Agenda
● Brief Introductions
● Sales Wave
○ “What do our customers get?”
○ “What is a good customer fit and why should they consider buying?”
○ “Why should I care?”
● Deployment Approach
○ “I don’t like packaged solutions!”
○ “Wizard - works out of the box? WIIFM?”
○ CORE and Wave Account Executives marching orders
○ Enablement Tools in progress
● Demonstration of the Sales Wave Application
● Technical Enablement

Reports & Dashboards
Salesforce data
Real-time
Collaboration
Mobile
Visualization (New Charting)
External data | Any data type
Historical trending
Cross-object analysis
Exploration slice & dice, drill down
Data Capacity 2000 rows 100M rows 25M rows
Sales Wave App
Comparison of Wave Products
Wave Platform

Action
Data-driven actions
where you work
What’s New?
✓ Meet users where they live
✓ Take action
✓ Apps
InsightData
Any data, from any source,
on every device
Answers for every
business user
Dreamforce 2015: Actionable Analytics
Wave Analytics Apps
Sales / Service

Analytics Positioning Strategy
Sales Wave is the “Add-On” to Sales Cloud
Lightning Reports &
Dashboards
Sales Wave
Wave Platform
13 templates around Pipeline Management
25 Million Rows
Salesforce Data
External Data
100M+ Rows
Multiple Custom Apps
Additional Data Flows
>
>

4 Pillars: Key Wave Differentiators
Salesforce Native In the Cloud
• Self-service exploration
• Mobile
• Actionability
• New Analytics:
Trending and More
• Bonus: Discoverability
• Built for SF Users
• Native to SF Data
• Security model
• Data governance
• Drives adoption
• ++Record Types
• SF Ecosystem
• Compression
• Inverted Index
• Key Value Pair
• Search Based
• No Schema
• Data Store
• No Hardware
• No Software
• No Support
• No Maintenance
• Cloud Speed
• Cloud Scale
Wave Engine &
Data Store
Business Users
1 2 3 4

Actionable Analytics for Sales Cloud Customers
Sales Wave: The Competitive Killers
Best Practice Templates & KPIs
Interactive dashboards automatically populated
with Sales Cloud data, embedded anywhere
Pipeline Trending
Historical analysis to track pipeline
movement & changes
Instant Actionability, Native Integration
Collaborate, create and update Sales Cloud
records, from the point of insight
NEW
DRIVE SALES PERFORMANCE MANAGE FORECAST & PIPELINE COACH SALES TEAMS

Sales Wave: What’s in it?
Comes with…
• 14 dashboards
• Pipeline and team coaching KPIs
• Mobile
How does it work?
• Deployed with a wizard
• Out of the box data flows:
○ Accounts, Opptys, Owners, Products,
Roles, Activities
• Allows CSV upload for Quota
• Pulls Opportunity history
• Applies role hierarchy for manager roll-up
Pipeline Management

Pipeline Trending & Historical Analysis Key Differentiator
Increase pipeline accuracy and monitor changes
Pipeline Trending
Quarter, month, week and day in near real-time
● Identify, quantify and monitor changes in pipeline
● Filter by region, rep, stage & amount
● Take action with our integrated framework
Historical Analysis
Year over year, quarter over quarter, month over month
● Understand performance over time
● Filter by region, rep, customer, opportunity, and
more
● Take action with our integrated framework

Is Your Customer a Sales Wave or a Platform Fit?
Pick one customer within your group and determine which is a better fit.
Sales Wave Wave Platform
Salesforce Sales Data
● Pipeline Management
● Forecasting
● Activity/Win rate
● Customer QBRs
Salesforce Data + External Data
Want the power of the full Wave Platform
>

Sales Wave: Use Cases
Sales Cloud Customers Want Fast Answers to Grow
Business Performance
-Year-over-year growth rates
-Planning for next period
-Top customer profiles?
-How is product mix evolving?
-Which channels yield high
value opportunities?
Manage Pipeline
-What is in my pipeline?
-What has changed?
-Will I hit my target?
-Top deals by product,
geography, customer?
-Which deals are at risk?
-Which deals can I pull forward?
-Which deals need support?
Coach Sales Teams
-Who is making calls or
attending meetings?
-Who needs coaching?
-Who are top performers by…?
-Quota attainment %
-Win rate
-Forecast accuracy
-Completion of activities
Tracking growth, spotting
trends and pivoting strategy
Understanding what is in your
pipeline, and what changed.
Uncovering top performers
and coaching reps who need help.

CORE Drives Sales Wave
No POC or Custom Demo’s
Step 1:
Qualify
Step 2:
Discovery &
Standard Demo
Core AE Core AE
Core SE
Wave AE
support
Step 1:
Qualify
Step 2:
Discovery &
Standard Demo
Step 3:
Deep Discovery &
Custom Demo
Step 4:
Paid Pilot (If
necessary)
Core AE Core AE / SE
Wave AE / SE
Core AE / SE
Wave AE / SE
Core AE / SE
Wave AE / SE
Sales
Wave
Wave
Platform
CLOSE
CLOSE
POC

You Must INCLUDE a Partner
$10,000 Deployment $25,000 Deployment $50,000 Deployment
Skills RequiredSkills Required
Configure & Adjust
Lightweight configuration
20 hours customization
40 hours total
● SF administrator
● Sales Wave UI
● JSON scripting
● Sales Wave UI
● JSON scripting
● SAQL programing
Small Extension
Configure & Adjust +
120 hours total
Skills Required
● Sales Wave UI
● JSON scripting
● SAQL programing
Large Extension
Configure & Adjust +
240 hours total
Vanilla set-up with wizard
Update required fields
Update required objects
More objects and fields
Modify dashboards
Build 1-2 new dashboards
Change Security Model
Custom Fiscal Period
Bring in non-Salesforce data
Create or edit 3+ dashboards
Change Security Model
Custom Fiscal Period

Basic Configuration
Tasks Required skills Tools Resources Premier Complexity
Sell SKU
SF Internal
knowledge
Org62 AE
SKU enablement
SF Internal
knowledge
License Editor SOPS
Set up permission sets SF Administration Salesforce Customer Support Minimal
Create Sales Wave application SF Administration SW Wizard Customer Support Minimal
Upload Quota File Sales Wave SW Customer Support Minimal
Error messages / debugging Wave SW Customer Support Minimal
Set field level defaults Sales Wave Dashboard UI Customer Support Small
Change labels Sales Wave Dashboard UI Customer Support Small
Delete dashboard components Sales Wave Dashboard UI Customer Support Small
Modify dashboards JSON JSON Editor Customer Support Small
Modify XMD Sales Wave JSON Editor Customer Accelerator Small
Add filter JSON JSON Editor Services Accelerator Small
Change display values (Role vs. Owner) JSON JSON Editor Services Accelerator Small
Add fields not addressed by wizard JSON JSON Editor Services Accelerator Small
Create dashboards from existing datasets JSON / SAQL Editor / Labs Services Medium
Add standard objects and additional fields JSON / SAQL Editor / Labs Services Medium
Modify queries JSON / SAQL Editor / Labs Services Medium

Extended Deployment
Customize & Extend
Resources that can
assist Weeks
Tasks Required skills Tools Resources Premier Complexity
Create new objects replicating external data SF Administration Salesforce Services High
Create new dataset / datflow / XMD JSON JSON Editor Services High
Create new formulas, fields, and queries JSON / SAQL Editor / Labs Services High
Create new dashboards JSON / SAQL Editor / Labs Services High
Custom hierarchy JSON / SAQL Editor / Labs Services High
Custom functionality (snapshot trending) JSON / SAQL Editor / Labs Services High

Applications - What would you like to build?
For information about developing Applications as either
an ISV or SI Partner please contact:
Gabriel Kacarab
Senior Manager, New Technology Business Development
W (415) 536-5274
gkacarab@salesforce.com

Sales Wave Demo
For information about becoming a Salesforce or Wave
partner and creating a demo instance please contact:
Nicolas Moscaritolo
Director, Analytics Cloud Alliances
508-309-3099
nmoscaritolo@salesforce.com - Desk

Run your Business with Sales Wave
Start the Demonstration by describing the four Groupings
Quarterly Planning
QBR
Explore Year over Year
Drill into: Geo, Product,
Owner, Account, Lead
Source
Sales Management
1:1
Cover the categories and
talk about how someone
might use this in a 1:1
coaching session
Pipeline Review
Weekly Call
Describe the different
facet toggles. Click
stages, click proposal,
pop out the rep lens, click
on highest rep and select
view details at the bottom
Closing the Quarter
Predictable Pipe
41M Gap, add Upside from Expected
to Close - 15M Gap, look at Next
Quarter, show deals that will close
gap, open opportunity in new tab to
show embedded dashboard, select
trending talk about reducing
surprises, pop open account to show
embedded dashboard

10K Scope and Deployment Timeline
Phase Status Start End Next Steps
Initiation and Kick-off DD/MM DD/MM ● Project plan scope template and timeline
● OOTB scope confirmation from sales discovery phase
● Configuration adjustments reviewed and confirmed
Provision & Implement DD/MM DD/MM
● Utilize application configurator
● Adjust datasets and dashboards for OOTB capabilities
● Iterate and test
Post-Pilot: Transition DD/MM DD/MM ● End user training and change management adoption
Initiation / Kick-off
Provision & Implement
1 Week Review & Transition

Pipe Review Dashboard
Dashboard Use Case LOE
Pipe Review Identify and focus on
the best sources of
high quality
opportunities
Ensure velocity /
movement of top deals
in the pipeline by
engaging on strategic
opportunities
Low

Opportunity Object (s)
Dataset Field Type Dataset Field Type
Overview with Product - Fields and Filters

Required Skills Small Medium High Total
Dashboard UI 0.00 0.00 0.00 0.00
JSON 12.00 0.00 0.00 12.00
Editor / Labs 0.00 0.00 0.00 0.00
SF
Administration 0.00 0.00 0.00 0.00
JSON / SAQL 0.00 0.00 3.00 3.00
Total Time
Required 12.00 0.00 3.00 15.00
Partner Enablement Assets
Level of effort calculator

Sales Wave
The Fine Print
Jason Huffman
Center of Excellence

Agenda
Sales Wave - The Fine Print
How it works
Demo prep
Customizations
What’s OOTB (and not)

Sales Wave: What’s in it?
How does it work?
• Wizard configuration
• CSV upload for Quota
• Opportunity history for trending
• Role hierarchy for manager roll-up
Comes with…
• 12-14 Dashboards
• Industry best-practice KPIs
• Mobile-ready
• Pre-built dataflows to load & update
NEW
Actionable Analytics for Sales Cloud Customers

Some additional info
English and single currency
Fiscal data support only for whole month offsets
Configure only utilizes OOTB objects
Updates 1x every 24 hours
Role hierarchy security
Limitations

Demo Readiness
Warnings
• Maintain your data
• Queries are using relative time
• Monitor for upgrades
Popular Features
• Rich preconfigured content
• Mobility
• Exploration
• Action framework

Making Demo Customizations
Wizard
Selecting custom fields on standard objects in the
Wizard
Branding
Color schemes for boxes, outlines and text
Add images and logos
Update labels (XMD)
Update colors (XMD)
for stacked bars and existing multi-value displays
All of these will likely cause upgrade issues, so you are applying these simply to improve your demo and not as a best-practice
Simple Advanced
Additional standard objects
(e.g. campaign, lead, etc)
Custom objects
Refactoring existing dashboard(s)
Custom date field
(instead of Close Date)

Making Simple Demo Customizations
Light Level of Customization Heavy Level of customization

Sales Wave: What’s Missing
Pipeline trending doesn’t support custom fields
Default update is every 24 hours
Role hierarchy is the security hierarchy
not Territory Mgt, custom, etc.
Quotas are by rep by month
No “Dynamic Dashboard” concept unless
you apply row-level security
So What?
If custom fields are required, that will require
customization
You can update more regularly, but the default
schedule is 24 hours
If you need to analyze your business by
Territories then customization is required
If rep quota is by week, quarter, etc,
customization is required
Row level security gives you the “Dynamic
Dashboard” concept without the
limitations

Sales Wave Apps - Partner Training

Sales Wave Apps - Partner Training

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