The document discusses Lightning implementation and provides guidance on adopting Lightning. It recommends assembling an adoption team, conducting discovery activities like evaluating org readiness and business processes, and creating a rollout plan with a persona-based approach. The rollout plan should include iterative development and testing. It also discusses migrating from Visualforce to Lightning components and avoiding technical debt. Change management activities like training, communications, and executive buy-in are also recommended.

1. Lightning Implementation
Hemant Bedekar
Success Specialist, Lightning Ambassador
hbedekar@salesforce.com
@hemantbedekar | /in/hemantbedekar

2. 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 larger enterprise customers. Further information on potential
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containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.
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decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to
update these forward-looking statements.
Forward Looking Statement

3. Adoption Path to Success

4. Assemble Your Lightning Adoption Team
Executive
Sponsor
Business Admin Developer Change
Management

5. Lightning Adoption Path: Discover
DISCOVER
● Learn: We will learn about everything we
need to know about the Expedition
● Evaluate: It is critical we understand how
prepared we are to complete the expedition.
● Align: Creating one team to remove
obstacles and help us achieve our goals.

6. LEARN

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

8. Lightning Readiness

9. • Salesforce Lightning Experts
Partner Community

10. EVALUATE

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

12. Salesforce Value Driver Map: Switch to Lightning
Business Initiatives Lightning Solution Capabilities Potential Value Benefits
● Console
● Path
● Activity Timeline
● Lead & Opportunity
Workspace
● Einstein Faster Deal Closures and Approvals(↑)
Reduced Ramp Times (↓)
Increased Win Rate (↑)
Reduced Reporting & Analysis Time (↓)
Reduced Legacy Customizations (↓)
Enhanced
Productivity
IT Productivity &
Cost Savings
Increased
Adoption &
Collaboration
Reduced Admin Time (↓)
Reduced Time Designing (↓)
Increased User Satisfaction (↑)
Outcomes/Value Drivers
On-Board Sales Rep Faster
Provide more Context to
Sales Process
Simplify the Data Input
Access Data Quicker
Develop Features Faster
Reuse Components to
Increase Efficiency
Leverage Lightning Apps in
Appexchange
● Quick Actions
● Lightning Design System
● Composer
● App Builder & Components
● Account Auto-Fill
● Enhanced Navigation
● Global Search
● Console
● Chatter Streams
Increase Sales Efficiency

13. 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

14. Technical Analysis Activities
Evaluate Org
Readiness
Enable Lightning
Experience
Document
Outcomes

15. Technical Assessment - Org Readiness

16. ALIGN

17. Align Your Rollout Strategy
Prepare Executive
Presentation
Present to
Executives
Demo Lightning
Experience

18. Lightning Adoption Path — Rollout Phase
ROLLOUT
● Plan: Define an iterative rollout strategy to
address business, technical, and change
management requirements
● Launch: Execute your rollout strategy and
go live

19. PLAN

20. Create Your Persona User Story
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

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

22. Features only in Lightning Experience
● Path, Kanban View
● Opportunity Workspace
● Account Autofill, Logos, Insights
● Assistant, Calendar
● Favorites, Utility Bar
● Customizable Pages
● Customizable Navigation menu
● Chatter Streams

23. Avoid Technical Debt
● Enable MyDomain
● Don’t create JS Buttons
● Don’t add Documents. Use Salesforce Files
● In Visualforce: Avoid IFrames, window.onlocation
● Avoid Classic-only AppExchange apps

24. U/X DESIGN

25. The Problem
100+
fields on a page
Poor usability
Frustrating findability
Important fields aren’t prioritized
Increased mental load
Longer page load times
Long, complex, overwhelming record pages don’t
feel personalized for your users. They reflect
minimal information architecture or content
clustering. Plus, overloading a single record with
fields can degrade performance.
This leads to...

26. Persona-Driven Page Layouts
DEAL
CLOSER
SALES
LEADER

27. Expand User-Centric Design
Personas in Trailhead
Complete the UX
Personas for Salesforce
Trail for tools and best
practices.
Clustering
Research exercises like
clustering may further help
inform how your users prioritize
and prefer their pages
organized.
Page Layouts
Adopt a User Centered Design
(UCD) approach and create
page layouts that map to your
personas. Avoid
one-size-fits-all pages.
Identify Your User Personas
Identify key groupings of your
users that share common
behaviors, motivations, and
goals. (Sales and Service
examples)
Identify Key Flows
Capture and name key
flows your personas are
performing. Look for
similarities and
differences.
Research Design
Beautiful Page Design
Review industry standard page
layout/visual design heuristics and
guidelines. Example.
Keep it Concise
Embrace clarity by only
displaying fields absolutely
needed/ required to support the
persona’s needs.
Form Heuristics
Use form and data entry design
guidelines to help inform your
page layouts. Example.
Visually Group
Logically cluster fields that
are related, similar, or part of
a flow into collapsible page
sections or page tabs.
Use the Right Tool for the Job
Think through the purpose of
your field types and what kind
of data you are collecting.
Leverage Lightning Experience
Features
Take advantage of features like Apps,
Tabs and Sections on pages, Record
Types, Page Templates, and Lightning
Pages.

28. Top 10 UI Considerations
1. The layout focuses attention on what to do next.
2. On all pages/tabs, the most important information (such as frequently used topics, features and
functions) is presented on the first screenful of information ("above the fold").
3. The screen density is appropriate for the target users and their tasks.
4. Each page/tab on the site shares a consistent layout.
5. There is a good balance between information density and use of white space.
6. Field labels on forms clearly explain what entries are desired.
7. Text boxes on forms are the right length for the expected answer.
8. Questions on forms are grouped logically, and each group has a heading.
9. Users can complete simple tasks by entering just essential information (with the system
supplying the non-essential information by default).
10. Assign different page layouts to different profiles.

29. VISUALFORCE AND
JAVASCRIPT

30. Lightning and Visualforce
Use Visualforce in Lightning
Components
Migrate Visualforce to
Lightning Components
Lightning
Component
Visualforce
Visualforce as an iframe
Visualforce
Lightning
Component
Lightning Components will have the
same functionality as Visualforce
2 3
Lightning
Component
Visualforce
Lightning for
Visualforce
1
Use Lightning Components
in Visualforce

31. JavaScript Buttons
● https://developer.salesforce.com/blogs/dev
eloper-relations/2016/09/why-its-time-to-br
eak-up-with-javascript-buttons-and-embra
ce-lightning.html
● https://trailhead.salesforce.com/en/module
s/lex_javascript_button_migration

32. CHANGE MANAGEMENT

33. Project Plan

34. Marketing & Communications Plan
Identify Audience
Outline End-User Benefits
Key Message and Messengers
Select Communications Channels
1
2
3
4

35. Outline what you
want to accomplish
with the Training
Plan
Vary your training methods,
from in-class, virtual, online
and reinforcement. (Coaching,
Videos, Podcasts)
Define key success
metrics for each role
to determine success
Training Plan
Objective Method Metrics

36. LAUNCH

37. Build Your Launch Plan
Prepare Your
Org
Update
Customizations
Test & Iterate
Start
Communicating
& Train Users
Engage
Super-Users
Give Access and
Enable Lightning

38. Lightning Adoption Path — Optimize Phase
OPTIMIZE
● Measure: Analyze feedback and measure
business success and adoption rates
● Iterate: Iterate on your rollout strategy with
new use cases and more users

39. MEASURE

40. Lightning Adoption Dashboard
https://appexchange.salesfor
ce.com/listingDetail?listingId
=a0N3A00000EFmsRUAT

41. Lightning Adoption Dashboard

42. ITERATE

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

44. Lightning Experience Roadmap
● Detailed Lightning
Roadmap
● Comparison between
Lightning and Classic

45. Call To Action
● Invite your customers to the Lightning Now Tour
○ Amsterdam, Cologne, Warsaw, Munich, London, Paris in Q3 (Aug, Sep, Oct)
● Support customers’ Lightning Readiness Assessments
● Drive customer awareness for Lightning webinars
● Attend partner dedicated Lightning webinars
● Share Lightning Migration customer success stories

46. Thank You
Hemant Bedekar
hbedekar@salesforce.com
@hemantbedekar
/in/hemantbedekar

47. Resources

48. Lightning Accelerators
Lightning Configuration and Customization
We will help you understand Lightning, roll it
out to select users, discuss best practices for
rolling out the Lightning UI and advise you on
strategies to utilize Lightning Components
and the Lightning Design System.
Lightning Configuration Quickstart
We’ll guide you through all of the configuration,
customization, and personalization options
available so you can get the most out of
Lightning from the start.
Lightning Partner Community Quickstart
A Salesforce expert will show you how to use
Partner Community Template and Community
Builder features right out of the box.
Sales Cloud Lightning Desktop Design
Our specialists will help you identify the best
sales process use case and then configure
the opportunity workspace including Sales
Path, so you can get the most out of
Lightning.
Lightning Art of the Possible
Learn how to use the full potential of Lightning
to help your team sell faster and smarter.

49. Lightning Journey Page
sfdc.co/LightningJourney

50. Lightning Video Series
http://salesforce.vidyard.com/wat
ch/2bNpL87E3J3pkZ9uJaTOvA

51. Salesforce Admins Podcast
https://admin.salesforce.com/
buttonclick-admin-podcast

52. Design Resources

53. Design Resources
Salesforce UX Medium
Blog
A collection of stories, case
studies, and ideas from
Salesforce UX.
medium.com/salesforce-ux
Salesforce Lightning
Design System
Build custom applications with a
look and feel that is consistent
with Salesforce core features.
www.lightningdesignsystem.com
UX Trailheads
Learn about research best
practices, persona creation,
and our popular design
principles.
trailhead.salesforce.com
UX Persona Cards
Download our Sales, Service
and Marketing Persona Card
decks.

54. Form and Page Design Best Practices
Review popular publically available heuristics from Nielsen Norman, Userfocus, and others.
Use these industry standard guidelines to help prioritize and inform your page layout designs.
● “10 Usability Heuristics for Usability Design”
- Nielsen Norman Group
● Page Layout and Form Design Heuristics
- Userfocus
● “10 Principles of Effective Web Design”
- Smashing Magazine
● Page Layout Guidelines
- Salesforce Lightning Design System

55. Customer Success Stories

56. “We are in the any era. Any time, any device, anywhere, any
way. With Sales Pro we are able to serve up personalized
interactions anytime, anywhere, at scale.”
Tracey Brown
SVP Chief Membership & Marketing Officer, Sam’s Club
Sam’s Club Transforms Member
Experience with Sales Cloud Lightning
​ A leading warehouse club serving millions of members at 600+ locations throughout the U.S.
​ New business memberships were declining due to ineffective technology and sales processes
​ Chain-wide implementation of Sales Cloud, Wave & Radius for personalized member engagement
​ 100% increase in membership year over year, full retail employee adoption in less than 90 days

57. “We saw huge improvements in usability and functionality
after rolling out Lightning. It was a no brainer.”
Cristina Schwartz
Sales Force Automation Senior Manager
Seagate Drives Sales Adoption with Lightning and Accelerators
​ Global leader in data storage solutions with over 50K employees worldwide
​ Favored intuitive, metrics-driven, modern Sales Cloud Lightning Experience over Classic
​ Salesforce Accelerators provided guidance and optimization opportunities pre and post rollout
​ Seamless experience between mobile and desktop drove greater adoption and productivity
​ 5-10 hours per week of time savings back to Sales Reps

58. “Lightning increased our call volume by almost
30%, and our users love it.”
John Causa
President, Brooksource
Brooksource Drives Rapid Sales Growth with Lightning
​ Privately-held IT staffing company; top 10% revenue-producer in industry
​ Needed to drive growth by automating best practices for “Instagram-generation” sales team
​ Favored Lightning's ability to automate sales model and optimize team selling
​ Chose Salesforce due to user experience, Microsoft integration, and future extensibility
​ Included reps in evaluation process; experiencing 100% user adoption

59. “Salesforce has allowed us to streamline our order
processing from 11 days down to two hours.”
Pauline Mulvey
VP of Enterprise Business Technology
Salesforce Helps Mitchell Stake out New Territory in Claims Management
​ Mitchell simplifies and accelerates claims management and collision repair processes
​ Lacked single view of customers and a single platform to support its growing lines of business
​ Deployed Salesforce to achieve end-to-end process accessible on the road with Salesforce1
​ Accelerators assisted Mitchell with deploying out-of-the-box and custom Lightning features
​ Salesforce allowed Mitchell to streamline their order processing from 11 days to 2 hours

60. “We went live and a week later, set a sales day record. Our
business is accelerating with Sales Cloud Lightning.”
Juan Contreras
Business Development, Tuff Shed
Tuff Shed Accelerates Their Business with Salesforce Lightning
​ Industry leader in providing and servicing building needs of throughout much of the U.S.
​ Previous CRM lacked full visibility & clean integrations; upgrades were costly & time consuming
​ Chose Salesforce because of clean, intuitive UI, and accessibility and reporting capabilities
​ Set sales day record one week later & March best sales month yet!

61. “Thanks to Sales Cloud Lightning, our sales team has a process that
informs, provides a visual status of next steps, and is fun to use.”
Diana Holland
Executive Director of Marketing & Services Sales
Merchants Fleet Gains Insight Faster with Sales Cloud Lightning
​ Specialize in developing fleet solutions for businesses and government agencies
​ Struggled with limited pipeline insights due to difficulty extracting data from legacy system
​ Deployed Sales Cloud Lightning to gain stronger insights to better inform their sales process
​ Able to effectively forecast and track opportunities with help from visual status of next steps

62. “We chose Salesforce not only for its customer centric
platform but also for its great open ecosystem”
Julien Crochet
Head of Business Development and Partnerships
AB Tasty Increases Productivity Across Their Business with
Lightning
​ Startup providing leading European platform in web conversion optimization
​ Homegrown CRM's functionality limited sales growth and marketing efforts
​ Leadership favored Lightning experience, scalability and 360* view of customer
​ Sales and Marketing are now able to collaborate throughout the sales cycle

63. “Lightning changes everything”
Brad Kelley
AVP of Information Technology, Elements Financial
Elements Financial is mobile-ready with Sales Cloud Lightning
​ Federal Credit Union uses technology to scale a smaller team and help members reach
financial wellness
​ Needed one central view of credit union members and a strong mobile solution
​ Moved users to Lightning in 6 months, saving an estimated 43% in development cost
​ Help members from anywhere with mobile-ready Lightning applications and a complete
view of members

64. Thank You
Hemant Bedekar
hbedekar@salesforce.com
@hemantbedekar