opportunities ahead for consulting partners: grow your salesforce.com business
DESCRIPTION
As a salesforce.com consulting partner, what investment decisions should you be making to grow your cloud computing business? This session puts you right in front of our business development gurus, who'll share their thoughts on what lies ahead for cloud computing and examine the relevant business opportunities that exist for the salesforce.com partner ecosystem. Bring your questions! We've got answers.TRANSCRIPT
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
Leverage the Opportunities
Stay Current With Our Rreleases
Leverage the Partner Portal Content
Get Certified – Developer and Consultant
Join the monthly Partner Success webinars – first Wednesday of every month
Key Take Aways
Opportunities Ahead for Consulting Partners – Grow Your Salesforce.com
Business