(Jeroen Smeulders, Senior Regional Success Architect) Attend this session to understand why moving to Lightning increases user adoption. Understand the thinking behind Lightning, how you can prepare to switch to Lightning and what needs to be done to maximize value from the switch.

1. Get ready for Lightning
Key Plays to Drive Lightning Adoption
​Jeroen Smeulders, Regional Success Architect

2. Forward-Looking Statements
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looking statements.

3. Lightning Vision – Why is it so important
Salesforce is known as one of the most
innovative Companies of the World. For
the very first time we’re changing our
technology baseline to setup the
platform for future success. Adopting this
innovation is key to our success and also
key to drive value to our customer base!

4. What is holding customers back
from switching?
think migration to
Lightning is difficult57%
41%
AI
IoT
Mobile
Social
Cloud
SOURCE: Lightning Adoption Survey; All Personas (N=503); April 2017
The Complexity Gap
Why should your organization
upgrade to Lightning?
Increase in productivity
reported from Lightning
customers

5. We Built Lightning Experience to Make People
Productive
And deliver fast adoption for every Salesforce customer
Increase Productivity
Lightning Sales Console
Path
Assistant
Account News
Prioritize Top Leads
Einstein Lead Scoring
Work Smarter
Utility Bar
Improvement in
Productivity
41%
Connect Faster
Automatic Activity Capture
Lightning Dialer

6. Three Factors Drive Business Value
Increased Adoption &
Collaboration
IT Productivity & Cost
Savings
Enhanced
Productivity

7. Productivity Is The Most Important Lightning Benefit For All
What intrigued me was saving
7 hours of a sales person’s
time. For us that’s like adding
100 people. We need to put
together [these] financial
reasons to spend more money
on Salesforce to get that good
return.”
– VP, Technology, Enterprise Fin
Serv
1
2
3
Increase Productivity
Increase Win Rates
Increase Collaboration
SOURCE: Lightning Adoption Survey (N=503); April 2017
Top 3 Most Important Lightning Benefits By Persona
END
USER
1
2
3
Decrease Process Time
Decrease Time Managing
Pipeline
Decrease Reporting Time
BUSINESS
SPONSOR
1
2
3
Improve Operations
Improve Adoption
Improve Reporting
ADMINISTRATOR

8. Reasons for adopting Lightning: TOTAL SAMPLE
​ Productivity and efficiency drove adoption; Lead & Opportunity Workspace and
Enhanced Navigation were driving forces
Q2 – Why did your organization choose Lightning? Q3 – Which specific features were the main
drivers of your implementation?
Enhance Productivity
Lead & Opportunity
Workspace
61%
Activity Timeline 51%
Account News 34%
Guidance for Success 32%
Calendar Everything 31%
Kanban view 23%
Path 20%
Assistant 17%
Composer 8%
Lightning Voice 7%
Einstein 7%
Other 3%
Increase Adoption /
Collaboration
Enhanced Navigation 56%
Chatter Streams 52%
Global Search 39%
Sales Console 39%
Favorites 22%
Account Auto-Fill 21%
Other 3%

9. Business Initiatives Enabling Solution CapabilitiesPotential Value MetricsBusiness Outcomes/Value Drivers
Increase Sales Efficiencies
Faster, Reusable Feature
Development
Provides More Context to Sales
Process
Drives Better Visibility
Ecosystem of Pre-Built Apps
Enables Process Optimization
Improved Deal Close Rates
Improved Usability
Access Data & Insights Seamlessly
Productivity 41% ⬆
Win Rate 21%⬆
Pipeline Management Time
31% ⬇
Collaboration 40%⬆
On-Boarding Time 23%⬇
Reporting Time 29%⬇
Operational Efficiency⬆
Custom Feature
Development Time 28%⬇
Operational
Improvement
Increased
Adoption and
Collaboration
Value Map Framework: Switch from Classic to Lightning
Legacy Customizations ⬇
SOURCE: Lightning Adoption Survey, Business Sponsors; April 2017
Lightning Console Apps
Component Based Framework
Lightning Dialer
Chatter Streams
Prebuilt App Ecosystem
Artificial Intelligence with Einstein
Opportunity Workspace
Favorites, Composer, Enhanced Search
Lightning Reports & Dashboards
Global Composer
Enhanced
Productivity
Kanban Orient Visual Processes

10. Salesforce Developers
Partner Developers
Customer Developers
APP LAYER
Framework
Design
Navigation
Testing
Instrumentation Accessibility
Offline
LockerData
Experience
Components
Base
Components
Lightning
Experience
Together, we can build
better with Lightning
framework
Lightning Experience Required a New Developer Framework
​ For building custom experiences

11. Lightning Getting Started

12. Lightning Adoption Path Overview
● The Lightning Adoption Path provides a framework to discuss and facilitate the Lightning Experience transition and
adoption lifecycle with a customer.
● The Adoption Path consists of 3 primary stages (Discover - Roll Out - Optimize) and the activities that a customer should
go through to achieve success when adopting Lightning and moving to the new UI.
● Activities under the various phases are associated to specific assets and deliverables to support you in your discussion
with your customer and for customers to leverage when developing their Lightning Experience rollout plan.
● The activities in the Path are the best practices that we recommend a customer go through to help them achieve
success.

13. Lightning Adoption Path
DISCOVER
● Learn about key features and
the benefits of Lightning and
Lightning Experience
● Evaluate business priorities,
readiness, and technical
strategy
● Align business and IT
strategies and get exec buyoff
ROLLOUT
● Define an iterative rollout strategy to
address business, technical, and
change management requirements
● Execute your rollout strategy and go
live
OPTIMIZE
● Analyze feedback and measure
business success and adoption rates
● Iterate on your rollout strategy with
new use cases and more users
● Innovate and engage your users to
drive adoption

14. Discover Key Activities
Learn - Evaluate - Align
➢Learn about Lightning Experience
➢Identify stakeholders and an executive sponsor
➢Educate your company with presentations and demos
➢Review Compare Lightning Experience and Salesforce Classic and Lightning Experience
Considerations
➢Conduct a gap analysis to confirm you’re getting what you need. Kick off the Lightning
Experience Readiness Check to evaluate of some of your features and customizations.

15. Webinars
Videos
Accelerators
Circles of
Success
Success
Community
Trailhead
Release
Notes, Help,
& Roadmap
User Groups
& Events
Salesforce
University
Learn About Lightning

16. Assemble Your Lightning Adoption team
Executive
Sponsor
Business Admin Developer Change
Management

17. To learn more about Lightning we have many resources
General Info:
● Lightning Help & Training
● Success with Lightning
● Lightning Now Tour
● Lightning Experience
Roadmap
Blog posts:
● Touring Dreamhouse: A
Primer to Developing in
Lightning Experience
● Learn Lightning Blog Series
● Migration Assistant: Your
Path into the Lightning
Experience
● Manage Your Rollout With
Lightning Adoption Tracker
● How Salesforce Launched
Lightning in 7 Steps
Salesforce University:
● SLX101, SLS201, RPX-101
● DEV460, DEV601, ADX-201
Trailhead Trails:
● Admin Beginner,
Intermediate, or Advanced
● Get Started with Lightning
Experience
● Make the Move to Lightning
Experience
● Develop for Lightning
Experience
● Sell Lightning Fast with
Salesforce
● Optimize Sales Features for
Lightning Experience
● Build a Visualforce App with
the Lightning Design System
● Build Better with UX
● Lightning Super Badge
● Lightning Alternatives to
Javascript Buttons
Trailhead Projects:
● Quick Start: Lightning Process
Builder
● Quick Start: Lightning
Components
● Quick Start: Lightning App
Builder
● Quick Start: Lightning
Experience for Closers
● Build a Lightning App with the
Lightning Design System
Videos & Webinars:
● Lightning Experience Series
● Lightning Experience
Migration Series
● Transform Your Business
with the Lightning
Experience Series
● Customize Salesforce in a
Flash with Lightning
● Lightning Strikes the Service
Console
New to
Lightning?
Start here...

18. Conduct a Business Process Review
Identify Key Personas (e.g. Sales/Service Rep, Operations, Marketing etc)
Host Workshop(s) to Review Current Business Process
Draft ‘Updated’ Business Process Document
Host an Updated Business Process Workshop
Develop Business Requirements
1
2
3
4
5

19. Evaluating readiness includes a business assessment...
Understand business objectives, key processes, and personas
● Identify and define
User Personas
● Rationalize Salesforce
profiles
● Identify pilot users
● Identify Executive
Sponsor who can align
Business and IT
priorities
● Identify key
stakeholders
● Reimagine business
processes and reduce
complexity
● Retire legacy
customizations that are
not used or no longer
add value
Identify Executive
Sponsor and stakeholders
Identify user personas
and pilot users
Review Business
Processes

20. Roll Out Key Activities
Plan - Launch
➢Use the Lightning Experience Readiness Report to help develop your strategy and plan.
➢Identify users for a pilot of Lightning Experience.
➢Identify and activate super users
➢Create the project schedule
➢Define measures for success
➢Create and execute your marketing and training strategies
➢Customize and test, ideally in a sandbox environment
➢Go live!

21. Develop and Execute Your Rollout Plan
• Identify Business Use Cases and
Processes
• Define Personas
• System Architecture Framework
• Refine Development Lifecycle
• Engage Chatter feedback loop
• Pick Pilot Launch Date
• Create Project Schedule and Budget
• Identify Target Users + Super Users
(pilot group)
• Create Marketing + Communication
Strategy
• Create a Training & Support Plan
• Define Success Metrics
• Update Customizations (As Needed)
• Test and Iterate
• Execute Marketing + Communication
Plan
• Train and Engage User + Super Users
• Enable Lightning Experience
Lightning Rollout Enablement Pack

22. Different Rollout Approaches
● Consistent UX for all users
● Shared learning
● Focused learning / enablement
programs for all end users
Org-Wide
● Controlled rollout
● Rigorous customization and UAT
● Scaled IT / Admin resource
staffing
Persona-Based
Permission Sets
● Fine grained rollout for specific
users across profiles

23. When planning your rollout, consider these UI
Design Best Practices
Know Your Users
Use the Salesforce persona
framework to identify and
group your user types by
roles, goals, and motivations.
Keep It Simple
Utilize design industry form
and page layout best
practices to create efficient,
clear, and simple record
layouts.
Take Advantage of
Lightning Experience
Features
Take advantage of features like
Apps, Tabs and Sections on
record pages, Record Types,
Page Templates, and Lightning
Pages to customize your user’s
experience.

24. 1. Familiarize yourself with Salesforce
Personas.
2. Discuss stakeholder goals with your team
and use persona cards as tools in
discussion.
3. Establish primary and secondary personas.
4. Prioritize page functionality/layouts for each
persona.
“A (primary) persona must be satisfied by the
particular UI, and cannot be satisfied by another
persona’s UI.” — Alan Cooper
To decide which rollout strategy meets your needs and
develop Persona User Stories

25. DEAL
CLOSER
SALES
LEADER
Persona-driven page layouts ensure the most
relevant data is surfaced for each user

26. Optimize
● Evaluate how things are working to see if you’re hitting your
success metrics
● Survey your users for satisfaction and pain points
● Use reports and dashboards to track metrics and feedback
● Deliver an executive summary

27. Lightning Adoption Dashboard

28. Now ensure users adopt Lightning Experience by
installing the Adoption Dashboard
Adoption Tips & Tricks:
● Develop JS Button workarounds
● Chatter Streams
● Favorites, Utility Bar, Global Actions
● Activities Report to view all Activities
● Custom Lightning Component to pre-
populate values when creating records
Ensure measurable progress is maintained each week
Available on the
AppExchange

29. Expand Usage
Promote User Adoption
Review and Refine Rollout Strategy
Expand Pilot or Go for All Users
1
2
3

30. Reinforce Training to Achieve Results
Weekly Coaching Sessions
Share Best Practices
Collaborate Using Chatter
Present Customer Stories
1
2
3
4

31. Lightning Experience Roadmap

32. Call to Action
Business Leader
​ Identify Processes that could be optimized with Lightning Experience
​ Identify a pilot group and create a plan to enable Lightning Experience
Administrators
​ Run the Lightning Experience Readiness Check
​ Take stock of your technical debt
Developers
​ Verify Lightning Experience readiness of your VF pages
​ Develop a simple Lightning Component