Let's Get It Started!

Embed Size (px)


Thinking about deploying Salesforce? Or has your organization purchased licenses, but you're not sure where to begin? We've got the answers you need. Join us to learn how to develop a plan for rolling out Salesforce to your organization. We'll give you several key tenants you should consider as you embark on a deployment strategy.

Text of Let's Get It Started!

  • 1. Lets Get It Started!
    Kirti Patel: salesforce.com
    Liz Horrex: CareFusion
    Jay Sanborn: Pomeroy IT Solutions

2. Safe Harbor
Safe harbor 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 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, 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 intellectual property and other litigation, risks associated with 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 factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010.This documents and others are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
3. Agenda
Developing your Strategy
Bingo Game
10 Steps to get you Started
4. Why develop a Strategy?
1 Cup Executive Sponsor
2/3 Cup Roadmap Communication
1 Tablespoon Initial Messaging
1 Tablespoon Training
2 Teaspoons Implementation Help
Salt/Pepper to taste
5. Bingo Word
Look out for bingo word in top right corner
Mark 5 in a row down or across
Raise your hand when you have a bingo
Win prizes!
6. Our Speakers
Liz Horrex, Director of Sales Tools at CareFusion
830 Unlimited Edition licenses with 9 business units
Healthcare industry
Customer since 2009
Leveraged Salesforce Professional Services
Jay Sanborn, Director of Sales Ops at Pomeroy IT Solutions
152 Enterprise Edition
Technology (Products & Services) industry
Customer since 2008
Leveraged a local consulting partner
7. Step #1: Messaging
Let people know whats coming Create Excitement!
Leverage the salesforce.com name and logo
Many people have used or heard of salesforce.com
Add Credibility
Customer stories on Salesforce TV & Community site
Keep the message simple
Remember the WIIFMs (whats in it for me)
Company events and meetings
Sales Meetings (regional and national)
Bingo: Messaging
8. Bingo: Executive Sponsor
Step #2: Plan & Prepare
Create the Project Team
Executive Steering Committee
Project Management
Executive SponsorAdminProject ManagerPartner
-Technical Lead
Partner Management
-Process Owner
-Process Owner
-Sales Reps
-Process Owner
-Process Owner
9. Step #2: Plan & Prepare
Get the business units involved
Establish that the Salesforce.com project IS NOT an IT Project
Accountability for project success with business unit and executive sponsor
Communicate project to the company with the anticipated benefits (WIIFM)
Must be delivered by Executive Sponsor
100% compliance will be required
Bingo: Executive Sponsor
10. Step #3: Gather Requirements
Bingo: Process
Review and document your current Sales Methodology
Conduct high-level requirements gathering with project team
11. Step #4: Hire Implementation Help
First define scope, budget & objectives for implementation
Identify implementation partners
Salesforce Professional Services
Bingo: Implement
12. Bingo: Roadmap
Step #5: Communicate Roadmap
Stick to the defined requirements
Watch out for scope creep
Communication is key
Speak weekly with your user group &
project team
Status reports to your executive team
Utilize a WebEx tool
Promotes effective design sessions
Involve management as Change Leaders
13. Bingo: Jigsaw
Step #6: Data Analysis
Identify Customer master and related system
Customer master is the system of record for customer information
Related systems and interdependent keys
Create file extracts for all systems
Create database (i.e. Access) to store all customer info
14. Step #6: Data Analysis
Bingo: Jigsaw
Scrub the Data
Eliminate obsolete accounts and related information
Eliminate redundant data (duplicate fields)
Validate the data
Utilize Jigsaw, D&B or Hoovers off the AppExchange
Learn and test the Apex Data Loader!
15. Step #7: Training
Bingo: Training
Keep initial training within reason
Focus on 3-4 key objects
Leverage Salesforce Training team
Use recorded Salesforce navigation trainings in Help & Training
System tracks who took training
Live, instructor led is best but expensive
WebEx is very effective
16. Step #7: Training
Bingo: Training
Manager Participation
Manager required to be on the training call
Make it interactive & short
Trainer demonstrates
Hand over control to several sales reps to demo
Create tracking reports to ensure attendees are participating
No more than 2 hours long
17. Step #7: Training
Bingo: Training
Post Go Live
Monday & Friday Open Q&A sessions (1 hour)
National Sales Meeting breakout session(s)
Offer training to Regional Managers based on their needs
18. Step #8: Expand & Extend
Bingo: AppExchange
While performing analysis, scan the AppExchange for tools that can enhance your business processes
Look out for Salesforce Labs & Aloha apps
~100 new apps added in 2010
19. Step #8: Expand & Extend
Bingo: AppExchange
Desktop Integrator
Outlook, Notes and Microsoft Office
Chatter Desktop
Salesforce.com Mobile & Mobile Lite
Google Talk
Find Nearby App with Google Maps
Google Docs
20. Step #9: Post-Deployment Tasks
Bingo: Data Quality
Data management strategy
Ensures clean data
Create weekly exception reports to highlight bad data
Assign a weekly exercise to clean a specific piece of data
Provide training courses online and in person
Collaborate with HR to create policies & course of action
Additional reporting capabilities via Excel
Providing ongoing support to end users
21. Step #10: Change & Release Management
Bingo: Chatter
Keep your system up to date with your changing business needs
New functionality added at least 3x a year
Salesforce new products Chatter, Content, Mobile
22. Step #11: Do More in the Cloud
Entire organization can benefit from custom applications HR, Project Management, Recruiting
1 free app with 100 licenses
Apex & Visualforce classes available through Salesforce Training
Attend developer sessions at Dreamforce
Conquer Force.com
Hands-On: Introduction to Force.com Code (Apex) for Non-Developers
Bingo: Force.com
23. Your Homework
Bingo: Homework
#6 Data Analysis
#7 Training
#8 Expand & Extend
#9 Post Deployment Tasks
#10 Change/Release Management
#11 Do More in the Cloud
#1 Messaging
#2 Plan & Prepare
#3 Gather Requirements
#4 Hire ImplementationHelp
#5 Communicate Roadmap
24. Q & A
25. D I S C O V E R
Visit Customer Success Team at Campground
the products, services and resources
that help you achieve
Learn about how to win prizes including 10 iPads& more!
Discover Training Learning Paths
Find us at the Customer Success Team area of Salesforce.com Campground at Moscone North
Meet Success Experts
Learn about Customer Resources
Experience Product Demos