Salesforce Platform: Show Me the Money - the Case for Cloud App Platforms

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No IT project should go without hard TCO/ROI numbers. Join us to learn how companies that have adopted cloud app platforms are seeing an immediate return on their investments. We'll explain how the changing economics of app development allow you to deliver value back to the business in weeks and months. We'll explain the new KPIs companies are using to deliver project success in the mobile and social world.

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Salesforce Platform: Show Me the Money - the Case for Cloud App Platforms

  1. 1. Salesforce Platform: Show Me the MoneyThe Case for Cloud App PlatformsRosie Pongracz, Salesforce.com, Director - Platform Product MarketingSandipan (Sandi) Panigrahi, Salesforce.com, Manager - Value Consulting
  2. 2. Safe harborSafe 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 uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed orimplied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking,including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statementsregarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgradedservices or technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionalityfor our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results andrate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and otherlitigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operatinghistory, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customerdeployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Furtherinformation on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for themost recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures are available on the SEC Filingssection of the Investor Information section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available andmay not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that arecurrently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  3. 3. Cloud Platforms: Innovation Focus Not Infrastructure Innovation Business Focus “With salesforce.com we Biz spend 80% of our time on Analysts Business Analysts business results.” Michael Walsh, CIO Governance Governance & Change & Change Management Management “Eight out of ten dollars Infrastructure Infra spent on IT by companies Management Mgmt is to ‘keep the lights on’ ” Technology Infrastructure Focus*The New IT Investments Powering Productivity and Growth, Gartner Symposium/ITxpo
  4. 4. Traditional Business CaseForce.com is 4x Faster at a54% Lower TCOForce.com is 4.9x Faster Independent Third-Party Salesforce.com Customer5x Faster and Relationship Survey Results June 201240% Lower TCO
  5. 5. Robin BrinkerSr. Director of Enterprise TechnologySolutionsrbrinker@vitalimages.com
  6. 6. All about Vital Vital Images, Inc offers advanced visualization medical imaging software to enable the visualization and analysis of 2D, 3D and 4D images of anatomy and physiological function using CT (computed tomography) and MR (magnetic resonance) scan data.  Established in 1988, acquired by longtime business partner Toshiba in 2011  Customers include: hospitals, clinics, imaging centers, etc.  Users include: radiologists, cardiologists, oncologists, surgeons, etc.  5,000 Customers in more than 100 countries  J.D. Power Certified for Service Excellence  MN High Tech Tekne award 2 years  SFDC Customer Since – January 2009  260 employees with 200+ SFDC licenses
  7. 7. Robin Brinker SR. DIRECTOR OF ENTERPRISE TECHNOLOGY SOLUTIONS Over 6 years at Vital 2 ½ years using SFDC CRM consultant for 10+ years before joining Vital. Manages internal IT functions including the Enterprise Applications team which implements and maintains SFDC and all other enterprise applications.
  8. 8. Why Salesforce.com   Rapid implementation for sales and service   Low cost configuration and support   Expand functionality iteratively ALTERNATIVE   SAP CRM INTEGRATIONS   Website (Customer Portal)   LMS
  9. 9. Coming SoonSalesforce.com at Vital Chat Fixed Asset Management Change Management IT Project Management Contract Management
  10. 10. The ROI - $250K in Savings after first year Fixed Asset ManagementTHE CHALLENGE  No visibility  Costly manual process  Surplus Hardware  Lack of Reporting Metrics  Lost Inventory CostsOPTIONS EVALUATED  SAP (already owned)  Existing Solution (free)  AppExchange and other 3rd party AppsFORCE.COM SOLUTION  3 months with part time internal team  $250K+ savings in reduced HW purchases after 1 year
  11. 11. Solution
  12. 12. Our Advice to Measuring the Benefits of Salesforce  Create Business Case just as you would for a new purchase  Define SMART goals from project and demonstrate value   3 month   6 month  Look beyond IT benefits and quantify business outcomes   Include Resource Savings and Productivity Improvements  Seek higher utilization of existing platform to lower your total cost of ownership per application
  13. 13. Elias DayehDirector, Business Operationselias@axcient.com
  14. 14. All about Axcient Axcient is the leading provider of cloud-based data and application protection and uptime solutions for the Small and Mid-Sized Business (SMB) market and ensures data, application, and system uptime, all the time, with its market-leading data backup, business continuity, and disaster recovery solution   SFDC Customer Since 2009   80 SFDC Unlimited Users, 1800 Partner Portal Users   #129 Inc 500 2012   Hardware & Software SaaS Company
  15. 15. About Me Elias Dayeh Director Business Operations Years with Axcient - 7 Months Years using SFDC - 7 Years  Own strategy, architecture, development, integration and operations of Axcient s enterprise applications  Former Director, Business Operations, Motorola Mobility (A Google Company)  575 SFDC Unlimited Users  3rd Party SW Bill of Materials built on SFDC   Face of Motorola Mobility for SFDC
  16. 16. Why Salesforce.com Why did Axcient Pick Salesforce.com?   Scalability   Flexibility   Enterprise Solution   Integration Speed   APIs   AppExchange Ecosystem
  17. 17. Salesforce.com at Axcient via AppExchange
  18. 18. Salesforce.com at Axcient via Custom Integrations
  19. 19. Benefits observed•  Productivity•  Visibility•  Collaboration•  Centralized Vision•  Implementation Speed•  Ease of Use IF ITS NOT IN SFDC IT DOESN’T EXIST
  20. 20. Key Learning  Understand the SFDC Framework and Platform  Understand your Current Infrastructure  Understand your Baseline Clicks Clicks  Create Metrics   Clicks   Hours  Measure Metrics Constantly Hours Hour   Be Anal about it
  21. 21. Cédric GueuningE-Business Project Manager@GCedGChris TimmermanE-Business Project Manager & Business Analyst@_ChrisTimmerman
  22. 22. All about Electrabel GDF SUEZ Part of the group GDF SUEZ Former state owned monopoly in the energy market in Belgium (production, distribution , sales and trading), and actor in other European countries After liberalization : production and sales in Belgium, Netherlands and Germany
  23. 23. About Us Cédric Gueuning Chris Timmerman e-BUSINESS PROJECT E-BUSINESS PROECT MANAGER MANAGER & BUSINESS ANALYST 7 years with GDF/SUEZ 2,5 Years using SFDC 5 Years with GDF/SUEZ 7 Years using SFDC E-Business department, mostly intranet projects SFDC Consultant & Administrator Administrator and SFDC Developer
  24. 24. Why Salesforce.com   Low cost applications   Rapid implementation   Workflows and real-time reporting ALTERNATIVES   MS Sharepoint / .Net   Excel, emails, … INTEGRATIONS   SAP HR (Manual)
  25. 25. Salesforce.com at Electrabel GDF SUEZ HR Internal Job Applications GDF/SUEZ Lease Car Management Purchasing Process Plan Cafeteria IT Security Reports Job Promotions Sports and Event Registrations Parking Space Allocation Expats Management M&S LOGISTICS Customer Appointments B2B Customer Training Real Estate eBusiness Change Requests
  26. 26. ROI – Sharepoint vs Force.comOur best ROI story so far … COST Sharepoint .NET Force.com Development 160k 260k 40k Ongoing Running(including infrastructure) 280k 240k 40kROI 7 x faster than a sharepoint project on KIR
  27. 27. Adding business value at low cost Example: Employee 360° Future  Standardised and integrated processes app Expat   Reduced number of errors mobility   Centralised data and reporting Fleet and Employee   Automated triggering Job promotions 360° Parking attribution  No single point of failure Building and Hardware  Reduced fraud Software Parking access  Global view Benefits  Improved use of resources
  28. 28. Our Advice to Measuring the Benefits of Salesforce  Low resources needs   time   money   People   infrastructure  Speed of implementation – Faster Time to Market  No infrastructure – Lower TCO  Great foundation – Lower Future Costs
  29. 29. Wrap
  30. 30. In Summary Cross Sell Rate Revenue Ramp Time Generation Marketing Leads Productivity Key Business Business Hiring Costs Priorities Cost Savings Admin Overhead Maintenance IT Customization Cost Savings Servers
  31. 31. Building a Business Case Beyond Cost Optimization Agility Innovation Automate Your Build Social Create Engaging Business Front Ends Customer Apps 29% Increase in Innovation Increase Unlock Legacy Create new Productivity Data Channels +33% +56% +30% Increased employee Improvement in finding Improvement in productivity information response rateSource: Market Tools “Salesforce.com Customer Relationship Survey Results” May 2012
  32. 32. Where can we find more?-  Join the “Measure Business Value” chatter group -  http://bit.ly/Pk4vxL-  Find a list of all metrics that the Platform has improved -  Look for the Annual Salesforce.com Voice of the Customer Survey-  Use the online Business Case Calculator for the Platform http://www.salesforce.com/platform/tco/-  Ask your Salesforce.com Sales Rep for help and advice-  Visit the Measure Booth in the Customer Success Campground
  33. 33. Robin Brinker Elias Dayeh Cedric Guennig Chris Timmerman Senior Director of Director Business E-Business Project E-Business Project Enterprise Operations Manager Manager and BusinessTechnology Solutions Analyst

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