Full session information and video available on successforce.com.
- 1. How Salesforce.com Uses Salesforce Erica Kuhl Sr. Manager,
AppExchange Marketing Programs Elizabeth Smyth Sr. Manager, EMEA
Marketing Track: Marketing I and II
2. 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 atwww.salesforce.com/investor .
Salesforce.com, inc. assumes no obligation and does not intend to
update these forward-looking statements, except as required by
law.
3. Safe Harbor Statement
- Safe harbor statement under the Private Securities Litigation
Reform Act of 1995: This presentation may contain forward-looking
statements including but not limited to statements concerning the
potential market for our existing service offerings and future
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. These documents are
available on the SEC Filings section of the Investor Information
section of our website atwww.salesforce.com /investor .
Salesforce.com, inc. assumes no obligation and does not intend to
update these forward-looking statements, except as required by
law.
4. ERICA KUHL Sr. Manager, AppExchange Marketing
Programs[email_address] 5. The 5 Ws
- WHAT: Sr. Manager, AppExchange Marketing Programs
- WHERE:salesforce.com Marketing Department
- WHEN:5 years at salesforce.com
- WHY: Passion for building apps to streamline processes
6. Dreamforce Stats
BIG, COMPLEX CONFERENCE 7. Key Challenges
- Lack of central event content management tool
-
- No company-wide visibility
- Conference content housed in separate systems
-
- Manual process to manage speakers submissions
-
- Not scalable for future events
-
- Bad data and duplicate data
8. The Solution: EventForce
- Created specification document
- Mocked up new process in Developer Org
- Presented proposed new solution to key stakeholders
- Phased rollout & training
-
- Users: ~250 active & ~1500 passive
-
- Training: Phased approach to track & session leaders
-
- Ongoing improvements: Roll out to other internal events,
integrate registration, meeting room booking
9. EventForce Demo 10. Event Tracks 11. Event Sessions 12. Event
Speakers 13. Event Rooms 14. Event Reporting 15. Results:
EventForce
- 100% visibility for departments and management
- Automated speaker management
- Centralized, real-time reporting
- Reporting and data accuracy
- Salesforce.com best practice
16. Imagine it.Learn it.Use it.
- How to apply what youve learned
-
- Use creativity to solve business challenges
-
- Get a free Developer Org and mock it up
-
- You dont need to be an IT expert to build great apps
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- Build to be scalable and global
-
- Dont be afraid to make mistakes
17. Available now on the AppExchange!
-
http://www.salesforce.com/appexchange/detail_overview.jsp?NavCode__c=&id=a0330000003gvNwAAI
18. LIZ SMYTH Sr. Manager, EMEA Marketing [email_address] 19.
The 5 Ws
- WHAT: Sr. Manager, EMEA Marketing
- WHEN:1 year at salesforce.com
- WHY: Share with you best practices in using salesforce.com in
your international marketing
20. What are we going to cover?
- Overview of EMEA Marketing
-
- Set your campaigns up to show the impact on the business
-
- Lots of campaigns? Find and report on them easily
-
- Ensure appropriate follow up
21.
EMEA MarketingThe Challenge 22.
- Focus on Top 20 Countries
- Localize campaigns and content
EMEA MarketingLead Generation 23. Inside Opportunities Field
Opportunities Lead Capture Lead Qualify Salesforce.com Website
Events EMEA MarketingOur Programs x5 Phone Search Engine PR/Events
Email 24. Maximizing CampaignsCampaigns are CORE to Tracking
Marketing Effectiveness Closed businessties back to leads Leads tie
to marketing campaigns 25. Maximizing CampaignsCampaigns Record
Types Record types allow you to associate different business
processes and subsets of picklist values to different users based
on their user profile.Any promos on corporate website (demo center)
Web Promotions Description Record Type Name Campaigns that do not
fit in other categories (sales campaigns, internal company
programs) Generic Campaign When customers or prospects express
interest in a specific area (product, education, services, etc)
Opt-in Campaign Keyword buys on search engines (google, yahoo)
Search Engine Marketing Any salesforce.com event (city tour, user
conference, etc) or 3 rdparty event (trade show, partner
conference) Marketing Events & Webinars Email drop to
customers, prospects or 3 rdparty lists Email Marketing 26.
Maximizing CampaignsNaming Conventions
- Consistent global naming conventions will help you:
-
- Group types of campaigns together with ease
[Region] - [Date] - [Internet Search] - [Search Engine] -
[Adgroup] [Product Focus]EMEA FY08Q3 - Internet Search Google Call
Center - SSS Search Engine Marketing [Region] - [Date] - [Program]
[Audience] [City] [Driver Name]EMEA FY08Q3 - City Tours Customers
Brussels Email 1 Week Left Events & Webinars [Region] - [Date]
- [Email] [Language] [Campaign] [Audience] EMEA FY08Q3 - Email FR
Gartner SFA House List Email Marketing [Region] - [Date] -
[Vehicle] [Site] - [Vehicle- Granular] [Campaign] EMEA FY08Q3 - Web
promo SFDC Login Page Primary Gartner Web Promotions 27. Maximizing
CampaignsTracking the Right Data at the Right Place
- Define what is important to your organization and tie that
value from lead to opportunity
Program Campaign(Lead Source) CAMPAIGNS Lead Source copied over
from program campaign LEADS Lead Source and Campaign carried
forward OPPORTUNITIES Tip:Define your lead source values so they
tie backto budget dollars 28. Maximizing CampaignsSection on
Campaigns for Sales Next Steps
- Froma lead, sales reps can click in to the campaign and
understand what the lead was responding to and what the appropriate
follow up is
29. Maximizing CampaignsMarketing Created Templates for Sales
30. Maximizing CampaignsTop Five Reasons to Create Sales
Templates
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- Make sure sales is sending out the correct messaging.
- Keep sales focused on selling
- Save them time by having approved templates ready to go.
- Reinforce your sales methodologies in your templates.
- Facilitate marketing/sales interaction
- Reinforce your valuable contribution to the sales process.
- Banish typos, spelling and grammar mistakes.
5 4 3 2 1 31. Tracking and Reporting Prove your Value!Measuring
Campaign Success 32. Tracking and ReportingExamples of Reports
- From leads we pull reports that give us:
-
- # of leads generated by source in a given period of time
- From campaigns we pull reports that give us:
-
- What specific tactics contribute to lead generation by
source
-
- ROI of all campaigns that contribute to a lead source
134,000 1,000 4,000 34,000 1,300 13,400 300 10,000 1,000 199,000
30% 1000% -29% 45% 124% 35% 22% 98% 36% 71% 33. Tracking and
Reporting Prove your value! Example DashboardMETRIC snapshot of key
metrics COMPAREperformance v. target REPORTcampaign revenue
generated GROUPresponses by tacticTRENDdata shows impact LISTtop
performing campaigns 34. What did we cover?
- Overview of EMEA Marketing
-
- Set your campaigns up to show the impact on the business
-
- Lots of campaigns? Find and report on them easily
-
- Ensure appropriate follow up
- Prove your Value! Tracking and reporting
-
- Leads reports, campaign reports, sample dashboards
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36. ERICA KUHL Sr. Manager, AppExchange Marketing Programs LIZ
SMYTH Sr. Manager, EMEA Marketing QUESTION & ANSWER SESSION
ANDREA WILDT Senior Product Manager, Marketing Applications SCOTT
KEANE Sr. Director, Marketing Operations JULIAN LEONG Director,
Global Search Engine Marketing