Salesforce Practice

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Salesforce Practice
2
Contents

• Bodhtree Introduction
• Bodhtree CRM Practice Overview
• Bodhtree Salesforce.com Credentials
• Case Studies
• Partner Certifications

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Bodhtree Overview

• Bodhtree is an IT Consulting and Services Company
  providing Implementation, Integration,
  Customization services for SaaS Applications,
  Cloud Computing, Business Intelligence and
  Information Management Practice areas
• Headquartered at Hyderabad , we have our offices
  in United States and United Kingdom, serving
  customers in NA , Europe, MENA, SE and APAC.
• Extensive experience in multiple end to end
  implementations, maintenance , migration,
  integration, support end user training
  projects.
• Partners with Oracle, Salesforce.com, Microsoft,
  Redhat, SAP, Intel
• Experience in other SaaS based products and Cloud
  Computing technologies
• Technology spread includes Java, .NET, xml,
  BPEL, SOA, Oracle Apps, Seibel, Oracle DB, web
  services, Flash, Apex , and so on.
• http//www.bodhtree.com

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CRM Practice _at_ Bodhtree Consulting Ltd
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Overview
Bodhtree CRM Story
creating success stories
offers a full basket of services
...operates across technologies

• Over 30 successful engagements in last 2 years
  
• More than 90 of engagements involve development
  implementation
• Over 95 of work done offshore
• 90 of projects completed in time
• Strong Alliances with Oracle, SAP, Salesforce.com

• Business and Technology Consulting
• Customer Operations Roadmap and Strategy
• Package Evaluation
• Implementation / Rollouts
• Upgrades
• Support and Maintenance

• Salesforce.com, Oracle CRM,
• Complimentary Technologies
• CTI Solutions , BPO
• Reporting BI
• Integration Middleware
• Shell Scripts, Java, EJB, J2EE, JSP XML, J2ME

operates in multiple verticals
leverages the CRM CoE
has world class consultants

• Banking and Insurance
• Communications Media
• Hi-tech Manufacturing
• Logistics
• Pharmaceuticals
• Life Sciences Healthcare

• Framework for knowledge management
• Methodologies and artifacts for accelerated
  execution
• Infrastructure for solution evaluation and
  pre-validation

• Consultants trained and experienced in packages
• Experienced resources, Mix of technical and
  functional profiles
• Salesforce.com Certified Administrators,
  Developers Consultants

delivering value to customers
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End-to-End CRM Offerings Across Verticals
Life Sciences
Media and Publishing
Telecom
Financial Services
Hi Tech
Healthcare
Pharma
Energy Utilities
lt C O N S U L T I N G gt
Change Management
Training
CRM Governance
CRM Roadmap
CRM Strategy
Quality Assurance
Custom Delivery Model
Resource Management
Functional Technical Competencies
Project Management
SLA Management
Cost Optimization
Solution Building Blocks
Customer Process Outsourcing
lt TECNOLOGY SERVICESgt
Metrics, Measurement Tracking
Standardization Continuous improvement
Service Level Management
Sharing of best practices
Resource utilization optimization
Processes
Scoping Package Assurance
Implementation
Global Rollout
Upgrade
Production Support Maintenance
Services
Scope
Cost
Time
Communication
Quality
Productivity
Risk
Parameters
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Bodhtree CRM Practice Industry Vertical Spread
Strategic Engagements Strategic Engagements Strategic Engagements Strategic Engagements Strategic Engagements
Industry Scoping CRM Roadmap Package Evaluation Business Process Re-Engineering
Financial Services ? ? ? ?
Communications Media ? ? ? ?
Pharmaceuticals Life Sciences ? ? ? ?
Healthcare ? ? ? ?
Energy Utilities ? ?
Hi Tech ? ?
Manufacturing ? ? ? ?
Operational Engagements Operational Engagements Operational Engagements Operational Engagements Operational Engagements
Industry Implementation Rollout Upgrade Production Support Maintenance
Financial Services ? ?
Communications Media ? ? ? ?
Pharmaceuticals Life Sciences ? ? ? ?
Healthcare ? ? ? ?
Energy Utilities ? ?
Hi Tech ? ? ?
Manufacturing ?
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Bodhtrees CRM ImplementationMethodology
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Contents

• Bodhtree Introduction
• Current Engagements with Cisco
• Bodhtree CRM Practice Overview
• Bodhtree Salesforce.com Credentials
• Case Studies
• Partner Certifications

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Bodhtree Salesforce.comCredentials

• Partnership with Salesforce.com
• Strategic Partnership with Salesforce.com
  including Global Marketing agreement, the master
  teaming agreement to provide strategic
  consulting, integrate and implement complex
  solutions to clients
• Joint Marketing efforts along with Salesforce.com
  EMEA for accounts in the Gulf/MENA region
• Training partner with Salesforce.com for Internal
  consultant trainings and customer training
• Regional Systems Integrator and Select Partner
• Poised to soon be Global Systems Integrator with
  Salesforce.com
• Bodhtree Practice Snapshot
• Strong practice with over 40 associates and
  ramping up continously.
• Over 20 Salesforce.com certified Consultants,
  Developers and Administrators
• CoE for SaaS and cloud computing
• Bodhtree leverages its solution deployment
  expertise and CRM competency to provide
  customized solutions using Salesforce.com,
  enabling higher returns on investments for
  customers
• Optimized Salesforce.com methodologies for
  implementation, support and enhancement projects
  to deliver high quality solutions at optimal
  costs

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Bodhtree Salesforce.comValue Proposition
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Leveraging Mutual Strengths

• Salesforce.coms value proposition
• Focus on Adoption Business Success
• Visual, Iterative, Business-Driven Solution
  Design
• Education, Adoption, Enablement
• Define Success Criteria Benchmarks
• Minimize Risk
• Inclusive Subscription, no Hidden Infrastructure
  or Upgrade Fees
• Adoption Iterative Functional Deployment
  Training
• Value Emphasize Time-To-Value
• Leverage Salesforce.com Know how
• gt 1,000,000,000 Application data points
• gt 2,000 Consulting Education Data Points
• Internal Customer Shared Best Practices
• Drive Continual Business Improvement
• Market Driven, Responsive
• Frequent Upgrades Frequent, Incremental
  Increases in ROI
• Always be State of the Art

• Bodhtree Value proposition
• Offshore Delivery Model
• Reduces Project Implementation Lifecycle
• Lower TCO (Total Cost of ownership)
• Domain Knowledge
• Experience in varied domains ranging from
  Pharmaceuticals, Healthcare , Life Sciences,
  Media, Communications, Hi Tech , Energy
  Utilities etc.
• Huge expertise in Industry specific best
  practices and large scale implementations
• Trained and Certified Resources
• Large scale CRM deployments
• Over 30 successful CRM deployments in the last 2
  years with over 60 of work done offshore
• Bodhtree Quality Assurance
• Highly robust and tested processes in place to
  ensure defect free delivery
• Quality Adherence

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Bodhtree Custom Salesforce.comEngagement Roadmap

• CRM Education
• Industry, Customer,
• Market, Competitive
• Analysis
• Hypothesis Formulation/
• Scenario Building
• Technology/Alliance
• Assessment

• Define Purpose
• Project Planning
• Resource Assessment
• CRM/Business Strategy
• Train/Rollout Strategy
• Sales Effectiveness
• Metrics CSFs
• Operating Procedures

• Business Process Design
• Requirements Definition
• Process Configuration
• Communication Plan
• Training Plan
• Rollout Plan

• Training Delivery
• Performance Measurement
• Feedback Improvement
• Growth Planning Building
• New Feature Development

• Application Configuration
• System Integration
• Custom Software
• Development
• Testing
• Data Migration
• Tools Development

INVENTION gt BUSINESS DESIGN gt
BUSINESS MOBILIZATION gt
TECHNOLOGY DELIVERY gt
Bodhtree ACTIVITIES
Planning Strategy
Deploy Support
Pre-Sales
Design Process Review
Develop Integrate
(40 offshore)
(80 offshore)
(10 offshore)
(75 offshore)
Salesfoce.com ACTIVITIES
TRAINING DEVELOPMENT gt BEST PRACTICES
gt RELATIONSHIP MGMT gt CONTINUOUS
IMPROVEMENTgt

• Best Practices Support
• Process Consistency
• Engagement Mgmt or Project Mgmt
• Project Reviews

• Customer Qualification
• Sales Support
• Contract/SOW Support
• Strategy Development
• Best Practice Support
• Resource Planning
• Project Planning

• Partner Training
• Partner Certification
• Process Curriculum

• Engagement Mgmt or Project Mgmt
• Technology Assistance
• Project Reviews Project Sign-off

• Customer Support
• Technical Support
• Infrastructure Controls
• Upgrade/New Release
• Migration - Training

Predominantly offshore activity
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ROI and Deployment Timeframes

• Eliminate Provisioning Complexity, Time, Fees
• Visual, Iterative Design Instead Of Black Box
  Customization
• Accelerated Training Facilitates Change
  Management
• Iterative Design End User Training Accelerates
  Adoption

for more details on ROI calculations please get
in touch with business_at_bodhtree.com
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Why Bodhtree?
Customer Satisfaction - On Time, On Budget

• Certified Professionals
• Rich functional technical talent
• Fixed Bid Projects
• Global Delivery
• Cost Effective, Reliable, Experienced
• Salesforce.com Select Partner
• CSAT available on Partner Portal
• gt90 CSAT

Specialized Custom Offerings

• Consulting On-Demand Pay As You Go option
• Jump Start, Fast Track, Enterprise, Tailor
  Made On Demand packages Fixed bid
• Fixed duration, T M, CTM

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Case Studies
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Leading Communication Service Provider in US
Client
Situation

• The Client is a leading provider of end-to-end
  broadband wireless systems that deliver the
  quadruple play of data, voice, video and mobility
  to all organizations today. The Client is 100
  percent focused on wireless technology, and that
  focus enables us to provide a complete portfolio
  of WLAN, Wi-Fi mesh, WiMAX (point-to-multipoint),
  and point-to-point technologies.
• The Clients end-to-end product portfolio enables
  partners to custom-build the wireless solution
  that fits customers' specific needs. The clients
  broadband wireless equipment is used by
  enterprises, service providers, carriers,
  government entities, educational institutions,
  healthcare organizations, municipalities and
  other organizations that need high-performance,
  secure and scalable broadband wireless solutions.

• The client is a leading global supplier of
  network infrastructure products and services,
  needed a new sales force solution to meet complex
  global needs.
• With operations in two dozen countries, the
  company required support for multiple languages
  and currencies as well as anytime, anywhere
  access.
• Corporate executives were focused on forecasting
  accuracy, which required a common global solution
  that sales representatives would use more
  consistently.
• Because many channel partners drive significant
  revenue for the client, they also wanted to
  better serve and monitor its partners.

Benefits

• Employees worldwide benefit from a localized
  Salesforce.com CRM Sales solution and easy
  access, resulting in increased communication and
  tracking.
• Executives enjoy the improved forecasting
  accuracy they envisioned.
• With Salesforce.com CRM, project managers enjoy
  ease of customization.
• 24/7 uptime and support provided by Bodhtree

Bodhtree Solution

• Salesforce CRM's internationalization options and
  ease of integration impressed the decision
  makers.
• Bodhtree successfully deployed Salesforce CRM to
  more than 500 users worldwide withing a condensed
  span of 9 weeks helping the client realise RoI
  instantaneously.

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Leading International University in US
Client
Situation

• The client focuses on preparing students for
  professional careers in the applied social
  sciences. Its faculty, students and alumni are
  committed to making an impact on society and to
  results that make a difference in the lives of
  individuals, couples, families, schools,
  organizations, companies, and nations.
• The clients institutions applies scholarship to
  solve social problems and has always had an
  abiding concern for diversity and
  internationalism.

• The Client, a career college, wanted greater
  visibility into its inquiry-generation process to
  more effectively market to potential students and
  boost admissions
• With 11 separate locations, a lack of visibility
  into the admissions process prevented the college
  from improving the process
• Because the amount of time it takes between the
  moment someone clicks on a Web interest form and
  the moment Alliant contacts that person
  correlates directly with enrollment success,
  visibility to real-time information was paramount
• The college required a CRM solution that could
  easily integrate with its PeopleSoft FT system to
  link marketing, inquiries, and enrollments

Bodhtree Solution

• The client chose Bodhtree to implement Salesforce
  CRM for its ease of use and ability to fully
  integrate with Clients back-end systems the
  college deployed Enterprise Edition to 101 users
  with integration to Microsoft Outlook and
  PeopleSoft FT
• The college integrates all up-front inquiry
  generation via vendors, direct mail, and the Web
  site into Salesforce CRM determined by workflow
  rules, auto-response emails are then
  automatically delivered
• Dashboards help drive customer success and allow
  the senior vice president of Marketing and
  Admissions to know exactly how many inquiries
  were generated during a given time and where they
  came from Real-time reporting expands dashboard
  information for customizable fore casting. With
  bidirectional integration into PeopleSoft FT on
  the back end, for student enrollment Alliant
  users simply click a link in Salesforce CRM
  S-controls validate the information, which is
  then matriculated in PeopleSoft real-time and
  nightly synchronizations ensure information is
  updated in both systems

Benefits

• With 100 percent visibility into the marketing
  and enrollment process, the college is beginning
  to understand the sweet spot for the number of
  touch points needed, which helps the client
  understand what it takes to attract and enroll
  new students
• The college can now centrally and quickly confirm
  the effectiveness of its marketing dollars at
  eleven campuses

19
Leading Business Process Outsourcing Company
Client
Situation

• The client is the Global contact centre and
  International Business Process Outsourcing
  company and is part of a leading telecom systems
  integration and IT services company head
  quartered in India. From providing telecom
  integration services to multinationals, Public
  Sector Units and India's vast defense sector, the
  client has evolved to extend its expertise into
  the dynamic space of Business Process Outsourcing
  and RFID.
• Apart from 8 regional offices in India, the
  client has over 60 service and support facilities
  across the country. Internationally, the client
  is present in the US, UK, Singapore and UAE.

• The client - a global leader in software and
  processing solutions for financial services,
  higher education, and the public sectorneeded a
  better way to manage leads and coordinate global
  marketing efforts
• Distributed operations and sales processes across
  14 global segments and 50 brands made it
  difficult to collaborate on opportunities and
  measure marketing effectiveness
• Accurate and timely pipeline views, 360-degree
  customer perspectives, and customized lead
  management practices were a dire necessity

Bodhtree Solution
Benefits

• The Client selected Salesforce CRM based on
  Bodhtrees recommendation to centralize customer
  information and standardize key processes
  worldwide. The company quickly completed a
  multi-phase rollout of sales, marketing, and
  customer support applications to 1,000 employees
  subsequent deployments have increased the
  user-base to over 2,000 employees in multiple
  business functions
• Using Apex code, Bodhtree built a custom object
  to manage all global leads, customer
  subscriptions, email opt-ins, customized lead
  statuses to extend funnel stages, and implemented
  tailored lead qualification processes for
  different segments for the client.
• Seamless integration with marketing automation
  solutions delivered made it easy to manage email
  campaigns and landing pages leads were
  automatically captured and shared in
• Salesforce CRM helping organize campaign
  programs, tactics, and messages for scheduling
  and measurement purposes

• Active usage of Salesforce CRM exceeds 85
  percent, for more accurate and timely business
  views
• Standard data and processes improve productivity
  and allow the Client to present a unified,
  consistent face to customers
•  The company now has improved collaboration on
  opportunities representing more than 3 billion
  in revenue
• In-depth processes managing more than 400,000
  leads improve pipeline oversight and increase
  conversion rates
• Detailed campaign measurement helps the Client
  refine its marketing mix to focus on activities
  with greater ROI
• Marketers are more accountable and have the data
  to back up their decisions available
  measurements include ROI of total touches, total
  responses, conversion rates, total costs, cost
  per closed, and more

20
Leading Consulting firm in APAC
Client
Situation

• The Client international is a leading training
  and business consulting firm providing pragmatic
  yet dynamic solutions to organizations in
  Asia. Thriving on domain innovation and delivery
  optimization, The Client has constantly evolved
  since its inception 10 years ago to become the
  market leader flaunting global
  experience, process expertise and regional
  presence.
• It has 2 main groups.
• Services include public events like seminars
  and public registration services, B2B training
  and
• Products External and Internal.

• The Client is unable to have a consolidated view
  on accounts and hence not able to up-sell or
  cross sell, example Globe Telecom can be sold 3
  types of products catering to their (i) IT Team,
  (ii) Risk Compliance Team and (iii) VP Finance.
  This is not easily established right now.
• Constant flow of information through emails to
  update sales team and managers leads to further
  redundancy / confusion.
• Issues with people leaving the organization and
  data being lost.
• Difficulties in tracking due to multiple copies
  of excel sheets floating around.

Bodhtree Solution
Benefits

• Key factors achieved by Bodhtree
• Optimized the point click usability for sales
  teams for faster data entry and retrieval.
• The Client is able to provide valuable
  information such as income generated from
  Products ( both in house and Partner) and other
  associated metrics around it.
• Optimized Sales Marketing processes.
• Enabled maximum data capture by Sales
  Marketing so that Delivery team gets all info
  that is needed by them to deliver maximum
  customer service. This applies to Sales
  Marketing team as well.
• Reports Dashboards serve The Client business
  objectives in terms of metrics KPIs tracked at
  each of the hierarchical levels.

• The Client has overcome all the pain points it
  had while using Sugar CRM.
• Results
• Consolidation of account information and
  confidentiality of data across divisions.
• Ensures continuity of business in case of sales
  people dropping out.
• Ensures faster-ramp up period for new employees.
  
• Top management is able to see sales cycle in 360
  degrees using custom reports and dashboards.
• A central database to store the company
  information.

21
Leading US based Venture Capital Firm
Client
Situation

• The client is involved in providing premier
  financial analysis and corporate finance support
  services. Their clients include high-growth
  start-ups, public - traded companies, top-tier
  venture capital and private equity firms and
  their portfolio companies, and leading middle
  market investment banks. Focus on quality and
  superior financial modeling expertise and
  execution has won rave reviews from its clients
  across various business sectors performance
  orientation. The Client believes that delivering
  the highest quality and customized analysis is
  the most important aspect of their business.

• Deal Flow Management System manages the prospect
  companies that they look at during the year.
  Companies come and meet the Venture Capital (VC)
  management what is the level of interest in
  startup business.
• The Client intended to track the whole calling
  effort and the related activities that had
  happened with prospect companies.
• The system should update the critical information
  of a particular company dynamically by connecting
  to the website Venture Source which maintains the
  companys details.
• System should be able to give the 360 degree
  overview of the company.

Benefits
Bodhtree Solution

• Bodhtree was invited to provide a n
  implementation solution for the Deal Flow
  Management System based on Force.com platform and
  eventually get it certified and showcase on
  Salesforce.coms App Exchange.
• The App, by virtue of being hosted on cloud will
  help the Client in faster deployments to its end
  customers, Customer On-boarding, increase
  productivity, flexibility, be tightly integrated
  with custom processes and add value to the
  Clients businesses. It will also allow the
  Clients top management have real time visibility
  into its customers, track updates using metrics,
  reports and the dashboards.

• The company benefited from zero infrastructure
  deployment and maintenance costs.
• Crystal clear visibility to their sales (Deal
  Management)
• Greater transparency in operations and decision
  making
• Data-driven and more timely investment decisions
  
• Reduced time spent on reporting
• Real-time access to data via web browser or
  mobile device
• Cost-effective, highly responsive SaaS solution

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Contents

• Bodhtree Introduction
• Bodhtree CRM Practice Overview
• Bodhtree Salesforce.com Credentials
• Case Studies
• Partner Certifications

23
Partnerships Certifications
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Select CRM Customers
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Thank you
INDIA (Headquarters) Corporate Office Ground
Floor, Building No 2B, Maximus TowersRaheja IT
Park Mind Space, Madhapur,Hitech City,
Hyderabad- 500 081Tel [phone], F
91.40.6654.7029India Toll Free No
1800-2660-132 Delivery Center 10th Floor, Unit
No-2, (Right Wing)Vega Block the V Plot No
17, Software Units Layout Hitech City, Madhapur,
Hyderabad- 500 081
New Jersey office 517 US 1 South, Ste 3069
Iselin, NJ 08830 Tel [phone]
Fremont Office 210 Hammond Avenue Fremont, CA
94539 Tel [phone]
United Kingdom 34 Milbourne Lane, EsherSurrey
KT10 9EA UKTelephone 01372 473924
business_at_bodhtree.com www.bodhtree.us