Making the Most of Professional Edition with the AppExchange

1
Making the Most of Professional Edition with the
AppExchange
Track Advanced PE System Administrators

• Henry Bruckstein, Salesforce.com
• Brendan Sohr, Salesforce.com
• John Marshall, Salesforce.com
• Kenneth Teng, Salesforce.com

2
Safe Harbor Statement

• Safe harbor statement under the Private
  Securities Litigation Reform Act of 1995 This
  presentation may contain forward-looking
  statements the achievement of which involves
  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.  All statements other than
  statements of historical fact could be deemed
  forward-looking, including any projections of
  subscriber growth, earnings, revenues, or other
  financial items and any statements regarding
  strategies or plans of management for future
  operations, statements of belief, any statements
  concerning new, planned, or upgraded services or
  technology developments and customer contracts or
  use of our services.
• The risks and uncertainties referred to above
  include - but are not limited to - risks
  associated with the integration of Sendia
  Corporations technology, operations,
  infrastructure and personnel with ours
  unexpected costs or delays incurred in
  integrating Sendia with salesforce.com, which
  could adversely affect our operating results and
  rate of growth any unknown errors or limitations
  in the Sendia technology any third party
  intellectual property claims arising from the
  Sendia technology customer and partner
  acceptance and deployment of the AppExchange and
  AppExchange Mobile platforms interruptions or
  delays in our service or our Web hosting our new
  business model breach of our security measures
  possible fluctuations in our operating results
  and rate of growth 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 CRM service 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, including our Form 10-K for the fiscal year
  ended January 31, 2006. These documents are
  available on the SEC Filings section of the
  Investor Information section of our website at
  www.salesforce.com/investor.
• Any unreleased services or features referenced in
  this or other press releases or public statements
  are not currently available and may not be
  delivered on time or at all.  Customers who
  purchase our services should make purchase
  decisions based upon features that are currently
  available.  Salesforce.com, inc. assumes no
  obligation and does not intend to update these
  forward-looking statements, except as required by
  law.

3
Session Agenda

• Welcome
• Introductions
• Future of software How the AppExchange is
  changing the way business software is consumed
• Learn how to develop an organization wide
  AppExchange strategy
• Learn how to access and deploy AppExchange
  Applications
• QA / Share Your Best Practices

4
Introductions

• Professional Services Corporate Sales
• 2500 Implementations
• Business Process, Data, Integrations

5
Source Microsoft Internal Memo, October 30, 2005
6
Evolution of the Business Web
Henry Bruckstein
Engagement Manager
hbruckstein_at_salesforce.com
7
The Consumer Web Platforms
8
The Business Web
Create Publish
Deliver Everywhere
Run
Integrate
Think Global, Act Local
ISV Standards
Secure Scalable
Mash-Ups
9
Evolution of the AppExchange

• CRM Customization
• Internationalization
• Extending salesforce.com to manage more corporate
  data
• Creating new on-demand applications
• Empowering the community with the AppExchange
  directory

10
Value of the AppExchange
11
The Only On-Demand PlatformEnterprise
Application Development as a Service

• Customize
• Integrate
• Create New Apps
• Install Packaged Apps
• Mobilize

12
Value of the AppExchange

• Drive down system development cost
• Developers Shared platform create once, publish
  once AppExchange Directory to leap frog design
  and build Focus on application development, not
  maintenance
• End User Reduce training time (shared
  platform) Easily customize without IT
• CIO Standard development platform Seamless
  upgrades
• Solve your business challenges in record time
• First on demand platform
• Simple ease of use
• The power of many the AppExchange Directory and
  Community

13
Assessing Business Need
John Marshall
Principal Consultant
jmarshall_at_salesforce.com
14
Putting Appexchange into Action for You

• Youve seen the vision for Business on Demand,
  how does it apply to your Organization?

15
Organizational Challenges How do I

• Sales Operations and Extensions
• configure products and services and generate
  customer quotes?
• manage prices and discounts, and create
  tailored proposals?
• Issue manual effort to pull together proposals
  and quotes takes time away from more valuable
  selling activities
• create sales compensation programs and track
  commissions?
• Issue commissions being tracked manually
  creating manual effort inaccuracies
• Marketing Lead Generation
• generate compelling e-mail marketing campaigns
  track their effectiveness?
• Issue unable to leverage your customer database
  to its fullest extent
• create customer surveys to collect additional
  customer information?
• Issue all communication is outbound not
  closing the loop with customers.

16
Organizational Challenges How do I

• Marketing Lead Generation (continued)
• track which Google ads and keywords generate
  leads, opportunities, and revenue?
• Issue effectiveness of web marketing efforts
  cant be quantified
• Project Management / Professional Services
• manage my projects including team collaboration
  of documents, calendars, communications?
• Issue budget overruns and project delays due to
  lack of team coordination
• Other
• keep prospect data current duplicate-free?
• Issue wasted time spent on manual customer data
  updates and duplicate entries
• organize, plan track attendance to my customer
  events?
• Issue poorly planned and attended customer
  events ineffective use of marketing dollars

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Putting AppExchange into Action for You

• Checklist
• ? Identify different business groups
• ? Identify and engage Stakeholders, Management,
  and Subject Matter Experts
• ? Identify business challenges
• ? Prioritize
• ? Identify Solutions AppExchange Browse, Surf,
  Test drive Download
• ? Leverage Salesforce.com resources at your
  disposal
• Account Exec
• CSM (Customer Success Manager)
• Professional Services

18
AppExchange 101
Kenny Teng
Senior Consultant
kteng_at_salesforce.com
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Appexchange 101

• Locate the AppExchange www.salesforce.com/appexch
  ange
• View Application Categories
• Locate the Application(s) you would like to learn
  more aboutClick Details

20
Appexchange 101

• Review Data Sheets, User Reviews Features
• Take a Test Drive
• Download and Test in Development Mode

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Appexchange 101 Downloading Process

• Login Using System Administrator ID
• Make sure Profile has the Download AppExchange
  Packages permissions
• Examine the Package Contents
• Choose Security Level
• Customize Security (By Profile)
• Click Install
• Customize the Items (As Needed)
• Deploy to Users by moving custom objects from
  Development to Deployed (Salesforce Objects Only)

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Demo

• Dream Team
• Project Management
• Document Management
• Team Communication
• Vertical Response
• Custom Mailing Lists of Any Size
• Track Post Launch Statistics/Reporting
• Automatically Add/Append Leads to Salesforce
• Adoption Dashboards (Free!!!)
• Usage
• Data Quality
• Business Performance

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Most popular PE AppExchange Apps

• Professional Edition Users
• 33 Customer satisfaction surveys
• 32 Quote management
• 29 Proposal generation
• 27 High-volume email campaign execution
• 26 Project management
• Source June 2006 customer survey

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PE Unique Challenges

• Custom Apps (5 max)
• Custom Tabs (10 max)
• Custom Objects (50 max)
• Custom Fields (100 per Tab)
• Upgrading to EE / UE Edition.

25
Deploying Successfully
Brendan Sohr
Principal Consultant
bsohr_at_salesforce.com
26
Deploying Successfully
Salesforce.com Proven Methodology
Plan
Design
Develop
Deploy
Need Help? http//success.salesforce.com/
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Appexchange Methodology for Success

• Project Planning
• Identify and Gather requirements from
  Stakeholders and Subject Matter Experts
• Prioritize and establish realistic timelines
• Develop a project plan (Phase 1 vs. Phase 2)
• Conduct Project Kick-off

Plan
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Appexchange Methodology for Success

• Design
• Explore and Download solutions on Appexchange
• Perform detailed Business Process Review sessions
  to confirm requirements
• Determine areas of configuration
• Document Solution Design

Design
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Appexchange Methodology for Success

• Develop
• Configure the application (add/remove fields)
• Validate with Project Team
• Run Day in the Life test cycles to validate
  design
• Develop reports/dashboards to prove your your
  work and show immediate results

Develop
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Appexchange Methodology for Success

• Deploy
• Prepare Training Materials and User Procedures
• Materials should follow the business process
• Apply real day in the life examples
• Perform final data migration if required
• Conduct User training
• Terminology
• Navigation
• Business Process or Day in the Life

Deploy
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Deploying Successfully Best Practices Summary

• Treat each as a mini-implementation, similar to
  your initial deployment of salesforce.com
• Develop a plan and manage to it
• Get buy-in and validate along the way
• Success_at_salesforce.com
• Salesforce.com Pro-services can help, come visit
  us
• Try your best to remain modest as you obtain hero
  status in your organization!!!

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QA / Share Your Best Practices

• What have you done with the AppExchange?
• What do you want to do?
• Any obstacles?

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