrator FFF Enterprises
  • 8. Problem #2 “What do I do with all these business cards (and leads) that I just got?”
  • 9. Problem #3 “The deal is not closed until the contract is signed!!!”
  • 10. Sales Sales Service & Support EchoSign for “Our time to signature went from days to just minutes! Our order management is completely digital and almost 100% automated.” “EchoSign is a must have for any sales team looking to survive in a Sales 2.0 world. Our reps and service teams have embraced it like fish to water. ” Kathy Lord VP Sales Intacct
  • 11. Problem #4 “How do I grow my Sales Pipeline?”
  • 12. Sales Sales Sales Intelligence Opportunity Intelligence Thanks to Opportunity Intelligence from InsideView, Rearden Commerce has reduced research time by 200% . quot;I use Inside iew every day to look up size and revenue of companies and I LOVE IT. The pre-population feature TOTALLY ROCKS. Very very helpful. .quot; Senior Sales Development Representative, Marketing Rearden Commerce
  • 13. Problem #5 “I need better and more contacts! And how do I stay connected with people?”
  • 14. Sales Sales Service & Support Jigsaw for AppExchange Since launching its Jigsaw corporate subscription in January 2007, Insight has noticed improvements in its sales efforts. Collaboration and teamwork are on the upswing—and productivity has increased dramatically. “We were overwhelmed by the breadth and depth of Jigsaw’s contact information, Our sales reps reported back to me that the data was over 85% accurate… we’ve virtually eliminated bad contacts and wrong numbers, I would rate the quality of contact data an A++.” Troy Thielet Client Information Project Lead Insight
  • 15. Problem #6 “How do I enrich my data with the more Customer Intelligence?”
  • 16. Billian’s HealthDATA – Identified 10x the average number of targeted customer leads normally garnered from trade show exhibition by utilizing AppExchange / Access Hoover’s Challenge “Utilizing Access Hoover’s via the AppExchange has Bilian’s HealthDATA needed to determine the market potential for its products and identify which industries its customers came from so they accelerated our success by could find more just like them. saving us tons of time. The Solution data cleansing and Key Success Metrics  Access Hoover’s was implemented prospecting opportunities are  Identified over 1,500 new prospects within 24 hours that met Billian’s target customer invaluable. We couldn’t live profile  Listed on the AppExchange in 2006 without it.”  Updated Account records for over  This integration allows for the 1,000 organizations in two weeks customization and control of data imported into our  Added and enriched Contact records John Brooke database for hundreds of decision makers in the General Manager Accounts  Access Hoover’s gives us an in- Billian’s HealthDATA depth look at all company records within the Hoover’s database Results  Billian’s anticipates higher revenue from up-to-date pricing metrics  Accurate Revenue and Employee Counts
  • 17. Sales Sales Service & Support Customer Connection “CUSTOMER’s Field Sales team chose Factiva SalesWorks from Dow Jones as their sales research tool of choice for staying on top of their client base.” Challenge “The combination of Improve Sales Productivity and Territory Management Factiva SalesWorks deep integration with Results Solution Salesforce, the Field Sales have instant Seamless integration with breadth of global and in-depth access to Salesforce minimizes search coverage, user client news and efforts, saves time information that enable friendly navigation High-quality news helps them to better know their and level of support sales identify potential clients opportunities, keep up to has made us a very Usage of Salesforce has date with business change happy customer .” increased and Factiva Dow Jones client support SalesWorks usage teams ensured a smooth quadrupled in the last and successful global roll- quarter out and adoption
  • 18. 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.