ü #DF15 by the Numbers
ü Benioff’s Keynote
ü Salesforce Core
ü Sales Cloud
ü Service Cloud
ü Thunder
ü Community Cloud
ü Salesforce Ecosystem
ü ServiceMax ProductIQ
ü AutoRABIT
ü Entytle
ü WalkeMe
ü Bonus: Sales Negotiations
AGENDA
#DF15 BY THE NUMBERS
ü 170k+ attendees
ü +26% registered attendees
ü +30% speakers
ü 95% of attendees recommend it to others
BENIOFF’S KEYNOTE
ü Lightning – Interface – Dashboard Customisation – Drag and Drop
ü Thunder & IoT – Creating a proactive workforce – 15 Billion Connected things – Future of IoT
ü SalesforceIQ
– Integrating MS Office
ü Guest Performer:
– Stevie Wonder!
SALES CLOUD
ü New interface for Leads, Opportunities, Accounts, Contacts
ü Sales Path
ü Account Insights
ü Activity Timeline
ü Opportunity Pipeline
ü Salesforce Engage
ü Interactive charts
ü Dashboards on 9 columns
ü SalesforceIQ
ü Lightning App Builder
SALES CLOUD
ü New interface for Leads, Opportunities, Accounts, Contacts
ü Sales Path
ü Account Insights
ü Activity Timeline
ü Opportunity Pipeline
ü Salesforce Engage
ü Interactive charts
ü Dashboards on 9 columns
ü SalesforceIQ
ü Lightning App Builder
SALES CLOUD
ü New interface for Leads, Opportunities, Accounts, Contacts
ü Sales Path
ü Account Insights
ü Activity Timeline
ü Opportunity Pipeline
ü Salesforce Engage
ü Interactive charts
ü Dashboards on 9 columns
ü SalesforceIQ
ü Lightning App Builder
SALES CLOUD
ü New interface for Leads, Opportunities, Accounts, Contacts
ü Sales Path
ü Account Insights
ü Activity Timeline
ü Opportunity Pipeline
ü Salesforce Engage
ü Interactive charts
ü Dashboards on 9 columns
ü SalesforceIQ
ü Lightning App Builder
SALES CLOUD
ü New interface for Leads, Opportunities, Accounts, Contacts
ü Sales Path
ü Account Insights
ü Activity Timeline
ü Opportunity Pipeline
ü Salesforce Engage
ü Interactive charts
ü Dashboards on 9 columns
ü SalesforceIQ
ü Lightning App Builder
SERVICE CLOUD
ü #1 Service Application in the world
ü “Reinvent the agent
experience”
ü Omni-channel intelligent
routing
ü Service Cloud Lightning
ü Salesforce1 Mobile
Knowledge
ü SOS Service
ü Service Wave Analytics
THUNDER
ü Internet of Things
ü 75B connected devices by
2020
ü 58 devices per person
ü Next level of customer
experience
COMMUNITY CLOUD
ü Buy Button: Marketplace to
buy and sell
ü Targeted recommendations
ü Social Marketing
ü Emerging trends
ü Case studies: – Avid Artist Community – Schneider Partner Community – IAVA Veterans
SERVICEMAX PULSE & PRODUCT IQ
ü Pulse Collaborative
knowledge sharing:
knowledgebase,
tribal knowledge,
facetime.
ü ProductIQ: visual
information on
products, connection
to IoT
AUTORABIT
ü No Deployment
ü Continuous Integration
ü Release Management
ü Version Control
ü Data Loading
ü Test Automation
ENTYTLE
ü Predictive analysis
ü Pattern Identification
ü Generate Sales
Opportunities
ü ServiceMax Partner: – Preventive Maintenance – Dispatch Optimisation
WALKME
ü Interactive tip-balloons
overlaid on screen
ü Help users act, react and
progress
ü Real time training
ü Widget
ü Analytics
BONUS: SALES NEGOTIATIONS SKILLS
1) Confirm you are the buyers #1 choice: ü If YES: why?
ü If NO: convince you are the lower risk option: – Integrity, high quality, professionalism, transparent, agile, flexible,
reliable, customer focus, speed
2) Reconfirm the value you are bringing:
ü Value far in excess of the price you charge
3) Anticipate getting squeezed:
ü When squeezed refocus the conversation on value rather than price
(business process solved, unique advantages)
BONUS: SALES NEGOTIATIONS SKILLS
4) Be proactive on budget and the decision making process ü Where else can you get budget?
5) Expand the pie with non-monetary set of tradeoffs
6) Never give away anything without having something in return
7) Know your walk away price