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STEP 1: TEXT 22333STEP 2: Put in message box, ANGELICAMACA587
Top Pipeline ReportsReports to Grow Pipeline and How to Make These Insights Your Own!
Angelica MacatangayManager, Solution [email protected]
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.
Safe Harbor
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We sell many thingsI might talk about othersBuy what we sell now
Top Pipeline Reports and Dashboards to Drive Success
Rawson HobartSenior Director of IT
Top Pipeline Reports and Dashboards to Drive Success
Steve De MarcoVP of Worldwide Sales
Top Pipeline Reports and Dashboards to Drive Success
Dean TobeRVP, Commercial Sales
Top Pipeline Reports and Dashboards to Drive Success
Dean TobeRegional Vice President
Salesforce
Steve De MarcoVP of Worldwide Sales
Xactly
Rawson HobartSenior Director of IT
Embarcadero Technologies
Greater Visibility into Sales Funnel to Grow PipelineTop Sales Leaders Answer these Questions with Sales Reports and Dashboards
Is Our Pipeline Real?
Is Our Pipeline on Track?
What is my Pipeline Evolution?
Leveraging Reports and Dashboards to Grow Pipeline Take the Emotion out of the Pipeline to Increase Accuracy
Goals for Today’s SessionWalk away from “Top Pipeline Reports” with:
Reports and dashboards to eliminate the emotion
Pipeline management best practices
Insights to make your own
Rawson HobartSenior Director of IT Embarcadero Technologies is a global software company with $100M in annual revenue. We sell tools for Database Architects, Database Analysts, and Developers.Years in with Salesforce: 4 years
Demo
Based off Past Performance, is our Pipeline on Track?Obstacles:• High Turnover = Lost Insight• No Sales Process• Inefficient use of SFDC
• Create Opportunity Historical Trends Reports• Accurate Probability of Closure per Rep• Manage at every time frame: wk/wk, mth/mth, etc.
Solution:
Steve De MarcoTitle: Vice President of Worldwide SalesXactly offers cloud-based, enterprise software for sales performance management, sales effectiveness, sales compensation, and employee engagement.Years in with Salesforce: 14 years
Demo
“How Do We Know Our Pipeline is Real?”
• Rapidly growing Sales Teams across all segments• Unreliable data• Zombie Opportunities
Solution:• Clearly defined Sales Process• Dashboards as ‘Diagnostics’ for Pipeline• Exception reporting to find ‘non-actions’
Obstacles:
Dean TobeTitle: Regional Vice President, Commercial SalesYears in with Salesforce: 6 years
Demo
“What is our Pipeline Evolution?”
• Inaccurate pipeline creation• Over protected vs. happy ears pipeline• Never enough pipeline in General!
Solution• ‘Only real if it’s in Salesforce’ policy• Understand pipeline creation cadence
• Measure creation timeline• Stage advancements• Pipeline spread
Obstacles
Greater Visibility into Sales Funnel to Grow Pipeline
Is Our Pipeline Real?
Exception Reporting‘Non-Action’ Dashboards
Greater Visibility into Sales Funnel to Grow Pipeline
Is Our Pipeline on Track?
Opportunity HistoricalTrend Reports
Greater Visibility into Sales Funnel to Grow Pipeline
What is my Pipeline Evolution?
Pipeline Advancement Reports
Pipeline Specific Dashboards
Q&A
Next Steps for YOU! Create a “Non-Action” Dashboard Build an Opportunity Historical Trends Report Leverage Bucket Fields in a Current Pipeline Report Track your Pipeline Stage Advancements
Lightning Experience at Dreamforce
SALES CLOUD KEYNOTETHEeventtogotoforLightningMosconeSouthThursday,Sept1710:30AM
AlsofeaturedinMAINandSMBKEYNOTESPlatform,AdminKeynotes
TRACK SESSIONSLightningRoadmap:TheAllNewLightningExperienceandPlatform
SalesCloudDeepDive:LightningExperienceRoadmap
IntroductiontoLightningExperienceLightningExperienceHighlights
TheInsightfulSalesPerson:IntelligenceintheSalesCloud
LearnMoreAboutLightningExperience:TheNewCRMYouWantandLove
Join us in theSALES ZONE inMosconeWest3PRODUCT SHOWCASE inExpotogetHandsOnwithLightning
TRAILHEAD inMosconeWestthefuneasywaytolearnLightning
WheretolearnmoreabouttheallnewSalesforce
Thank you
AppendixExamples of Featured Reports and Dashboards
Reporting Insight into Late Closes and SandbaggingWeekly Team Oppty
For step by step instructions on setup, use this help documentWeekly Team Oppty
Search for ‘historical’ and
by default these fields are included
Track Rep Performance Historically to Predict Current BehaviorQuarterly Pipeline Review
Understand what is Real in Your Pipeline with Exception ReportsWTForecasting Dashboard
Use dashboard
filters to allow each
manager to search for their team
Collection of exception reports looking for non-actionsWTForecasting continued..
Create filters using equals and not equal