Aan009 Contreras 091907


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  • Aan009 Contreras 091907

    1. 1. S-Controls and Other Techie Stuff Rafael Contreras, salesforce.com Drew Alexander, Kaplan Financial John Ball, Tacpoint Technologies Admin II: Advancing to the Next Level
    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 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. </li></ul><ul><li>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. </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. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . 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>What is an S-Control? </li></ul><ul><li>What is “Techie Stuff”? </li></ul><ul><li>Examples </li></ul><ul><li>Kaplan Financial </li></ul><ul><ul><li>Challenges, Solutions & Results </li></ul></ul><ul><ul><li>Sales Custom Object – Formula Fields </li></ul></ul><ul><ul><li>Variance Reports </li></ul></ul><ul><li>Tacpoint – Brocade Case Study </li></ul><ul><ul><li>Lead Process Improvements </li></ul></ul><ul><ul><li>Challenges, Solutions & Results </li></ul></ul><ul><li>Key Points / Summary </li></ul>
    4. 4. What is an S-Control? <ul><li>Light-Weight Web Applications/Tools </li></ul><ul><ul><li>Hosted by salesforce.com </li></ul></ul><ul><ul><li>Executed on the Client Browser </li></ul></ul><ul><li>Contains Any Type of Content That Can Be Displayed or Run in a Browser </li></ul><ul><ul><li>Java Applet </li></ul></ul><ul><ul><li>ActiveX Control </li></ul></ul><ul><ul><li>HTML / JavaScript / AJAX </li></ul></ul><ul><li>Activated via Custom Links and Buttons, Web Tabs, Web Apps, “HYPERLINK” Custom Formula Fields, and Embedded within Detail Pages of Records </li></ul>
    5. 5. What is “Techie-Stuff”? <ul><li>Custom Buttons that “reduce the clicks” </li></ul><ul><li>Formula Fields </li></ul><ul><li>Custom Report Formulas </li></ul><ul><li>Roll-Up Summary Fields </li></ul><ul><li>Custom Link Reports </li></ul><ul><li>Embedded Mash-Ups </li></ul>
    6. 6. When to Use S-Control’s and “Techie Stuff” <ul><li>User Interface Enhancement </li></ul><ul><li>Custom Logic </li></ul><ul><li>Mass Changes </li></ul><ul><li>Less Than 200 Records to Create/Update </li></ul>
    7. 7. When NOT to Use S-Control’s and “Techie Stuff” <ul><li>Large Complicated Extensions to Salesforce </li></ul><ul><li>External Database Integrations </li></ul><ul><li>More Than 200 Records to Create/Update </li></ul><ul><li>Instead of S-Control, Use </li></ul>
    8. 8. Examples – Easy
    9. 9. Examples – Moderate /00T/e?followup=1&title=Call&retURL=%2F{!Contact.Id}&who_id={!Contact.Id}&what_id={!Account.Id}&tsk5=LVM&tsk6=Left+a+voicemail+for+{!Contact.Name}&tsk5_fu=FU+VM+w+{!Contact.Name}+fr+{!Account.Name}&tsk4_fu={!TODAY()+2}&save=x
    10. 10. Examples – Advanced
    11. 11. Drew Alexander Director of Sales Operations [email_address]
    12. 12. All About Kaplan Financial <ul><ul><li>INDUSTRY : Education </li></ul></ul><ul><ul><li>EMPLOYEES : 400 </li></ul></ul><ul><ul><li>GEOGRAPHY : United States </li></ul></ul><ul><ul><li># USERS : 172 </li></ul></ul><ul><ul><li>PRODUCT(S) USED : Salesforce Enterprise Edition, SFA, Call Center, WFA, Customer Portal, Approvals, Custom Buttons & Links, Apex DataLoader, Custom & Downloaded Apps </li></ul></ul>Kaplan Financial, a subsidiary of Kaplan, Inc. and The Washington Post, provides Education and Compliance solutions to the Financial Services and Insurance industries.
    13. 13. The Case: Impossible Sales Metrics <ul><li>Business Challenges </li></ul><ul><ul><li>7 Sources of Sales Data and Account Assignments on 50,000 Accounts </li></ul></ul><ul><ul><li>No centralized reporting </li></ul></ul><ul><ul><li>Unable to analyze Sales metrics efficiently </li></ul></ul><ul><ul><li>Time-consuming, manual process for calculating Commissions, Territories, Quotas and Discount Entitlements. </li></ul></ul>
    14. 14. <ul><li>Technology Challenges </li></ul><ul><ul><li>No system integration </li></ul></ul><ul><ul><li>Data Warehouse incomplete & impossible to use </li></ul></ul><ul><ul><li>No available IT resources </li></ul></ul><ul><ul><li>Data too large to manage on Excel </li></ul></ul>The Case: Impossible Resource Issues
    15. 15. Your Mission...should you choose to accept it: <ul><li>Eliminate </li></ul><ul><ul><li>Costly, time-consuming, and inaccurate Sales reports. </li></ul></ul><ul><ul><li>Roadblocks to analyzing performance </li></ul></ul><ul><ul><li>Incorrect commission statements, constant adjustments, shadow accounting by reps </li></ul></ul><ul><ul><li>Confusion around Account Assignments </li></ul></ul><ul><ul><li>Difficulties in managing discount entitlements </li></ul></ul><ul><li>Deliver centralized, on-demand Sales metrics. </li></ul>
    16. 16. The Plan: Formulas! <ul><li>How we achieved the Impossible: </li></ul><ul><ul><li>Created Custom Objects for Sales and Sales Code </li></ul></ul><ul><ul><li>Consolidated all Sales and Account Assignments on Salesforce </li></ul></ul><ul><ul><li>Created Formula fields to perform dynamic date calculations on Sales (YTD, Year, Last 12 Months, Month) </li></ul></ul><ul><ul><li>Created Custom Report Formulas to calculate Variance </li></ul></ul><ul><ul><li>Created Roll-up fields to summarize sales data by Account </li></ul></ul><ul><ul><li>Created Custom Link reports to provide instant sales metrics on every Account </li></ul></ul><ul><ul><li>Created Dashboards for key reports </li></ul></ul><ul><ul><li>Trained all users on advanced Reporting techniques </li></ul></ul>
    17. 17. Custom Object: Sales Data from Month field will be used to create dynamic date attributes of the sale using a formula field.
    18. 18. <ul><li>Date is within the... </li></ul><ul><li>Current Year to Date </li></ul><ul><li>Current Last 12 Months </li></ul><ul><li>2007 Sales Year ...so the amounts are dynamically moved into those fields. </li></ul>
    19. 19. <ul><li>Date is within the... </li></ul><ul><li>Last Year to Date </li></ul><ul><li>Previous 12 Months </li></ul><ul><li>2006 Sales Year ...so the amounts are dynamically moved into those fields. </li></ul>
    20. 20. What this Formula says in English: If the value in the YTD field is “CYTD”, put the Amount of the Sale in the CYTD field. Otherwise, leave it blank. Custom Formulas What this Formula says in English: If the date of the Sale is within 2007 and less than TODAY, return the value “CYTD” (Current YTD). If the date of the Sale is within 2006 and less than (TODAY minus a 395 days), return “LYTD” (Last YTD). If the date of the Sale is within 2005 and less than (TODAY minus 760 days), return “PYTD” (Prior YTD) Otherwise, return “n/a”. Similar Formula Pairs used to Categorize Sales by Year To Date Period: CYTD, LYTD & PYTD Last 12 Months Period: Current LTM, Previous LTM Sales Year: 2007, 2006, 2005
    21. 21. Sales Variance Reports
    22. 22. Custom Object: Sales Code Sales Code = Master Account Code. Used to group all sales and accounts for a given company. Account Assignments – Account Assignments listed here drive account assignments in all other systems, including Salesforce. Custom Links – Provide company-specific Sales reports. Roll-Up Formulas – Provide company-specific Sales Summaries.
    23. 23. Custom Report Links: Filter Dynamically
    24. 24. Roll-Up Formulas: Sales Summary Roll-Up Formula Summary Calculation on a Related Object. In this case, the sum of all Sales Amounts related to this Sales Code. Master-Detail Relationship is required between the Summarized object and the Parent Object.
    25. 25. Roll-Up Formulas: How They Work
    26. 26. Mission Accomplished <ul><li>Results: </li></ul><ul><ul><li>Speed to Sales information : From days to seconds </li></ul></ul><ul><ul><li>Reduced time to calculate commissions & administer changes from 1 month to 3 days. </li></ul></ul><ul><ul><li>Improved Communication : Able to contact the right Account Team member the first time. </li></ul></ul><ul><ul><li>More time selling , less time searching for answers </li></ul></ul>
    27. 27. Lessons Learned <ul><li>Be careful with “Master-Detail” relationships! </li></ul><ul><ul><li>Security Permissions & History Tracking can not be tracked on the Detail object, only on the Master. </li></ul></ul><ul><ul><li>Reports & Dashboard components created using “Lookup” relationships will become obsolete if you change to a “Master-Detail” relationship. </li></ul></ul><ul><li>Watch your formula size—don’t run out of room! </li></ul><ul><ul><li>Try “CASE” instead of “IF” </li></ul></ul><ul><ul><li>Roll-up formula size depends on size of fields being totaled. </li></ul></ul><ul><li>Reports Filters don’t show the for text values returned by a formula! </li></ul><ul><ul><li>Must know the values in order to filter on them </li></ul></ul><ul><ul><li>Can be confusing to Users. </li></ul></ul>
    28. 28. Imagine it. Learn it. Use it. <ul><li>How to apply what you’ve learned when you get home </li></ul><ul><ul><li>Check out “Useful Advanced Formula Fields” in Help & Training for sample formulas & syntax format. </li></ul></ul><ul><ul><li>Leverage formulas to do the math </li></ul></ul><ul><ul><li>Let formulas evaluate conditions and return useful text values </li></ul></ul><ul><ul><li>Explore how formula fields, roll-up summary formulas, report formulas and Custom Link Reports can make life easier for you and your users. </li></ul></ul>
    29. 29. John Ball Salesforce Implementation Specialist [email_address]
    30. 30. All About Tacpoint and Brocade <ul><ul><li>INDUSTRY : Data Storage Devices </li></ul></ul><ul><ul><li>EMPLOYEES : 1,440 </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 566 </li></ul></ul><ul><ul><li>PRODUCT(S) USED : Salesforce SFA, 4 AppExchange Products, 4 Custom Applications </li></ul></ul>Tacpoint is a software development consulting company focusing on architecting and building enterprise class, distributed systems. Founded in 1999 by an experience team of senior consultants with the goals of helping our clients to become more successful. Brocade, through its subsidiaries, engages in the design, development, marketing, sale, and support of data storage networking and data management solutions.
    31. 31. Default Lead Conversion Process
    32. 32. Brocade — Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>Search Capability </li></ul></ul><ul><ul><li>Choice of New or No Opportunity </li></ul></ul><ul><ul><li>Incomplete opportunity records </li></ul></ul><ul><ul><li>No Products on Opportunities </li></ul></ul><ul><li>Technology Challenges </li></ul><ul><ul><li>Lead Conversion is Atomic </li></ul></ul><ul><ul><li>Need to Create a Dynamic Edit Page </li></ul></ul>
    33. 33. Brocade — Key Challenges, Cont. <ul><li>Summary of Challenges </li></ul><ul><ul><li>Inefficiency </li></ul></ul><ul><ul><li>Business rules not enforced </li></ul></ul><ul><ul><li>Reduced incentive for reps to follow up </li></ul></ul><ul><ul><li>No administrative options for lead conversion </li></ul></ul>
    34. 34. Brocade — The Solution <ul><li>How did we address these challenges? </li></ul><ul><ul><li>Redesigned workflow </li></ul></ul><ul><ul><li>Created a Flex-based S-Control </li></ul></ul><ul><ul><li>Used Force.com API </li></ul></ul>
    35. 35. Solution Screen Shots
    36. 36. Solution Screen Shots
    37. 37. Solution Screen Shots
    38. 38. Brocade — Deployment Details <ul><li>Department: Marketing and Sales </li></ul><ul><li># Users: 65 </li></ul><ul><li>Key Requirements </li></ul><ul><ul><li>Part of closed loop process </li></ul></ul><ul><ul><li>Adhere to business process </li></ul></ul><ul><li>Key Benefits </li></ul><ul><ul><li>Intuitive user interface guiding user through process </li></ul></ul><ul><ul><li>Zero maintenance from IT </li></ul></ul>
    39. 39. Imagine it. Learn it. Use it. <ul><li>How to apply what you’ve learned when you get home </li></ul><ul><ul><li>Design Your Workflow </li></ul></ul><ul><ul><li>Develop the S-Control </li></ul></ul><ul><ul><li>Train </li></ul></ul><ul><ul><li>Integrate </li></ul></ul>
    40. 40. Imagine it. Learn it. Use it. <ul><li>Key Points to Remember </li></ul><ul><ul><li>You CAN Reduce the “Clicks” </li></ul></ul><ul><ul><li>Start Simple </li></ul></ul><ul><ul><li>Do Your Calculations INSIDE of Salesforce </li></ul></ul><ul><ul><li>Professional Services / Partners </li></ul></ul><ul><ul><li>Go Ahead… Customize! </li></ul></ul>
    41. 41. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>
    42. 42. John Ball Salesforce Implementation Specialist QUESTION & ANSWER SESSION Rafael Contreras Sr. Customer Success Manager Drew Alexander Director of Sales Operations