SF Content Overview
- 1. Introducing Salesforce Content
- 2. 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 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, 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 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, 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 quarterly report on Form 10-Q filed on October 31, 2007 and in other filings with the Securities and Exchange Commission. These documents 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 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.
- 3. Most Business Information is Unstructured Business Information Breakdown by Type Sources: Merrill Lynch, IDC Corporation Accounts Opportunities Contacts Campaigns Forecasts Cases Calendar Structured Data
- 4. Most Business Information is Unstructured Business Information Breakdown by Type Sources: Merrill Lynch, IDC Corporation Marketing collateral Sales presentations Competitive alerts Contracts Pricing worksheets Training podcasts Webinars Unstructured Content
- 5. Salesforce.com Managing Growth and Sales Effectiveness 2002 Small Sales & Marketing Team based mainly in San Francisco Dozens of content authors Small Number of Sales Materials 2007 Global, Distributed Teams Hundreds of content authors Many thousands of Sales Assets Delivering the right Sales & Marketing Content to Sales and getting feedback from the field is key to CRM Success Challenges Where do new hires go to find everything they need? How do you make sure everyone is presenting the right message? How do you make sure you keep the useful docs fresh and archive the rest?
- 6. No Feedback Loop Day-To-Day Impact of Content Out of Control Sales create their own materials I can’t find that presentation so I’ll have to make something myself Doesn’t HQ understand that our competitive positioning is off? Chaos when content changes Pricing v071507.b Pricing v062807.c Are we quoting different prices for the same product? Hard to Find Content Why does it take 15 minutes to find a document in all these folders?
- 7. … As Most Companies Have Experienced It is difficult for sales reps to find the documents they need Sales reps often use outdated documentation Information that sales gathers is not passed back to marketing We cannot track what sales/marketing materials are used 43% 51% 58% 57% Source: Socratic Technologies survey of 242 existing EE/UE Salesforce customers; Sept 2007
- 8. The Cost of Poor Content Management is Significant Longer ramp-up time for new hires Longer sales cycles: decisions take longer Lower close rates and sales effectiveness Endless stream of email and phone calls Outdated branding and positioning Low ROI on content investment Sales Teams Marketing Win rates for sales teams at companies that excel at Dynamic Sales Knowledge are significantly higher, and that improvement is a result of the reps selling more competitively against their competitors . “ ” Source: CSO Insights, “Dynamic Sales Knowledge Management: What Sales Must Know to Win The Game,” 2007
- 9. The Consumer Web Has Shown a Better Way Preview Before Download Rate and Review Filter Search Results Create Custom Alerts Search with Keywords Tag Content
- 10. Arm Your Sales Reps with the Most Relevant Content Share Any Content Instantly Find the Best Content Every Time Get More Value with User Feedback Proactively Deliver the Right Content Integrated with the application sales uses every day, Salesforce.com
- 12. Extend Content Collaboration to Every Employee Service / Support Documentation Legal Contracts Engineering Product Plans Human Resources Forms and Policies Procurement SLAs & Vendor Contracts Professional Services Knowledge Management
- 13. Trapeze Improves Sales & Marketing Productivity Challenge Sales couldn’t find content on the corporate Intranet Marketing relied on IT for Intranet updates, and thus could not publish at will Sales contacted marketing directly to obtain content, which hurt productivity Solution Results “ ” Rolled out Salesforce Content as a single sales and marketing repository Enabled marketing to publish content in real-time Created custom document categories aligned with the Trapeze business Sales reps save 2 hours per month Marketing has insight into document usage and quality, plus feedback from sales Marketing is more efficient since sales has true self-service capability Now sales finds the most relevant documents in half the time, and marketing sees what content is most valuable to the field. - Director, Product Marketing
- 14. If you found this interesting… Hear Customers talk at Dreamforce http://blogs.salesforce.com/salesforce_content/2007/11/customers-speak.html Salesforce Content Blog http://blogs.salesforce.com/salesforce_content What’s coming in Spring ’08 http://blogs.salesforce.com/features/salesforce_content/index.html