How to Maximize Business Success with Salesforce Chatter
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The document details a webinar series hosted by Apttus focused on maximizing business success using Salesforce Chatter, featuring expert speakers discussing various effective use cases. It emphasizes the importance of engagement, user activation, and measuring success to enhance Chatter adoption across organizations. Additionally, it outlines practical steps for rolling out Chatter in departments to drive collaboration and streamline sales processes.
How to Maximize Business Success with Salesforce Chatter
- 1. APTTUS How to Maximize Business Success with Salesforce Chatter
- 2. Today’s speakers Jules Ehrlich Daniel Chang VP and GM, Director, Advanced Solutions Business Development Balakrishna Narasimhan VP, Marketing & Strategy APTTUS Confidential #ChatterSuccess APTTUS
- 3. Housekeeping • Ask questions via chat box • Listen via VOIP or dial-in • Presentation and slides will be emailed to all attendees • Interactive sessions – polls throughout event • Hashtag: #ChatterSuccess APTTUS Confidential #salesops2013 #ChatterSuccess APTTUS
- 4. You’re Invited to the Series • 6 Webinars – all for Sales Leaders and Operations • Focus around better Salesforce utilization including quoting, Chatter, contract management, and more • Speakers include representatives from Saba, Symantec, Salesforce, Appirio, Motorola Solutions, and more Details will be sent to ALL attendees APTTUS Confidential #salesops2013 #ChatterSuccess APTTUS
- 5. Maximize Business Success with Salesforce Chatter Daniel Chang Director, Business Development, Chatter @dchang68 In/dchang68 #ChatterSuccess
- 6. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. 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 product or service availability, 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 developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, 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 the 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. #ChatterSuccess
- 7. #1 Enterprise Social Collaboration Platform The Social Collaboration Platform for the Enterprise #ChatterSuccess
- 8. Trusted by Over 190,000 Organizations 100,000+ 94,000+ 55,000+ Chatter users Chatter users Chatter users 20,000+ 15,000+ 14,000+ Chatter users Chatter users Chatter users #ChatterSuccess
- 9. Delivering Real Business Results #ChatterSuccess
- 10. ENGAGE to Drive Chatter Adoption #ChatterSuccess
- 11. E Explore use cases N Navigate roll-out G Get sponsors A Activate users G Gauge success Six Steps for Chatter Engagement E Evolve #ChatterSuccess
- 12. E Explore Use Cases by Department Examine each department List by department Top 50 Ways to Use Chatter www.facebook.com/chatter EMPLOYEE SUCCESS 1. RECRUIT TOP TALENT 2. ACCELERATE ON-BOARDING 3. DEVELOP LEADERS 4. CURATE COMPANY KNOWLEDGE 5. DEMOCRATIZE CHANGE #ChatterSuccess
- 13. N Navigate Roll-out: Chart Use Cases High Impact to Business Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
- 14. N Navigate Roll-out: Start with Quick Wins 1. Quick Wins High Competitive intelligence CEO all- hands call Impact to Business Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
- 16. N Navigate Roll-out: Add Low Hanging Fruit 1. Quick Wins High Impact to Business 2. Low Hanging Fruit Affinity groups Airing of Low grievances Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
- 17. #ChatterSuccess
- 18. N Navigate Roll-out: Deliver Social Transformation 3. Social Transformation 1. Quick Wins High Events & offsites R&D Impact to Business 2. Low Hanging Fruit Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
- 19. N Navigate Roll-out: Avoid Fool’s Gold 3. Social Transformation 1. Quick Wins High Impact to Business Fool’s Gold 2. Low Hanging Fruit Low Difficult Ease of Cultural Implementation Easy = Examples of social processes; size represents number of employees
- 20. G Get Sponsors: Promote Value Each High Impact Use Case Needs Sponsorship Two Sponsors High Social Quick Wins Transformation Impact to Business Low Executive Community Difficult Easy Ease of Cultural Implementation Sponsor Manager #ChatterSuccess
- 21. A Activate Users: Prime Users for Success Videos Email Campaigns Roadshow & Webinars Seed Groups #ChatterSuccess
- 22. G Gauge Success: Measure and Monitor Usage Effectiveness Efficiency Engagement Client-Specific KPIs Interviews/Surveys Usage Dashboards Sales • Deal size • Win rate Service • Case resolution time • Service/support costs IT • Deployment time • IT costs #ChatterSuccess
- 23. E Evolve www.salesforce.com/chatter/engage #ChatterSuccess
- 24. Reimagine Sales Collaboration with Chatter Spring 2013 © 2013 Appirio, Inc. - Confidential 23
- 25. Appirio Helps You Reimagine Your Business with the Cloud The World’s Largest Cloud Your Business Reimagined Expert Community + = Services Powered by Reusable Technology and 70k Crowdsourced Developers 6 years, 500 enterprises, 2.5M users moved to the cloud 24 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
- 26. What We Do: Rapid Business Outcomes Across Functions Sales Service HR Collaboration IT Ad sales on Standard call Paper-based Point-to-point Expensive, inflexible IT spreadsheets Center forms communication infrastructure Scalable, global Social customer Web-based HR Company-wide social Cloud IT for superior sales process service experience collaboration member experience 7 Months 4 Months 9 Months 2 Months 7 Months 25 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
- 27. Typical Chatter Use Cases for Sales 1. Account team collaboration and virtual account teams 2. Content distribution and sales/marketing collaboration 3. Cross-functional product or vertical collaboration 4. Lead, opportunity (and even inventory) “following” 26 © 2013 Appirio, Inc. - Confidential #ChatterSuccess
- 28. Account Team Collaboration Scattered customer data in Gmail and Complete, real-time transparency and 360* visibility Excel – no system of record across sales teams and with management No way to collaborate on pursuits or Widespread adoption due to ease-of-use and quick content capture via mobile and CRM within email interface Sales Cloud Pilot with Mobile, Cloud Sync, CloudFactor, Chatter and Content Custom Sales Cloud for contact and pipeline management, account planning, activity tracking, sales dashboards and reports Chatter used as focal point for account team collaboration and pilot feedback Salesforce Content and content libraries enable versioning of sales material Curriculum for “MWV Academy” to drive adoption Internal Use Only 27 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 29. Branded Sales and Distribution Community 2GB of content created each month All data easily accessible from one place 1,000s of CDs mailed to individual reps Saved money and environment with online portal Low-tech audience Easy-to-use and widely adopted by 1,000s of reps Highly Branded Custom Content Portal with Chatter Unique user experience displays recent announcements, featured content for easy access and sharing based on individual role Direct links to Salesforce Content and calendaring included in search bar Reps use Chatter to collaborate around how best to use content in the field Built using Authenticated Sites Internal Use Only 28 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 30. Cross-functional Collaboration 12 disconnected systems Single source for sales collaboration Unproductive sales teams Improved ability to monetize internet destinations Lack of shared knowledge Deployed in 60 days on tight budget The Source - Enterprise Sales Collaboration Portal for 3,000+ Users Using Content and Chatter as a collaboration platform, tightly integrated with sales process “Everyone at Yahoo! wants access” Agile, iterative, quick moving approach to deploy within tight timeframe & budget Internal Use Only © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 31. Scale Sales Process to Support 10x Growth Ad hoc sales processes Scale to accommodate sales team growth of 10x Disconnect with back-office Audit-ready in support of future IPO Lacking scale Ad Sales tripled in 2011 Scalable Ad Sales App to Facilitate Unified Global Process & Order Management Customized Ad Sales via Force.com with integration to Twitter Ad Server for combined info on bookings & services Opportunity automation with Ad Server integration for Insertion Orders, Echosign, D&B 360, inventory calendars International terms and insertion orders for UK, Canada, and Japan Internal Use Only 30 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 32. Following Inventory via Chatter Social Calendar Function for Monitoring, Following and Scheduling Ad Sales Hold/Challenge/Out for Signature/Booked Hold block and hold custom objects Echosign integration Internal Use Only 31 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 33. 3 Keys to Success 1. Define Intent and Use Cases by Audience 2. Bring Chatter into the Tools People Use to Work 3. Track Usage Metrics and Gauge Success 32 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 34. 1. Define Intent and Use Cases by Audience Our Priority (1-10) Example in Chatter 33 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 35. 2. Bring Chatter into the Tools People Use Appirio CloudFactor 34 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 36. 3. Track Usage Metrics and Gauge Success 35 © 2012 Appirio, Inc. - Confidential #ChatterSuccess
- 37. About Apttus 2013 – Deal Maximizer Deep domain expertise MS Office 300+ Customers Over 60 Fortune 500 2012 - Chatter X-Author iPad for MS Office 450,000+ Users OS 93% customer retention rate 2011 - iPad OS for CPQ Used by salesforce.com CPQ 2009 - Configure, Price, Quote Proposals & Quoting 2008 - Proposal & Quoting Mngt 2007 - Appy Award – Best Application 2007 - Helped commercialize Force.com Contract Management 2006 - First Salesforce Contract Lifecycle Mgt solution APTTUS Confidential #ChatterSuccess APTTUS
- 38. Enterprise Social Success APTTUS Confidential #ChatterSuccess APTTUS
- 39. convenient, simple, instant share mail apps text call APTTUS Confidential #ChatterSuccess APTTUS
- 40. But in business life… APTTUS Confidential #ChatterSuccess APTTUS
- 41. Make Chatter Accessible APTTUS Confidential #ChatterSuccess APTTUS
- 42. Make Chatter Accessible APTTUS Confidential #ChatterSuccess APTTUS
- 43. Make Chatter Accessible APTTUS Confidential #ChatterSuccess APTTUS
- 44. At Work text call apps share collab mail work pres docs books APTTUS Confidential APTTUS
- 45. text call apps mail docs work books pres APTTUS Confidential #ChatterSuccess APTTUS
- 46. convenient, simple, instant APTTUS Confidential #ChatterSuccess APTTUS
- 47. Apttus X-Author Chatter: Outlook APTTUS Confidential #ChatterSuccess APTTUS
- 48. Apttus X-Author Chatter: Outlook APTTUS Confidential #ChatterSuccess APTTUS
- 49. Apttus X-Author Chatter: PowerPoint APTTUS Confidential #ChatterSuccess APTTUS
- 50. Apttus X-Author Chatter: Word APTTUS Confidential #ChatterSuccess APTTUS
- 51. Apttus X-Author Chatter: Excel APTTUS Confidential #ChatterSuccess APTTUS
- 52. Remember! To increase Chatter usage & adoption convenient, simple, instant APTTUS Confidential #ChatterSuccess APTTUS
- 53. Q&A Jules Ehrlich Daniel Chang VP and GM, Director, Advanced Solutions Business Development Balakrishna Narasimhan VP, Marketing & Strategy APTTUS Confidential #ChatterSuccess APTTUS