1.
Welcome Members!
Please get your lunch and network. We’ll begin around 12:00pm.
​Denver User Group
​@sfdcdenver
​denver@salesforceusergroups.com
​www.sfdcdenver.com

2.
​Lightening Developer Week
​Wednesday March 11 6-8pm
​Girly Geeks will meet at the Starbucks next door at
4pm prior to the event.
​www.SFDCDenver.com
Important Dates & Events
Announcements
11
MARCH

3.
​Salesforce & Friends Bike MS
​June 27-28, 2015
​www.SFDCDenver.com
Important Dates & Events
Announcements
27
JUNE

4.
Salesforce & Friends Bike Colorado Team – June 27 &28
A challenge for cyclists of every level so much more than just a ride. The camaraderie, passion, and memories that
come from sharing this experience with our team will stay with us for a lifetime.
• ANYONE Can Join!
• Team Goal: 10-15 team members
• Team Fundraising goal: $10,000
• Planned Team Rides: 2
• Team Partner Sponsors: 2-3
This can be
yours!

5.
User Adoption Success Stories
Denver Salesforce User Group, March 2015
Happy users = Happy data!
Marc Aubin – CEO & Co-Founder
@appbuddy, @marcaubin

6.
Let’s get to know each other.

7.
AppBuddy = Makers of GridBuddy
 Healthcare
 Pharmaceuticals & Life Sciences
 Medical Equipment
 High Tech
 Financial Services
 Insurance
 Marketing & Advertising
 Manufacturing
 Telecom
 Education & Non Profit

8.
Agenda
 What I’m not going to do
 User adoption and Salesforce user experience
 2 user adoption success stories with demos
 Questions

9.
What is user adoption?

10.
User Adoption is an Agreement
 Ops will provide & support a reliable, efficient means to
do work
 Users will rely on system for business processes
 The expectation is that agreements are followed
 Agreements can be implicit or explicit
 X factor: things are usually chaos

11.
What about Salesforce?

12.
Data Entry in Salesforce
* Assumes pressing edit button on list view, editing only 1 field per record, then pressing the save button.
Use Case: Edit a list of Opportunities that have different record types

13.
Data Entry in Salesforce
* Assumes navigating to an Oppty on list view, clicking the record link, clicking edit, editing 1 field, saving, scrolling to the related list
section, clicking the edit link on a related Product, editing 1 field, saving, then hitting the Oppty tab for the next batch.
Use Case: Edit Opportunities and related Products

14.
What’s missing?

15.
User Interface (UI) Essentials

16.
Spatial Visualization (Mental Manipulation)

17.
Spatial Visualization (Mental Manipulation)

18.
Spatial Visualization (Mental Manipulation)

19.
User Interface (UI) Essentials

20.
User Interface (UI) Essentials

21.
Scorecard
List Views
VISIBILITY
Poor
CONTEXT
Poor
ACTIONABILITY
Fair
Reports Fair Fair Poor
Fair Poor FairRecord Detail Pages
Work with the right dataSee data on 1 page Act on data quickly

22.
GridBuddy
Makes data management easier

23.
User Adoption Success Stories

24.
Case 1: NetApp
 Publicly traded company with $12B market cap
 Sell software and systems to manage and store data
 Global sales force of 5,000 reps + 6,000 channel reps
 Using Salesforce since 2011
 Sales reps wouldn’t update Opportunities
 Bad data meant inaccurate forecasts and slowdown in key
processes

25.
Case 1: Results
 Dramatic increase in user adoption within 1 week
 Sales reps save 2-4 hours of data entry per month
 At least 70,000 hours per year for ~3,000 reps
 Key data is accurate & up-to-date
 Increased usage to other areas
 Key sales & customer satisfaction processes running
smoothly

26.
Case 1: Takeaways
 Establish a beachhead
 GridBuddy became viral at NetApp
 Now they have a unified UI for any data set problem
 Have the field and management look at the same view of
data
 “Magic” view that shows top/select records
 Makes it clear what you really care about
 Cuts confusion on record detail pages

27.
Case 2: National Healthcare Company
 New to Salesforce, getting off old legacy system
 Have complex product configurations
 Low productivity of entering data one page at a time
 Users entering data in spreadsheets instead
 Reports not accurate, no one trusts numbers
 Management and end-user level adoption issue
 Highly competitive industry
 Has indirect sales model with partners selling to groups

28.
Case 2: Results
 Made sales processes streamlined and intuitive
 600 reps reliably use the process to enter data in
Salesforce
 Management now trusts Salesforce reports
 Paper-based and manual processes brought into
Salesforce
 Salesforce investment recouped

29.
Case 2: Takeaways
 Visibility, context and actionability
 Related data on one page
 Reduce keystrokes and navigation wherever you can
 Think for your users wherever possible
 Ensure smooth working with Salesforce features

30.
User Adoption – Crossing the Chasm
 Early system adoption is helped by influence
 At some point, adoption must “cross the chasm”
 For mainstream adoption, software must:
 Deliver productivity improvements over existing ops
 Deliver on its promise

31.
User adoption success stories

32.
Salesforce in your inbox
Jake Holt
Account Executive

33.
Integrate your business apps
Reduce cost and complexity, super-charge
collaboration The Problem

34.
Integrate your business apps
Reduce cost and complexity, super-charge
collaboration The Solution
Bring the power of Salesforce into the
inbox and calendar to increase end-user
engagement, effectiveness and
efficiency.
Benefits
• Increase productivity and adoption of
Salesforce.
• Top and bottom line growth from faster sales
cycles and ticket resolution.
• Greater visibility for marketing, sales and

35.
• Cirrus Insight for Gmail
– Maptek
• Cirrus Insight for Office 365 and Outlook
• Cirrus Analytics
• Cirrus Insight Mobile
• Cirrus Files
Agenda

36.
• Maptek
– Global Mining Technology Company – www.Maptek.com
• 30+ Years in the Mining Industry, we offer solutions in all aspects of
Mining.
• Offices World Wide – Including: Australia, Europe, Africa, Canada,
US, Mexico, Chile, Peru, & Brazil
– 240 Active SFDC & Gmail Users Globally –
• Mostly Sales and Services Reps
• We sell both our Products and Professional Services
• Our client interactions get logged “100% of the time”
Background

37.
• Yeah Right!
– In 2012, with no Gmail integration a sample set of users logged around 1,700
activities for.the.year…
• Enter Cirrus Insight
– In 2013, with Cirrus Insight integrated the same users logged over 17,000
activities.
– Admin Dashboard – License allocation, support and user management made
easy.
– Idea Exchange – Easily Identify Inactive Contacts – Completed
- Cirrus Analytics – With Cirrus Analytics I can get a view of user
adoption & engagement quality
- Easy to Install – As easy as 1-2-3
Cirrus Path

38.
Outlook Video
Cirrus Insight for Outlook/Office 365

39.
Cirrus Insight Analytics is a free package that provides users,
managers and admins with reports and dashboards showing usage
and adoption of Cirrus Insight.
How it Works:
• Cirrus Analytics enables admins to quickly and easily add “Created
by Cirrus Insight” fields to Salesforce objects. Cirrus Insight marks
these checkboxes when adding new records to Salesforce.
• The package contains instant Reports and Dashboards to track
usage and adoption by sales and support users and teams.
• All reports and dashboards are easily customizable to match the
reporting needs of any organization.
Cirrus Analytics

40.
Cirrus Analytics

41.
Cirrus Insight Mobile

42.
View, share, upload and collaborate in Google Drive from
any Salesforce Object
Cirrus Files

43.
Cirrus Files

44.
Salesforce Change
Management at

45.
What is Change Management?
“…a structured approach for ensuring that changes are
thoroughly and smoothly implemented, and that the lasting
benefits of change are achieved. The focus is on the wider
impacts of change, particularly on people and how they, as
individuals and teams, move from the current situation to
the new one.”

46.
That means less of this…

47.
ReadyTalk’s Change
Management Process

48.
6 Elements of Change Management
1. Collection Form
2. Workflow & Validation Rules
3. Reports & Dashboard
4. Chatter
5. Chatter Publisher Action
6. Meeting of the Minds

49.
DEMO

50.
Find More about our Change Management process at
AdminHero.com!
Creating a Change Management Process Part 1
Creating a Change Management Process Part 2