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Making the Most of Professional Edition with the AppExchange Making the Most of Professional Edition with the AppExchange Presentation Transcript

  • Making the Most of Professional Edition with the AppExchange Henry Bruckstein, Salesforce.com Brendan Sohr, Salesforce.com John Marshall, Salesforce.com Kenneth Teng, Salesforce.com Track: Advanced PE System Administrators
  • Safe Harbor Statement
    • “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves 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.  All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements 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 the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; 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 CRM service; 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, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor .
    • Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all.  Customers who purchase our services should make purchase decisions based upon features that are currently available.  Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
  • Session Agenda
    • Welcome
    • Introductions
    • Future of software: How the AppExchange is changing the way business software is consumed
    • Learn how to develop an organization wide AppExchange strategy
    • Learn how to access and deploy AppExchange Applications
    • Q&A / Share Your Best Practices
  • Introductions
    • Professional Services – Corporate Sales
      • 2500 + Implementations
      • Business Process, Data, Integrations
  • Source: Microsoft Internal Memo, October 30, 2005
  • Henry Bruckstein Engagement Manager [email_address] Evolution of the Business Web
  • The Consumer Web Platforms
  • The Business Web Create & Publish Run Integrate Deliver Everywhere ISV Standards Secure & Scalable Mash-Ups Think Global, Act Local
  • Evolution of the AppExchange
    • CRM Customization
    • Internationalization
    • Extending salesforce.com to manage more corporate data
    • Creating new on-demand applications
    • Empowering the community with the AppExchange directory
  • Value of the AppExchange
    • Customize
    • Integrate
    • Create New Apps
    • Install Packaged Apps
    • Mobilize
    The Only On-Demand Platform Enterprise Application Development as a Service
  • Value of the AppExchange
    • Drive down system development cost
      • Developers: Shared platform; create once, publish once; AppExchange Directory to leap frog design and build; Focus on application development, not maintenance
      • End User: Reduce training time (shared platform); Easily customize without IT
      • CIO: Standard development platform; Seamless upgrades
    • Solve your business challenges in record time
      • First on demand platform
      • Simple ease of use
      • The power of many – the AppExchange Directory and Community
  • John Marshall Principal Consultant [email_address] Assessing Business Need
  • Putting Appexchange into Action for You
    • You’ve seen the vision for Business on Demand, how does it apply to your Organization?
  • Organizational Challenges – How do I …
    • Sales Operations and Extensions
      • … configure products and services and generate customer quotes?
      • … manage prices and discounts, and create tailored proposals?
        • Issue: manual effort to pull together proposals and quotes takes time away from more valuable selling activities
      • … create sales compensation programs and track commissions?
        • Issue: commissions being tracked manually creating manual effort & inaccuracies
    • Marketing & Lead Generation
      • … generate compelling e-mail marketing campaigns & track their effectiveness?
        • Issue: unable to leverage your customer database to its fullest extent
      • … create customer surveys to collect additional customer information?
        • Issue: all communication is outbound – not closing the loop with customers.
  • Organizational Challenges – How do I …
    • Marketing & Lead Generation (continued)
      • … track which Google ads and keywords generate leads, opportunities, and revenue?
        • Issue: effectiveness of web marketing efforts can’t be quantified
    • Project Management / Professional Services
      • … manage my projects including team collaboration of documents, calendars, communications?
        • Issue: budget overruns and project delays due to lack of team coordination
    • Other
      • … keep prospect data current & duplicate-free?
        • Issue: wasted time spent on manual customer data updates and duplicate entries
      • … organize, plan & track attendance to my customer events?
        • Issue: poorly planned and attended customer events = ineffective use of marketing dollars
  • Putting AppExchange into Action for You
    • Checklist:
    •  Identify different business groups
    •  Identify and engage Stakeholders, Management, and Subject Matter Experts
    •  Identify business challenges
    •  Prioritize
    •  Identify Solutions: AppExchange – Browse, Surf, Test drive & Download
    •  Leverage Salesforce.com resources at your disposal
      • Account Exec
      • CSM (Customer Success Manager)
      • Professional Services
  • Kenny Teng Senior Consultant [email_address] AppExchange 101
  • Appexchange 101
    • Locate the AppExchange: www.salesforce.com/appexchange
    • View Application Categories
    • Locate the Application(s) you would like to learn more about…Click Details
  • Appexchange 101
    • Review Data Sheets, User Reviews & Features
    • Take a Test Drive
    • Download and Test in Development Mode
  • Appexchange 101 – Downloading Process
    • Login Using System Administrator ID
      • Make sure Profile has the “Download AppExchange Packages” permissions
    • Examine the Package Contents
    • Choose Security Level
    • Customize Security (By Profile)
    • Click Install
    • Customize the Items (As Needed)
    • Deploy to Users by moving custom objects from Development to Deployed (Salesforce Objects Only)
  • Demo:
    • Dream Team
      • Project Management
      • Document Management
      • Team Communication
    • Vertical Response
      • Custom Mailing Lists of Any Size
      • Track Post Launch Statistics/Reporting
      • Automatically Add/Append Leads to Salesforce
    • Adoption Dashboards (Free!!!)
      • Usage
      • Data Quality
      • Business Performance
  • Most popular PE AppExchange Apps
    • Professional Edition Users
      • 33% Customer satisfaction surveys
      • 32% Quote management
      • 29% Proposal generation
      • 27% High-volume email campaign execution
      • 26% Project management
    • Source: June 2006 customer survey
  • PE Unique Challenges…
    • Custom Apps (5 max)
    • Custom Tabs (10 max)
    • Custom Objects (50 max)
    • Custom Fields (100 per Tab)
    • Upgrading to EE / UE Edition….
  • Brendan Sohr Principal Consultant [email_address] Deploying Successfully
  • Deploying Successfully Plan Design Develop Deploy Need Help? http://success.salesforce.com/ Salesforce.com Proven Methodology
  • Appexchange Methodology for Success
    • Project Planning
      • Identify and Gather requirements from Stakeholders and Subject Matter Experts
      • Prioritize and establish realistic timelines
      • Develop a project plan (Phase 1 vs. Phase 2)
      • Conduct Project Kick-off
    Plan
  • Appexchange Methodology for Success
    • Design
      • Explore and Download solutions on Appexchange
      • Perform detailed Business Process Review sessions to confirm requirements
      • Determine areas of configuration
      • Document Solution Design
    Design
  • Appexchange Methodology for Success
    • Develop
      • Configure the application (add/remove fields)
      • Validate with Project Team
        • Run “Day in the Life” test cycles to validate design
      • Develop reports/dashboards to prove your your work and show immediate results
    Develop
  • Appexchange Methodology for Success
    • Deploy
      • Prepare Training Materials and User Procedures
        • Materials should follow the business process
        • Apply real “day in the life” examples
      • Perform final data migration if required
      • Conduct User training
        • Terminology
        • Navigation
        • Business Process or “Day in the Life”
    Deploy
  • Deploying Successfully – Best Practices Summary
    • Treat each as a mini-implementation, similar to your initial deployment of salesforce.com
    • Develop a plan and manage to it
    • Get buy-in and validate along the way
    • [email_address]
    • Salesforce.com Pro-services can help, come visit us
    • Try your best to remain modest as you obtain hero status in your organization!!!
  • Q&A / Share Your Best Practices
    • What have you done with the AppExchange?
    • What do you want to do?
    • Any obstacles?
  • Session Feedback Let us know how we’re doing!
    • Please score the session from 5 to 1 (5=excellent,1=needs improvement) on the following categories:
      • Overall rating of the session
      • Quality of content
      • Strength of presentation delivery
      • Relevance of the session to your organization
    Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 112, #### For example, “ Session 123, 5555 ” Session ID: 112 Session ID # Scores for 4 categories SMS Voting powered by: