1. Gamifying Activity Logging andOpportunity ManagementSalesforce Buffalo User Group Meeting / October 9, 2012Presented by: Tom Engelhardt, Salesforce Solution Architect, Lawley

2. Our Problem Inaccurate forecasts due to messy pipelines Expired Close Dates Lack of proper staging Lack of activity logging Who is doing what, when? Stewardship reporting, which should be easy, waspractically impossible

3. The BIGGER Problem? Nicely asking them wasnt producing results. Their praise of the system proved to be lip service, and webegan to question whether they saw the value of the system. Instead of jumping on board when a data request could not befulfilled, some jumped to the conclusion that the system isflawed and Salesforce isnt all its cracked up to be.We needed a new strategy to convince them ofthe value.

4. Our Approach At the end of the day, were talking aboutgood, clean data entry Make data entry for our worst systemadopters fun!

5. Gamification Hot topic in CRM adoption and ROI 10+ sessions at this years Dreamforce Informatica and Comcast two case studies forgamifying sales

6. LevelElevens Compete Native app Point-and-click setup Gamify practically any system behavior usingadvanced filtering capabilities Affordable

7. Our 2-week Pilot ProgramBehaviors we wanted to motivate:1. Clean Up the Pipeline!a. Move the Stage of your Opportunities toanything but Nurture (even Closed Lost), andyou get 50 pointsb. Update the Close Date to 9/1/2012 or greaterand get 50 pointsc. Log Prospect phone calls for 25 pointsd. Log Prospect meetings for a big 75!

8. Activity Logging Results Between 1/1/2012 and 8/17/2012, these userscreated a total of 1,259 activities. This time span represents roughly 33 weeks. 1259 / 33 =approx. 38 activities created/week. In the 2-week period of the contest, they created196. 196 / 2 = 98 activities created/week During the 2-week contest, these users created theequivalent of 257% of the average weekly activitiescreated in the prior 7.5 months.

9. Close Date Update Results Between 1/1/2012 and 8/17/2012, the CloseDate was updated 202 times. During the 2-week contest, it was updated307 times. This represents 152% of the Close Dateupdates that occurred in the prior 7.5months in a 2-week period.

10. Stage Update Results Between 1/1/2012 and 8/17/2012, Stageupdates occurred 171 times. During the 2-week contest, 188 updatesoccurred. This represents 110% of the Stage updatesthat occurred in the prior 7.5 months in a 2-week period.

11. Today? Still a struggle, but theyre starting to get it. Pipelines and their use in closing gaps Activity reporting in the click of a button Never-ending process Use the app whenever possible to encourageadoption.