Opportunities Ahead for Consulting Partners – Grow Your Salesforce.com Business

Partner Success Track

Sales Cloud: Robert KraynakService Cloud: Mike MilburnCustom Cloud: Tom DivittorioCollaboration Cloud: Matt O’Connor

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Agenda Slide

Overview

Your Opportunity for Each Cloud

Panel Discussion

Summary

Robert KraynakDirector

Customer Centric Engineering

salesforce.com

Real-timeAccounts & Contacts

Real-time Partner Management

Real-timeMarketing & Leads

Real-timeOpportunities & Quotes

Real-time Analytics

Real-time Clean Data

Sales Cloud Overview

Real-time Email & Calendaring

Customer Master & Territory Mgmt

Customer Master

MDM

Jigsaw– All CRM instances get account

and contact data – no more

fake data.  Salesforce is

instantly usable

– Jigsaw cleans and augments

your data.  Largest B2B contact

database

– Jigsaw for Salesforce makes

prospecting for new

leads/contacts easy

Territory Mgmt

When? How?

Custom TM solution

Custom assignment

engine

Impacts, considerations

Volumes

Real-time Clean Data

Quoting

Real-time Quotes

Generate sales quotes easily in

real-time

Automatically populate customer’s

quote with the right deal

information

Update customer’s opportunity

from the quote with the click of a

button

Custom workflow and approval

processes

Real-time reports and dashboards

Quotes Template Editor

Drag-and-drop fields, tables and

other elements onto your template

Create multiple quote PDF

templates

Brand with your customer’s logo

Rich text area support

Repeating header and footer

Ability to preview the template

Activate and deactivate templates

Field alignment

1 or 2 column settings

Real-timeOpportunities & Quotes

PRM

Lead Management

Deal Registration

Salesforce 2 Salesforce

Real-time Partner Management

Mike MilburnSenior Director

Verticals and Specialties

salesforce.com

The Opportunity with the Service Cloud

Service Cloud is Salesforce.com's fastest growing product line, and our clear second curve in CRM.  Every department is integrated into Service Cloud's momentum!

”

“

– Marc Benioff, Chairman & CEO

Salesforce Leads the Market with Service Cloud 2

Customer Success

Product Innovation

Leader 3 Releases a Year

Market Leadershi

p

~13,000 Service Cloud Customers

Magic Quadrantfor Customer Service

Call Centers

87,000+ Salesforce.com Customers

-13,000+ Service Cloud Customers

74,000+

Our Customer Base Is Our Greatest Resource

Opportunities

Helping ~ 13,000 Service Organizations Move to the Cloud

95%Will Continue to Use Salesforce

93%Would Recommend to Others

75%Have Already Recommended

Source: Independent third party, MarketTools Inc. survey conducted June 2009 across 6,000 customers.

What we need our Consulting Partners to do !

1. Know the Service Cloud Message and Statistics

2. Know the types of Service that exist

3. Know the industry terms and lexicons

4. Know the competition

Tom DivittorioDirector Platform

salesforce.com

Based on 3rd party analyst estimates

2009

$144+B

$16+B

InfrastructureSoftware

CRM

Why Should I Care About Platform?

Defining Platform As A Service

Platform As – A - Service

APaaSInfrastructure As A Service

“An APaaS is provided completely as a service, with no traditional software license, and is often charged for on a metered or utility basis.”

“Servers As A Service”

Source: Gartner Competitive Landscape: Platform As A Service, Worldwide, 2010

PaaS can take your customers further

Change

Reward

On Premise Development

IaaS

APaaS

“The emerging PaaS market will almost certainly cannibalize this market(IAAS) to an extent, taking some share from on-premises software, and posing a threat to the business models of incumbent ‘megavendors.’ “

Source: Gartner Competitive Landscape: Platform As A Service, Worldwide, 2010

Force.com is leading the APaaS Market“Salesforce.com is the vendor with the highest profile at the moment, with its Force.com platform”

“The market is growing at an extremely fast rate (well in excess of 100% for the last two years)”

Source: Gartner Competitive Landscape: Platform As A Service, Worldwide, 2010

Force.com: Lower Cost, Faster, Higher QualityCompared to Java and .NET

Cost½ the cost

$560K average savings per app

Speed5x faster overall

2.5x faster integration

Quality97% reduction in downtime

60% fewer help desk calls

2009 IDC Study

Application Portfolio AssessmentsDeveloping the case for Force.com

Technical Fit – Will it work?

Complexity– How much will it cost to implement?

Risk / Reward – Will there be big rewards?

Solution Architecture

Declarative Tools

Coding Frameworks

Customer Requirements and use Cases

Any Look and Feel

Any Device

Multiple Solution Architecture Options requires expertise to help customer achieve goals

Enterprise Architecture Design

Client Operational Focus Areas

ApplicationServices

Security

Sharing

Integration

Customization

Web Services

API

Multi-Language

Multi-Currency

OperationsServices

Authentication

Availability

Monitoring

Patch Mgmt

Upgrades

Backup

NOC

InfrastructureServices

App Server

Web Server

Data Center

Disaster Recovery

Network

Storage

OS

Database

DevelopmentProcesses

RuntimeStandards

Change Mgmt

Problem Mgmt

Environment Mgmt

Version Control

Code Migrations

Data Migrations

Coding Standards / Best Practices

Data Management Best Practices

Browser Version

Internet Connectivity

Deployment Location

Application Security Architecture

Integration Architecture

Reporting / BI Architecture

UI/Business Logic

Application Delivery / SupportModel(s)

Procurement

Methodology (Agile, Waterfall, etc.)

Training

Skills

Resourcing Model (Onshore/Offshore)

Support

Governance

Matt O’ConnorDirector Collaboration

salesforce.com

Why Is Collaboration Important?

But Are There Deals?

For the first time we have a product for every single employee with a

PC or mobile device!!

Customer Landscape

Internet Gaming Company• 1,000 Chatter Only Users• First deal closed with this Customer• 5 week SOW including customizations - $43K • Additional pipeline 800 Seat Service Cloud + Knowledge + CP

Internet Search Company• 3K Chatter Only Users (including Content)• First deal closed with this Customer• Additional pipeline 1,300 Seat Service Cloud • Additional pipeline 2,500 Seat Sales Cloud

Global Marketing Firm

• 1,200 Chatter Only Users (including Content)• First deal closed with this Customer• 3 week SOW focused on change management - $35K• Additional pipeline 300 Seat Sales Cloud

Your Opportunity

Use it every day!

Have a POV – Stories to tell that tie to business value for each cloud

Create a package – 3-5 days – optimize or quickstart

Invest in a success story – Find 1 – 2 customers to work with

It’s not about the collaboration deal, it’s about what comes from that

collaboration deal.

Panel Discussion

Mike Milburn

Tom Divittorio

Robert Kraynak

Panel Discussion

Matt O’Connor

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Key Take Aways

Opportunities Ahead for Consulting Partners – Grow Your Salesforce.com

Business