Let's Get It Started!

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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.


1. Lets Get It Started!AdministratorsKirti Patel: salesforce.comLiz Horrex: CareFusionJay Sanborn: Pomeroy IT Solutions 2. Safe HarborSafe 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. AgendaDeveloping your StrategyBingo Game 10 Steps to get you Started 4. Why develop a Strategy?1 Cup Executive Sponsor2/3 Cup Roadmap Communication1 Tablespoon Initial Messaging1 Tablespoon Training2 Teaspoons Implementation HelpSalt/Pepper to taste 5. Bingo WordRules:Look out for bingo word in top right cornerMark 5 in a row down or acrossRaise your hand when you have a bingoWin prizes!Executive SponsorSales CloudCRMSalesforceChattyService CloudRoadmapSaasyTrainingForce.comApp-ExhangeSuccessPlatformChatterDash-boardsAdminPartnersReportsCustomersCustomCloudImplementSaaSJigsawSupport 6. Our SpeakersLiz Horrex, Director of Sales Tools at CareFusion830 Unlimited Edition licenses with 9 business unitsHealthcare industryCustomer since 2009Leveraged Salesforce Professional ServicesJay Sanborn, Director of Sales Ops at Pomeroy IT Solutions152 Enterprise Edition Technology (Products & Services) industryCustomer since 2008Leveraged a local consulting partner 7. Step #1: Messaging Let people know whats coming Create Excitement!Leverage the salesforce.com name and logoMany people have used or heard of salesforce.comAdd CredibilityCustomer stories on Salesforce TV & Community siteKeep the message simpleRemember the WIIFMs (whats in it for me)Company events and meetingsSales Meetings (regional and national)Bingo: Messaging 8. Bingo: Executive SponsorStep #2: Plan & PrepareCreate the Project TeamExecutive Steering CommitteeProject ManagementExecutive SponsorAdminProject ManagerPartnerIT-Technical Lead-DeveloperPartner Management-Process OwnerSales-Process Owner-Sales RepsFinance-Process OwnerServices-Process Owner 9. Step #2: Plan & PrepareGet the business units involvedEstablish that the Salesforce.com project IS NOT an IT ProjectAccountability for project success with business unit and executive sponsorCommunicate project to the company with the anticipated benefits (WIIFM)Must be delivered by Executive Sponsor100% compliance will be requiredBingo: Executive Sponsor 10. Step #3: Gather RequirementsBingo: ProcessReview and document your current Sales MethodologyConduct high-level requirements gathering with project team 11. Step #4: Hire Implementation Help First define scope, budget & objectives for implementationIdentify implementation partnersSalesforce Professional ServicesBingo: Implement 12. Bingo: RoadmapStep #5: Communicate RoadmapStick to the defined requirementsWatch out for scope creepCommunication is keySpeak weekly with your user group & project teamStatus reports to your executive teamUtilize a WebEx toolPromotes effective design sessionsInvolve management as Change Leaders 13. Bingo: JigsawStep #6: Data AnalysisIdentify Customer master and related systemCustomer master is the system of record for customer informationRelated systems and interdependent keysCreate file extracts for all systemsCreate database (i.e. Access) to store all customer info 14. Step #6: Data AnalysisBingo: JigsawScrub the DataEliminate obsolete accounts and related informationEliminate redundant data (duplicate fields)Validate the dataUtilize Jigsaw, D&B or Hoovers off the AppExchangeLearn and test the Apex Data Loader! 15. Step #7: TrainingBingo: TrainingKeep initial training within reasonFocus on 3-4 key objectsLeverage Salesforce Training teamPre-trainingUse recorded Salesforce navigation trainings in Help & Training System tracks who took trainingMethodsLive, instructor led is best but expensiveWebEx is very effective 16. Step #7: TrainingBingo: TrainingManager ParticipationManager required to be on the training callMake it interactive & shortTrainer demonstratesHand over control to several sales reps to demoCreate tracking reports to ensure attendees are participatingNo more than 2 hours long 17. Step #7: TrainingBingo: TrainingPost Go LiveMonday & 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 & ExtendBingo: AppExchangeWhile performing analysis, scan the AppExchange for tools that can enhance your business processesLook out for Salesforce Labs & Aloha apps~100 new apps added in 2010 19. Step #8: Expand & ExtendBingo: AppExchangeDesktop IntegratorOutlook, Notes and Microsoft OfficeChatter DesktopSalesforce.com Mobile & Mobile LiteGoogleGoogle TalkFind Nearby App with Google MapsGoogle Docs 20. Step #9: Post-Deployment TasksBingo: Data QualityData management strategyEnsures clean dataCreate weekly exception reports to highlight bad dataAssign a weekly exercise to clean a specific piece of dataProvide training courses online and in personCollaborate with HR to create policies & course of actionAdditional reporting capabilities via ExcelProviding ongoing support to end users 21. Step #10: Change & Release ManagementBingo: ChatterKeep your system up to date with your changing business needsNew functionality added at least 3x a yearSalesforce new products Chatter, Content, Mobile 22. Step #11: Do More in the Cloud Entire organization can benefit from custom applications HR, Project Management, Recruiting1 free app with 100 licensesApex & Visualforce classes available through Salesforce TrainingAttend developer sessions at DreamforceConquer Force.com Hands-On: Introduction to Force.com Code (Apex) for Non-Developers Bingo: Force.com 23. Your HomeworkBingo: 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 RVisit Customer Success Team at Campgroundthe products, services and resources that help you achieveS U C C E S SLearn about how to win prizes including 10 iPads& more!Discover Training Learning PathsFind us at the Customer Success Team area of Salesforce.com Campground at Moscone NorthMeet Success ExpertsLearn about Customer ResourcesExperience Product Demos 26. Lets Get It Started! 27. How Could Dreamforce Be Better?Tell Us!Log in to the Dreamforce app to submitsurveys for the sessions you attendedUse the Dreamforce Mobile app to submit surveysOREvery session survey you submit is a chance to win an iPod nano!