wrestling alligators: how salesforce partners can increase close rates & deliver features faster
TRANSCRIPT
Wrestling AlligatorsHow Salesforce Partners Can Increase Close Rates and Deliver Features Faster
Christopher Van HornSpringCMSenior Product Manager
Keith LitwinSpringCMSenior Director, SoftwareEngineering
Brian WalshCodeSciencePartner & Chief Strategy Officer
Michelle PaitichSalesforceDirector, ISV Partner Success Group
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Agenda
• Introductions• Who is SpringCM?• Who is CodeScience?• Challenges• The Installation Experience• The Developer Experience• Q&A
Average Deal Size
3x Product Releases
6x Close Rate Increase
25%
Christopher Van HornSenior Product [email protected]@jcvanhorn
Keith LitwinSenior Director, Software Engineering [email protected]@keithlitwin
Brian WalshPartner & Chief Strategy [email protected]@thepartycow
Michelle PaitichDirector, ISV Partner Success [email protected]@MPaitichSFDC
Who Is SpringCM?#1 Contract Lifecycle Management tool
10
More than 600 customers in 100 countries
96% Renewal rate
98% Customer satisfaction
rating
600 96% 98%
10 years in business
SpringCM by the Numbers
SpringCM for Salesforce in 60 Seconds
We manage contracts, documents, and all types of content in Salesforce better than anyone
SpringCM is natively integrated in Salesforce
Over 500 Salesforce customers manage their entire sales contract lifecycle – and much more – with SpringCM for Salesforce
Start in Salesforce, stay in Salesforce
SpringCM - #1 Content Lifecycle Management Tool
• Secure, centralized repository• Search – full text search available • Mobile accessibility w full Salesforce 1 support• Metadata and Attributes
• NDA’s and Master License Agreements• e-forms • Templates • Third-party paper
• Redlining and document compare• Workflow• Version Control• Clause Library• Office 365 integration• Tracking, centralized and individual
• Fax, email, scan• OCR Scan of every document• Legacy contract migration
• Audit trail• E-Signature• Obligation reminders
• Reporting • Analytics• Dashboards • Flexibility for best practice
• Reminders• Automation• Post-Signature Notices
1. Storing
2. Generating
3. Negotiating
4. Importing5. Administration & Execution
6. Optimization
7. Renewal
Who Is CodeScience?Cracking the code on thriving SaaS businesses
We go whole hog for ISVs
Product Development Organization We’ve been here a while
Apps on the AppExchange
>75 Founding member Happiest, smartest
employees, ever
61
The ChallengesThe Customer and Developer Experiences were Challenging
The Customer Journey
AppExchange Listing Website Sales Cycle Install Demo Buy Training Engaged
Users
Danger Will Robinson, installation ahead
Slow Product Release Cycle
Ideas
Build
Release
Measure
Data
Learn
This should be as fast as possible
The Installation ExperienceA major hurdle in the customer journey
The Challenge
Page installation guide
MVP never moved beyond MVP
30+ Difficult auth
process Manual steps per object (or
MORE!)
4 Confusing mapping process
Identify the Salesforce Administrator User Persona
• Exist in every customer from SMB to Enterprise
• Majority are declarative developers
• Workload is heavy and time constraints are real
• Can range from expert to beginner skills
• Connected in the community – they talk to other Admins
• Influencer in buying cycle
The often neglected persona
Three Key Pieces of FunctionalityNew flows to install quickly
Standard OAuth flow for authentication
Mapping wizard Dynamic creation of Visualforce pages
Connecting Salesforce and SpringCM Uses Salesforce OAuth
1
Connecting Salesforce and SpringCM Uses Salesforce OAuth
2
Connecting Salesforce and SpringCM Uses Salesforce OAuth
3
Connecting Salesforce and SpringCM Uses Salesforce OAuth
4
Configuring File It for a Salesforce Object Guided wizard
1
Configuring File It for a Salesforce Object Guided wizard
2
Configuring File It for a Salesforce Object Guided wizard
3
Configuring File It for a Salesforce Object Guided wizard
4
Configuring File It for a Salesforce Object Guided wizard
5
Adding the Visualforce page to the page layoutTaken to the right place to add the page
1
Adding the Visualforce page to the page layoutTaken to the right place to add the page
2
Adding the Visualforce page to the page layoutTaken to the right place to add the page
3
The Results?
Reduction in installation guide
Proof is in the numbers
600% Immediate delight Deal size
3x
Unplanned Benefit• Salesforce SEs have similar
needs as Admins• The secret weapon in closing
more deals
The Developer ExperienceWhy don’t you love your geeks?
The Product Release Cycle
Ideas
Build
Release
Measure
Data
Learn
Iterate as quickly as possible
Far from idealThe Actual Product Release Cycle
Manual QA and Packaging Steps
Releases per year Developers in the Packaging Org
8-102-3
Developer as a Persona
Your devs love• Isolated Environments• Automation• Up to date environments• Source code management
(SCM)• More time to develop and
iterate on code
Love thy developers
Shiny, shiny toolsNew Tools for the Team
Metadata MigrationSource Code Management Continuous Integration
Developer Operations
Integration Org QA Orgs Packaging Org Developer Orgs
DevOps is all the rage with the cool kids
} {
The Results?
Major releases
This is iterating quickly
126 Minor releases Immediate QA Increased ARR
The Product Release Cycle
Ideas
Build
Release
Measure
Data
Learn
This process is now completed 18 times a year
18x
SummaryWhat did we learn?
SpringCM Lessons
Salesforce Administrators as a key Persona• Critical influencer• Don't create a hurdle in the customer journey• Declarative developers
Two often neglected personas
Your Developers as a key Persona• Developers love Source Control• Devs + QA love automated processes• Isolated environments speed development and QA
SpringCM ResultsPure money
Deal size
3x6x Product releases Close rate increase
25%
Q&ABring it, we can take it
@springCM@codescience@partnerforce
thank y u