Salesforce Sales Cloud

Top CLOUD Differentiators

1. Cloud Baby, the Cloud! 2. Platform: Innovation not Integration 3. Mobile Productivity: Up to Date While on the Go 4. Sales Console: More Time Selling 5. Collaborative Forecasting: Know Your Pipeline 6. Advanced Analytics: Forget IT and Excel 7. Data.com + Work.com: Boost Sales Performance 8. Pardot: Close More Deals, Faster 9. Complex Oppty Management: Don't be Limited by Your CRM 10. Territory Management for the Real World

5 Sales Cloud Plays

1. Grow + Qualify Pipeline 2. Increase Sales Productivity 3. Improve Rep Performance 4. Gain Business Insights 5. Maximize Partner Performance

"I've had 3 failed CRM rollouts because of bad data. How is Data.com different?"

A: Data.com can help you reach decision makers faster and close more deals. The #1 cause of failed adoption is bad CRM data and the Sales Cloud gives you access to the top-quality D&B and Data.com contacts. In a customer survey, Data.com has been shown to increase adoption 16% and increase data completeness 31%.

"Your PRM license it too expensive for my group of partners that don't login often."

A: I understand your concern, but I would like to focus on solving the business problem first. Can you provide any documentation with expected usage by partner type/tier that I can share with my management and pricing teams? Objection

"Chatter is too much of a distraction for users and will hurt my sales productivity."

A: Like other Salesforce features, organizations have the option to disable features like Chatter. Chatter allows you to create private groups and feeds where your team can share files privately, so you can choose who sees the information posted. Customers who use Chatter, on average, use email 26% less and find information 39% faster.

"I don't see a benefit in adding Data.com for our sales reps and I don't want them learning another tool."

A: On average, sales reps spend about 30% of their time searching for the data they need to do their jobs. Data.com helps reduce the amount of time spent searching, by automatically cleaning accounts and contacts directly with Salesforce. Our customers have shown an overall increase in sales productivity with improved data quality from Data.com.

"Salesforce can't support my forecasting needs."

A: Over the past 2 years we have re-built our forecasting engine from the ground-up to meet the needs of our customers. Collaborative Forecasting allows you to get in-line editing, override visibility, multi-currency support and a complete, real-time view in to your team's forecasts, attainment and quota. Customize your forecasting to reflect how your organization forecasts its sales.

"My channel is unique - Salesforce isn't flexible enough to manage my channel"

A: PRM delivers comprehensive functionality for the full partner life-cycle management including partner recruitment, marketing, selling, and reporting and analytics. Salesforce PRM is built on the Force.com platform so you can easily customize and add functionality and services from the AppExchange.

"My partners already use Salesforce and won't login to another portal"

A: PRM is the only application on the market that provides companies with a choice on how they want to work with their partners, via the customizable and easy to use Partner Portal or via the partner's own Salesforce instance. Use the Partner Portal to build loyalty, collaborate with your channel, and drive more deals Or with Salesforce to Salesforce (S2S), partners that use Salesforce can continue to use their own CRM systems to track their business and share opportunity information with their vendors based on specific sharing rules.

"We already have a corporate data warehouse - we don't need your analytics."

A: Salesforce is often integrated to data warehouse solutions to provide advanced OLAP-based analytics. Salesforce works with all major ETL toolsets, with certified connectors to IBM, Informatica, Pervasive, Scribe, and Cast Iron solutions. Transactional data is generally moved from Salesforce to the data warehouse via our API, and key metrics from the warehouse can be easily exposed within Salesforce for use by management or customer-facing employees.

"Salesforce doesn't have the reporting capabilities that my business needs."

A: Salesforce offers a real-time, robust reporting and analytics engine that enables deep analysis of all Salesforce data. Key benefits include: ! Real-time information for up-to-the-second insight on all data tracked in Salesforce ! Custom reporting, so business users can quickly create their own reports ! Customizable dashboards include the ability to drill down into the underlying reports—available on mobile devices, enabling executives and managers to turn data into action ! Security controls to limit access to the appropriate users

"Salesforce.com can't support the mobility needs of my reps."

A: Salesforce offers an array of solutions for your business to stay connected on the go: ! Salesforce1 - the user experience is exactly the same regardless of the device, from desktop, mobile phone or tablet. ! Mobile SDK - easily develop custom applications. You can develop custom iOS, Android and HTML5 applications within minutes.

"I already have a data provider - I don't need Data.com."

A: Studies show that 91% of CRM data is incomplete and 70% of data goes bad annually, which impacts lead conversion rates and lead flow. Data.com is built within Salesforce, so that all of your information is in one system. If you have an existing data management provider, you can look to us to append your CRM data with more complete information and automatically update and maintain in real-time.

"Sales Cloud is too difficult to integrate with my other Sales applications."

A: The integration of Salesforce with other systems is standard practice for many of our customers. We do more than one billion integration transactions per month. There are five paths to integration success (choice of path dependent on the customer's specific requirements): ! Native connectors for SAP R/3 and Oracle 11i ! 32 certified integration middleware partners ! 300+ pre-built integrations to external web services on AppExchange ! Custom-build with our API and developer toolkits ! Native connectors to desktop applications

"Salesforce doesn't give me the control and deep customization that I need for my sales organization."

A: We give you rich control over modifying the behavior of our application that matches your business needs. This control does not come with the typical cost, resource requirements and upgrade risk of traditional on-premise solutions. We offer everything from point and click customization to complete code. We offer rich customization capabilities at four important levels: ! Administration (e.g. territory and role hierarchies, delegated admin, sandbox) ! Data model customization ! UI customization ! Business logic customization and code

"Salesforce is too complex for my sales needs."

A: We have a broad range of edition offerings priced at different levels, each offering a different set of functional requirements. You can easily configure our solution to deliver the features you need and expand your use of our solution as your needs grow. We have more than 100K customers with user communities ranging from 1 person to small sales groups to large 10,000+ user enterprises.

"I need a system that supports advanced lead nurturing capabilities."

A: We offer a number of advanced lead management capabilities to nurture leads such as workflow tasks, lead scoring, email alerts and lead assignment rules. Native lead management features can be easily customized and augmented with partner applications available on the AppExhange through partners, which allow you to nurture prospects with streamline customer communications.

"Salesforce doesn't have an industry specific solution for my business."

A: We offer solutions available in versions tailored to the best practices and processes of various industries, including High Tech, Financial Services, Public Sector and Retail. Thanks to the ease and power of the Force.com platform, you can customize still further, using just mouse-clicks.

"We handle millions of leads every year - can you scale to our volume?"

A: Yes. Many of the largest B2B and B2C customers in the world manage their lead process in Salesforce.

SET GOALS AND COACH CONSISTENTLY WITH WORK.COM

Accelerate onboarding by enabling reps to set clear goals, confirm completion, and build credentials. Structure and deliver crucial sales coaching to improve sales skills and get average reps to perform like your A-players.

OPTIMIZE TERRITORY PLANNING WITH DATA.COM

Accurately plan territories and conduct whitespace analysis to optimize allocation of sales resources. Access over 80 D&B account fields such as D-U-N-S Number, industry and employee count.

ALIGN TO YOUR PROCESSES

Align the Sales Cloud to how you work. Salesforce allows you to map your SFA solution to your business and not the other way around. Customize your business processes using clicks not code.

ALIGN TO YOUR PROCESSES EXTEND WITH FORCE.COM Extend your sales processes by building apps on our Force.com platform that are 5x faster to build and half the cost compared to traditional platforms.

Align the Sales Cloud to how you work. Salesforce allows you to map your SFA solution to your business and not the other way around. Customize your business processes using clicks not code.

AUTOMATED VISUAL WORKFLOW & APPROVALS

Build out multi-step, time-based processes such as quoting and price approvals without the help of IT. Manage success with flexible approval processes that make it easy to guide your team through the deal process smoothly.

What does a CIO care about? How do they measure success?

Business Success Innovation Agility/Mobility ROI Adoption Up-Time

What does a VP Channels care about? How do they measure success?

Channel Growth Channel Visibility Collaborative Selling Lead Conversion Pipeline Growth Partner Onboarding

MARKETING & SALES ALIGNMENT

Close collaboration between marketing and sales is key to aligning your business around common revenue growing efforts. The Sales Cloud ensures that everyone in sales and marketing analyzes the same common reports and dashboards that are aligned to common goals, which is critical for success.

CONNECT THE RIGHT PEOPLE AND EXPERTISE TO WIN WITH CHATTER

Close more deals at a faster rate by leveraging your internal and external social networks. Chatter creates a central location for sharing information to facilitate community based learning with colleagues, customers and partners. Find experts, access competitive information and quickly search for and share the latest documents.

COLLABORATIVE FORECASTS

Collaborative forecasts allows managers to see at a glance their entire team's forecasts and the details of each of their rep's deals, all in real-time. Managers can apply judgment to team forecasts and track changes.

REPORTS AND DASHBOARDS

Companies of all sizes have one thing in common—they need to run accurate, complex analyses and they need the data in real-time. Build joined reports, leverage data bucketing, and more, without leveraging IT for help.

DEAL SUPPORT AND COLLABORATION

Connect the right people at the right time through Chatter. Leverage your sales resources to improve team consistency by adding easy-to-build custom solutions that engage your sales experts when you need them most.

EVERYTHING A REP NEEDS, IN ONE PLACE

Eliminate the need to login to multiple applications by easily integrating the Sales Cloud into any 3rd party App.

Lack of Visibility

Even if your company has automation, that does not guarantee visibility. Not understand where your sales team is going to end up at the end of the month is a massive problem for sales organizations. It is said "if you cant measure it, you cant manage it" so pipeline and activity tracking are critical to grow sales faster.

EXTEND WITH FORCE.COM

Extend your sales processes by building apps on our Force.com platform that are 5x faster to build and half the cost compared to traditional platforms. APPEXCHANGE Give reps more of the tools that can drive performance by leveraging the AppExchange, the world's leading cloud apps marketplace. Key partner applications available include Xactly (compensation) and DocuSign (eSignature).

Inflexible Systems

Finally, inflexible systems are handcuffs on your sales organization. No company should have to change your sales process to fit technology, the technology should be adaptable to your unique process. Inflexible systems inhibit innovation, imagine trying to update your giant excel forecasting sheet while on the road? Impossible.

CREATE A BETTER PIPELINE OF QUALITY LEADS WITH PARDOT

Follow up on the best leads faster with Salesforce Pardot. Bring your sales teams into the buying process earlier by giving your sales reps their own automated 1:1 marketer

SOCIAL ACCOUNTS & CONTACTS

Get a complete picture of your customer and know what they "like" by tapping into activity on social media sites like LinkedIn, Facebook, YouTube, and Twitter. DASHBOARDS & REPORTS When marketing and sales work together, you can close deals faster. Dashboards and reports allow your business to easily track lead volume, conversion rates and every part of the pipeline.

SUPERCHARGE INSIDE SELLING PERFORMANCE WITH THE CONSOLE FOR SALES

Get all your information on one customer data desktop and get instant insights pushed to your screen.

CLEAN AND ACCURATE BUSINESS CONTACTS AND ACCOUNTS WITH DATA.COM

Get better, cleaner data from the leading data providers and convert more leads with Data.com. Instantly access millions of top-quality D&B company profiles and Data.com contacts natively within the Sales Cloud. Pull targeted lists for marketing campaigns, find new customers and identify cross-sell opportunities using Data.com.

APPEXCHANGE

Give reps more of the tools that can drive performance by leveraging the AppExchange, the world's leading cloud apps marketplace. Key partner applications available include Xactly (compensation) and DocuSign (eSignature).

DRAG AND DROP REPORTS

If the data is being tracked in Salesforce, executives to sales reps are empowered to generate reports. Simply drag and drop the fields that you want and run reports needed to manage your business for success. Because reports are real-time and easy to create, there is no reliance on IT resources and the data is never stale.

SALESFORCE FOR OUTLOOK

If you run your life in Outlook, your contacts, calendars, emails and tasks also live in Outlook. With the Salesforce Side Panel for Outlook, your sales reps can access key sales information from anywhere.

SALESFORCE TO SALESFORCE

If your partners are already Salesforce customers, Salesforce to Salesforce allows you to connect and share between both of your applications. Easily synchronize and route leads, opportunities, accounts and more in real-time. And the best news? Salesforce to Salesforce is free!

COLLABORATION WITH YOUR CHANNEL WITH SALESFORCE COMMUNITIES

In order to drive revenue and loyalty, your partners need an easy way to collaborate with your business. Get real-time updates to deal progression and gain visibility into your partner deal lifecycle.. Key

ACCESS TO REAL-TIME CLEAN DATA

Keep your accounts & contacts up-to-date with the leading source of business data directly in the Sales Cloud. Get real-time updates and alerts to ensure your reps can connect with the right primary decision makers quickly.

COLLABORATE WITH CHATTER

Not only are our analytic solutions available in real-time, they are collaborative. You can follow dashboards or reports on Chatter, get updates on key metrics and have conversations around data to drive results.

Elevator pitch to the VP of Sales

Our 100k+ customers experience a 40% increase in sales productivity. Sales Cloud helps you: 1. Grow pipeline 2. Increase selling time 3. Improve rep performance and 4. Deliver complete business insights In sales today, building connections is the key to winning. The Sales Cloud ensures that your team can close every deal, from anywhere, by connecting your customers, employees, partners, and apps. What are the top priorities for your sales team?

What does a CMO care about? How do they measure success?

Pipe Gen Lead Quality Sales Collateral Lead Volume Lead Conversion Campaign ROI

What does a VP Sales Ops care about? How do they measure success?

Productivity Sales Processes Reporting Sales Cycle Quota Attainment Ramp Time

AMPLIFY WINNING BEHAVIORS & DRIVE PERFORMANCE WITH WORK.COM

Publicly recognize and reward successful sales behaviors in real-time. Surface the skills and actions that other sales reps should emulate to become top performers. Set-up recurring performance feedback loops to deliver lightweight, meaningful feedback on sales calls, ride alongs, and demos right when reps need it.

REAL-TIME DASHBOARDS

Real-time dashboards provide a complete picture of your business. With dashboards, you can measure KPIs and align the business on common goals in a visual format.

RECRUIT AND ONBOARD NEW PARTNERS

Recruit new partners to support key channel initiatives that may include revenue growth, supporting new product launches, joint marketing, and more. Quickly ramp new partners by providing tools and resources to make new partner successful from day one.

MOBILE DASHBOARDS

Run your business on the go with our mobile application. Use it to check in on your business, drill down to details, and then collaborate through Chatter or email to drive updates and decisions.

What does a VP Sales (primary buyer) care about? How do they measure success?

Sales Growth Visibility Pipeline Revenue Growth More Sell Time Forecast Accuracy

It all starts with manual processes.

Spending too much time figuring out to call then tracking down a phone number, manually routing leads, no automated follow up are just a few of the reasons that the average sales rep spends 68% of their time not actually selling. It's spent on reporting, or on chasing down experts...like the right pricing expert needed to approve a deal.

What is the Sales Cloud?

The Sales Cloud is the world's #1 sales application. The Sales Cloud provides all the core sales capabilities your organization needs to address day-to-day selling requirements, and because today's sales teams are constantly on the go, they can drive more deals wherever they are with the Salesforce1 Mobile application. Sales Cloud allows you to sell faster than ever before, because we've built in collaboration and marketing automation right into the app. You can sell smarter because we have put breakthrough intelligence in to the application, and you can sell the way you want thanks to the world's #1 cloud computing platform.

CAMPAIGN & LEAD MANAGEMENT

The Sales Cloud is your command center for managing and tracking campaigns across all channels, from lead capture to close. Track the results of marketing campaigns across a variety of channels all in one place. Now you can make smarter decisions about where to invest and show the impact of your marketing activities.

What are the 3 main ideas of the Sales Cloud?

The sales process is all about three main ideas; finding customers, winning customers and measuring success.

OPPORTUNITY TRACKING

Track all of your sales information in one system that is customizable, so your opportunity stages can map to your business. Opportunity records display critical details about the deals and you can follow in Chatter. MOBILE Deals happen fast and you are not always in the office. Connect with your team quickly and update deals from anywhere, from any device using Salesforce1.

EASE OF USE

View and update your sales information in just a few clicks and work with your colleagues—anytime you want. With the Sales Cloud, you can rapidly add fields to map to your sales processes.

EFFECTIVELY MANAGE PARTNER LIFECYCLE

Whether your partners are retailers, distributors or service providers, businesses need a solution that allows them to collaborate together in real-time to drive productivity and efficiency. We offer a Partner Relationship Management (PRM) tool, which includes our Partner Portal and Salesforce to Salesforce applications, that is easy to deploy and can be branded for your business. PRM allows you to: ! Easily share leads ! Enable partners to register deals ! Collaborate on opportunities ! Share the latest resources ! Approve pricing or marketing fund requests

Manage your leads with Sales Cloud

With the Sales Cloud you can optimize the process of taking a prospect from lead to close faster. This is because you gain the ability to model your lead routing and lead scoring processes directly in the Sales Cloud. This enables you to align everyone in your organization around a very focused set of parameters to ensure that leads are qualified consistently. It also enables you to keep your activities - from generating and qualifying leads to working on opportunities through close - as part of the same pipeline. What we see with companies using the Sales Cloud to automate this process is that they improve lead conversion rates by 39%.