Transcript Successful Application Utilities

end of software
and the rise of the world’s most successful
“The
application utility.”
1
The Old Way Of Running Software
Pre-Utility Automation






2
Buy the software
Buy the hardware
Engage consultants
Customize and implement
Train and support users
Upgrade, update, maintain
Software license
costs constitute
less than 10% of
your total cost of
ownership.
Source: Gartner Group
With Salesforce.com
Software is Delivered as an Application Utility





No software
No hardware
No dedicated staff
Instant deployment
No-hassle upgrades,
updates, and maintenance…
Net-native
applications are
less than ¼ the
total cost of
ownership of
enterprise
software.
Source: Forrester
Research
3
1
In essences, we serve as your
surrogate CTO, managing the
complexity of CRM
And you become the beneficiary of over four years of
development and $100 million investments
On Demand
4
Salesforce.com
Maintains the hardware infrastructure
5
OS
6
Intellisync
Java
Solaris/Linux/Oracle9i
Dynamic Language
Delivery Service
SOAP
Purchasing Rules
And Orders
Siebel
SAP
Wireless Devices
Blackberry
PalmPilot
CE Device
Outlook
Peoplesoft
Currency Conversion
Service
Intranet
Extranet
Oracle
Campaign
Management /ROI
User Interfaces
Browser
Bill Presentation
Commerce Service
Contact, Account,
Opportunity
Management
HTTP
Customization
Services/Scenarios
Data Management
Services
APIs
HTML
Knowledge Base
Management
Document Store
Text Search
Web Services
Salesforce.com
Manages the software complexity
NLI
XML
Application Server
Salesforce.com
Delivers the application across various devices
Online
Integration
7
Offline
Wireless
Sync
Custom
Applications
1
Salesforce.com
And provides end to end support
 Training
• 15 classes are offered each week, taught by a live instructor
online. The classes cover all aspects of the product from sales to
administrator fundamentals.
 Support
• Our support team is available to answer one off questions and
resolve technical issues.
 Account Management
• The account management team is there to assists your company
with best practices and user adoption.
8
1
This model of delivering
Software as Services
allows us to…
9
Reduced Upfront Risk
CRM on demand reduces complexity and improves customer success
Net Value
>90%
Successful
Implementations Breakeven
Risk
Value to
Customer
Time
Go Live Date
~ 1 Months
10
Lower Total Cost of Ownership
Salesforce.com removes the hidden costs associated with CRM software
11

Saleforce.com all but eliminates the hidden costs associated
with implementing CRM.

Costs of maintaining an enterprise CRM application are spread
over 7,000 companies.
Deliver Better Long Term Value
CRM that grows with your business
With salesforce.com, we have 3 major
releases each year. New functionality is
seamlessly
pushed
out toofour
100,000
To take
advantage
new
users functionality
over night. There
is noto
software
you have
go
to install,
no re-implementation.
through
a re-implementation.
which drains resources and
creates added risk.
• Evaluate Vendors
• Purchase Software
• Newtraditional
Hardware Requirements
With
• Implementation
software,
the
When evaluating CRM, lets assume both
upgrade
cycle
is once
• Consulting
Engagement
products start with comparable functionality.
every couple years.
S3
2004
Salesforce.com
Traditional Software
12
2005
2006
S3 Release – June ‘03
These incremental upgrades can have a significant impact on your business
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
31.
32.
33.
13
Shared Document Library
HTML Rich-Media Emails
Microsoft Outlook Edition
Integrated Team Selling
Business Process and Workflow Manager
Executive Opportunity Alerts
Email Stationery and Brand Templates
Custom Activity Types
Personalized Offline briefcase
Dynamic click-through tracking on email
Department folders
Robust document search
Expanded report filtering
Smart totaling on reports
Smart averaging on reports
Opportunity-based Offline briefcase
Activity-based offline filters
Expanded campaign reporting
Partner-account relationship reports
Expanded Import Wizard
Self-service super-users
Self-service hyperlink support
Solution attachments
Expanded merge capabilities
Lead auto-defaulting capabilities
Complete account activity report
New Contact-Activity report
Flexible data reporting in opportunity activities
Account hierarchy case reporting
Bring all Accounts owned Offline
Reports on HTML email results
Enhanced online lead capture
Contact information updating
34. $10M in Data Center Investment
35. sforce Client/Service Application Builder
36. Salesforce.com Integration Server Powered
by TIBCO
37. New Data Security Console
38. Local Database Mirroring
39. New Xeon servers
40. Dedicated pool of API servers
41. New load balancers
42. New layer 3 switches
43. New SSL processing hardware
44. New intrusion detection systems
45. Granular opportunity sharing
46. Free Developer Edition
47. Microsoft .NET support with Visual Studio toolkit
48. Sun partnership and Java toolkit
49. BEA Weblogics toolkit and support
50. Borland JBuilder toolkit and support
51. Borland C#Builder toolkit and support
52. Control ability to view executive reports
53. Nested Sharing Groups
54. Determine sharing of list views
55. Limit ability to retrieve data via wireless
56. Control accounts taken offline
57. Designate user access to lead import
58. Enforce data quality by hiding QuickCreate
59. Brand Template edit controls
60. Authorize users to create HTML Templates
61. Team Selling sharing controls
62. Document access controls
63. New Recycle Bin Controls
64. Connectors to accounting packages
65. Connector to quoting packages
66. Major API enhancements
67.
68.
69.
70.
71.
72.
73.
74.
75.
76.
77.
78.
79.
New Setup Wizards
New Business Needs Advisor
Virtual CRM Advisor
Quick Start Guide
1000+ hours of usability testing
Redesigned look and feel
Best practice email templates
One-click sign-up for new editions
Updated CRM rollout guide
Redesigned tip sheets
Publish our internal solutions to our users
Bulletin board for developers
Improved usability after 100 more hours of usability
testing
80.
Ability to view support inquiry status online
81.
More user-friendly invoices
82.
Robust online order center
83.
Campaign cloning
84.
Upward sharing now automated
85.
Default teams now automated
86.
Common groups now automated
87.
New Sync All Contacts Option
88.
Simplified 3rd party campaign integration
89.
Self-service wireless edition trial
90.
Updated online help
91.
Free training classes expanded to 34 each week
92.
New best practice web seminars
93.
New customer welcome web seminars
94.
Simplified calendar feature
95.
New Flash tutorials
96.
Five new Flash QuickTours
97.
7 new API code samples
98.
Expanded search capabilities
99.
User adoption reports
100. Personal Edition S3
1
Has Salesforce.com’s model
been validated by the
marketplace?
14
Exponential Customer Growth
7,000 companies use salesforce.com today
15
World Class Customers
Meeting the standards set by enterprise customers
16
Manufacturing
Technology
Services
Financial
Services
Pharma /
Insurance
Telecom
Transport / Retail
Food
Media
Construction /
Real Estate
CRM Technology Leadership Awards
17

Editors’ Choice: Online CRM
PC Magazine, November 2002

2 Five-Star Ratings
PC Magazine, April, 2002 and
2001

Best CRM Solution
Codie Awards, April 2002

CRM Technology of the Year
InfoWorld, Jan 2002

3 Deploy! Awards (get logo)
Infoworld 2001, 2002, 2003

The Future of Software
Gartner Group, March 2001
1
In Summary
Salesforce.com technology model provides…








18
World Class CRM
Reduced Upfront Risk
Instant Deployment
No IT Headaches
Faster Time to Value
Lower Total Cost of Ownership
End to End Training and Support
Ongoing, Seamless Upgrades
If you have any questions or want to discuss
next steps, feel free to give me a call.
Harry Joiner
(678) 795-0900
[email protected]
19