Why We Switched to Unlimited Edition Customer Panel


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Why We Switched to Unlimited Edition Customer Panel

  1. 1. Why We Switched to Unlimited Edition: Customer Panel William Coker, Seagate Technology John Caine, The Phoenix Companies Gary Triassi, Five9, Inc. Advanced System Administrators Enterprise Edition
  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 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. </li></ul><ul><li>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. </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, 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 . </li></ul><ul><li>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. </li></ul>
  3. 3. Agenda <ul><li>Why Companies Switch to Unlimited Edition </li></ul><ul><li>Company Introductions: </li></ul><ul><ul><li>Seagate </li></ul></ul><ul><ul><li>Phoenix Companies </li></ul></ul><ul><ul><li>Five9, Inc. </li></ul></ul><ul><li>Panel Discussion </li></ul><ul><li>Q&A </li></ul>
  4. 4. Unlimited Innovation on the Business Web Salesforce.com Unlimited Edition Development Environment Premier Support Mobile Deployment Enterprise Integration Unlimited Customizations Massive Storage Unlimited Applications
  5. 5. #1 Sandbox Development Environment <ul><li>Develop, test and train in a replicated environment </li></ul><ul><li>Automatically copy all of your configurations and data </li></ul><ul><li>Package and install selected changes </li></ul>
  6. 6. #2 Premier Support and Administration <ul><li>Increase service levels </li></ul><ul><li>Add Salesforce expertise to your team </li></ul><ul><li>Assigned Administrator provides value to your company </li></ul>
  7. 7. #3 AppExchange Mobile <ul><li>Instant access to your data anytime, anywhere </li></ul><ul><li>Platform for easy customization and development </li></ul><ul><li>Simplify wireless management </li></ul>
  8. 8. #4 Unlimited Applications <ul><li>Develop and manage your on-demand applications </li></ul><ul><ul><li>Unlimited Tabs </li></ul></ul><ul><ul><li>2000 custom Objects </li></ul></ul><ul><li>The eBay of applications on the Business Web </li></ul><ul><ul><li>Unlimited Applications </li></ul></ul>
  9. 9. Benefits of Unlimited Edition  $ $ AppExchange Mobile Unlimited 10 5 AppExchange Apps   $ Offline Capability    Award-Winning CRM   N/A Enterprise Infrastructure  $ $ Additional Storage  $ $ Premier Support + Administration  $ N/A Salesforce Sandbox 2,000 200 50 Custom Objects Unlimited 25 10 Custom Tabs UE EE PE
  10. 10. The Business Decision to Upgrade Enterprise Edition + Components Unlimited Edition 62%
  11. 11. William Coker Senior Manager Marketing Operations [email_address]
  12. 12. Seagate Technology <ul><li>The world’s leading provider of hard disc drives </li></ul><ul><li>Over the past 3 years grew from $6B to $9B organically </li></ul><ul><li>Acquired Maxtor Corporation on May 19, 2006 </li></ul><ul><li>Forbes Magazine 2006 “Company of the Year” </li></ul>INDUSTRY: Computer EMPLOYEES: 56,000 GEOGRAPHY: Global PRODUCTS USED: Unlimited Edition, SFA, Eloqua, Dreamteam, DemandTools # USERS: 152
  13. 13. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Business growing at very aggressive rates </li></ul></ul><ul><ul><li>Grew user base from 80 to 150 in the last 12 months </li></ul></ul><ul><ul><li>Support resource constraints due to business demands </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>98% storage Utilization </li></ul></ul><ul><ul><li>Risk mitigation from IT - did not want to develop in production </li></ul></ul><ul><li>System lock-out due to lack of storage space </li></ul><ul><li>Purge policies impacted productivity </li></ul><ul><li>Budget issues due to unpredictable need for storage </li></ul><ul><li>Scalability of system was in question </li></ul>
  14. 14. The Solution – Unlimited Edition <ul><li>One of the first UE deployments worldwide </li></ul><ul><li>Storage increased 6X </li></ul><ul><ul><ul><li>From 3GB to 18GB </li></ul></ul></ul><ul><li>Gained access to a designated support resource </li></ul><ul><ul><ul><li>Ad hoc application support </li></ul></ul></ul><ul><li>Extensive Sandbox usage </li></ul><ul><ul><li>Led to higher IT and user confidence </li></ul></ul><ul><li>Unlimited Edition </li></ul><ul><li>152 users </li></ul><ul><li>2 AppExchange Applications, 7 Custom Apps, 34 Custom Tabs </li></ul><ul><li>Used by sales, marketing </li></ul>DEPLOYMENT DETAILS
  15. 15. Results <ul><li>UE Reduced License Cost by 28% </li></ul><ul><li>Lowered storage utilization from 98% to 18% and then 22% </li></ul><ul><li>Restored IT support and User confidence </li></ul>License Cost EE + Storage + Sandbox Unlimited Edition 28% Cost Savings Before UE After UE Today Storage Utilization Rate
  16. 16. John Caine Director, Technology Strategy [email_address]
  17. 17. The Phoenix Companies, Inc. <ul><li>155 years old </li></ul><ul><li>IPO in 2001 </li></ul><ul><li>Manufacturer and wholesaler of financial services products </li></ul><ul><li>Life Insurance Division: </li></ul><ul><ul><li>85 wholesalers, 11 regional managers, 80 sales support staff </li></ul></ul><ul><ul><li>5 custom apps, 33 custom objects, 20 custom tabs </li></ul></ul>INDUSTRY: Financial Services EMPLOYEES: 1,200 GEOGRAPHY: United States PRODUCT(S) USED: Unlimited Edition, 5 custom apps (published 2), ExactTarget, AppExchange API AJAX, PHP, Java toolkits # USERS: 210
  18. 18. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Evolving business model </li></ul></ul><ul><ul><li>Large sales territories </li></ul></ul><ul><ul><li>Key-person dependencies </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Systems designed for obsolete retail distribution model </li></ul></ul><ul><ul><li>Offshore development </li></ul></ul><ul><ul><li>Outsourced technology Infrastructure </li></ul></ul><ul><li>Rapid change </li></ul><ul><li>Mobile, disconnected workforce </li></ul><ul><li>Limited technology resources </li></ul><ul><li>Turnover risk </li></ul>
  19. 19. The Solution – Unlimited Edition <ul><li>How did we address the challenges? </li></ul><ul><ul><li>Dedicated test environment </li></ul></ul><ul><ul><li>Blackberry deployment </li></ul></ul><ul><ul><li>Frequent iteration to support rapid business change </li></ul></ul><ul><li>Unlimited Edition </li></ul><ul><li>210 users </li></ul><ul><li>4 AppX API integration points; 2 Web integration points </li></ul><ul><li>Used by sales, marketing </li></ul><ul><li>Mobilizing to Blackberry in Q4 </li></ul>DEPLOYMENT DETAILS CUSTOMIZATIONS ‘ 04 ‘05 ‘06 ‘07 (projected) Enterprise customization limit (10 apps, 25 tabs, 20mb/user)
  20. 20. Results <ul><li>What were the results? </li></ul><ul><ul><li>Eliminated risk of developing offshore on production system </li></ul></ul><ul><ul><li>Increased capacity and reduced turnover risk with dedicated Salesforce admin </li></ul></ul><ul><ul><li>Improved productivity of mobile wholesalers </li></ul></ul><ul><ul><li>Achieved 96% adoption </li></ul></ul>
  21. 21. Gary Triassi Senior Director Business Operations [email_address]
  22. 22. <ul><li>Founded in 2001 </li></ul><ul><li>Over 500 customers, 16,000 users on 5 continents </li></ul><ul><li>$12 million annualized revenue </li></ul><ul><li>20-30% monthly growth </li></ul><ul><li>Offices in US, Canada, India, Philippines, Mexico </li></ul><ul><li>$17 million raised from leading investors </li></ul><ul><li>User Interface / CTI Integration with Salesforce.com since 2005 </li></ul>Five9, Inc. INDUSTRY: Hi Tech EMPLOYEES: 150 GEOGRAPHY: Global PRODUCT(S) USED: Unlimited Edition, SFA, Analytics, Marketing Automation, Service & Support, Before the Call, ExactTarget, Salesforce for Google AdWords # USERS: 105
  23. 23. Five9’s Salesforce Environment <ul><ul><li>98% adoption rate </li></ul></ul><ul><ul><li>~300 custom fields, 30 formula fields </li></ul></ul><ul><ul><li>31 custom tabs </li></ul></ul><ul><ul><li>11 Ajax based S-Controls </li></ul></ul><ul><ul><li>14 AppExchange API applications (5 “mission critical”) </li></ul></ul><ul><ul><ul><li>‘ Lead Processor </li></ul></ul></ul><ul><ul><ul><li>‘ Provisioner’ </li></ul></ul></ul><ul><ul><ul><li>‘ Updater’ </li></ul></ul></ul><ul><ul><ul><li>‘ Case Closer’ </li></ul></ul></ul><ul><ul><ul><li>‘ Solution Synchronizer’ </li></ul></ul></ul>
  24. 24. Key Business Challenges <ul><li>Assist departments with evaluating applications for solving key business requirements </li></ul><ul><li>Support Five9’s 24x7 operational requirements for accessing critical Salesforce data </li></ul><ul><li>Provide mobile Sales, Marketing and Executive personnel with key business performance indicators </li></ul>
  25. 25. Key Technical Challenges <ul><li>Support Salesforce resource requirements (disk space, tabs, etc.) based on rapid growth and high adoption rates </li></ul><ul><li>Develop, modify and test without impacting production (in-house & 3 rd party) </li></ul><ul><li>Provide a robust backup and recovery platform for critical Salesforce data </li></ul><ul><li>Rapidly and effectively respond to tough to solve technical requirements and issues </li></ul>
  26. 26. The Solution: Unlimited Edition! <ul><li>Key benefits for Five9: </li></ul><ul><li>Increased Salesforce application resources: </li></ul><ul><ul><li>Disk storage from 20Mb  120Mb per user </li></ul></ul><ul><ul><li>Custom tabs from 25  unlimited </li></ul></ul><ul><ul><li>Custom objects from 200  2,000 </li></ul></ul><ul><li>Access to Salesforce Sandbox </li></ul><ul><ul><li>Development, prototyping, testing and training </li></ul></ul><ul><ul><li>Emergency failover </li></ul></ul><ul><ul><li>Database backup repository (30-day refresh) </li></ul></ul><ul><li>Access to Premier Support services </li></ul><ul><li>Access to AppExchange Mobile </li></ul>
  27. 27. Results <ul><li>Eliminated 4 hours of system administration per week managing disk utilization </li></ul><ul><li>Decreased user and system impact of new and modified applications to near 0% </li></ul><ul><li>Avoided 12-hours of Salesforce scheduled maintenance by utilizing Salesforce Sandbox </li></ul><ul><li>Moved up a critical project deadline 5-days by leveraging Premier Support for configuration assistance </li></ul>
  28. 28. William Coker John Caine Gary Triassi Senior Director, Business Operations Senior Manager, Marketing Operations Director, Technology Strategy Joerg Rathenberg Senior Director Product Marketing Moderated By:
  29. 29. William Coker John Caine Gary Triassi Senior Director, Business Operations Senior Manager, Marketing Operations Director, Technology Strategy QUESTION & ANSWER SESSION
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