Let's Get It Started!


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Thinking about deploying Salesforce? Or has your organization purchased licenses, but you're not sure where to begin? We've got the answers you need. Join us to learn how to develop a plan for rolling out Salesforce to your organization. We'll give you several key tenants you should consider as you embark on a deployment strategy.

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  • Hello, welcome everyone to today’s session.My name is Kirti Patel and I am a Customer Success Manager here at Salesforce. Today’s session is designed to help you get started with your Salesforce rollout. Our two speakers today will be highlighting their experiences when it comes to a successful Salesforce rollout. I hope that by the end of the session, you’ll be able to walk out that door with at least an outline of what you need to do when you get back to work after the conference.
  • We will be giving away several prizes this afternoon for winners of our Salesforce bingo game. You should have received a bingo card on your way into the room today. If not just raise your hand and we’ll get you one. Each of the rollout steps that we’ll discussing with you today will have a bingo word associated with it on the slide. Only these words will count towards winning the prizes. Get 5 in a row either verticallly or horizontally (not diagonally). I am going to ask that as you get the bingo towards the end of the session that you just raise your hand. My colleague Tim is giong to be on the look out for individuals who get the bingo.
  • IntroductionsYou’ll notice that both speakers had quite a difference in the size of their implementations, but throughout the presentation you’ll see that it does not matter how many licenses you have. The steps will apply no matter what size of a company you are. Transition: With this, I’m going to hand it over to Liz who is going to review the first step in your rollout.
  • **Department project
  • Data Management activities/policies(How to ensure your data is clean!)
  • I hope you now have a great recipe for your Salesforce rollout. For your reference, here are the ingredients we outlined today. Remember from our speakers experiences today, you know that this is a proven plan to ensure your start with Salesforce. It also looks like we’ve got a couple of Bingo winners – let’s see who our first winner is of the prize.
  • Let's Get It Started!

    1. 1. Let’s Get It Started!<br />Administrators<br />Kirti Patel: salesforce.com<br />Liz Horrex: CareFusion<br />Jay Sanborn: Pomeroy IT Solutions<br />
    2. 2. Safe Harbor<br />Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. 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.<br />The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site. <br />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 the 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.<br />
    3. 3. Agenda<br />Developing your Strategy<br />Bingo Game <br />10 Steps to get you Started<br />
    4. 4. Why develop a Strategy?<br /> 1 Cup Executive Sponsor<br />2/3 ½ Cup Roadmap Communication<br /> 1 Tablespoon Initial Messaging<br /> 1 Tablespoon Training<br /> 2 Teaspoons Implementation Help<br /> Salt/Pepper to taste<br />
    5. 5. Bingo Word<br />Rules:<br />Look out for bingo word in top right corner<br />Mark 5 in a row down or across<br />Raise your hand when you have a bingo<br />Win prizes!<br />Executive <br />Sponsor<br />Sales <br />Cloud<br />CRM<br />Salesforce<br />Chatty<br />Service <br />Cloud<br />Roadmap<br />Saasy<br />Training<br />Force.com<br />App-<br />Exhange<br />Success<br />Platform<br />Chatter<br />Dash-<br />boards<br />Admin<br />Partners<br />Reports<br />Customers<br />Custom<br />Cloud<br />Implement<br />SaaS<br />Jigsaw<br />Support<br />
    6. 6. Our Speakers<br />Liz Horrex, Director of Sales Tools at CareFusion<br />830 Unlimited Edition licenses with 9 business units<br />Healthcare industry<br />Customer since 2009<br />Leveraged Salesforce Professional Services<br />Jay Sanborn, Director of Sales Ops at Pomeroy IT Solutions<br />152 Enterprise Edition <br />Technology (Products & Services) industry<br />Customer since 2008<br />Leveraged a local consulting partner<br />
    7. 7. Step #1: Messaging <br />Let people know what’s coming – Create Excitement!<br />Leverage the salesforce.com name and logo<br />Many people have used or heard of salesforce.com<br />Add Credibility<br />Customer stories on Salesforce TV & Community site<br />Keep the message simple<br />Remember the WIIFMs (what’s in it for me)<br />Company events and meetings<br />Sales Meetings (regional and national)<br />Bingo: Messaging<br />
    8. 8. Bingo: Executive Sponsor<br />Step #2: Plan & Prepare<br />Create the Project Team<br />Executive Steering Committee<br />Project Management<br />Executive Sponsor Admin Project Manager Partner<br />IT<br />-Technical Lead<br />-Developer<br />Partner Management<br />-Process Owner<br />Sales<br />-Process Owner<br />-Sales Reps<br />Finance<br />-Process Owner<br />Services<br />-Process Owner<br />
    9. 9. Step #2: Plan & Prepare<br />Get the business units involved<br />Establish that the Salesforce.com project IS NOT an IT Project<br />Accountability for project success with business unit and executive sponsor<br />Communicate project to the company with the anticipated benefits (WIIFM)<br />Must be delivered by Executive Sponsor<br />100% compliance will be required<br />Bingo: Executive Sponsor<br />
    10. 10. Step #3: Gather Requirements <br />Bingo: Process<br />Review and document your current Sales Methodology<br />Conduct high-level requirements gathering with project team<br />
    11. 11. Step #4: Hire Implementation Help <br />First define scope, budget & objectives for implementation<br />Identify implementation partners<br />Salesforce Professional Services<br />Bingo: Implement<br />
    12. 12. Bingo: Roadmap<br />Step #5: Communicate Roadmap<br />Stick to the defined requirements<br />Watch out for “scope creep”<br />Communication is key<br />Speak weekly with your user group & <br /> project team<br />Status reports to your executive team<br />Utilize a WebEx tool<br />Promotes effective design sessions<br />Involve management as “Change Leaders”<br />
    13. 13. Bingo: Jigsaw<br />Step #6: Data Analysis<br />Identify Customer master and related system<br />Customer master is the system of record for customer information<br />Related systems and interdependent keys<br />Create file extracts for all systems<br />Create database (i.e. Access) to store all customer info<br />
    14. 14. Step #6: Data Analysis<br />Bingo: Jigsaw<br />Scrub the Data<br />Eliminate obsolete accounts and related information<br />Eliminate redundant data (duplicate fields)<br />Validate the data<br />Utilize Jigsaw, D&B or Hoovers off the AppExchange<br />Learn and test the Apex Data Loader!<br />
    15. 15. Step #7: Training<br />Bingo: Training<br />Keep initial training within reason<br />Focus on 3-4 key objects<br />Leverage Salesforce Training team<br />Pre-training<br />Use recorded Salesforce navigation trainings in Help & Training <br />System tracks who took training<br />Methods<br />Live, instructor led is best but expensive<br />WebEx is very effective<br />
    16. 16. Step #7: Training<br />Bingo: Training<br />Manager Participation<br />Manager required to be on the training call<br />Make it interactive & short<br />Trainer demonstrates<br />Hand over control to several sales reps to demo<br />Create “tracking reports” to ensure attendees are participating<br />No more than 2 hours long<br />
    17. 17. Step #7: Training<br />Bingo: Training<br />Post Go Live<br />Monday & Friday Open Q&A sessions (1 hour)<br />National Sales Meeting breakout session(s)<br />Offer training to Regional Managers based on their needs<br />
    18. 18. Step #8: Expand & Extend<br />Bingo: AppExchange<br />While performing analysis, scan the AppExchange for tools that can enhance your business processes<br />Look out for Salesforce Labs & Aloha apps<br />~100 new apps added in 2010<br />
    19. 19. Step #8: Expand & Extend<br />Bingo: AppExchange<br />Desktop Integrator<br />Outlook, Notes and Microsoft Office<br />Chatter Desktop<br />Salesforce.com Mobile & Mobile Lite<br />Google<br />Google Talk<br />Find Nearby App with Google Maps<br />Google Docs<br />
    20. 20. Step #9: Post-Deployment Tasks<br />Bingo: Data Quality<br />Data management strategy<br />Ensures clean data<br />Create weekly exception reports to highlight bad data<br />Assign a weekly exercise to clean a specific piece of data<br />Provide training courses online and in person<br />Collaborate with HR to create policies & course of action<br />Additional reporting capabilities via Excel<br />Providing ongoing support to end users<br />
    21. 21. Step #10: Change & Release Management<br />Bingo: Chatter<br />Keep your system up to date with your changing business needs<br />New functionality added at least 3x a year<br />Salesforce new products – Chatter, Content, Mobile<br />
    22. 22. Step #11: Do More in the Cloud <br />Entire organization can benefit from custom applications – HR, Project Management, Recruiting<br />1 free app with 100 licenses<br />Apex & Visualforce classes available through Salesforce Training<br />Attend developer sessions at Dreamforce<br />Conquer Force.com <br />Hands-On: Introduction to Force.com Code (Apex) for Non-Developers <br />Bingo: Force.com<br />
    23. 23. Your Homework<br />Bingo: Homework<br />#6 Data Analysis<br />#7 Training<br />#8 Expand & Extend<br />#9 Post Deployment Tasks<br />#10 Change/Release Management<br />#11 Do More in the Cloud<br />#1 Messaging <br />#2 Plan & Prepare<br />#3 Gather Requirements<br />#4 Hire Implementation Help<br />#5 Communicate Roadmap<br />
    24. 24. Q & A<br />
    25. 25. D I S C O V E R<br />Visit Customer Success Team at Campground<br />the products, services and resources <br />that help you achieve<br />S U C C E S S<br />Learn about how to win prizes including 10 iPads& more!<br />Discover Training Learning Paths<br />Find us at the Customer Success Team area of Salesforce.com Campground at Moscone North<br />Meet Success Experts<br />Learn about Customer Resources<br />Experience Product Demos<br />
    26. 26. Let’s Get It Started!<br />
    27. 27. How Could Dreamforce Be Better? Tell Us!<br />Log in to the Dreamforce app to submit<br />surveys for the sessions you attended<br />Use the Dreamforce Mobile app to submit surveys<br />OR<br />Every session survey you submit is a chance to win an iPod nano!<br />