Welcome To Foretuit
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Welcome To Foretuit



Foretuit analyzes your past opportunities to predict risks and provide deep visibility into your pipeline – so you close more business with less effort

Foretuit analyzes your past opportunities to predict risks and provide deep visibility into your pipeline – so you close more business with less effort



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Welcome To Foretuit Welcome To Foretuit Presentation Transcript

  • ® WELCOMEForetuit Confidential
  • @ValaAfshar Vala Afshar A robust CRM solution will leverage predictive analytics to score sales opportunities and help score leads.2 Foretuit Confidential
  • 3 Foretuit Confidential
  • COMPANY• Foretuit tackles the most challenging problems sales organizations face: creating and maintaining accurate forecasts, identifying at-risk deals, understanding how to get at-risk deals back on track, and evaluating rep performance… Foretuit does this by tapping into social engagement data not found in today’s CRM systems• Founded in 2010• AppExchange Listing in 2011 Foretuit Confidential
  • STARTUP TEAM Michael Strategic Business and Enterprise Computing Expert Independent Director for private cloud computing leader, newScale (Acquired: CSCO) Liebow CEO of enterprise mobility pioneer, Dexterra (Acquired: Antenna) IBM VP driving new $b businesses in Services, Software, Hardware P&L/general management for PanAmSat, Cadbury, Loews Corp BS degree from Uof Wisconsin Raghav Superb finance and operating executive Partner at Exigen Capital, focus on financial services, media, comms and government Nandagopal SVP at BofA Cap Advisors, Acquired thru US Trust where he served as the Co-CEO, PE funds; drove exits; NetLogic (NETL), Pilot (SAP), Gyration (Thomson SE), PowerSmart (Microchip), VST (Mosaid), Cydelity (Digital Envoy) Engagement Manager with McKinsey on comms, media and financial services; Leader at AT&T Capital, Constellation Energy; Sr Consultant with Accenture BS from Uof Madras, MBA from Uof Bombay, MS from Penn State Jeff Pinard Experienced Software Development executive VP, Software Development - Architecture, Enterprise Performance Management and BI at Oracle VP, Software Development - Performance Management and Data Access at Hyperion Sr Director, Product Development - Hyperion Analysis Tools at Hyperion Comp Sci degree from Carnegie Mellon Zishan Web Development Expert Led web and voice application development for a $30 million Unified Communications product at Webley Systems. Ahmad Community builder in Chicago, IL and now Stamford, CT BS degree from Benedictine University.6 Foretuit Confidential
  • ROI = ELEVATE PERFORMANCE MGR+10 Reps PER REP $$ Manager Contribution Foretuit Annual Cost = $200k / yr $35/mo x 11 users x 12 mos Top Reps $900k / yr Shift 1 REP = $4,620 FROM AVG TO 20% Top EQUALS +$200k annual Translates to $1,000,000 revenue performance improvement contribution (not including lower hiring Avg Reps $700k / yr and retention costs) 30% $800k / yr Shift 2 REPS FROM LOW TO AVERAGE EQUALS Hire Rep +$800k annual revenue contribution $16k to hire / onboard $120k ramp time cost Low Reps Fire Rep 9 months to fire 50% $364k oppty < 3 months $300k / yr7 Foretuit Confidential
  • WHAT USERS ARE SAYING Foretuit Confidential
  • @ValaAfsharVala Afshar Clean data is important but most of the energy should be focused on converting data to knowledge, then action.10 Foretuit Confidential
  • FIRST OBJECTIVE: KNOWLEDGE AVERAGES Opportunities: 17,000 PER OPPTY 94 Activities: 1,600,000 21 Contacts: 350,000 ____ Companies: 13,000 1.3 opptys/ account Jun Sep Dec Foretuit Confidential
  • ENTERPRISE FEEDBACK Foretuit is “… collecting a lot of good data, but our teams don’t know how to analyze and use the data, the sales teams are not organized around data and for the most part we have farmers that we are trying to turn into hunters.” -- Salesforce Technology Leader Fortune 50 Enterprise Customer12 Foretuit Confidential
  • INTIAL SWEET SPOT • Direct Sales organizations • Teams >10 reps • Multi-touch sales • Sales cycles >30 days Foretuit Confidential
  • THE NEED: ACTIONABLE INSIGHT• Sales Leadership • Sales Reps – Accurately forecast the – Understand opportunities to quarter focus on – Identify at-risk deals – Recognize when prospects – Understand how to save deals are dis-engaging – Make pipeline discussions – Understand key relationship actionable connections – Early identification of non- productive reps Foretuit Confidential
  • TODAY’S REALITY• CRM based on self reported rep intuition vs. actual behavior• Reps “best guess” at status• Managers then spend hours in spreadsheets adding their own intuition• Best guess on top of best guess until quarter ends• Coaching after the fact vs. in the moment Foretuit Confidential
  • THE FORETUIT BREAKTHROUGH Eliminate the guessing by deriving actionable insights from the interactive behavioral data created though daily engagement Turn Individual Knowledge into Institutional Knowledge16 Foretuit Confidential
  • FORETUIT DEMO17 Foretuit Confidential
  • X-RAY VISION FORETUIT TEST DRIVE IN SALESFORCE: URL: https://login.salesforce.com User: eval@foretuit-m1.demo FORETUIT TEST DRIVE iPAD: Password: liebow123 URL: http://app.foretuit.com/ Foretuit Confidential
  • HOW FORETUIT WORKS Extracts good data from Match opportunities and application of record engagement data Visual Pipeline Opportunity - See what is going on Opportunity - What’s historic trend Contact Close date Deal Probability Assessment Amount - What’s the likelihood of Probability Chatter success - What’s causing problems Actions to Take Engagement - Who’s not engaged Meetings - Who to leverage Email Communications - Rep development Chatter Phone/Text (coming) All within SFDC UI PBX (coming) Response time Enable Informed Replies Decisions & CC’s Actionable Insights19 Foretuit Confidential
  • USER SATISFACTION Visualizations 4 Satisfied On-boarding 3 Neither Satisfied or Not Satisfied Forecast Accuracy 4 Satisfied Timeline Presentation 83% 4 Satisfied Activity Correlation 4 Satisfied Social Graphs N/A Influence Diagrams 4 Satisfied Manual Role Input 4 Satisfied Ease of Navigation 4 Satisfied iPad Touch Sensitivity N/A Team Tracker 3 Neither Satisfied or Not Satisfied Weekly E-Mail N/A Overall User Experience 4 Satisfied "TEST DRIVE" N/A Desktop Tool 4 Satisfied20 Foretuit Confidential
  • MARKET VALIDATION “BI on top of bad data just gives me bad intelligence, but this is really different” – Warren Utt, Acquia “forecasting accuracy is the single most important responsibility for a sales manager. I would buy this for everyone on my inside sales team” - Jim Mcloughlin, CloudBees “I would compare it to my Salesforce license from the standpoint of pricing” - David Fitzgerald, Brainshark21 Foretuit Confidential
  • MARKET REACTION “Big Data + Analytics = new“Foretuit gives you amazing visibility to possibilities toinfluencers.” predict sales-- Michael Steele outcomes “Are you ready to @Foretuit.” stop living the lie? – Vinod Khosla Check out Foretuit!” – Rich Bohn “Foretuit could very well be the next generation of sales tools.” – INC Magazine “@Foretuit. “Foretuit looks “Foretuit allows you Proctology for Sales like it could to control your Operations . Totally save time and pipeline, your get image and produce opportunities, your “Great example of HTML5/ relate to feeling. influence and your interesting JavaScript. See UI eyecandy. Interesting use of deals.” analysis.” @Foretuit” analytics.” – Selling Power -- Jeff Grosse -- Forcedotcom -- Trevor Miles Foretuit Confidential
  • PRIORITY ROADMAP 3. Platform 2. Data 1. App Foretuit Confidential
  • APP ROADMAP • Initial 3 Months: Product Launch SFDC Launch - key features added that enable selling into enterprise and mass market SFDC customers – Tiered reporting & roll-up reports – Gmail & Mac support • 2012 Future releases address – Scalability – Adding phone log data – Release Rep Foretuit Score – Round-trip data Foretuit Confidential
  • USER ENGAGEMENT• Separate go-to-market for sales reps• Stimulate sales rep What’s your Foretuit level? foretuit engagement thru dedicated rep-facing site with content, context, • Foretuit Annual Awards top reps in the country • Compare yourself to the 91 Gold communication and top guns (internal & compete. external) foretuit • Gain organizational•• Want reps to ask for it Think specialized social network for reps visibility • Accreditation that travels with you as a rep 79 Bronze• Foretuit underpins app and provides specific high priority actions and alerts on daily or weekly basis. Get Your Swagger On! Foretuit Confidential
  • FUTURE: FROM PYMK TO TYSD Evolving Data Science from the foundation of people you may know to things you should do to keep deals on track. Things You Should Do Foretuit Confidential
  • ISVFORCE VS APPEXCHANGE • AppExchange • ISVforce – Listing for all SFDC customers – Build, list, sell app to SFDC customers – $300 fee – 15% net revenue Features: Features: – Technology: – Technology: • Listing • R/T upgrades • Options • Cross-edition compatibility • Branded free trials • Branded login pages • License Mgmt (LMA) • Push Upgrades • Customer Success Console – Program: – Program: • Basic support • ISV A/E support • Sponsorship Opportunities • Direct Sales alignment • 3m subscribers • GTM/Sales Enablement • Premier Sponsor opportunities • Co-marketing Opportunities • Premier Support • 2 Salesforce CRM licenses36 Foretuit Confidential
  • PRICING & PACKAGING Free Edition Professional Edition Enterprise Edition $35/user/mo $65/user/mo Free (up to 5 users) Free 30 day trial Free 30 day trial Works with salesforce.com Works with salesforce.com Works with any Group Edition only for Group and Professional salesforce.com edition organizations editions only Features Include Features Include Features Include Free edition plus: Professional edition plus: • Activity correlation • Native integration with • Native security • Predictive forecasting salesforce.com UI integration with • Visual pipeline • Single tier management salesforce.com • Deal diagnostics • Hierarchical visibility • iPad Support • Organization-wide predictive model37 Foretuit Confidential
  • COMPLETELY SECURE • Login using existing credentials • No need to create another account Web • HTTPS (encrypted) Browser • Never knows password • Protected against all common• HTTPS (encrypted) attacks (XSS, CSRF, SQL injection,• Protected by SFDC buffer overflow, etc.) • HTTPS (encrypted) credentials and security token • Protected with Foretuit Server encrypted access key• SFDC credentials (a shared-secret) encrypted on Foretuit desktop (never sent Foretuit Desktop centrally) Database Link• Accesses a small subset of opportunity history • Firewalled access (database can only be accessed within the core data center and is secured against unintended • Captures only email access) header information (no message bodies or • Each user’s data is stored in attachment bodies) a private “tenant space” that cannot be accessed by other users. Foretuit Confidential
  • WHAT YOU CAN EXPECT1. Accept the Invite:2. Activate Your Account:3. Insert Salesforce “Security Token” if asked: – Click link and reset Security Token – Salesforce will email you token. Copy/Paste. Foretuit Confidential
  • WHAT YOU CAN EXPECT4. Accept Terms:5. Install Desktop Link:6. Enter Pairing Code: Foretuit Confidential
  • WHAT YOU CAN EXPECT• You will receive an e- mail that your app is ready:• For the pilot, Foretuit needs roles of the top 15 people you e-mail most often to do its job. Foretuit Confidential
  • FEEDBACK-or-support@foretuit.com Foretuit Confidential
  • VIDEO TUTORIALSTWO MINUTE DEMO VIDEO: FIVE MINUTE TUTORIALS:http://www.youtube.com/watch?v=K2zXTTI9ggA http://www.foretuit.com/tutorials/ Foretuit Confidential
  • THANK YOU ®May 23-25, 2011 Foretuit Confidential