The Small Business App Market:Desk.com, Do.com, and MoreRichard Hasslacher, salesforce.comDirector, ISV and Channels@rhass...
Richard HasslacherDirector, ISV & Channelstwitter @rhasslacher
Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contai...
Social Revolution
Trends in SMB
Building blocks of SMB apps
Manav Monga	Co-Founder and PM, Do by Salesforce twitter @xmanav
“Social Productivity Everywhere             ”
SMB Landscape TodayCloudBehave like consumersMarketplacesTry and Buy
Building for Small BusinessesRelease early and oftenBuild features that apply to everyoneMeasure  Iterate
Reaching Small BusinessesQualified businessesFreemiumReferralsInteroperability
How Does Do Help Small BusinessesFastSimpleFlexible
Fast integration: 2 days, 1 engineerContactually   Contacts and Tasks integration               Open API
Chris AbadVP Product, Desk.com@chrisabad
All about me.                I’m a designer, developer, and Internet entrepreneur.                     Former founder and...
All about Desk.com              Click to add brief company overview here. Lorem ipsum              dolor sit amet, consect...
Creating an app for SMB’s              The bar has been raised for appealing to SMB’s. They have higher              expec...
Reaching SMB’s            Must-have’s, if you’re going to connect with your market:             Speak their language.    ...
Desk – how we developed an app for SMB  Simple  Friendly  Effective
David BarrettFounder@expensify
All about Expensify              Expense reports that dont suck! Import your credit card,              SmartScan receipts ...
How has the SMB landscape changed?            Not much: Classic techniques still dont work            - Paid acquisition s...
Creating an app for SMB’s              There is no one magic bullet, you need a full clip:              - Incredibly obvio...
Reaching SMB’s            New options exist that didnt even 3 years ago:            - Mobile            - Viral / word of ...
How our App addresses SMB            1. Mobile: Employees sign up for free app            2. Viral: Submit/approve qualifi...
Case Study: Team RubiconFlashmobs that Save Lives in Disaster Regions                  We get a lot of spontaneous volunte...
The science ofincenting right!
    Express is native Force.com                In the market for 18 months                270+ customers              ...
IT IS THE BESTOF TIMESIT COULD BE THEWORST OF TIMES
You reach them                       Inbound      They reach you
CRM Effectiveness XSales Motivation  XRevenue Growth X
Cascade Orthopedic Supply                    “Xactly gives us error free, comp                    visibility to both finan...
Richard Hasslacher   David Barret   Chris Abad   Manav Monga   Scott Broomfield  ISV  Channels       Expensify       Desk ...
The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21
The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21
The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21
The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21
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The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21

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Power to the "pro"-sumer! The opportunity to sell to small businesses is tremendous but also calls for a new breed of app. Join us to hear how companies like Desk.com and Do.com have applied best practices from the consumer world to deliver professional apps that are easy to trial, deploy, and maintain. Learn how you can optimize your go-to-market plans when targeting this segment

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The Small Business App Market: Desk.com, Do.com and More - Dreamforce 2012 - 9/21

  1. 1. The Small Business App Market:Desk.com, Do.com, and MoreRichard Hasslacher, salesforce.comDirector, ISV and Channels@rhasslacher
  2. 2. Richard HasslacherDirector, ISV & Channelstwitter @rhasslacher
  3. 3. 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 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-Q for the most recent fiscal quarter ended July 31, 2012. This documents and others containing important disclosures are available on the SEC Filings section 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 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.
  4. 4. Social Revolution
  5. 5. Trends in SMB
  6. 6. Building blocks of SMB apps
  7. 7. Manav Monga Co-Founder and PM, Do by Salesforce twitter @xmanav
  8. 8. “Social Productivity Everywhere ”
  9. 9. SMB Landscape TodayCloudBehave like consumersMarketplacesTry and Buy
  10. 10. Building for Small BusinessesRelease early and oftenBuild features that apply to everyoneMeasure Iterate
  11. 11. Reaching Small BusinessesQualified businessesFreemiumReferralsInteroperability
  12. 12. How Does Do Help Small BusinessesFastSimpleFlexible
  13. 13. Fast integration: 2 days, 1 engineerContactually Contacts and Tasks integration Open API
  14. 14. Chris AbadVP Product, Desk.com@chrisabad
  15. 15. All about me. I’m a designer, developer, and Internet entrepreneur.   Former founder and CEO of a social gaming company. Acquired by News Corp.   Interested in social behavior within web-based and mobile products.   Passionate about high-quality user experiences.
  16. 16. All about Desk.com Click to add brief company overview here. Lorem ipsum dolor sit amet, consectetur adipiscing elit. Sed lectus tortor, pulvinar sit amet blandit ac, bibendum vitae sapien.   Click to add solution/app highlights; no more than four but should include   Vertical/horizontal focus   Traction to date
  17. 17. Creating an app for SMB’s The bar has been raised for appealing to SMB’s. They have higher expectations.  Best-of-class user experience.  Use it on the go.  Integrate with social channels.  Simple, friendly pricing.
  18. 18. Reaching SMB’s Must-have’s, if you’re going to connect with your market:  Speak their language.  Grab their attention. Fast.  Leverage the ecosystem.  Be visible in marketplaces.
  19. 19. Desk – how we developed an app for SMB  Simple  Friendly  Effective
  20. 20. David BarrettFounder@expensify
  21. 21. All about Expensify Expense reports that dont suck! Import your credit card, SmartScan receipts with your mobile phone, export to accounting, reimburse with direct deposit.   - Over 1M users across 150K companies   - Over $2M in expense reports processed daily   - Expense management leader for SMB   - No sales, no marketing
  22. 22. How has the SMB landscape changed? Not much: Classic techniques still dont work - Paid acquisition still too expensive - Partners still not interested - Field of Dreams: they still dont come.
  23. 23. Creating an app for SMB’s There is no one magic bullet, you need a full clip: - Incredibly obvious design, - Pretty enough to look credible, - Not too pretty youre afraid to change, - Laser focus on what matters, - Acceptance that youre wrong, and - Unbelievable patience.
  24. 24. Reaching SMB’s New options exist that didnt even 3 years ago: - Mobile - Viral / word of mouth - Ecosystems
  25. 25. How our App addresses SMB 1. Mobile: Employees sign up for free app 2. Viral: Submit/approve qualifies the lead 3. Freemium: Activity threshold forces paying 4. Word of mouth: User delight closes the loop
  26. 26. Case Study: Team RubiconFlashmobs that Save Lives in Disaster Regions We get a lot of spontaneous volunteers [who] need reimbursements rapidly since they are fronting the costs. Jake Wood, Founder - Hundreds of ex-military volunteers - Reimburse mileage, medical supplies, etc. - Operate in Africa, Haiti, Pakistan, China, Burma, US - Currently helping hurricane victims in New Orleans
  27. 27. The science ofincenting right!
  28. 28.   Express is native Force.com   In the market for 18 months   270+ customers   95% CSATSee Us @Booth 706   36 reviews @ 4.5 – 5.0
  29. 29. IT IS THE BESTOF TIMESIT COULD BE THEWORST OF TIMES
  30. 30. You reach them Inbound They reach you
  31. 31. CRM Effectiveness XSales Motivation XRevenue Growth X
  32. 32. Cascade Orthopedic Supply “Xactly gives us error free, comp visibility to both finance and sales.” •  28 Sales reps using Express •  Visibility for the reps •  Motivates and aligns •  Eliminates the error rate James Mayfield Business Analyst •  Cloud enables plug-in to Salesforce
  33. 33. Richard Hasslacher David Barret Chris Abad Manav Monga Scott Broomfield ISV Channels Expensify Desk Do.com Xactly

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