The document presents an overview of Salesforce.org's initiatives in higher education, emphasizing innovations such as the Higher Education Data Architecture (HEDA) and various applications for enhancing student recruitment, success, and alumni relations. It mentions upcoming features and products while highlighting the importance of utilizing current functionalities for customer purchasing decisions. Additionally, it notes upcoming workshops and events for engaging with the community and sharing best practices.

1. Higher Ed Innovation
with Salesforce.org
Nathalie Mainland, Jason Belland, Geshri Gunasekera,
Margo Martinez, Keld Bangsberg

2. Forward-Looking Statements
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. or Salesforce.org 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 Salesforce.org or as applicable Salesforce (referred to
collectively as “we” and “our”) 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 services and successful
customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to different market segments. Further information on
potential factors that could affect the financial results of salesforce.com, inc. is included in its annual report on Form 10-K for the most recent fiscal year and in its quarterly
report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of
the Investor Information section of the Salesforce 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 salesforce.com services or the Salesforce.com-developed products and services should make the purchase
decisions based upon features that are currently available. Salesforce.org assumes no obligation and does not intend to update these forward-looking
statements.

3. Higher Ed Innovation

4. 1#
CRM
For Higher Ed
Salesforce Platform
TRAILHEAD EINSTEIN LIGHTNING APPS ANALYTICS APPEXCHANGESALESFORCE
CLOUDS
Disclaimer: Any unreleased services or features referenced in this presentations or public statements are not currently
available and may not be delivered on time or at all. Customers who purchase our services should make their purchase
decisions based upon features that are currently available.
Admissions & Enrollment
Student Recruiting
Applicant Portals
One-Stop
Student Services
Career
Services
Alumni Engagement
Fundraising
Advancement Operations
Student Success
Advancement
Recruiting &
Admissions
Marketing & Communications
Student
Engagement
Advising
Announcing Salesforce.org Education Cloud: Become a Connected Campus
Gift
Processing

5. + Technology = Impact
Opinder Bawa
University of San Francisco
Laura Campbell
Algonquin College
Mary Reiman
Butler University
Stephen Gallagher
Stanford University
Florence Parodi
University of Miami
Our Community

6. The Higher Education Data Architecture
HEDA

7. HEDA: The Higher Education Data Architecture for Salesforce
Industry-standard data architecture
Start anywhere, scale campus-wide
Extend with HEDA Compatible Apps
Community-driven innovation
The Foundation of Higher Education Cloud and the Connected Campus
“HEDA is making it even easier for
dozens of groups at Harvard to be
successful with Salesforce.”

8. HEDA Momentum
HEDA Orgs in
Production
Contributors Attending
Three Salesforce.org Open
Source Community Sprints
Customers and Partners meeting to
contribute ideas and best practices to
HEDA
7 HEDA Core Compatible Partners
300+600+

9. Sprint Activity - Takeaways
● HEDA Data Loading & Sample Data - Mapping & loading with CEDS
compliant sample data
● Salesforce XML Export of SEVIS data - field mapping and batch integration
● UBU - Enterprise scale sample data set and demo environment
Community Innovation in Action

10. HEDA - Product Development on top of HEDA
● If you’re considering a move to Advisor Link - use HEDA
● If you’re considering a move to our Gift Processing Building Block - use
HEDA
● HEDA Compatible partner solutions
Higher Education Cloud

11. HEDA Roadmap
Key Highlights
• TDTM Updates (see new blog post)
• Customize Account Name format
• French & Catalan Translation
• GDPR support
• Program Plans and Course linking
• Moving Leads into HEDA (Lead Conversion)
• Investigate compatibility with other HED Data
Standards - CEDS, IPEDS
• Academic Programs
In Development*
Disclaimer: Any unreleased services or features referenced in this presentations or public statements are not currently
available and may not be delivered on time or at all. Customers who purchase our services should make their purchase
decisions based upon features that are currently available.
Key Highlights Planning (target Summer/Fall 2018)
Concept (target Winter 2019 &
Beyond)
Development (target Spring
2018)

12. Learn More This Week!
Migrating to HEDA Workshop
(Annapolis 3)
2:30 p.m. - 3:30 p.m.
Making the Move to HEDA
(Woodrow Wilson B)
4:30 p.m. - 5:10 p.m.
HEDA Live Demo:
Theater #1 (National Harbor 14)
11:00 a.m. - 11:20 a.m.
HEDA Super Micro Sprint
(Annapolis 2)
8:30 a.m. - 10:30 a.m.
Wednesday Thursday Friday

13. Recruiting & Admissions

14. “Trying to hit those numbers is like trying to hit
a hot tub when you’re skydiving from 30,000
feet.”
Jennifer Delahunty
Dean of Admissions and Financial Aid
Kenyon College
http://www.nytimes.com/2009/03/08/education/08yield.html
55% of college admissions directors VERY CONCERNED about
meeting enrollment goals
94-95% believe that higher education needs to do a better job of
explaining the value of a college education

15. Recruiting and Admissions Landscape
EnrollmentInquiry
Onboarding
Admissions
Multi-channel Journeys
Social
Engagement
Advertising
Recruiting Events
Acceptance
Enrollment
Management
Onboarding Journey
Campus
Events/Orientations
Task Management &
Forms
Application
Review
Communities
Financial AidMarketing
Recruiting
Online
Applications
Awareness
Building
+
17%
Yield from admit to
commit
Enrollment
Effectiveness &
Efficiency

16. Recruiting and Admissions Partner Solutions

17. Community Developed & Supported Open Source Projects
● Tracks prospects through all stages of
the application process
● Simplifies application pipeline
management
● Leverages out of the box Salesforce
functionality
Interactions for Student
Recruitment
● Customizable application “builder”
tool for applications across the
institution
● Designed to be a user tool, providing
departments with control
● Integrates with University of Miami
solution
EASY
“Enterprise Application Solution
for Yield”

18. Learn More This Week!
Putting Interactions to Work for You
The Quad Theater (Expo Hall E)
2:00 p.m. - 2:20 p.m.
EASY as 1, 2, 3: User Workshop
(Annapolis 1)
2:00 p.m. - 3:00 p.m.
Hands on with Interactions for
Student Recruitment
(Annapolis 1)
11:15 a.m. - 12:15 p.m.
EASY as 1, 2, 3: Technical Workshop
(Annapolis 3)
4:15 p.m. - 5:15 p.m.
Wednesday Thursday Friday
Let’s talk after Summit!
Reach me at:
margo.martinez@salesforce.com
More?

19. Student Success

20. Emerging Market Trends
Salesforce Confidential. Not for external distribution.
Fully Integrated
Solutions
Tyton Partners, Driving Toward a Degree, 2017 | 2017 SFDO Voice of the Customer
Influencing Student
Behavior
Emphasis on
Student Experience
Institutional Efficiency In-house Development
25%
Faster Response to Students
12%
Student Engagement
7%
Reduction in Support Costs

21. Student Success Landscape
OutcomesEngagement
Communication
Journeys
Student
Community
Apps for
Students
Self-service portal
Employer Management &
Engagement
Unified Advising Record
Success Teams
Mass Actions
Case Management
Advising
Multi-channel Service
Student Engagement
One-Stop Services
Career Services
On-Campus Recruiting
Placement Analytics
Early Alert

22. Salesforce Advisor Link
Designed for the Art of Advising
Advising
Office
Unified Advising Record
Success Teams
Early AlertsAppointment Scheduling
Advising Notes and
Email Conversations
Mass Actions
Focus on What MattersBuild Trusted Relationships Scale Your Impact

23. Congratulations to our Customers and Partners!

24. SAL Roadmap
Key Highlights
• Time zone support - Now Available
• Recurring availability - Now Available
• Log Walk-ins - Now Available
• Enhanced Advisor Alerts - Now Available
• Log an Advising Event for any Advisee
• Front Desk Scheduling
• New Advisee Booking Wizard
• Publishing Walk-in Availability
• Advisee Alert Experience
• Sample Reports
• Expanded Advisor Pool Support
• Success Plans with Goal Templates
• Advisee Sentiment Surveys
• Non-Success Team Member Booking
• Custom Email Templates
• Group Appointments
• Appointment Queueing
• Einstein Analytics
In Development*
Disclaimer: Any unreleased services or features referenced in this presentations or public statements are not currently
available and may not be delivered on time or at all. Customers who purchase our services should make their purchase
decisions based upon features that are currently available.
Planning (target Summer/Fall 2018)
Concept (target Winter 2019 &
Beyond)
Development (target Spring
2018)

25. The Platform for the Art of Advising
Salesforce Confidential. Not for external distribution.

26. Learn More!
Advisor Link Live Demo:
Theater #1 (National Harbor 14)
3:30 p.m. - 3:50 p.m.
Stop by the SAL Demo Station
The Quad, Exhibit Hall E
All Day
Wednesday Thursday More in April
Webinar: Advisor Link - Three
Approaches to Appointment Scheduling
April 11, 4pm ET

27. Advancement & Alumni Relations

28. Industry Insights Driving Our POV
Advancement is undergoing a period of transformation along many dimensions at once:
Technology Alumni &
Donor
Expectations
Role of the
President’s
Office
Alumni
Engagement
Campaign
Strategy

29. Advancement Landscape
OperationsEngagement
Operations & Services
Fundraising
Marketing
Automation
Social
Engagement
Events
Prospecting
CRM
Foundations
Forecasting
Data Aggregation
Data Intelligence
Data Enrichment
Payment Gateway
Gift Processing
Advancement Services
Engagement

30. Advancement Roadmap
Key Highlights
In-Development Planning (Fall/Winter)Today
• Gift processing build decision
• Establish customer feedback channels
• Increase presence at industry events
• Gift Processing Development:
Gift types
Gift entry (single & batch)
Assign credit (hard, soft, other)
Designate to a fund(s)
Reconcile with pledge history
Support reporting, receipting, export
• Explore whitespace
• Promote the ecosystem
• Industry events
• Gift Processing pilot
• Gift Processing general availability
• Industry events
• Promote the ecosystem
Disclaimer: Any unreleased services or features referenced in this presentations or public statements are not currently available and may not be delivered on time or
at all. Customers who purchase our services should make their purchase decisions based upon features that are currently available.

31. Community Engagement

32. Advancement Landscape
OperationsEngagement
Engagement &
Alumni Relations
Operations, Services
& IT Strategy
Fundraising

33. Recap...
✔ Driven by customer feedback
✔ Fill a critical gap
✔ Core Higher Ed use cases
✔ Require HEDA
✔ Extensible
Next Steps: Build, Customer Feedback, Iterate

34. Additional Updates
Announcement: Gift Processing building block will be provided Open
Source at General Availability.
● Leverage the power of NPSP fundraising capabilities, on top of HEDA as
we focus on reflecting the unique needs of Higher Ed.
● The team will provide additional detail on scope
Our Next Steps:
1) Plan for and encourage Partner enablement
2) Continue development with customer feedback loop
3) Next major customer milestone is a pilot

35. How Do Customers Define Gift Processing?
Receive a gift
Enter record of gift
Pledge Accounting
Donor Comms
Internal Reports
Reporting & Insights

36. Learn More!
Advisor Link Live Demo:
Theater #1 (National Harbor 14) 3:30
p.m. - 3:50 p.m.
Gift Processing Building Block Update
Breakout #7 (National Harbor 11)
4:30 p.m. - 5:10 p.m.
Advancement Hands On UX Session
Workshop #1 (Annapolis 1)
4:15 p.m. - 5:15 p.m.
Partners: Sign-up to learn more by
completing this survey:
https://sfdc.co/HEDsurvey
Wednesday Thursday More?
Let’s talk after Summit!

37. What’s Next?
Keynote Session: Maj. Gen. Charles
Bolden, Jr., USMC (Ret.)
Maryland Ballroom
8:45a
Salesforce.org Keynote: Equality
Starts with Education
Maryland Ballroom
1pm
Summit Reception & Awards
Ceremony
Maryland Ballroom
5:15pm
Thursday
Keynote Session: Guy Kawasaki &
Closing Remarks
Maryland Ballroom
11:00a
Georgetown Campus Tours
12:45p
Friday More in 2018
World Tour DC - Apr 4
World Tour Boston - Apr 5
World Tour NY - Apr 26
Dreamforce - Sep 25
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