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DF14-So Many Features Dreamforce ’14 Presentation FINAL-Monday-13OCT2014

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Mudit Agarwal
Mudit Agarwal

Our team introduced resources and programs to help customers drive adoption and ROI from Salesforce. The presentation discussed personalized success plans, success managers, success architects, and strategic projects from their certified Salesforce implementation team. It also covered training, certification, and customized learning paths to help customers get the most from their investment. Speakers from Dell and VMware then shared their journeys transforming with Salesforce and processes for evaluating new features in releases.

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So Many Releases, So Many Features, So Little Time - How Do I Keep Up? Angela Yu – Dell – Director – Global Salesforce Deployment Duane DeRouen – Dell - IT Director – Commercial Sales & Marketing Mudit Agarwal – VMware - Lead Architect - Cloud Applications Brad Hudak – salesforce.com - Customer Success
Introducing Our team of certified experts and innovative offers combined with our market-leading cloud solutions accelerate the business value our customers are able to realize. VISIT THE SUCCESS HUB @ THE HILTON
Personalized success resources and programs to drive your adoption and ROI Success Plans Success Managers Your business advisors who enable the delivery of maximum business value Success Architects Your certified & trusted technical best practice advisors Strategic Projects The most certified Salesforce implementation team to help you realize and extend your vision Training and Certification Get the most out of your investment with role-based, customized learning paths and certification.
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.
Join the conversation Session Chatter Group “So Many Releases...How do I keep up?”
Session Objectives • Gain insight into how to manage a feature rollout process • Understand methods for evaluating seasonal releases • Learn about tools to help manage feature evaluation • Inspiration to improve your own seasonal release process
salesforce.com’s Seasonal Release • Drives continuous innovation for Salesforce and our Customers • Three releases and automatic upgrades each year • IdeaExchange helps feature release planning • One of the most valuable benefits of salesforce.com
Types of Feature Enablement • Auto Enabled – Automatically on for all users • Admin Only – Automatically on for admins only • Requires Setup – Configuration needed to utilize the feature • Contact Salesforce – Contact Salesforce to enable feature • Pilot / Beta – Feature is not GA, must apply for the program DNAE = Do-Not-Auto-Enable (back end setting)
Session Presenter Comparison • Single Org for Sales, Channels, Service, Marketing • High release cadence (Weekly, Monthly, Quarterly) • DNAE = False • 12K Internal & 450k partner users worldwide • Chatter not enabled • Multi Org • Frequent releases (Quick Hit, Sprint, Major Release) • DNAE = True • 448K users worldwide (80K Internal + 368K External) • Sales Cloud Focus • Chatter Enabled
Mudit Agarwal Lead Architect - Cloud Applications
VMware is the Customer Proven Market Leader Company Overview – $5.21 billion in 2013 revenues – 17,000+ employees worldwide – 5th largest infra software company in the world – 50+ locations worldwide  Proven in the Trenches – 500,000+ VMware customers – 75,000+ Partners – 100% of Fortune 500 – 99% of Fortune 1000 For Fifth Consecutive Year, VMware Named a Leader in 2014 Magic Quadrant for x86 Server Virtualization Infrastructure!
VMware salesforce.com Journey Phase 1 - PRM (2009) Phase 2– Lead Mgmt (2009) Phase 3- Sales Cloud (2010) Phase 4 - Svc Cloud 2011 Roadmap Releases 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 400,000 450,000 CY2009 CY2010 CY2011 CY2012 CY2013 CY2014 Partner Users 0 2000 4000 6000 8000 10000 12000 CY2009 CY2010 CY2011 CY2012 CY2013 CY2014 Internal Users
Salesforce Center of Excellence Bi-Weekly Meeting
VMWare - Feature Evaluation Process Tie to a release Regression test Enable in SB Get inputs on next steps (PoC) Review in CoE Filter list based on VM Need Review Notes 6-8 Weeks Filtered (20) Next Step (12) Enable (5) Future (7) Typical Feature Progression
How to Build Effective Feature Enablement Process Cross-functional Buy-in Make It Relevant Impact Analysis Demo/ Discussions Proof-of- Concept Plan to Rollout IT + Biz IT
Duane DeRouen IT Director Commercial Sales & Marketing Angela Yu Director Global salesforce.com Deployment
view “Technology has been about enabling human potential” -Michael Dell Our Purpose • Delivering technology solutions that enable people everywhere to grow and thrive • We make technology that works in service of our customers • We make the complex simple • We make the powerful easy to use • We drive out inefficiency • We deliver superior long-term value Accelerating our strategy as a private company • Invest in research and development • Enhance and simplify our customer experience • Intensify presence in emerging markets • Grow PC, tablet and virtual computing services • Expand our sales force and channel relationships to better support customers Privatization • 100% of G20 governments are served by Dell • 98% of Fortune 500 companies use Dell • 10 millions small businesses partner with us • We are in 60,000 retail locations globally Market • More than 100,000 Dell employees around the world serve customers wherever they need us Size 4 major categories we serve: • End User Computing – client PCs, mobility, peripherals, 3rd party software • Enterprise Solutions – servers, storage, networking, virtualization • Services – Global support & deployment infrastructure & cloud computing, application and BPO, security solutions • Software – Dell IP Software Products We give customers the power to do more Dell Company Overview
Dell salesforce.com Transformation Global Direct & Channel Sales, Acquisitions 2008 Collaboration 2010 2013 2014 Consolidation Integrations & Governance Account Planning 2011 IdeaStorm 2009 Channel, Major Acquisitions 2012 • 4 end-state orgs • Org growth through acquisition • Customization to fit Dell purposes • 448K+ users access • Best in class in-house Salesforce knowledge • Strong change management process • Evolution of Dell Main org
Study of Salesforce Feature Utilization Findings: • 189 Features Enabled • 8 Features In Pilot • 184 Features Not Applicable to Dell • 162 Features Not Yet Enabled or Reviewed  Opportunity for more standard feature utilization Reviewed 543 configurable features from the last 10 salesforce.com releases Enabled (35%) Pilot (1%) Candidates for Enablement (30%) Not Applicable to Dell (34%)
So Many Releases, So Little Time, Time to Catchup Eliminated from Consideration (14% / 22) Researching (36% / 59) Revisit in Future (22% / 35) Schedule for Release (16% / 26) Released (7% / 11)Obtain Stakeholder Feedback (5% / 9) Candidates for Enablement Analysis (The 30% - 162 Features) Quick Hit Sprint Release Major Release
Utilize Salesforce to Facilitate the Reviews Replace Tracking and Reporting from Excel to a Force.com app
Results and Next Step • 37 (23% of the 162) New Feature Deployment 11 features deployed to production 26 features being scheduled into the next few releases • 68 More Features In Review • Using the new force.com app to manage and track progress Track and update current backlog Add Winter 15 release features and beyond • Incorporate the new force.com app into the regular internal CR intake process A New Process to manage So Many Features & Releases with So Little Time!
Session Chatter Group “So Many Releases...How do I keep up?” Join the conversation
www.salesforce.com/success-services Learn more! Visit our Success Hub @ the Hilton this week
DF14-So Many Features Dreamforce ’14 Presentation FINAL-Monday-13OCT2014

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DF14-So Many Features Dreamforce ’14 Presentation FINAL-Monday-13OCT2014

  • 1. So Many Releases, So Many Features, So Little Time - How Do I Keep Up? Angela Yu – Dell – Director – Global Salesforce Deployment Duane DeRouen – Dell - IT Director – Commercial Sales & Marketing Mudit Agarwal – VMware - Lead Architect - Cloud Applications Brad Hudak – salesforce.com - Customer Success
  • 2. Introducing Our team of certified experts and innovative offers combined with our market-leading cloud solutions accelerate the business value our customers are able to realize. VISIT THE SUCCESS HUB @ THE HILTON
  • 3. Personalized success resources and programs to drive your adoption and ROI Success Plans Success Managers Your business advisors who enable the delivery of maximum business value Success Architects Your certified & trusted technical best practice advisors Strategic Projects The most certified Salesforce implementation team to help you realize and extend your vision Training and Certification Get the most out of your investment with role-based, customized learning paths and certification.
  • 4. 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.
  • 5. Join the conversation Session Chatter Group “So Many Releases...How do I keep up?”
  • 6. Session Objectives • Gain insight into how to manage a feature rollout process • Understand methods for evaluating seasonal releases • Learn about tools to help manage feature evaluation • Inspiration to improve your own seasonal release process
  • 7. salesforce.com’s Seasonal Release • Drives continuous innovation for Salesforce and our Customers • Three releases and automatic upgrades each year • IdeaExchange helps feature release planning • One of the most valuable benefits of salesforce.com
  • 8. Types of Feature Enablement • Auto Enabled – Automatically on for all users • Admin Only – Automatically on for admins only • Requires Setup – Configuration needed to utilize the feature • Contact Salesforce – Contact Salesforce to enable feature • Pilot / Beta – Feature is not GA, must apply for the program DNAE = Do-Not-Auto-Enable (back end setting)
  • 9. Session Presenter Comparison • Single Org for Sales, Channels, Service, Marketing • High release cadence (Weekly, Monthly, Quarterly) • DNAE = False • 12K Internal & 450k partner users worldwide • Chatter not enabled • Multi Org • Frequent releases (Quick Hit, Sprint, Major Release) • DNAE = True • 448K users worldwide (80K Internal + 368K External) • Sales Cloud Focus • Chatter Enabled
  • 10. Mudit Agarwal Lead Architect - Cloud Applications
  • 11. VMware is the Customer Proven Market Leader Company Overview – $5.21 billion in 2013 revenues – 17,000+ employees worldwide – 5th largest infra software company in the world – 50+ locations worldwide  Proven in the Trenches – 500,000+ VMware customers – 75,000+ Partners – 100% of Fortune 500 – 99% of Fortune 1000 For Fifth Consecutive Year, VMware Named a Leader in 2014 Magic Quadrant for x86 Server Virtualization Infrastructure!
  • 12. VMware salesforce.com Journey Phase 1 - PRM (2009) Phase 2– Lead Mgmt (2009) Phase 3- Sales Cloud (2010) Phase 4 - Svc Cloud 2011 Roadmap Releases 0 50,000 100,000 150,000 200,000 250,000 300,000 350,000 400,000 450,000 CY2009 CY2010 CY2011 CY2012 CY2013 CY2014 Partner Users 0 2000 4000 6000 8000 10000 12000 CY2009 CY2010 CY2011 CY2012 CY2013 CY2014 Internal Users
  • 13. Salesforce Center of Excellence Bi-Weekly Meeting
  • 14. VMWare - Feature Evaluation Process Tie to a release Regression test Enable in SB Get inputs on next steps (PoC) Review in CoE Filter list based on VM Need Review Notes 6-8 Weeks Filtered (20) Next Step (12) Enable (5) Future (7) Typical Feature Progression
  • 15. How to Build Effective Feature Enablement Process Cross-functional Buy-in Make It Relevant Impact Analysis Demo/ Discussions Proof-of- Concept Plan to Rollout IT + Biz IT
  • 16. Duane DeRouen IT Director Commercial Sales & Marketing Angela Yu Director Global salesforce.com Deployment
  • 17. view “Technology has been about enabling human potential” -Michael Dell Our Purpose • Delivering technology solutions that enable people everywhere to grow and thrive • We make technology that works in service of our customers • We make the complex simple • We make the powerful easy to use • We drive out inefficiency • We deliver superior long-term value Accelerating our strategy as a private company • Invest in research and development • Enhance and simplify our customer experience • Intensify presence in emerging markets • Grow PC, tablet and virtual computing services • Expand our sales force and channel relationships to better support customers Privatization • 100% of G20 governments are served by Dell • 98% of Fortune 500 companies use Dell • 10 millions small businesses partner with us • We are in 60,000 retail locations globally Market • More than 100,000 Dell employees around the world serve customers wherever they need us Size 4 major categories we serve: • End User Computing – client PCs, mobility, peripherals, 3rd party software • Enterprise Solutions – servers, storage, networking, virtualization • Services – Global support & deployment infrastructure & cloud computing, application and BPO, security solutions • Software – Dell IP Software Products We give customers the power to do more Dell Company Overview
  • 18. Dell salesforce.com Transformation Global Direct & Channel Sales, Acquisitions 2008 Collaboration 2010 2013 2014 Consolidation Integrations & Governance Account Planning 2011 IdeaStorm 2009 Channel, Major Acquisitions 2012 • 4 end-state orgs • Org growth through acquisition • Customization to fit Dell purposes • 448K+ users access • Best in class in-house Salesforce knowledge • Strong change management process • Evolution of Dell Main org
  • 19. Study of Salesforce Feature Utilization Findings: • 189 Features Enabled • 8 Features In Pilot • 184 Features Not Applicable to Dell • 162 Features Not Yet Enabled or Reviewed  Opportunity for more standard feature utilization Reviewed 543 configurable features from the last 10 salesforce.com releases Enabled (35%) Pilot (1%) Candidates for Enablement (30%) Not Applicable to Dell (34%)
  • 20. So Many Releases, So Little Time, Time to Catchup Eliminated from Consideration (14% / 22) Researching (36% / 59) Revisit in Future (22% / 35) Schedule for Release (16% / 26) Released (7% / 11)Obtain Stakeholder Feedback (5% / 9) Candidates for Enablement Analysis (The 30% - 162 Features) Quick Hit Sprint Release Major Release
  • 21. Utilize Salesforce to Facilitate the Reviews Replace Tracking and Reporting from Excel to a Force.com app
  • 22. Results and Next Step • 37 (23% of the 162) New Feature Deployment 11 features deployed to production 26 features being scheduled into the next few releases • 68 More Features In Review • Using the new force.com app to manage and track progress Track and update current backlog Add Winter 15 release features and beyond • Incorporate the new force.com app into the regular internal CR intake process A New Process to manage So Many Features & Releases with So Little Time!
  • 23. Session Chatter Group “So Many Releases...How do I keep up?” Join the conversation
  • 24. www.salesforce.com/success-services Learn more! Visit our Success Hub @ the Hilton this week