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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 t
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1. Quote Management Made Easy Through Salesforce and the AppExchange Harpreet Ahluwalia, Salesforce.com
Kevin McHugh, Symbol Technologies, Inc.
Benjamin Taft, Foundry Networks, Inc.
Ryan Borders, PlantCML
2. 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 Corporation’s 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. 3 Common Quoting Challenges
4. 4 Quote Management with Salesforce and AppExchange Identify critical quoting functions – configuration, pricing, approvals, proposal generation, offline capability, channel enablement, online storefronts
Find the right solution – 17 pre-integrated quoting solutions on AppExchange, including 1 from salesforce.com or build your own using the AppExchange platform
Ensure 2-way integration with salesforce.com – for efficient opportunity management and accurate forecasting
Integrate with ERP systems - for back-office productivity
5. 5
6. 6 Symbol Technologies Founded in 1975
Leading Mobile Computing and Barcode Scanner Manufacturer
Over 900 Patents in Wireless, Mobile Computing and Scanning Technology
Worldwide Operations in over 50 Countries
Highly Channel Centric with Over 10,000 Partners
7. 7 Key Challenges with Previous CRM System Business Challenge
Unintuitive User Interface
Account Manager Administration Time Excessive
Poor Forecast Visibility
Tool Very Inflexible
Competing Stakeholders
Technology Challenge
Slow Response Times
Multiple Integration Points Loss in Field Productivity
Moderate Adoption in Field
Forecasts not Accurate
8. 8 Symbol CRM – The Solution How did we address the challenges?
Symbol CRM: Two Applications that are Tightly Integrated
salesforce.com: Fast, Flexible and Intuitive for Field Sales – Out of the Box
Comergent: Custom and Very Controlled for Sales Finance
Address Core Requirements only in Phase One
Opportunity Management
Forecasting
Real Time Reporting
Quotations
Deals Desk Approval
Integrate with SAP ERP, SAP Business Warehouse and Siebel PRM Systems Proof of Concept August 2005
Project Start November 2005
APAC Pilot in January 2006
May 2006: Worldwide Deployment completed in 6 months
900 Users
Integrations: Comergent, SAP, Siebel
High Touch Field Training
Key Stakeholders: Field Sales and Sales Finance
Futures: Mobile PDA, Campaign/Lead, Case Integration
9. 9 Symbol CRM
10. 10 Symbol CRM – Results What were the results?
Field Associates: Satisfaction and Adoption High
Less Time Spent with the Tool – More Time with Customers
Role Based Management Visibility to Pipeline
More Accurate Real Time Forecasts
Faster Time to Market with System Changes
More Accurate Quote Configurations
Faster Price Exception (PE) Approvals
Automated PE Routing and PE Approval Notification
11. 11 Launching Solution Builder
12. 12 Selecting Products – Guided Selling
13. 13 Building a Quote
14. 14 Real Time Pricing & Discounting
15. 15 Price Approvals
16. 16 Updating the Opportunity for Accurate Forecasting
17. 17 Symbol CRM – In Summary Key Requirements
Easy to Use Territory Management Tool
Improve Forecast Accuracy
Automate Quotation and Price Exception Process
Key Benefits
Improved Field Productivity and Satisfaction
Management Real Time Forecast Visibility
Improved Quote Accuracy
Faster Deal Approval Times
Futures
Implement Mobile Client
Implement Lead Management Functionality
Enhance Quote Output Formatting
Quote Integration to SAP Order Entry System
18. 18
19. 19 Foundry Networks Leading Manufacturer of Switching & Routing networking solutions and technology
200 sales reps covering 50+ countries
400 Million annual revenue (‘05)
7 Straight years of profitability
Over 10,000 worldwide customers
20. 20 Key Challenges Business Challenge
Existing tool lacked security and adherence to SOX
Quote tool lacked features to Address Scaling/Growth (excel spreadsheet based approach)
No central forecasting and demand planning integration
Garbage in, Garbage out…
Technology Challenge
Integration between systems
Legacy architecture SOX Compliance
Poor Forecasting Results
Duplication of data = error prone system
Lack of systems communication
21. 21 The Solution The Players:
Bluewolf Group (development and integration)
How did we address the challenges:
Conducted requirements gathering from key stakeholders
Hired 3rd party developer for creation of customized application residing in Opportunity tab
Allows field sales to create/edit custom quotes and orders for customers and prospects
Build of Materials from quotes pushed to opportunity level for demand planning/forecasting purposes
Oracle integration on horizon, implemented with that in mind
22. 22 The Results What were the results?
“True” adoption rates are climbing (nearly 90%)
Quality/Timeliness of opportunity information improving
Operations now has valid, usable demand planning data
Quote tool output/input now meets SOX requirements
Integration of quoting/ordering to pipeline creates closed loop
Field rep turnover “catch-up” time minimized
Currency module allows localization of quoting/ordering
Required fields providing more information about our customers/prospects
Eventual migration to Oracle/Online order entry will reduce Quote to Cash time by 75%
23. 23 Solution Snapshot Department: Field Sales, 200+ Users
Key Requirements
Support mobile sales team (online and offline)
Ability to generate quote from opportunity tab
Eventual Integration with Oracle
Ability to PDF Quotes/Orders for customer use
Executive visibility to demand plan, BOM updates
Key Benefits
Migration from Excel spreadsheets to online tool
Centralized forecasting (forecast accuracy up 50%)
Quoting/Order Too is now “real time”
Improved Pipeline accuracy and opportunity information
24. 24 Launching Quote Tool
25. 25 Screenshots
26. 26 Screenshots
27. 27 Final advice (Lessons) Hire the right partner (Bluewolf Group)
Keep It Simple, Stupid (KISS)
If it turns out too complicated, you did it wrong, go back and try again
Because it is possible, doesn’t mean it’s a good idea.
Do It Right The First Time (DirtFt)
Don’t fall into the trap of “not enough time now, will get it right later”
Otherwise you’ll be doing work-arounds to flawed designs and building on that, and future hacks get even uglier
Stick with the plan
Minimize exceptions – everything works the same everywhere
Automated tools and processes then work consistently
Eat your own dog-food
Before finalizing the design, build a prototype and live on it for a while.
28. 28
29. 29 Leading provider of mission critical communications systems
Computer Telephony Integration
Computer Aided Dispatch
Geographical Information Systems
Digital Logging Recorders
40 sales reps in 2 countries
Recently acquired Dialogic Communications Corporation PlantCML
30. 30 Key Challenges Business Challenge
Inefficient applications
Excessive opportunity administration
Complex configurations
Technology Challenge
Integration with ERP system
Lack of server infrastructure
Less time selling
Additional headcount
Configuration errors
Lost revenue
Long quote cycle times
Poor customer satisfaction
31. 31 PlantCML – The Solution How did we address the challenges?
Firepond CPQ OnDemand
6 week implementation
Business user administration
55 users
Sales Operations
Field Sales
Channel partners
Integration points:
Opportunities
Products
Quotes
Training
32. 32 PlantCML – Results What were the results?
Reduced opportunity administration
More time selling
Higher adoption rate
Accurate forecasting
25% Reduction in quote cycle time
Higher visibility
Marketing
Management
Error reduction
“Easier to do business with”……..multiple customers comment
33. 33 Launching Application and Selecting Products
34. 34 Configuration Wizard - Making Complex Simple Questions vs. component selection
35. 35 Advanced User Editing
36. 36 Automated Pricing and Configuration Updates
37. 37 Quote Development
38. 38 Proposal Generation
39. 39 Automatic Opportunity Updates
40. 40 Salesforce & Firepond Departments: Sales Operations, Sales, Sales Engineering
Firepond Users: 55
Key Requirements
Automated configuration
Business user maintained
Integration at the opportunity level in salesforce.com
Intuitive interface
Flexibility
Override configurator
Key Benefits
Reduced headcount needs
Pricing and design accuracy
Shorter quote cycle times
41. 41
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