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No IT project should go without hard TCO/ROI numbers. Join us to learn how companies that have adopted cloud app platforms are seeing an immediate return on their investments. We'll explain how the changing economics of app development allow you to deliver value back to the business in weeks and months. We'll explain the new KPIs companies are using to deliver project success in the mobile and social world.
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Salesforce Platform: Show Me the Money The Case for Cloud App Platforms
Rosie Pongracz, Salesforce.com, Director - Platform Product Marketing Sandipan (Sandi) Panigrahi, Salesforce.com, Manager - Value Consulting
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 intellectual property and other litigation, risks associated with 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-Q for the most recent fiscal quarter ended July 31, 2012. This 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.
Biz Analysts
Governance & Change
Management
Infrastructure Management
Innovation
Infrastructure
Business Analysts
Governance & Change
Management
Infra Mgmt
Business Focus
Technology Focus
Michael Walsh, CIO
“With salesforce.com we spend 80% of our time on business results.”
Cloud Platforms: Innovation Focus Not Infrastructure
“Eight out of ten dollars spent on IT by companies is to ‘keep the lights on’ ”
*The New IT Investments Powering Productivity and Growth, Gartner Symposium/ITxpo
5x Faster and 40% Lower TCO
Force.com is 4.9x Faster
Force.com is 4x Faster at a 54% Lower TCO
Traditional Business Case
Independent Third-Party Salesforce.com Customer Relationship Survey Results June 2012
Robin Brinker Sr. Director of Enterprise Technology Solutions [email protected]
All about Vital Vital Images, Inc offers advanced visualization medical imaging software to enable the visualization and analysis of 2D, 3D and 4D images of anatomy and physiological function using CT (computed tomography) and MR (magnetic resonance) scan data.
Established in 1988, acquired by longtime business partner Toshiba in 2011
Customers include: hospitals, clinics, imaging centers, etc.
Users include: radiologists, cardiologists, oncologists, surgeons, etc.
5,000 Customers in more than 100 countries
J.D. Power Certified for Service Excellence
MN High Tech Tekne award 2 years
SFDC Customer Since – January 2009
260 employees with 200+ SFDC licenses
Robin Brinker
SR. DIRECTOR OF ENTERPRISE TECHNOLOGY SOLUTIONS
Over 6 years at Vital 2 ½ years using SFDC
CRM consultant for 10+ years before joining Vital. Manages internal IT functions including the Enterprise Applications team which implements and maintains SFDC and all other enterprise applications.
Why Salesforce.com
Rapid implementation for sales and service
Low cost configuration and support
Expand functionality iteratively ALTERNATIVE
SAP CRM INTEGRATIONS
Website (Customer Portal) LMS
Salesforce.com at Vital
Chat
Fixed Asset Management
Change Management
IT Project Management
Contract Management
Coming Soon
The ROI - $250K in Savings after first year THE CHALLENGE
No visibility Costly manual process Surplus Hardware
Lack of Reporting Metrics Lost Inventory Costs OPTIONS EVALUATED
SAP (already owned) Existing Solution (free) AppExchange and other 3rd party Apps FORCE.COM SOLUTION
3 months with part time internal team
$250K+ savings in reduced HW purchases after 1 year
Fixed Asset Management
Solution
Our Advice to Measuring the Benefits of Salesforce
Create Business Case just as you would for a new purchase
Define SMART goals from project and demonstrate value 3 month
6 month
Look beyond IT benefits and quantify business outcomes Include Resource Savings and Productivity Improvements
Seek higher utilization of existing platform to lower your total cost of ownership per application
Elias Dayeh Director, Business Operations [email protected]
All about Axcient
Axcient is the leading provider of cloud-based data and application protection and uptime solutions for the Small and Mid-Sized Business (SMB) market and ensures data, application, and system uptime, all the time, with its market-leading data backup, business continuity, and disaster recovery solution
SFDC Customer Since 2009
80 SFDC Unlimited Users, 1800 Partner Portal Users
#129 Inc 500 2012
Hardware & Software SaaS Company
About Me
Elias Dayeh Director Business Operations
Years with Axcient - 7 Months Years using SFDC - 7 Years
Own strategy, architecture, development, integration and operations of Axcient’s enterprise applications Former Director, Business Operations, Motorola Mobility (A Google Company)
575 SFDC Unlimited Users 3rd Party SW Bill of Materials built on SFDC “Face” of Motorola Mobility for SFDC
Why Salesforce.com
Why did Axcient Pick Salesforce.com? Scalability
Flexibility Enterprise Solution
Integration Speed
APIs
AppExchange Ecosystem
Salesforce.com at Axcient via AppExchange
Salesforce.com at Axcient via Custom Integrations
Benefits observed
• Productivity
• Visibility
• Collaboration
• Centralized Vision
• Implementation Speed
• Ease of Use
IF ITS NOT IN SFDC IT DOESN’T EXIST
Key Learning
Understand the SFDC Framework and Platform
Understand your Current Infrastructure
Understand your Baseline
Create Metrics Clicks
Hours
Measure Metrics Constantly Be Anal about it
Clicks Clicks
Hours Hour
Cédric Gueuning E-Business Project Manager @GCedG
Chris Timmerman
E-Business Project Manager & Business Analyst @_ChrisTimmerman
All about Electrabel GDF SUEZ Part of the group GDF SUEZ
Former state owned monopoly in the energy market in Belgium (production, distribution , sales and trading), and actor in other European countries
After liberalization : production and sales in Belgium, Netherlands and Germany
About Us
Cédric Gueuning Chris Timmerman e-BUSINESS PROJECT MANAGER
7 years with GDF/SUEZ 2,5 Years using SFDC
E-Business department, mostly intranet projects
Administrator and SFDC Developer
E-BUSINESS PROECT MANAGER & BUSINESS ANALYST
5 Years with GDF/SUEZ 7 Years using SFDC
SFDC Consultant & Administrator
Why Salesforce.com
Low cost applications
Rapid implementation
Workflows and real-time reporting ALTERNATIVES
MS Sharepoint / .Net
Excel, emails, … INTEGRATIONS
SAP HR (Manual)
GDF/SUEZ
M&S
HR
Salesforce.com at Electrabel GDF SUEZ
Internal Job Applications Lease Car Management Plan Cafeteria Job Promotions Parking Space Allocation Expats Management
Customer Appointments B2B Customer Training eBusiness Change Requests
Purchasing Process IT Security Reports Sports and Event Registrations
LOGISTICS
Real Estate
ROI – Sharepoint vs Force.com
Our best ROI story so far …
ROI 7 x faster than a sharepoint project on KIR
COST Sharepoint .NET Force.com
Development 160k 260k 40k
Ongoing Running (including infrastructure) 280k 240k 40k
Adding business value at low cost Example: Employee 360°
Standardised and integrated processes Reduced number of errors
Centralised data and reporting
Automated triggering
No single point of failure
Reduced fraud
Global view
Improved use of resources
Future app
Fleet and Parking
attribution
Building and Parking access
Benefits
Hardware Software
Job promotions
Expat mobility
Employee 360°
Our Advice to Measuring the Benefits of Salesforce
Low resources needs time
money
People
infrastructure
Speed of implementation – Faster Time to Market
No infrastructure – Lower TCO
Great foundation – Lower Future Costs
Wrap
In Summary
Key Business Priorities
Revenue Generation
Business Cost Savings
IT Cost Savings
Ramp Time
Cross Sell Rate
Marketing Leads
Hiring Costs
Productivity
Admin Overhead
Customization
Maintenance
Servers
Building a Business Case Beyond Cost
Source: Market Tools “Salesforce.com Customer Relationship Survey Results” May 2012
Agility Build Social Front Ends
Innovation Create Engaging Customer Apps
Optimization Automate Your
Business
Increase Productivity
Unlock Legacy Data
Create new Channels
29% Increase in Innovation
+33% Increased employee
productivity
+56% Improvement in finding
information
+30% Improvement in response rate
Where can we find more?
- Join the “Measure Business Value” chatter group - http://bit.ly/Pk4vxL
- Find a list of all metrics that the Platform has improved - Look for the Annual Salesforce.com Voice of the Customer Survey
- Use the online Business Case Calculator for the Platform
http://www.salesforce.com/platform/tco/
- Ask your Salesforce.com Sales Rep for help and advice
- Visit the Measure Booth in the Customer Success Campground
Robin Brinker Senior Director of
Enterprise Technology Solutions
Elias Dayeh Director Business
Operations
Cedric Guennig Chris Timmerman E-Business Project
Manager E-Business Project
Manager and Business Analyst
