Download - Let's Get It Started!
Let’s Get It Started!
Kirti Patel: salesforce.comLiz Horrex: CareFusionJay Sanborn: Pomeroy IT Solutions
Administrators
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Agenda
Developing your Strategy
Bingo Game
10 Steps to get you Started
Why develop a Strategy?
1 Cup Executive Sponsor
2/3 ½ Cup Roadmap
Communication
1 Tablespoon Initial
Messaging
1 Tablespoon Training
2 Teaspoons Implementation
Help
Salt/Pepper to taste
CRM Salesforce
Training Roadmap
Executive Sponsor
Saasy
Chatty
ChatterApp-Exhange
Sales Cloud
Service Cloud
Platform
Force.com
Partners Admin Customers Reports Dash-boards
Success
JigsawImplement SaaSCustomCloudSupport
Bingo Word
Rules:
Look out for bingo
word in top right
corner
Mark 5 in a row
down or across
Raise your hand
when you have a
bingo
Win prizes!
Our Speakers
Liz Horrex, Director of Sales Tools at CareFusion– 830 Unlimited Edition licenses with 9 business units
– Healthcare industry
– Customer since 2009
– Leveraged Salesforce Professional Services
Jay Sanborn, Director of Sales Ops at Pomeroy IT Solutions– 152 Enterprise Edition
– Technology (Products & Services) industry
– Customer since 2008
– Leveraged a local consulting partner
Step #1: Messaging
Let people know what’s coming – Create Excitement!
Leverage the salesforce.com name and logo– Many people have used or heard of salesforce.com
Add Credibility– Customer stories on Salesforce TV & Community site
Keep the message simple– Remember the WIIFMs (what’s in it for me)
Company events and meetings– Sales Meetings (regional and national)
Bingo: Messaging
Step #2: Plan & Prepare
Create the Project Team
Bingo: Executive Sponsor
Executive Steering Committee
Project ManagementExecutive Sponsor Admin Project Manager Partner
IT-Technical Lead
-Developer
Partner Management-Process Owner
Services-Process Owner
Sales-Process Owner
-Sales Reps
Finance-Process Owner
Step #2: Plan & Prepare
Get the business units involved– Establish that the Salesforce.com project IS NOT an IT Project
– Accountability for project success with business unit and
executive sponsor
Communicate project to the company with the
anticipated benefits (WIIFM)– Must be delivered by Executive Sponsor
– 100% compliance will be required
Bingo: Executive Sponsor
Step #3: Gather Requirements
Review and document your current Sales Methodology
Conduct high-level requirements gathering with project
team
Bingo: Process
Step #4: Hire Implementation Help
First define scope, budget & objectives for
implementation
Identify implementation partners
Salesforce Professional Services
Bingo: Implement
Step #5: Communicate Roadmap
Stick to the defined requirements– Watch out for “scope creep”
Communication is key– Speak weekly with your user group &
project team
– Status reports to your executive team
Utilize a WebEx tool– Promotes effective design sessions
Involve management as “Change Leaders”
Bingo: Roadmap
Step #6: Data Analysis
Identify Customer master and related system– Customer master is the system of record for customer
information
– Related systems and interdependent keys
– Create file extracts for all systems
Create database (i.e. Access) to store all customer info
Bingo: Jigsaw
Step #6: Data Analysis
Scrub the Data– Eliminate obsolete accounts and related information
– Eliminate redundant data (duplicate fields)
– Validate the data• Utilize Jigsaw, D&B or Hoovers off the AppExchange
Learn and test the Apex Data Loader!
Bingo: Jigsaw
Step #7: Training
Keep initial training within reason– Focus on 3-4 key objects
– Leverage Salesforce Training team
Pre-training– Use recorded Salesforce navigation trainings in Help & Training
– System tracks who took training
Methods– Live, instructor led is best but expensive
– WebEx is very effective
Bingo: Training
Step #7: Training
Manager Participation– Manager required to be on the training call
Make it interactive & short– Trainer demonstrates
– Hand over control to several sales reps to demo
– Create “tracking reports” to ensure attendees are participating
– No more than 2 hours long
Bingo: Training
Step #7: Training
Post Go Live– Monday & Friday Open Q&A sessions (1 hour)
– National Sales Meeting breakout session(s)
– Offer training to Regional Managers based on their needs
Bingo: Training
Step #8: Expand & Extend
While performing analysis, scan the AppExchange for
tools that can enhance your business processes
Look out for Salesforce Labs & Aloha apps
~100 new apps added in 2010
Bingo: AppExchange
Step #8: Expand & Extend
Desktop Integrator– Outlook, Notes and Microsoft Office
– Chatter Desktop
Salesforce.com Mobile & Mobile Lite
Google– Google Talk
– Find Nearby App with Google Maps
– Google Docs
Bingo: AppExchange
Step #9: Post-Deployment Tasks
Data management strategy– Ensures clean data
– Create weekly exception reports to highlight bad data
– Assign a weekly exercise to clean a specific piece of data
– Provide training courses online and in person
– Collaborate with HR to create policies & course of action
Additional reporting capabilities via Excel
Providing ongoing support to end users
Bingo: Data Quality
Step #10: Change & Release Management
Keep your system up to date with your changing
business needs
New functionality added at least 3x a year
Salesforce new products – Chatter, Content, Mobile
Bingo: Chatter
Step #11: Do More in the Cloud
Entire organization can benefit from custom
applications – HR, Project Management, Recruiting
1 free app with 100 licenses
Apex & Visualforce classes available through
Salesforce Training
Attend developer sessions at Dreamforce– Conquer Force.com
– Hands-On: Introduction to Force.com Code (Apex) for Non-
Developers
Bingo: Force.com
Your Homework
#1 Messaging
#2 Plan & Prepare
#3 Gather Requirements
#4 Hire Implementation
Help
#5 Communicate
Roadmap
#6 Data Analysis
#7 Training
#8 Expand & Extend
#9 Post Deployment Tasks
#10 Change/Release
Management
#11 Do More in the Cloud
Bingo: Homework
Q & A
D I S C O V E R
Visit Customer Success Team at Campground
Discover
Training
Learning Paths
Experience
Product
Demos
Learn about Customer
Resources
the products, services and resources
Meet Success Experts
S U C C E S S
Find us at the Customer Success Team area of Salesforce.com Campground at Moscone North
Learn about how to win prizes including 10 iPads & more!
that help you achieve
Let’s Get It Started!
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