Dreamforce 2013 Presentation for Salesforce Fundamentals: Strategy for Opportunity Management. Presented by Deepa Patel, Halak Consulting, LLC, Shell Black, Shell Black LLC, Maria Beli, Case Partners, Bryan Boroughf, Monday Call
Deepa PatelSales and Marketing Automation Consultant, Salesforce MVP, Dreamforce Speaker
Dreamforce 2013 Salesforce Fundamentals: Strategy for Opportunity Management
1. Salesforce Fundamentals: Strategy
for Opportunity Management
Deepa Patel, Halak Consulting, LLC, President
Maria Belli, CASE Partners, Inc, Senior Salesforce Consultant
Shell Black, Shell Black, LLC, President
Bryan Boroughf, MondayCall, Senior Account Manager
2. Safe harbor
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 product or service availability, 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.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new
functionality for our service, new products and services, 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 any
litigation, risks associated with completed and any 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
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4. All about Halak Consulting, LLC
Halak Consulting LLC a Salesforce partner. We have been
helping firms identify problem areas and propose solutions
that meet the firm’s requirements for the last 10 years.
We work with clients to define their business goals, analyze current
business infrastructure and identify nonexistent business processes.
We focus only on Salesforce.com software services
Silicon Valley User group co-leader, run Process & Strategy and
Salesforce Certification Study Group on Success Community
Visit Us – www.halakconsulting.com
5. Target audience for this session:
I'm not using this area of Salesforce
today and want to learn more
I am using this area of Salesforce today,
but want to pick up some tips or confirm
"I'm doing it right”
Functional Roles: Sales & System
7. Opportunity Management – What is it?
A process that allows us to measure revenue
projections and revenue recognition
Why do you need to track Projections?
• An insight as to where you are in your sales process and how
long you have been there.
• An insight as to what you can expect to close in the next four
quarters and what are your chances of getting that business.
How do you track Revenue Recognition?
• Score cards and reports that give you an idea how much you
8. Opportunity Management – How?
How do we do this in Salesforce?
9. Opportunity Management – How?
How do we do this in Salesforce?
• Different stages of a customer’s buying process. This is tied to
your selling process
• What is the percentage of the opportunity closing based on
where you are in the sales process
• Set of options that determines the certainty of realizing revenue
• Date when the deal will be materialized
10. Opportunity Management – How?
Follow up with Prospect for further discovery
After discovery do a product demo to customer
POC to show benefits
Provide with a Pricing Proposal or a Quote
Negotiate final terms and conditions
Sign and Close Business
Give a Reason why this
opportunity is Lost
11. Opportunity Management – How?
How are Stages connected with Forecasting?
15. All about MondayCall Solutions
At MondayCall, we help Salesforce customers, from SMB to
mid-market to Fortune 500, make the most value from their
Based in San Francisco and founded in 2009
Over 300 customers in a variety of industries across the country
Full range of services entirely focused on the Salesforce platform
Average: 9.5/10 customer sat rating
23. All about ShellBlack.com
ShellBlack.com, LLC is a Cloud Alliance Partner in Dallas
TX helping companies maximize their CRM investment
through elegant solutions leveraging Salesforce.com
Strictly Salesforce – our single focus results in deep domain expertise
Proven Process – fine tuned over a hundreds of projects
Community contribution – two Salesforce User Group leaders and a
Visit us online at www.ShellBlack.com
24. Approval Processes
• An Approval Process allows a record (in this case an
Opportunity) to be routed based on rules to one or more users
• Approvals are logged for accountability (e.g. my discount was
approved by my boss!)
• Records can be approved by email or on a mobile phone
Milestones custom fields (combined with Validation Rules) on an
Opportunity help ensure sales reps are capturing the right
information and not skipping steps in your sales process
27. All about CASE Partners, Inc.
CASE Partners, Inc. is a Salesforce partner celebrating 20 years as
an IT consulting firm that specializes in maximizing the capabilities of
Salesforce through innovative configuration, workflow, and
Highly skilled staff of certified Salesforce administrators and developers
Specializing in advanced web and application integration services
Broad industry experience: Financial Services, Insurance, Manufacturing,
Healthcare, Non-Profit, and more
Organizers and leaders of the Connecticut Salesforce Developers’ User Group
Visit us online at www.casepartners.com
28. Deepa Patel
Senior Salesforce Consultant
Senior Account Manager