1. SmartMoney & Salesforce.com Reporting For Change

2. SmartMoney A Magazine & Website Founded in 1992 Founded in 1998 Operated Independently From Each Other Until 2006

3. Challenges With The Merge Two Different Organizations Two Order Management Systems Two Inaccurate Forecasting Systems Two Billing Systems Three Different Challenges

4. Two Systems. Twice The Work.

5. Out Of Date Data Inconsistent Naming Conventions No Customized Reports No Transparency Two Systems. Twice The Work.

6. While The Web Is A Global Solution No Mobile. No Remote Access. No Productivity on the road. Location Was Another Challenge We Were Stuck With Software

7. New Accounting Standards Meanwhile, Sales Has Changed Forever New Measurement Standards New Management Expectations Managers Have Evolved From Caretakers To Leaders And Need A Tool That Gets Them There

8. Sales Had Begun To Rely On Analytics Fast To Build Flexible In Scope Real-Time Updates More Analysis Means Better Business

9. Managers Need Custom Reports Subscription Revenues Sell Through Rates Paid Website Users Real-Time Sales Team Performance

10. Reps Demanded Their Own Reports Too Client History Pricing Reports Accounts and Contacts Pipeline & Quota

11. Enter One System Global Deployment Powerful Analytics

12. We Made Adoption A Priority Simple Naming Conventions Methodically Implemented Added Descriptive, “how to” Text Customized Fields For Perfect Fit Customized For Ease Of Use We Also Made The System Mandatory...That Helped

13. Achieved 90% of Reporting Goals in Year 1

14. A Few Examples On How We Brought It To Life.

15. Accounts * Problem – finding ways to keep track of what clients an agency reps * Solution – add in lookup account fields to the agency record

16. Opportunities * Solution – add custom fields (pick / drop) for better analytics. * Problem – capturing enough information for reporting purposes

17. Request For Proposal * Problem – seeing timing trends for RFP’s * Solution – create a custom tab with custom objects specifically for RFP’s

18. Sponsorship Pipleine * Problem – seeing which sales reps are pitching big programs * Solution – create a report organized by sponsorship programs

19. Revenue Per Client, YoY * Problem – no visibility of client spending year over year. * Solution – creating a report to show client spending year over year

20. Dashboard Summary * Problem – need for immediate analytics for a variety of multiples * Solution – created one summary dashboard with 8 reports.

21. * Problem – need to see pipeline for multiple months * Solution – created one summary dashboard with all 12 months. Dashboard Summary

22. * What to walk away with… * A CRM tool like Salesforce is so much more than just a place to keep your data. It is a service that allows you to understand your business. Conclusion * The Implementation has to be customized and personal to your staff. If the managers and the users do not feel comfortable, then they will not use it everyday and the information gathered will be incomplete * Don’t be afraid to make changes to it as you and your staff develop more knowledge and expertise.