Salesforce十步标准演示幻灯片

1、The 10-Click Executive DemoFor PartnersMatt BrowningPartner Sales EnablementSafe HarborSafe harbor 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 uncertaint

2、ies materialize or if any of the assumptions proves incorrect, the results of , 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 project

3、ions of 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

4、 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, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interrup

5、tions or delays in our Web hosting, breach of our security measures, 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

6、 limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of , inc. is included in our quarterly report on Form 10-Q for the fiscal year ended October 31, 2009 and our other filing

7、s. These documents 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 press releases or public statements are not currently available and may not be delivered on time or at all. Customers who p

8、urchase our services should make the purchase decisions based upon features that are currently available. S, inc. assumes no obligation and does not intend to update these forward-looking statements.Learn to Deliver a Killer Executive DemoWe always prefer to deliver a customized demoThis is for “fir

9、st look” or unplanned situationsConsists of a basic Sales Cloud demoDemo script is provided within the slides(see Sales Resource Center in the Partner Portal)Be sure to read the speakers notes!Especially on the introduction slidesThe PowerPoint Demo SandwichSandwich your demo between a good intro an

10、d conclusionIntroductory PowerPoint slides 10-Click Executive DemoConclusion slideConclusionSlideDemoIntro Slides Get That Demo Org Looking Good!Before starting, make sure you have:A Home page thats filled in with dataA Dashboard with sales performance metricsA pipeline chart in the above dashboardA

11、n Account filled out with data that shows up in the pipeline reportA Contact on the Account thats filled out with dataAn open Opportunity on the AccountRemember These Quick Demo TipsRelate functionality to business valuePage Up/Down instead of scrollClick less, talk moreUpload these slides into your

12、 demo organd now lets begin the demo!Begin DemonstrationYour Companys Opening Slide HereA Day in the Life of a Sales ExecutiveGain real-time visibilityClose deals faster360 view into customer accountsManage sales activityGive selling time back to sales repsWell see how a typical sales executive uses

13、 salesforce to:The Cloud Computing ModelTechnology Model:Multi-tenantAutomatic UpgradesWorld-Class Security5x Faster, CostBusiness Model:SubscriptionNo Capital ExpensePay-As-You-GoScales EasilyIDC White Paper sponsored by S: “F Cloud Platform Drives Huge Time to Market and Cost Savings”, Doc # 21996

14、5, September, 2009The Real-Time CloudThe Real-Time CloudThe Real-Time CloudThe Real-Time CloudThe Real-Time CloudClick 1: LoginDoSay Click the Customer Login tab.Enter your Login and Password for your demo org.Click Submit For this demonstration, Im going to assume the role of a typical sales manage

15、r. I start my day by launching a normal web browser and going to . Once there, I enter my username and password. Click 2: HomeDoSayStay on the Home Page. . Page down to the various areas you are talking to.Right away youll notice a straightforward and familiar design modeled after popuilar consumer

16、websites. The tabs across the top make it easy for me to find the information that I need. On the left hand side, the search box makes finding a contact or any other piece of data is as easy as doing a Google search.I often start by reviewing my Personal Dashboard. This shows me the most critical me

17、trics that I use to measure my business. Now, in the middle of my home page, I can see my list of tasks and calendar events. This information synchronizes with Outlook and Lotus Notes, so I always know my activities are going to be organized. Speaking of being organized, I see that one of my reps ha

18、s assigned me a task to call Lauren Boyle at United Partners. I need to call her later today. But first I want to look at my dashboardClick 3: Dashboards DoSayClick on the Dashboards TabI generally start my day in Dashboards. This is where I get insight into all my business performance metrics. I ca

19、n track sales pipeline, my top Accounts, deals that are in danger of slipping past their forecast date, performance of my individual sales reps, and more.My reps have their own dashboards to track performance in their territory. And our executives use dashboards to track metrics across the business,

20、 which might include tracking customer support, marketing, and financial information.All dashboards are real-time, meaning theres no delay between the time when I record gets updated and when that update is reflected in a dashboard.Now in this case, I want to understand whats behind this chart calle

21、d Biggest Open Deals, so Im going to drill down on thatClick 4: Reports DoSayClick on the Biggest Open Deals Dashboard element (or other pipeline report element)You should be in the Reports tab looking at an Opportunity Pipeline reportPage Down to find United Partners Account Here Im taken to the re

22、port that sits behind the dashboard chart I was just looking at. The information here is real-time. Because I always have visibility into current, accurate data, I dont have to ask my team for weekly status reports. I also find that having access to real-time analytics helps me make better decisions

23、 and react quickly to business change. My rep assigned me a task to call Lauren Boyle today, but before I do that I want to quickly review the information we have on her Account, United Partners. Click 5: Accounts Click StreamStorylineClick on the Account Name United Partners* Move your mouse over t

24、he various hover links.From here I can see a complete 360 overview of my customer, United Partners. I can see which rep owns this Account, I can see how we classify this customer, and I can see all the information related to this customer, such as pending sales opportunities, purchased products, con

25、tact lists, and pending customer service cases. And in the Activity History section I can see literally all communication thats transpired between our two organizations. This includes communication that other teams may have had with my customer, such as my customer support organization, our marketin

26、g team, an executive, or any member of my sales team. Its all here in one place.This 360 degree view is a huge benefit for me because I can read this page and be ready for a customer meeting in minutes. No more tracking people down and trying to triangulate information between internal teams.Lets ge

27、t back to Lauren Boyle, the person I need to callClick 6: Contacts Click StreamStorylineClick on Lauren Boyle from the Contacts hover.Scroll down as you talk about all the information you can gather about Lauren The Hovers allow me to quickly see all of the data without scrolling down the page. Here

28、 Ill go to the contacts hover and click on Lauren Boyle.Just like the Account page, I can see the 360-degree view of information about Lauren. In fact, all the tabs in salesforce are structured this way. Since the entire application has a consistent look and feel, its really easy for new users to le

29、arn how to use salesforce. Now that Ive reviewed the Account and Contact screens, I feel like I am armed with all the information that I need for my call with Lauren. Afterward, Ill want to record information about the call in salesforceClick 7: Activities DoSayHover over Completed Activities and cl

30、ick on “Log a Call.” Associate the call to an Opportunity. Enter a few sentences in the description field. Create a follow up task for next week.Lets say my call with Lauren went really well - Lauren confirmed that we have been selected as their vendor of choice. I can track this call activity by cr

31、eating a task. This is where I record my call notes. Im also going to associate it with the relevant Opportunity, and Im going to create a reminder to follow up with Lauren next week. So you can see that with just a few clicks, I was able to record my call, associate it to the opportunity, and creat

32、e a follow up task all from one page.Next, I need to update the Opportunity to reflect that weve been selectedClick 8: Opportunities DoSayClick on edit next to the Opportunity Select “Proposal/Price Quote” as the new Sales Stage. Click “Save.” To do this, I simply need to update the Opportunity Stag

33、e field on the Opportunity.This update will reflect immediately on any related reports and dashboardsClick 9: Dashboards DoSayClick on the Dashboards TabBecause reports and dashboards update in real-time, I always have up-to-the minute, accurate visibility into the sales pipeline. It also means that I dont need to hassle my reps for time consuming weekly pipeline updates, and it allows me to engage with my reps in a more proactive and constructive fashion based on where I see I can best assist.So lets wrap th