How To Transform Business Processes Troy Sellers Enterprise Architect salesforce.com Matthew Mills Head of Software Development Entanet International Ltd Stephen Titley Software Engineer Entanet International Ltd Housekeeping • All lines are muted • To ask a question, please use the chat box on the Go To Webinar tool or use #platformwebinar on Twitter • Questions will be answered after the presentations Safe Harbor Safe 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 uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, 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 forwardlooking, including any projections of product or service availability, 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 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, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, 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 limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers Further information on potential factors that could affect the financial results of salesforce.com, inc is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter These documents and others containing important disclosures 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 presentations, press releases or public statements are not currently available and may not be delivered on time or at all Customers who purchase our services should make the purchase decisions based upon features that are currently available Salesforce.com, inc assumes no obligation and does not intend to update these forward-looking statements CIOs are More Focused on the Business than Ever Before 85 % say the CIO role is more important to the business than ever before Source: CIO Magazine, 2015 But IT Platforms Have Fallen Behind the App Revolution Back Office Front Office Process Centric Customer Centric Slowly Upgraded Constantly Upgraded Rigid Flexible 10 year cycles 10 day cycles We Help Customers Transform Their Sales, Service, and Marketing Processes + 40% + 32% Sales Customer satisfaction Service Increase in sales Marketing + 40% Marketing ROI Apps Community Analytics Average Percentage Improvements Reported by Salesforce Customers + 39% Customer retention Source: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected Response sizes per question vary Why have our customers been so successful? Everything is Powered by the Salesforce Platform Common data model, workflows, and collaboration Built for desktop and mobile Complete CRM Sales Service Marketing Community Analytics Apps Largest Enterprise Ecosystem Cloud 2,700+ Partner Apps Mobile Flexible, Scalable, Metadata Platform Social Data & Objects Mobile UI Collaboration Analytics Data Science Fast App Dev & Customization Trusted Multitenant Cloud Workflow Identity Salesforce1 Platform Recognized as an Enterprise Cloud Platform Leader #1 Market Share A LEADER The Forrester Wave™: Enterprise Public Cloud Platforms For CIOs, Q4 '14 A LEADER The Forrester Wave™: Enterprise Public Cloud Platforms For Rapid Developers, Q4 '14 March, 2015 Magic Quadrant for Application Platform as a Service, Worldwide Analyst: Yefim V Natis This includes a graphic that was published by Gartner, Inc as part of a larger research document and should be evaluated in the context of the entire document The Gartner document is available upon request from Salesforce.com Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose The Power of the Salesforce1 Platform Multi-tenant Infrastructure Automatic Upgrades Unbreakable Customizations Open & Extensible 12M Visualforce Pages 500M 15M API Calls Per Day, 28 Versions Custom Database Tables 6B Lines of Apex Code Metadata-based Single Code Base and Shared Infrastructure 46 Major Releases (3x /year) Integrations and customizations auto-upgraded API-First Architecture 2700+ AppExchange Apps Entanet & Salesforce Presented by Matthew Mills & Stephen Titley Entanet International Ltd https://www.linkedin.com/pub/matthew-mills/26/84a/a74 @EntanetMillsM © Copyright Entanet International Ltd 2015 The world in 1996 • Braveheart was at the cinema • Prince Charles & Diana got controversially divorced • Dolly the sheep was cloned • East 17 & The Spice Girls were at the top of the charts • Entanet was started and dial-up Internet was cutting edge! © Copyright Entanet International Ltd 2015 About Us • Leading wholesale voice and data communications provider • Delivering business class solutions via reseller partners • National, resilient MPLS network • Only non-BT organisation to have footprint extended to all WBC aggregation points • Enabled strength and growth in Leased Line and IP VPN solutions © Copyright Entanet International Ltd 2015 Why Change? • Organic growth resulted in business process change • In-house systems were inflexible • Data silos resulted in poor data quality • Reporting was painful and confidence in metrics was low • Loose link between Marketing and Sales team • Building new processes was slow meaning time to market could be effected © Copyright Entanet International Ltd 2015 Why Salesforce? • Automation of Marketing and Sales process and the opportunity to increase links between those teams • Opportunity to challenge existing business processes • Centralised view of data • Improved confidence in metrics • Scalable platform © Copyright Entanet International Ltd 2015 Our Project • Multi-phase approach • Introduce teams to Salesforce one at a time • Configure solution where possible • Customise with code only when necessary • Fits in with the strategic goal to get core software off premises © Copyright Entanet International Ltd 2015 Current Usage • Automated one of our revenue streams over first phases • First phase concentrated on Marketing & Sales • Integrated lead nurturing software • Second phase introduced support using Service Cloud • Flexible billing integrated • Phases 3/4 will bring other products onto the platform © Copyright Entanet International Ltd 2015 Current Usage – Adding Value • Every employee has a full license • Encourage use of Chatter for collaboration on business objects in addition to company communication • Integrated Telephony • In House Apps • Change Control, Credit Control, Recurring Billing Engine, Customer Survey © Copyright Entanet International Ltd 2015 Quoting Module • Bespoke Quoting Module • Bespoke middleware to handle quote requests • Using supplier APIs to generate Live Pricing • Increase in sales efficiency • Flexible pricing • Margin calculations with workflow • Product grouping • One click quote object generation © Copyright Entanet International Ltd 2015 Quoting Module © Copyright Entanet International Ltd 2015 Future Phases • Move remaining products onto Salesforce platform • Provide consistency across service offerings • Increased flexibility in billing options • Added value development • External communities © Copyright Entanet International Ltd 2015 Questions? © Copyright Entanet International Ltd 2015 DEMONSTRATION Next Steps Additional Opportunities to Learn More About the Platform ​Register for the Sales Force World Tour @ London ExCel on May 21st, 2015 ​https://www.salesforce.com/uk/events/details/london/register/ ​Attend the Platform Keynote with Ocado + a range of other Platform and Salesforce sessions ​Explore developer resources ​Free Developer Account @ https://developer.salesforce.com ​Try Trailhead @ https://developer.salesforce.com/trailhead ​Attend additional webinars – Lightning Connect Webinar @ 1000 GMT on May 14th, 2015 ​Register @ https://www.salesforce.com/uk/events/details/lightningconnect-webinar-14-05-2015/ Thank you [...]... opportunity to increase links between those teams • Opportunity to challenge existing business processes • Centralised view of data • Improved confidence in metrics • Scalable platform © Copyright Entanet International Ltd 2015 Our Project • Multi-phase approach • Introduce teams to Salesforce one at a time • Configure solution where possible • Customise with code only when necessary • Fits in with the...Why Salesforce? 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Opportunities to Learn More About the Platform ​Register for the Sales Force World Tour @ London ExCel on May 21st, 2015 ​https://www .salesforce. com/uk/events/details/london/register/ ​Attend the Platform Keynote with Ocado + a range of other Platform and Salesforce sessions ​Explore developer resources ​Free Developer Account @ https://developer .salesforce. com ​Try Trailhead @ https://developer .salesforce. com/trailhead... package and instantly deploy apps Access rich APIs and frameworks Code in your favorite language: Ruby, Java, Apex Configuration for Rapid Development Add fields, design layouts, and manage users with clicks, not code Point-and-click workflow & business logic Drag-and-drop reports and dashboards AppExchange - The #1 Business App Marketplace ​A robust ecosystem of proven business apps and developers Pre-integrated... Encourage use of Chatter for collaboration on business objects in addition to company communication • Integrated Telephony • In House Apps • Change Control, Credit Control, Recurring Billing Engine, Customer Survey © Copyright Entanet International Ltd 2015 Quoting Module • Bespoke Quoting Module • Bespoke middleware to handle quote requests • Using supplier APIs to generate Live Pricing • Increase in sales... Trusted Reviewed Over 2,600 apps 2.7 million installs 2 million developers Companies That Run on Salesforce Go Faster Faster Deployment Faster System Testing Coding Productivity + 52 50 47 47 46 42 Decrease in IT Costs + Faster Integration Faster Configuration Faster Design + % % + % + + % % % Average Percentage Improvements Reported by Salesforce Customers Source: Salesforce Customer Relationship Survey... • Organic growth resulted in business process change • In-house systems were inflexible • Data silos resulted in poor data quality • Reporting was painful and confidence in metrics was low • Loose link between Marketing and Sales team • Building new processes was slow meaning time to market could be effected © Copyright Entanet International Ltd 2015 Why Salesforce? • Automation of Marketing and Sales... 17 & The Spice Girls were at the top of the charts • Entanet was started and dial-up Internet was cutting edge! © Copyright Entanet International Ltd 2015 About Us • Leading wholesale voice and data communications provider • Delivering business class solutions via reseller partners • National, resilient MPLS network • Only non-BT organisation to have footprint extended to all WBC aggregation points •... Developer Account @ https://developer .salesforce. com ​Try Trailhead @ https://developer .salesforce. com/trailhead ​Attend additional webinars – Lightning Connect Webinar @ 1000 GMT on May 14th, 2015 ​Register @ https://www .salesforce. com/uk/events/details/lightningconnect -webinar- 14-05-2015/ Thank you ... with the strategic goal to get core software off premises © Copyright Entanet International Ltd 2015 Current Usage • Automated one of our revenue streams over first 2 phases • First phase concentrated on Marketing & Sales • Integrated lead nurturing software • Second phase introduced support using Service Cloud • Flexible billing integrated • Phases 3/4 will bring other products onto the platform © Copyright ... successful customer deployment, our limited history reselling non -salesforce. com products, and utilization and selling to larger enterprise customers Further information on potential factors that... 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