Wrestling Alligators: How Salesforce Partners Can Increase Close Rates & Deliver Features Faster

Wrestling AlligatorsHow Salesforce Partners Can Increase Close Rates and Deliver Features Faster

Christopher Van HornSpringCMSenior Product Manager

Keith LitwinSpringCMSenior Director, SoftwareEngineering

Brian WalshCodeSciencePartner & Chief Strategy Officer

Michelle PaitichSalesforceDirector, ISV Partner Success Group

Forward-Looking Statements

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.

Agenda

• Introductions• Who is SpringCM?• Who is CodeScience?• Challenges• The Installation Experience• The Developer Experience• Q&A

Average Deal Size

3x Product Releases

6x Close Rate Increase

25%

Christopher Van HornSenior Product ManagerSpringCMcvanhorn@springcm.com@jcvanhorn

Keith LitwinSenior Director, Software Engineering SpringCMklitwin@springcm.com@keithlitwin

Brian WalshPartner & Chief Strategy OfficerCodeSciencebrian@codescience.com@thepartycow

Michelle PaitichDirector, ISV Partner Success GroupSalesforcempaitich@salesforce.com@MPaitichSFDC

Who Is SpringCM?#1 Contract Lifecycle Management tool

10

More than 600 customers in 100 countries

96% Renewal rate

98% Customer satisfaction

rating

600 96% 98%

10 years in business

SpringCM by the Numbers

SpringCM for Salesforce in 60 Seconds

We manage contracts, documents, and all types of content in Salesforce better than anyone

SpringCM is natively integrated in Salesforce

Over 500 Salesforce customers manage their entire sales contract lifecycle – and much more – with SpringCM for Salesforce

Start in Salesforce, stay in Salesforce

SpringCM - #1 Content Lifecycle Management Tool

• Secure, centralized repository• Search – full text search available • Mobile accessibility w full Salesforce 1 support• Metadata and Attributes

• NDA’s and Master License Agreements• e-forms • Templates • Third-party paper

• Redlining and document compare• Workflow• Version Control• Clause Library• Office 365 integration• Tracking, centralized and individual

• Fax, email, scan• OCR Scan of every document• Legacy contract migration

• Audit trail• E-Signature• Obligation reminders

• Reporting • Analytics• Dashboards • Flexibility for best practice

• Reminders• Automation• Post-Signature Notices

1. Storing

2. Generating

3. Negotiating

4. Importing5. Administration & Execution

6. Optimization

7. Renewal

Who Is CodeScience?Cracking the code on thriving SaaS businesses

We go whole hog for ISVs

Product Development Organization We’ve been here a while

Apps on the AppExchange

>75 Founding member Happiest, smartest

employees, ever

61

The ChallengesThe Customer and Developer Experiences were Challenging

The Customer Journey

AppExchange Listing Website Sales Cycle Install Demo Buy Training Engaged

Users

Danger Will Robinson, installation ahead

Slow Product Release Cycle

Ideas

Build

Release

Measure

Data

Learn

This should be as fast as possible

The Installation ExperienceA major hurdle in the customer journey

The Challenge

Page installation guide

MVP never moved beyond MVP

30+ Difficult auth

process Manual steps per object (or

MORE!)

4 Confusing mapping process

Identify the Salesforce Administrator User Persona

• Exist in every customer from SMB to Enterprise

• Majority are declarative developers

• Workload is heavy and time constraints are real

• Can range from expert to beginner skills

• Connected in the community – they talk to other Admins

• Influencer in buying cycle

The often neglected persona

Three Key Pieces of FunctionalityNew flows to install quickly

Standard OAuth flow for authentication

Mapping wizard Dynamic creation of Visualforce pages

Connecting Salesforce and SpringCM Uses Salesforce OAuth

1

Connecting Salesforce and SpringCM Uses Salesforce OAuth

2

Connecting Salesforce and SpringCM Uses Salesforce OAuth

3

Connecting Salesforce and SpringCM Uses Salesforce OAuth

4

Configuring File It for a Salesforce Object Guided wizard

1

Configuring File It for a Salesforce Object Guided wizard

2

Configuring File It for a Salesforce Object Guided wizard

3

Configuring File It for a Salesforce Object Guided wizard

4

Configuring File It for a Salesforce Object Guided wizard

5

Adding the Visualforce page to the page layoutTaken to the right place to add the page

1

Adding the Visualforce page to the page layoutTaken to the right place to add the page

2

Adding the Visualforce page to the page layoutTaken to the right place to add the page

3

The Results?

Reduction in installation guide

Proof is in the numbers

600% Immediate delight Deal size

3x

Unplanned Benefit• Salesforce SEs have similar

needs as Admins• The secret weapon in closing

more deals

The Developer ExperienceWhy don’t you love your geeks?

The Product Release Cycle

Ideas

Build

Release

Measure

Data

Learn

Iterate as quickly as possible

Far from idealThe Actual Product Release Cycle

Manual QA and Packaging Steps

Releases per year Developers in the Packaging Org

8-102-3

Developer as a Persona

Your devs love• Isolated Environments• Automation• Up to date environments• Source code management

(SCM)• More time to develop and

iterate on code

Love thy developers

Shiny, shiny toolsNew Tools for the Team

Metadata MigrationSource Code Management Continuous Integration

Developer Operations

Integration Org QA Orgs Packaging Org Developer Orgs

DevOps is all the rage with the cool kids

} {

The Results?

Major releases

This is iterating quickly

126 Minor releases Immediate QA Increased ARR

The Product Release Cycle

Ideas

Build

Release

Measure

Data

Learn

This process is now completed 18 times a year

18x

SummaryWhat did we learn?

SpringCM Lessons

Salesforce Administrators as a key Persona• Critical influencer• Don't create a hurdle in the customer journey• Declarative developers

Two often neglected personas

Your Developers as a key Persona• Developers love Source Control• Devs + QA love automated processes• Isolated environments speed development and QA

SpringCM ResultsPure money

Deal size

3x6x Product releases Close rate increase

25%

Q&ABring it, we can take it

@springCM@codescience@partnerforce

thank y u