Embed Size (px)
DESCRIPTION
Full session information and video available at Successforce.com.
Citation preview
Building Blocks: Extending What’s Already There
Stephanie Hlad, Employers Direct Insurance
Mark Desrosiers, WorkWell Systems
Jim Malloy, Miyachi Unitek Corporation
Admin II: Advancing to the Next Level
Stephanie Hlad
Marketing Operations Manager
Mark Desrosiers
SVP, Product Development
Jim Malloy
VP of Sales
Nancye Michaelian
Customer Success Manager
salesforce.com
Moderated By:
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Session Agenda
Welcome/Introductions
Components of a successful implementation
Do I need “more”? Identifying business needs
Custom objects, tabs and the AppExchange
Customers share their success Stephanie Hlad, Marketing Operations Manager
Mark Desrosiers, SVP, Product Development
Jim Malloy, VP of Sales
Takeaways/Q&A
Components of a Successful Implementation
Strong Implementation team
Model salesforce.com to YOUR
business
Clean data - garbage in,
garbage out
Strong user adoption
AdminSteering
Committee
Executive Sponsor
Project Team
What’s next?
Extending the Platform
Imagine, build, and deploy!
Extend success
Automate other business processes
Manage additional data
Build your own
Custom tabs
Custom objects
Custom applications
Extending the Platform
Transform your business with
THE on-demand applications marketplace
Search, test drive and install
Mobilize
Salesforce CRM, custom applications,
AppExchange applications
Access to live data, on the go!
Employers Direct Insurance Company
• INDUSTRY: Insurance
• EMPLOYEES: Over 170
• GEOGRAPHY: US
• # USERS: 115 UE
• PRODUCT(S) USED: Salesforce SFA, Force.com Mobile, Custom Built
Applications
Employers Direct Insurance Company is California's only specialty direct writer of workers' compensation insurance and has no independent agent or broker affiliation. Founded in 2002, Employers Direct has been widely accepted by business owners throughout California as a result of providing highly competitive rates, claims services designed to fight fraud and abuse, and loss prevention services that assist employers to create safe work environments.
Key Challenges
Business/Technology Challenges
• Increased customization
• Increased adoption
• Reporting functionality
• Organizational set up
• Security/Sharing/Profile
Case Study – The Solution
How did we address these challenges?
• Prior testing in the Force.com Sandbox
• Ease of use for Customized Objects…built from scratch
• Create a test environment with access to all Profiles
• Utilizing our Premier Support Rep, Daniel Bhak
Case Study – Results
What were our results?
• Quick and easy to implement due to test
environment
• Proper profiling for each user
• Accuracy of inputted data
• Control of Salesforce environment
• Higher employee satisfaction
• Improved data management
How EDIC extended Salesforce – custom objects
Demo of Production – how does our solution look
today?
How EDIC extended Salesforce - custom objects
Demo of Sandbox – the design for tomorrow
How EDIC extended Salesforce - custom objects
Demo of Sandbox – the design for tomorrow
WorkWell Systems
• INDUSTRY: Healthcare
• EMPLOYEES: 35
• GEOGRAPHY: Global Reach
• # USERS: 20
• PRODUCT(S) USED: Salesforce SFA & Call Center, 2 downloaded
AppExchange applications,
• 3 Custom Applications, 40 Custom Objects
WorkWell Systems is the leading provider of industrial injury and loss prevention services. With a global network of over 10,000 health professionals, an international research team as well as a faculty advisory group, WorkWell provides workers compensation solutions employers retain a competitive edge.
WorkWell Systems– Key Challenges
Business Challenges• Clinical Network Growth
• Sales Effectiveness
• Lack of Business Process Integration
• Organizationally Decentralized
• Information Intense
Technology Challenges• Legacy Custom Software provides limited flexibility
• Technology was becoming a barrier to business innovation and growth
WorkWell Systems– Key Challenges, Con’t.
Summary of Challenges
• Limited Business and Product Growth
• Slow Clinical Network Development
• Business Process Inefficiency
• Sales Process Effectiveness
• Limited Operational Transparency
• Limited Business Metrics
WorkWell – The Solution
How did we address these challenges?
• Enterprise Salesforce Deployment
• AppExchange Deployment: Pass It On
• Provider Network Mapping
• Sales ROI Calculator
Demo - Recruiting
Demo - Mapping
Demo - ROI Calculator
WorkWell – Results
What were the results?
• FTE Reduction in Provider Services
• Increased Sales Effectiveness
• Focused Clinical Network Growth
Miyachi Unitek
• INDUSTRY: Manufacturing
• EMPLOYEES: 200
• GEOGRAPHY: Global
# Salesforce USERS and Mobile Users: 150 salesforce, 20
Mobile
Products in use: Salesforce SFA & Call Center, Force.com
Mobile + Multiple Custom Applications
Miyachi Unitek is the Leading Supplier of Equipment and Systems for Resistance Welding, Laser Welding, Laser Marking, Heat Seal Bonding, and Hermetic Sealing to the Global Electronics, Automotive, Medical Device, and General Industrial Markets
Case Study Template – Key Challenges
Business Challenges 16 Sales Managers working with 45 Manufacturers Sales Representatives (Partner
Companies) in just about every country in the world
Lugging laptops all over the world Updates from the field into salesforce in a timely manner Forecasting “non-existent” Field sales efficiency- “What to do with non Face-to-Face Customer
time” Email and last minute phone calls not tied into Salesforce Sales
Opportunities
Technology Challenges• Internet browser is just not in the rental car / airplane
• Real time Opportunity updates means real time!
Examples of Extending Our Applications
Custom Applications: Mass Update Close Date
Mass Update Addresses Change
Marketing Influence Report
Call Scripting
Product and Price books quoting / Forecasting
AppExchange Applications Recruiting
Vertical Response
We use some in both the app and in mobile
Extending custom objects via Force.com Mobile
From the Treo, users can manage: All Quotations All Invoices All Orders Adding into WM devices soon:
• Products / Pricebooks / Cases
Live Demo of MUC Mobile Best Practices
A couple typical day in the life from the field:
Update the sales opportunity after every customer call
Send a task to CS for Literature to be sent out
Log a call
Check for new sales orders
Show a sales region opportunity view
And more….what is unique to your field team needs??
Demo of MUC Mobile Best Practices
Demo of MUC Mobile Best Practices
Demo of MUC Mobile Best Practices
Key Takeaways
Salesforce is more than just “CRM”
Embrace the platform - customers are doing this today
Clicks not code – applications can be built AND downloaded in no time
Platform applications can be extended to your mobile users
Don’t be intimidated - leverage online resources for assistance
Paint your vision - the sky’s the limit!
Session FeedbackLet us know how we’re doing!
Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:
Overall rating of the session Quality of content Strength of presentation delivery Relevance of the session to your organization
We strive to improve, thank you for filling out our survey.
Additionally, please score each individual speaker on: Overall delivery of session
Stephanie Hlad
Marketing Operations Manager
Mark Desrosiers
SVP, Product Development
Jim Malloy
Vice President, Sales
QUESTION & ANSWER SESSION
