Getting the most out of your trial
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  • 1. Getting The Most From Your Trial Video
  • 2. Agenda• Sanj Bharyo, Area Vice President salesforce.com - Introduction & Welcome• Karl Goggin, Sales Engineer, salesforce.com - Getting the Most Out of Your Trial• Break, Tea & Coffee• Perry Offer, Global CFO, Dialogue Group Ltd - Improving Business Efficiency with Salesforce.com• Mark Rees, Head of Commercial Sales, Ceterna Ltd - ‘Helping you get your time back’• Q&A
  • 3. Become a Customer Company Sanj Bhayro Area Vice President in/sanjbhayro
  • 4. 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 any such uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressedor implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and anystatements regarding strategies 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 and delivering newfunctionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in ouroperating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of anylitigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, ourrelatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of ourservice and successful customer 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 ourannual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. Thesedocuments and others containing important disclosures are available on the SEC Filings section of the Investor Information section of ourWeb site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currentlyavailable and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions basedupon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-lookingstatements.
  • 5. First Enterprise Cloud Company to Reach $3 BillionFastest Growing Top 10 Software Company $3B Revenue Forecast FY13
  • 6. #1 in Cloud Computing and Customer RelationshipManagement#1 Cloud Sales, Service, Innovation Computing Marketing 2011, 2012
  • 7. Serving Companies of All Sizes Enterprise Medium Small
  • 8. Benefits of Multi-Tenant Cloud Computing: Enterprise Cloud Computing Fast Easy Open Flexible TrustedNo Hardware Automatic Upgrades Any Device App Marketplace TransparencyNo Software Scalable Data Portability Extensible Real-time Status
  • 9. Fast: Time to Value with Cloud Computing Low Automatic Upgrades Capital Cost Greater ROI Cloud Computing ValueVALUE TIME Upgrade Capital Expense Expense SOFTWARE
  • 10. Easy: Continuous Innovation with 3 Releases EveryYearSeamless, Automatic Upgrades40 Major ReleasesEvery customization & integration automatically upgradedIncludes features sourced by customer community No longer do we worry about the upgrades, new releases, and compatibility. We have the freedom to innovate and solve business problems on-demand.
  • 11. The Computing Revolution
  • 12. The Computing Revolution 2010s 1960s 1970s 1980s SocialMainframe Mini Client Server 2000s RevolutionComputing Computing Computing Mobile Computing 1990s Cloud Computing x 10x 100x 1,000x 10,000x 100,000x
  • 13. The Computing Revolution: New Ways to Connect with Customers Local Cloud Social Touch Social Touch Local Big Data Identity Ecosystem CommunityNew ways to New ways to New ways to find New ways to New ways to New ways to share New ways to connect use apps customers discover insight share data apps collaborate Cloud Computing New ways to connect everything
  • 14. Sell. Service. Market. Innovate.
  • 15. World’s #1 Sales Application Close more deals to grow your business
  • 16. Proven Market and Product Leader Market Leadership Product Leadership Customer Success #1 SFA Market Share Winner – Sales Force Automation 2012 100,000+ Companies Winner – Enterprise Suite CRM 2012 Across Every Market Magic Quadrant Leader Groundswell Award Innovative Company Highest ROI Technology of the Year
  • 17. Grow Your Business Along Every Major Metric +44% Forecast Accuracy +32% +32% Lead Sales +25% Close Conversion Productivity +27% Rate Sales Average Percentage Improvements Reported by Customers Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, Confirmit, Inc.., on 5,500+ customers randomly selected. Response sizes per question vary.
  • 18. Service Everywhere
  • 19. World’s Leading Customer Service App www.salesforce.com/service Build Great Customer Connections Through Outstanding Customer Service
  • 20. Proven Market and Product Leader Market Leadership Product Leadership Customer Success Leader Contact Center 34,000+ Companies Leader Social CRM Market Leader +36% increase in customer satisfaction Leader Customer Service #1 Case Management #1 Web Support +95% increase in customer satisfactionChampion Customer Service +28% increase in customer satisfaction Management +200% increase in first call resolution
  • 21. Grow Customer Satisfaction Across Every MajorMetric +36% +36% +37% Faster Case Agent Decrease in Resolution Support Costs +28% Productivity Customer Retention +34% Customer Satisfaction Average Percentage Improvements Reported by Customers Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.
  • 22. World’s Only Unified Social Marketing Suite Turn insights to actions and connections into Customers for Life™.
  • 23. Proven Leader in Social Marketing Strong Momentum Market Leadership Customer Success #1 Forrester Wave Leader Gartner55% of Fortune 100 Magic Quadrant8 of 10 LargestAdvertisersThousands ofcustomers Engagement & Analytics
  • 24. Success Across All Major Metrics +94% Improved Brand +84% Marketing +59% +64% Improved Competitive Improved Product Intelligence +42% +44% Increased R&D Marketing Decreased Increased Campaign Customer Social Sales Effectiveness Service CostsSource: Radian6 Customer Relationship Survey conducted December 2011, by an independent third-party, MarketTools Inc., on 800+ customers randomly selected.
  • 25. VP Sales Share
  • 26. What keeps me up at night… More pipeline Rep Delivering consistent Driving Forecast productivity growth Accuracy Enhance Data Quality Faster On boarding Competitive/ Market Consistent execution InsightImprove lead routing/ lead Reducing time to sell Highlighting gaps/ conversion Account insight issues early Increasing Win RatesCreate Cross Sell and Up Improve coaching and Cross functional sell Consistent performance feedback alignment metrics Improve automation
  • 27. Everything We Do We Look For The ImpactActivities Pipeline Revenue • # Calls • Pipe Created • Win rates • # Meetings • Pipe By Product/ Region/ • Closed business Trends • # Accounts Health Checks Segment • Industry sales • # Events/ Content • Pipe Progression • Cloud sales • Lead Conversion
  • 28. Measure Sales Team Performance Track Trends based on opportunity flow and closed business Drill down into key deals this month and quarter
  • 29. Drive Cross Functional AlignmentIs Marketing Delivering? How is our conversion rate? Why? Understand lead flow trends and conversion rates; are we following up on our leads?
  • 30. Become A Customer Company:Connect With Your Customers in a Whole New Way Local Cloud Social Touch
  • 31. Video
  • 32. Getting The Most From Your Trial Karl Goggin Sales Engineer kgoggin@salesforce.com
  • 33. 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 any such uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressedor implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and anystatements regarding strategies 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 and delivering newfunctionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in ouroperating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of anylitigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relativelylimited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service andsuccessful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprisecustomers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual reporton Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documentsand others containing important disclosures are available on 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 are not currently availableand may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon featuresthat are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  • 34. Where To Find Assistance During Your Trial1. Check on-demand demo centre www.salesforce.com2. Check best practice centre http://success.salesforce.com3. Check the available Help & Training section for guides - Search for “Getting Started with Salesforce.com”4. Utilise the free basic support for all trial users5. Salesforce for Dummies6. Ask AE about the Quick Start Program
  • 35. Today’s Trials Demonstration:1. Use & Measure2. Make It Your Own3. Collaborate4. Extend
  • 36. Demonstration
  • 37. Where To Find Assistance During Your Trial1. Check on-demand demo centre www.salesforce.com2. Check best practice centre http://success.salesforce.com3. Check the available Help & Training section for guides - Search for “Getting Started with Salesforce.com”4. Utilise the free basic support for all trial users5. Salesforce for Dummies6. Ask AE about the Quick Start Program
  • 38. Break
  • 39. Improving Business Efficiency with salesforce.com Perry Offer Global CFO Dialogue Group Ltd
  • 40. About Dialogue Group LtdDialogue Group specialise in delivering mobile messaging and mobile billing solutions for businesses, both large andsmall, around the globe. Established in 1994 – a long time in the ever-changing mobile world.We use our own industry-leading technology to deliver efficient, reliable and secure services. Using either our easy APItools or online mobile applications, we simply make it work for you. Whether it’s to integrate SMS with SaaS applications,sending high volumes of messages for text alerts and reminders, or generating revenue through mobile billing, we helpdeliver it all.
  • 41. The Past – The Push for CRMThe Present - The Global Business & Financial ForceThe Future – Driving business efficiency
  • 42. The Past – The Push for CRMThe Present - The Global Business & Financial ForceThe Future – Driving business efficiency