Accelerated Lending on Demand Dan Lawson, Lawson & Associates  Basil Fedynyshyn, Wells Fargo Track: Financial Services
Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This pr...
Thank You to Our Partners!!!
Dan Lawson President/CEO Basil Fedynyshyn Vice President Platform Management David Cahill Chris Sommers Salesforce.com Mod...
D AN  L AWSON President/CEO [email_address]
Lawson & Associates Mortgage Planners <ul><ul><li>Industry:   MORTGAGE FINANCE  Employees:  40 </li></ul></ul><ul><ul><li>...
Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>Create clients for Life! </li></ul></ul><ul><ul><li>Acces...
Key Challenges, Cont. <ul><li>Summary of Challenges </li></ul><ul><ul><li>Compliance requirements for client information <...
The Solution:  Salesforce! <ul><li>What was the solution? </li></ul><ul><ul><li>A secure single source for client informat...
Results:  Productivity & Profits! <ul><li>What were the results? </li></ul><ul><ul><li>Sales volume up from $200mil to $50...
Dashboard
Imagine it.  Learn it.  Use it. <ul><li>How to apply what you’ve learned when you get home </li></ul><ul><ul><li>Automate ...
Basil Fedynyshyn Vice President - Platform Management [email_address]
Wells Fargo & Company Consumer Credit Group Profile <ul><li>One of the largest and fastest growing providers of home equit...
Business Goals <ul><li>More effectively leverage online channel to grow business  </li></ul><ul><li>Integrated sales proce...
Key Challenges  <ul><li>Business  Challenge </li></ul><ul><ul><li>Increase sales productivity  </li></ul></ul><ul><ul><li>...
Targeting the End to End Lending Life Cycle Generate Demand Manage Partners Sell Board Service Needs Build Loyalty & Retai...
Lead & Campaign Management WF.com  & 3 rd  parties sites WF  Marketing Auto  Dialer Auto Assignment Inbound & Outbound  In...
Contact Management Task Reminders CTI Click to Call with  Auto Noting Follow-up Communications Customer & Acct.  Systems <...
Pipeline Management Event Monitor / Task Creator Loan Processing System Task Monitoring  & Escalation <ul><li>Managed cust...
Results  <ul><li>Grew online leads 5 x </li></ul><ul><li>Reduced Lead Response Time: 5 minutes </li></ul><ul><li>Increased...
Key Success Factors <ul><li>Clear vision that aligned business strategy, capabilities model and technology roadmap  </li><...
QUESTION & ANSWER SESSION Basil Fedynyshyn Vice President Platform Management Dan Lawson President/CEO
Don’t miss these Activities: <ul><li>Visit our Financial Services Expo </li></ul><ul><li>13 Partner Solutions  </li></ul><...
Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvemen...
Customer Hall of Fame Dan Lawson, CEO of Lawson & Associates says: “… Salesforce has proven to be a wonderful tool for our...
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I F F004 Chris Sommers91807

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  • I F F004 Chris Sommers91807

    1. 1. Accelerated Lending on Demand Dan Lawson, Lawson & Associates Basil Fedynyshyn, Wells Fargo Track: Financial Services
    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. Thank You to Our Partners!!!
    4. 4. Dan Lawson President/CEO Basil Fedynyshyn Vice President Platform Management David Cahill Chris Sommers Salesforce.com Moderated By: Speaker Panel
    5. 5. D AN L AWSON President/CEO [email_address]
    6. 6. Lawson & Associates Mortgage Planners <ul><ul><li>Industry: MORTGAGE FINANCE Employees: 40 </li></ul></ul><ul><ul><li>Geography : CALIFORNIA # Users: 35 </li></ul></ul><ul><li>Full Service Mortgage Broker ($500 mil in annual sales) </li></ul><ul><li>Our specialty is Mortgage Planning </li></ul><ul><li>Provide detailed loan analysis </li></ul><ul><ul><li>Evaluate Risk Tolerance, Goals, and Time Horizons </li></ul></ul><ul><ul><li>Result: Our clients make an informed choice </li></ul></ul>Profile :
    7. 7. Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>Create clients for Life! </li></ul></ul><ul><ul><li>Access to client information </li></ul></ul><ul><ul><li>Communication between our sales team and support staff </li></ul></ul><ul><ul><li>Recruitment & Retention of sales and support teams </li></ul></ul><ul><ul><li>Real time status updates on loan files </li></ul></ul><ul><ul><li>Accurate sales projections and tracking </li></ul></ul><ul><ul><li>Technology Challenges </li></ul></ul><ul><ul><li>Secure & compliant environment for client information </li></ul></ul><ul><ul><li>Synchronization between ACT systems </li></ul></ul><ul><ul><li>Remote/offsite access to client information </li></ul></ul><ul><ul><li>Expensive hardware costs with growth and expansion </li></ul></ul>
    8. 8. Key Challenges, Cont. <ul><li>Summary of Challenges </li></ul><ul><ul><li>Compliance requirements for client information </li></ul></ul><ul><ul><li>Poor Internal Communication </li></ul></ul><ul><ul><li>Employee productivity </li></ul></ul><ul><ul><li>Access to client information </li></ul></ul><ul><ul><li>High Infrastructure Costs </li></ul></ul>
    9. 9. The Solution: Salesforce! <ul><li>What was the solution? </li></ul><ul><ul><li>A secure single source for client information </li></ul></ul><ul><ul><li>Anywhere, anytime data access </li></ul></ul><ul><ul><li>Closed loop collaboration between teams </li></ul></ul><ul><ul><li>Enhanced productivity with pipeline management </li></ul></ul><ul><ul><li>Intelligent Workflow Notifications </li></ul></ul><ul><ul><li>Partner Portal Access </li></ul></ul>
    10. 10. Results: Productivity & Profits! <ul><li>What were the results? </li></ul><ul><ul><li>Sales volume up from $200mil to $500mil in 3yrs </li></ul></ul><ul><ul><li>30% cut in labor costs due to increase productivity </li></ul></ul><ul><ul><li>Delegated task & activity visibility </li></ul></ul><ul><ul><li>Increased accuracy with intelligent workflow for client notifications </li></ul></ul><ul><ul><li>Enhance relationships with business partners </li></ul></ul><ul><ul><li>Increased recruitment and retention of sales staff </li></ul></ul>
    11. 11. Dashboard
    12. 12. Imagine it. Learn it. Use it. <ul><li>How to apply what you’ve learned when you get home </li></ul><ul><ul><li>Automate </li></ul></ul><ul><ul><li>Centralize </li></ul></ul><ul><ul><li>Include your partners </li></ul></ul><ul><ul><li>Allow remote access </li></ul></ul>
    13. 13. Basil Fedynyshyn Vice President - Platform Management [email_address]
    14. 14. Wells Fargo & Company Consumer Credit Group Profile <ul><li>One of the largest and fastest growing providers of home equity, personal credit and student loan accounts </li></ul><ul><li>Combined portfolio of $103 billion </li></ul><ul><li>Serving more than 3.5 million customer households </li></ul><ul><li>Number 2 prime home equity lender </li></ul>INDUSTRY: Diversified Financial Services EMPLOYEES: 158,000 GEOGRAPHY: US # USERS: 1,300 +
    15. 15. Business Goals <ul><li>More effectively leverage online channel to grow business </li></ul><ul><li>Integrated sales process between online and telesales </li></ul><ul><li>Enhance communication with customer from first contact though boarding of the loan </li></ul><ul><li>Provide exceptional customer experience </li></ul><ul><ul><li>Know your customer </li></ul></ul><ul><ul><li>Timely response </li></ul></ul><ul><ul><li>Managed expectations </li></ul></ul><ul><li>Improve sales performance </li></ul><ul><ul><li>Volume of leads </li></ul></ul><ul><ul><li>Right party contacts </li></ul></ul><ul><ul><li>Book loans to applications </li></ul></ul><ul><ul><li>Sales Agents productivity </li></ul></ul>
    16. 16. Key Challenges <ul><li>Business Challenge </li></ul><ul><ul><li>Increase sales productivity </li></ul></ul><ul><ul><li>Speed-to-Market is critical to retain and grow market share </li></ul></ul><ul><ul><li>Leveraging interactions into sales opportunities </li></ul></ul><ul><ul><li>Lack of visibility into sales and retention metrics </li></ul></ul><ul><li>Technology Challenge </li></ul><ul><ul><li>Technology resource constraints </li></ul></ul><ul><ul><li>Lack of automated tools </li></ul></ul><ul><ul><li>Long and costly development cycles </li></ul></ul><ul><ul><li>Adapting to a rapidly changing environment </li></ul></ul><ul><ul><li>Security & privacy </li></ul></ul>
    17. 17. Targeting the End to End Lending Life Cycle Generate Demand Manage Partners Sell Board Service Needs Build Loyalty & Retain Business Development Marketing Web, Telesales Agents, Brokers, Store Bankers Web, Telesales Agents, Brokers, Store Bankers Processors Customer Management Customer Service <ul><li>Relationship Management </li></ul><ul><li>Partner Portals </li></ul><ul><li>Campaign Management </li></ul><ul><li>Lead Generation </li></ul><ul><li>Lead Management </li></ul><ul><li>B2C Contact Management </li></ul><ul><li>Pipeline (Opportunity) Mgt </li></ul><ul><li>B2C Contact Management </li></ul><ul><li>Workflow/Task Management </li></ul><ul><li>Case Management </li></ul><ul><li>B2C Contact Management </li></ul><ul><li>Lead Management </li></ul><ul><li>Pipeline (Opportunity) Mgt </li></ul><ul><li>B2C Contact Management </li></ul>Recover Past Due Collections <ul><li>Lead Management </li></ul><ul><li>B2C Contact Management </li></ul>Prospect Lead Applicant Customer
    18. 18. Lead & Campaign Management WF.com & 3 rd parties sites WF Marketing Auto Dialer Auto Assignment Inbound & Outbound Introduction <ul><li>Online leads send email and contacted in < 5 minutes </li></ul><ul><li>Optimized delivery of leads to agents through multiple methods </li></ul><ul><li>Real time tracking of lead source volumes and results </li></ul>Introduction
    19. 19. Contact Management Task Reminders CTI Click to Call with Auto Noting Follow-up Communications Customer & Acct. Systems <ul><li>Improved customer experience “ Know the customer” </li></ul><ul><li>Consistent execution of contact strategy </li></ul><ul><li>Enhanced agent productivity </li></ul><ul><li>Real time tracking of agent performance </li></ul>
    20. 20. Pipeline Management Event Monitor / Task Creator Loan Processing System Task Monitoring & Escalation <ul><li>Managed customer expectation </li></ul><ul><li>Reduced loan processing time </li></ul><ul><li>Real time monitoring and managing of sales pipeline </li></ul>
    21. 21. Results <ul><li>Grew online leads 5 x </li></ul><ul><li>Reduced Lead Response Time: 5 minutes </li></ul><ul><li>Increased RPC rate 300% </li></ul><ul><li>Improved sales agent productivity 10 to 15% </li></ul><ul><li>Compressed development cycle with user interaction </li></ul><ul><li>Rapid rollout – no surprises </li></ul><ul><li>Strongly improved relationship developers / business </li></ul><ul><li>Focus on business results, not maintenance </li></ul>Business Technology
    22. 22. Key Success Factors <ul><li>Clear vision that aligned business strategy, capabilities model and technology roadmap </li></ul><ul><li>Strong partnerships with salesforce.com, Deloitte Consulting & Acumen Solutions </li></ul><ul><li>Engaging users in interactive development effort </li></ul><ul><li>Rapid deployment of innovative applications </li></ul><ul><li>Incremental investment with small up front commitment </li></ul><ul><li>Flexibility to quickly adapt to key learning and changing environment </li></ul><ul><li>Ability to scale and integrate with other systems </li></ul><ul><li>Predictable budget requirements </li></ul>
    23. 23. QUESTION & ANSWER SESSION Basil Fedynyshyn Vice President Platform Management Dan Lawson President/CEO
    24. 24. Don’t miss these Activities: <ul><li>Visit our Financial Services Expo </li></ul><ul><li>13 Partner Solutions </li></ul><ul><li>Financial Services Demos </li></ul><ul><li>Meet 700 Financial Services Attendees </li></ul><ul><li>Birds of a Feather Industry Luncheon: Tue 12:15 </li></ul><ul><li>Enjoy a Latte and Network in our Industries Lounge </li></ul>
    25. 25. 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>
    26. 26. Customer Hall of Fame Dan Lawson, CEO of Lawson & Associates says: “… Salesforce has proven to be a wonderful tool for our business model. As a result, we are more competitive, our sales & profitability have increased, and our sales & support teams work more efficiently together. I truly feel we have a significant edge on our competition! Dan Lawson Lawson & Associates What the fans are saying: Famed Statistics: 85% Login Rate Apps Downloaded: Partner Portal, Strategic Account Planning & Adoption Dashboard <ul><li>Meet Me At: </li></ul><ul><li>Financial Services: Accelerated Lending on Demand </li></ul><ul><li>Connect on Demand: Dan Lawson </li></ul>

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