HarvestGold Company Overview

1

• HarvestGold Company Overview
• Industry Vertical Solutions with Customer
  Examples
• Native Force.com Products

2
Agenda

• About HarvestGold
• Vertical Markets with Customer Examples
• Overview of Native Force.com Products
• Contact Information

3
About HarvestGold

• Salesforce.com Partner
• Consulting Partner
• AppExchange Developer
• Foundation Partner
• Specialty in Sales Planning Solutions
• Territory Sales Planning
• Compensation Planning
• Sales Model Planning
• Sales Process Planning

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Company Background

• Headquartered in Pittsburgh, PA
• Founded in 2003
• Privately held
• Target Sales Organizations in the Manufacturing,
  Insurance, Healthcare, Hi Tech, Wholesale, and
  Distribution markets
• Specialize in Salesforce.com Implementation and
  Force.com Development
• 80 Salesforce Customers

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Salesforce.com Services

• General Consulting Services
• To assess current implementation against system
  goals and expectations
• To make recommendations for org enhancements
  moving forward
• Provide a cost estimate for suggested
  enhancements
• Data Services
• To facilitate an initial load of data
• To assist with data cleansing and de-duping
• To migrate data from legacy databases and systems
• To integrate Salesforce.com data with back-end
  databases and systems
• Configuration Customization
• To ensure ease of use
• To accommodate data and process requirements
• Development Services
• AppExchange Product Development
• APEX Triggers
• VisualForce

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Native Force.com Products

• HarvestGold Dynamic Update
• For Record Management and Updates
• Competitive Tracker
• For tracking competitive opportunities and
  wins/losses by competitor
• HarvestGold Call Cycle Manager
• For Managing Activity Frequency by Account
  Classifications
• Personal Sales Goals
• For Goal Setting
• Dynamic Dashboards
• For Performance Management
• HarvestGold Planner
• For Territory Planning and Management

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HarvestGold Verticals

• Industry Verticals
• Manufacturing
• Insurance
• Healthcare
• Customer Examples
• Manufacturing
• Climax Metal Products
• Jergens Metals
• Tollgrade Systems
• Vocollect
• Insurance
• Highmark BC/BS Payer/Carrier
• URL Financial Broker
• Taylor Insurance Agency
• Healthcare
• Via Oncology Therapeutic/Software
• Precision Therapeutics Clinical/Diagnostic

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Manufacturing
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Climax Metal Products

• CRM Objectives
• Track sales of reps and rep firms
• Automate Cost of Goods Sold (COGS) reporting
• Automate quote delivery to reps

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Solution Overview
Roll-up Summary Fields

• Workflow driven email notification of new quotes
  to reps
• Integrated channel sales data to better track
  sales by Rep and Rep Firm
• Rollup Fields to summarize sales results from
  COGS reports

Sample Import File
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Jergens Industrial Supply

• CRM Objectives
• Improved Forecasting
• Easier access to Quotes, Orders and Billing
  information for sales

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Solution Overview

• Custom Quote, Order, Shipping Address and
  Billings Objects
• Integration with back-end MRP system to populate
  custom objects

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Tollgrade

• CRM Objectives
• Account Planning
• Improved Forecasting
• Automation of In the Bank and Yet to Go
  reports

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Solution Overview

• Custom Account Planning object
• Custom Order, Invoice and Invoice Line Item
  objects with shipping status
• Custom Reports and Dashboards

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Vocollect

• CRM Objectives
• Automate adopted sales process
• Improve forecasting accuracy

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Solution Overview

• Re-write custom Access application using Adobe
  Flex mash-up solution

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Insurance
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HighmarkLargest BlueCross BlueShield provider in
US - 13 Billion

• CRM Objectives
• Cross-selling
• One view of Clients, Producers, Vendors and
  Business Partners
• Subsidiary data / process integration
• Modernization and standardization
• Legacy sales systems
• Diverse processes
• Efficiency of sales operations
• Eliminating duplicate data
• Eliminating manual business
• Automating sales processes
• Create and track Leads and Opportunities in on
  location
• Improved reporting
• Sales effectiveness
• Cross Selling and Account Penetration
• Fast time-to-value vs. traditional approach
• Agile Development Environment
• Reduced risk
• Incremental approach to driving CRM adoption vs.
  packaged app

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Agile Approach and Iterative Implementation
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URL Financial

• CRM Objectives
• Replace Broker Management System with a Force.com
  platform solution
• Track Agent and Agency production

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Solution Overview

• Custom Junction Objects to relate cases to Agent,
  Agency and Carrier
• Custom Contract record types to track agent and
  agency licensing

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Taylor Insurance

• CRM Objectives
• Track and forecast new sales Cases
• Management of customer and policy information
• Capture Premium/ Commission Splits
• Track claims and policy change requests

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Solution Overview

• Custom Policy object
• Custom file link solution
• Custom Premium Split object with Red Flag
  formula field

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Healthcare Clinical / Lab Focus
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Via Oncology

• CRM Objectives
• Track relationships between payers and providers
• Associate doctors with multiple Practice and
  Hospital sites and departments

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Solution Overview

• Custom Site and Site Selection Objects to support
  many-to-many relationships between doctors,
  practice sites and hospital departments

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HarvestGold Products Fill the Planning Void
HarvestGold currently delivers Territory Sales
Planning and Performance Management solutions as
native AppExchange applications
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HarvestGold Native Products

• HarvestGold Dynamic Update
• For Record Management and Updates
• Competitive Tracker
• For tracking competitive opportunities and
  wins/losses by competitor
• HarvestGold Call Cycle Manager
• For Managing Activity Frequency by Account
  Classifications
• Personal Sales Goals
• For Goal Setting
• Dynamic Dashboards
• For Performance Management
• HarvestGold Planner
• For Territory Planning and Management

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HG Dynamic Update

• To Update Multiple Records on One Page
• Can update system standard fields such as
  Opportunity Stage
• Can create individual Editable List Views without
  impacting performance of Standard List Views
• Can Include Fields across Multiple Objects

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HG Dynamic Update

• Create Editable View and Click Search
• Update Fields and Click Update

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Competitive Tracker

• Track and Assess Competition at an Opportunity
  Level
• View all Competitive Opportunities from the
  Competitor Account Record
• Strong Reporting and Analysis Options

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Create a New Competitive Information Record

• Related List on Opportunity Record
• Competitor Information Record

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Track Competitive Information

• Related List on Competitor Account Record
• Competitor Information Tab and List Views

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Track Competitive Information

• Reports and Dashboards

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HarvestGold Dynamic Dashboardfor Performance
Management

• Customized Goal Settings Use our PSG Admin Tool
  to select appropriate metrics as your Key
  Performance Indicators
• Quickly and easily assign and adjust goals for
  your entire team
• Instantly monitor performance against goals at
  all levels of the organization
• Maximize Sales Growth as a result of a more
  focused and motivated sales team

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Dynamic Dashboards(Standard Implementation)

• Develop your own Key Performance Indicators
  (KPIs)
• Set Goals/Targets
• Instantly Compare Plans against Actual Results
• Change time periods
• Move up and down the Role Hierarchy to review
  group and individual results
• Add or revise plan targets for any number of
  sales people

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Dynamic Dashboards

• Custom Performance Management Solution
• Set Activity Metrics and Targets
• Phone Calls
• Meetings
• Pipeline Size
• Custom Metrics
• Instantly Compare Plans against Actual Results
• Change time periods
• Review individual results
• Review Group results
• Add or revise plan targets for any number of
  sales people

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HarvestGold Call Cycle Manager

• Proactively manage the interaction with your
  customers
• Spend more time with your most important
  customers and prospects
• Create custom call cycles for every user
• Automatically schedules next activity based upon
  user-defined call cycle records
• Example
• A Contacts 30 day call cycle
• B Contacts 60 day call cycle
• C Contacts 90 day call cycle

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HarvestGold Call Cycle Manager

• Custom Call Cycle Record

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Types of Territory Planning

• Territory Alignment and Optimization
• Right-Sizing Territories
• Optimizing for Drive-time and coverage
• Easily tweak and manage territory assignments
  moving forward
• Territory Sales Planning
• 5-Step Planning process resulting in
• Efficient execution
• Maximum coverage
• Strategic focus

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Territory Planning Value Proposition

• Problem
• Most sales people have prospects and quotas but
  no plan to achieve their revenue targets
• How HarvestGold helps
• We are the only company that provides a total
  solution that makes sales plan development fast
  easy
• Five-step process
• AppExchange Solution
• Plan execution can be tracked in CRM
• The benefits ? Increased sales and profitability
• Improved territory coverage
• Focus on the best prospects
• Alignment of company goals and individual income
  objectives
• Greater accountability for sales people

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Contact HarvestGold
For more information www.harvest-gold.com 724-744
-1000 info_at_harvest-gold.com