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Full session information available on successforce.com.
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Transforming Wealth Management
Gary Roth, United Capital Financial Advisors
Sean Urban, Private Client Wealth Management Bank
Mark Abramowitz, Salesforce.com
Track: Financial Services
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2007. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Thank You to our Partners!!!
Agenda
Introductions
United Capital Financial Advisors
Private Client Wealth Management Bank
Salesforce Wealth Management Edition
Question and Answer Session
What Does It Take to Transform Wealth Management?
How do I establish a 360 degree view of my wealth management clients?
What does it take to establish wealth management processes centered on the customer?
What is the best way to roll out Salesforce for Wealth Management?
Transforming Wealth Management
Gary Roth, United Capital Financial Advisers Inc
All About United Capital Financial Partners
• INDUSTRY: Financial Services/Wealth Management
• EMPLOYEES: 100
• GEOGRAPHY: National
• # USERS: 60
• PRODUCT(S) USED: Sales Force Automation, AppExchange application
United Capital Financial Advisers (UCFA) is the nation's leading transformational acquirer of Wealth Management, Financial Planning and Corporate Pension Consulting firms.
As of September 2007 UCFA has over $7 Billion in client Assets under Advisory, with clients serviced by 12 regional offices across the United States.
United Capital Financial Partners – Key Challenges
Business Challenges• Acquisitive national wealth management and financial planning firm with robust
growth plan (8-12 acquisitions per year) • 360 Degree view of Client Information a must for achieving desired client
service and growth levels • Management of activities and meeting outcomes of distributed teams of
Advisers and Associates • Unique business processes that require central oversight and management
Technology Challenges• Replacing home-grown, legacy CRM System • Need for customizable application to fit company's business model • Integrating external systems to provide full-view of client data and company's
business • Training and rollout to multiple field offices with no disruption to daily client-
facing activities
United Capital Financial Partners – The Solution
How did we address these challenges?
• Make Salesforce the central repository for all field activity and
client data
• Customize Salesforce with key United Capital workflows and
processes
• Develop reports and dashboards to manage to our Critical
Success Factors
• Manage field rollout to ensure user adoption and satisfaction
United Capital Financial Partners – Results
What were the results? 96% user adoption rate per Salesforce.com's metrics (100% in
field offices)
Successfully transitioned 12 offices off of legacy systems in 60 days
Elimination of dozens of manual reports per week
Integrated Asset Management and Accounting systems into Salesforce within 90 days
Salesforce rapidly became the central repository for all client information and the practice management system for all field offices
United Capital Financial Partners – Key Points
Automation
Integration
Adoption
United Capital Financial Partners Demo
Transforming Wealth Management
Sean Urban and Private Client Wealth Management Bank
Private Client Wealth Management Bank – Key Challenges
Business Challenges
• Lack of a centralized CRM system / if there was a CRM system
adoption wasn’t so good.
• Need for federal regulatory oversight is increasing
• Manual processes in place
• No single place to find client information
Technology Challenges
• Disparate backend systems
• Short time frame to implement high impact projects
Private Client Wealth Management Bank - The Solution
How did we address these challenges?
• Salesforce.com is the front end to backend processes
• All client call notes entered into Salesforce.com
• Track complaints back to clients and related assets at risk.
• Implementation of Know Your Client process
• Integration with anti money laundering system
Private Client Wealth Management Bank – Results
What were the results?
• Removed manual entry of anti money laundering data
• KYC’s are approved and completed in just over a day, vs. 14 days. 1400% improvement.
• All regulatory data is now stored in one location
• Data can be updated and reported on demand
• Greater employee satisfaction
• Market share improvements
Transforming Wealth Management
Salesforce Wealth Management Edition
Introducing the Next Generation Desktop
Built for Financial Advisors: High Adoption
Wealth Management CRM : Manage Clients in One Place
Wealth Management Mash-ups: Pre-integrated Apps
Salesforce Wealth Management Edition Demo
Prepare for a Household Review Home Page
Client Detail
Financial Accounts
Portfolio Snapshot
Initiate Know Your Client Process
Salesforce Wealth Management Edition Roadmap
Version 1 Client Management Financial Accounts Know Your Client Interests Market Data and
News Outlook Edition and
Lotus Notes support Client Associate
Console
Version 2
Household Management
Group Tasks
Encrypted Fields
Printable Lists
Tagging
Plus: Enterprise or Unlimited Edition features
Version 3
Client Action Plans
Household
Management 2.0
Client and Book
Value
Trust Accounts (sub-
financial accounts)
Calendar and
Scheduling
Gary Roth
Chief Operating Officer
Sean Urban
Vice President
Mark Abramowitz
Director of Product Management, Financial Services
QUESTION & ANSWER SESSION
Don’t miss these Activities:
Visit our Financial Services Expo13 Partner Solutions Financial Services DemosMeet 700 Financial Services
AttendeesBirds of a Feather Industry
Luncheon: Tue 12:15Enjoy a Latte and Network in our
Industries Lounge
Transforming Wealth Management
Gary Roth, United Capital Financial Advisors
Sean Urban
Mark Abramowitz, Salesforce.com
Track: Financial Services