Summa Salesforce Winter 16 Release Overview

925 Liberty Avenue, Floor 6, Pittsburgh, PA 15222 412 258 3300 | [email protected] | summa-tech.com

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Our team of over 50 Salesforce certified consultants have helped Salesforce.com clients on hundreds of projects by providing design, implementation, integration, training, and managed support services.

SALESFORCE.COM PRACTICE

925 Liberty Avenue, Floor 6, Pittsburgh, PA 15222

412 258 3300 | [email protected] | summa-tech.com

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The Lightning Experience: Amanda O’Keefe, Customer Success Specialist Salesforce IQ: Steve Lippock, Vice President of Salesforce Sales Pardot: Linda Johnson, Senior Salesforce Consultant Data.com: Kristin Kiester, Salesforce Channel Partner Manager

TODAY’S PRESENTATIONS



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THE LIGHTING EXPERIENCE – WHAT IS YOUR READINESS PLAN?

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Lightning Experience features 25 new

features and 50 redesigned pages, and a re-

envisioned user interface.

But not every feature is supported in

Lightning Experience

Features not yet supported in Lightning

Experience are available in Salesforce

Classic.

If you’re not ready to migrate all users to

Lightning Experience, you can use both

Lightning Experience and Salesforce

Classic.

THE LIGHTNING EXPERIENCE

STRATEGY



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Salesforce Classic

The Lightning Experience

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Performance Chart

Track your performance to target

Assistant

Customized to each sales rep, to help

you focus on what’s important each

day

Account Insights

Get insights and updates that help you

take action on your top accounts

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HOME An intelligent way to start your day fast

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List View Charts

Visualize your lists on the fly with a bar

or donut chart

Filters

Anyone can add or edit a filter with a

simple, visual interface

Type-Ahead Search

Find any list view with an easy type-

ahead search feature

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LIST VIEWS See your data, your way, with easy filters &

visualization tools

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Spanning columns

Give a chart the space it needs to

show the right data

Flexible Layout

Add more components in a row with

more columns available

Easy Filters

Add filters with a simple, visual

interface

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DASHBOARDS Visualize your data with beautiful charts & a flexible

layout

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Visualize Your Pipeline

See your opportunities organized by

stage, with subtotals up top

Drag and Drop

Move deals between stages with click

and drag

Alerts

Get smart alerts prompting you to take

action on deals that need your

attention

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BOARD A powerful way to visualize and work your pipeline

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Sales Path

Customizable guidance to support

your sales process

Composer

Create records with ease

Quick View

Hover over links to view details

without ever leaving the page

Highlights Panel

See important information at a glance

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OPPORTUNITY & LEAD WORKSPACES Action-oriented workspaces to work your deals in flight

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Autosave

Never lose a detail while you compose

your thoughts

Rich Text

Add bullets, numbered lists, or text

formatting to organize your content for

easy reference

Relate to Multiple Records

Relate a single note to an account,

contact, opportunity, and more

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NOTES Take detailed notes and relate them to multiple records

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With the Winter 16 Release the

following objects are supported:

WHAT IS SUPPORTED?

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Accounts

Cases

Contacts

Dashboards

Events, Tasks

Files

Notes

Opportunities

Price Books

Products

Reports

Custom Objects

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If you’re not ready to migrate all users

to Lightning Experience, you can use

both Lightning Experience and

Salesforce Classic. Consider a launch

plan to drive adoption!

BUILD A LAUNCH PLAN

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1. Some customizations will be affected,

including custom buttons and reports.

Summa can help you support these changes

with a gap analysis.

2. System Administrator can activate the

Lightning Experience at Org Level

3. Turn Lightning Experience on for individual

users through Profiles and/or Permission

sets

4. Users decide when they want Lightning

Experience or Salesforce Classic

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• Salesforce announced

acquisition of RelateIQ on

July 11, 2014

• Salesforce Relationship

Intelligence Technology

• More info:

http://www.summa-

tech.com/blog/salesforceiq


http://www.summa-tech.com/blog/salesforceiq





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1. Open email, and view related Information

2. Quickly create new and update existing

Contact, Account or Opportunity records

from the Salesforce IQ sidebar!

MANAGE SALESFORCE FROM EMAIL



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3. Request Read Receipt for Notification to

reduce your response times

4. Schedule Email Deliveries to intelligently

time your responses

RESPOND WITH INTELLIGENCE



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5. Insert shortcut content to further reduce

response times

6. Insert availability to easily schedule next

meeting

RESPOND WITH INTELLIGENCE



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7. Select available meeting times, add

attendees as needed, and send email with

links to date and time options

8. Meeting record is automatically created in

Google / Outlook calendar, and in

Salesforce – no manual data entry!

SCHEDULE MEETINGS MORE EASILY C

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9. Set reminders to remember to follow up

10.SalesforceIQ intelligently suggests follow-

ups that may be important or missed



INTELLIGENT REMINDERS

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Mobile Mobile Desktop

Gmail* ● ● ●

Exchange 2010† ● ●

Exchange 2013† ● ●

Office 365† ● ●

GET THE APPS TODAY

Set up in minutes. No training necessary.

1. Enable user access Download managed package with admin controls

2. Download the apps Available in the iOS, Android & Chrome app stores

3. Connect accounts Connect email and Sales Cloud through in-app guides *IMAP must be enabled

†ActiveSync & Exchange Web Services must be enabled

Availability

Free Beta

https://appexchange.salesforce.com/listingDetail?listingId=a0N3000000CNj52EAD

https://itunes.apple.com/app/id608115770

https://play.google.com/store/apps/details?id=com.relateiq.android

https://chrome.google.com/webstore/detail/relateiq/cnkgdfnjmgamkcpjdljdncfjcegpgcdg


EVERYONE NEEDS A MARKETING AUTOMATION SOLUTION - MEET PARDOT AND LEARN WHAT’S NEW

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WHAT IS MARKETING AUTOMATION?

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According to Wikipedia:

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OK, SO WHAT’S PARDOT?

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• Marketing Automation tool

• Focusing on B2B Marketing

• Aligns Sales and Marketing

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WHAT DO I NEED TO KNOW ABOUT WINTER 16? P

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• Improved Bi-directional sync

– Sync Behavior (Pardot, SFDC or most recently updated)

• Auto delete/merge prospects

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• Ad Tracking Template

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• Variable Tags

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• Email Editor

• Engage Email

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• Sync Times Faster

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RESOURCES

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• The Pardot blog has lots of great topics including:

• Checklist: Things to do before your website launches

www.pardot.com/blog

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EVEN MORE DATA TO KNOW YOUR CUSTOMERS BETTER

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DATA.COM CLEAN

• Enrich Leads with company

information

DATA.COM: PROSPECTOR WINTER ‘16



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DATA.COM – PROSPECTOR INSIGHTS D

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1. The coverage of firmographic

and financial data that appears

in the top two sections of the

Prospecting Insights page has

been substantially increased

2. The persistence / searchability

of the data

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DATA.COM – COMPANY HIERARCHY D

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• Parent / Child Accounts

• Data.com Company Hierarchy

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DATA.COM – RECOMMENDED ACOUNTS D

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• At least 5 closed won

opportunities from the

past 3 years

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NEED MORE INFORMATION?

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