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Human Resources & Recruiting On-Demand
Andrew Smith, salesforce.com
Daniel Marionni, Morgan Stanley
Colin Cooper, Fairsail
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.
Why Use Salesforce for HR?
On-Demand
Trust
Familiar User Interface
Ability to Evolve
One Login, One Database
AppExchange Apps & Add-Ons
Customize
Performance Management
Recruiting Vacation Requests
Build Buy
About Morgan Stanley
• INDUSTRY: Financial Services
• FINANCIAL ADVISORS & INVESTMENT REPS: 8,000
• GEOGRAPHY: Global
• # USERS: 800
• PRODUCT(S) USED: SFA, Service & Support, AppExchange applications
Global Wealth Management Group (GWMG) provides a range of wealth management products and services to individuals, businesses and institutions. These include brokerage and investment advisory services, financial and wealth planning, credit and lending, cash management, annuities and insurance, retirement and trust services.
Challenges Facing National Recruiting
Limited view of
Recruiting Pipeline
Managers are not
connected
Recruit Data resides
in a silo
Recruit Checklist is
not electronic
a. Pipelines not being consistently measured or monitored until candidates are presented to National
b. Recruiting practices and tracking differ from Manager-to-Manager, region-to-region
c. No record of past candidates considered
d. No formal process for lead transition when Managers leave or change positions
Challenges Facing National Recruiting
Limited view of
Recruiting Pipeline
Managers are not
connected
Recruit Data resides
in a silo
Recruit Checklist is
not electronic
a. Poor communication among Manager’s in regards to leveraging collective experiences/insights in recruiting
b. Nothing preventing Manager’s from targeting the same recruits or past considered recruits
Challenges Facing National Recruiting
Limited view of
Recruiting Pipeline
Managers are not
connected
Recruit Data
resides in a silo
Recruit Checklist is
not electronic
a. Difficulty in accessing firm data in a timely manner:
Post-hire performance tracking
Manager successes/failures
b. Decisions being made without adequate supporting data:
Deal economics
Accurate pipeline-to-conversion ratios
Challenges Facing National Recruiting
Limited view of
Recruiting Pipeline
Managers are not
connected
Recruit Data resides
in a silo
Recruit Checklist is
not electronic
a. Recruit Checklist not accessible for analysis
Limited ability to analyze data on recruit’s book of business
Objectives
Automate Recruit-to-FA lifecycle
Automate workflow processes and notifications allowing all ‘approvers’ to work off a
single platform, capturing all input
Provide real time line-of-sight into branch, area, and regional recruiting activity
Use management dashboards to improve access, reporting, delivery, and analysis of
recruiting data
Integrate firm data for ease of reporting and post-hire performance analysis
Maintain a complete and accurate listing of all Recruiting activities and candidates
Standardize recruit management, tracking, and reporting practices firm-wide
Bottom Line
Every recruit that isn’t hired as a result of lost momentum, coordination, or breakdown on our behalf, represents a loss
in opportunity revenue of $500k per year.
BUILD vs. BUY
Timeline
Availability to Resources
Ability to Execute
Configuration / Ramp Up / Support
Decision: Salesforce.com
Customizations: 20 days
Pilot: 10 days
Roll Out: 20 days
90%+ user adoption
Since the rollout, every department involved in the
hiring efforts of Recruits has come on Salesforce.
Take-Aways
Top-Down Support
Iterative Training –’Its NOT ACT!’
Listen to the Users
Make it simple
Leverage your enterprise resources
Its not real if its not in Salesforce!
Typical Challenges
Few managers set objectives or targets
Progress meeting objectives is not tracked
Sales not aware of actual sales results
Attempts at performance management generated
disparate emails, Word, and Excel files
Identification of high performers hit and miss
Consequences
Weak link between high performance and rewards
Low performance rarely addressed
High achievers de-motivated and left company
Lost key skills and opportunities
Attempts to address performance had poor security
and no audit trail
Top Priorities for Sales
Source: Chief Sales Officer Insights 2007
56%
Problems Faced by Sales Management
“For the third straight year performance metrics have declined:
• new reps time to full productivity - up.• percentage of presentations leading to sales - down.• sales cycles - lengthened.
Simply stated: all indicators are pointing in wrong direction if performance improvement is where we are heading, or want to be heading.”
Quote from: Chief Sales Officer Insights 2007
The Solution: Performance Management
Set clear objectives and targets
Monitor progress during year
Performance review at end of year
Reward high performance
Tackle under performance (development)
Performance Management on the Force.com Platform
Industry leading security and resiliance
Easy to customize
Extendable - link to other systems
Platform makes it easy to extend to all other
departments
Demonstration
Manager login
Team Member login
Admin login
next
The Result
80% have monitored objectives and timely annual
performance review
For the first time rewards linked to high
performance
Sales team can easily view latest targets and
actuals along with history
“a great place to work”
Visit us at Dreamforce - booth #214
Imagine it. Learn it. Use it.Discover What’s New on the AppExchange
How to Get Started
Force.com Platform Edition
Run custom apps
Run AppExchange apps
Full platform functionality
Full analytics
+ Platform Features√ Custom apps
√ Custom tabs
√ Custom objects
√ Workflow
√ API
√ Storage
√ Sandbox*
√ Premier support*
Basic Collaboration√ Home
√ Accounts
√ Contacts
√ Documents
√ Tasks & Events
√ Reports & Dashboards+
* Unlimited Edition only
- CRM features No campaigns
No leads
No opportunities
No cases
No solutions
No products
No forecasts
No contracts
No future standard objects
Platform Edition Functionality
Run Your Entire Business On-Demand
SalesMarketing Support
Finance HR R&D IT
Platform License
Platform License
Platform License
Platform License
License Management
CRM License
Custom App
CRM Non-CRM
Custom App
Custom App
Custom App Custom App
Custom App
Platform Edition Pricing
Enterprise Edition Unlimited Edition
Price $50 $100
Force.com Platform Max AppExchange Apps 10 Unlimited
Max Custom Tabs 25 Unlimited
Max Custom Objects 200 2,000
CRM Functionality Not included Not included
Sandbox $ Premier Support $ More Storage $ Force.com Mobile $
Takeaways…
Start small
Good bye paper & Excel
Customize, build, buy
Force.com Platform Edition
Big wins with existing Salesforce CRM users
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Andrew Smith
Product Manager, Platform
Daniel Marionni
Vice President
Colin Cooper
Founder and President
QUESTION & ANSWER SESSION
