1. Overview

2. Overview History Salesforce Architecture Customer Use of Salesforce
Salesforce Editions
Business Objects
Standard Business Objects
Custom Business Objects
Benefits
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

3. Salesforce.com: On-Demand Innovation Catalyst
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Mainframe
Client/Server
On-Demand
The evolution of enterprise software, culminating in on-demand.
Mid 20th Century Platforms
Late 20th Century Platforms
21st Century Platforms
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4. Salesforce Applications & the Force.com Platform
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Fan: Applications built using the force.com platform that are created by Salesforce.com or posted to the AppExchange. There may be application-specific features built into these applications, but most share common customization capabilities using the platform.
Block: The platform is the application development toolset provided by Salesforce.com that allows for both declarative (clicks) and programmatic (code) customizations.
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5. Customer Use of Salesforce.com Has Evolved
CRM Applications
Sales
Marketing
Service & Support
Customized/ Integrated
Meta Customizations
Rich Web Services Integrations
ERP
Legacy
Platform
Customers building new On-Demand apps
Ecosystem
Partners building integrated solutions
Directory
Directory of On-Demand Business Apps
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

6. Salesforce Applications
Make Every Rep a Top Performer
Empower your agents to delight Customers
Turn Customers into Evangelists
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

7. What is Salesforce SFA? SFA= Sales Force Automation
On-demand Customer Relationship application
Out-of-the-box functionality
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

8. What is Salesforce Marketing?
Notes:
Salesforce Marketing includes:
Campaign Management
Lead Management
Search Marketing: Salesforce for Google Adwords
Contact Management
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

9. What is Salesforce for Google AdWords?
Create ads that display on search engines
Generate leads
Track and analyze results
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

10. What is Salesforce Partners?
Companies that sell through indirect sales channels can manage, track, and forecast their channel business alongside direct sales business.
Salesforce Partners includes two key products to help with Partner Relationship Management.
Partner Portal –Users to log in to Salesforce through a web portal rather than through salesforce.com. You can customize the web portal to show your branding, and you can configure it to meet your functional and security needs.
Salesforce to Salesforce - Share lead, opportunity, account, contact, task, or custom object data with your business partners that use Salesforce and get real-time updates on the shared data.
Salesforce Partners is completely integrated with Salesforce Automation (SFA). There is no duplication of data between PRM and Salesforce.. All permissions, rules, workflow, page layouts, and roles are managed in Salesforce and based on the profiles that are created in Salesforce.
Partner relationship management is not enabled by default in Salesforce, to request partner relationship management, contact salesforce.com.
For more information: Search Help and Training for: PRM Portal Implementation Guide
Partners connect & transact using their own Salesforce instance
Fully branded community portal
Tools to drive revenue
A Web 2.0 experience
Partners work their way, in their system
You have full control & visibility 10

11. Engage All Your Communities Online Bubble the Best Ideas to the Top
What is Salesforce Ideas?
Engage All Your Communities Online
Bubble the Best Ideas to the Top
Spark Conversations
Around Ideas
Create Interactive Communities
Add Comments to Ideas
Vote the Best Ideas to the Top
Notes:
Another tab in the application and it can also be exposed out through the customer portal.
Share sales advice and best practice You might also consider rolling Salesforce Ideas out company wide. It can be used to align behind key initiatives or improve cross-departmental collaboration.
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

12. What is Salesforce Content?
Share and manage documents, presentations, multimedia files
Full-text search, tagging, subscriptions, and content ratings
Generate reports on downloads, ratings, and subscriptions
Notes:
Deliver Content to Customer Portal and PRM Portal
Store, manage, and search for Content in 15 Languages
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

13. What is the Force.com Builder?
Point-and-click customization tool
Modify the application to meet your needs – no coding
Build custom Applications
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

14. What is the Force.com Platform?
The Force.com platform lets companies customize, integrate and create enterprise applications as a service and without software.
Administrators can customize the standard applications provided by salesforce.com or build their own on-demand applications by grouping standard and custom tabs into new custom applications
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

15. Salesforce Editions Notes:
Organizations subscribe to the Salesforce Edition that is right for their business needs:
Group Edition: CRM for Five or Fewer Users
Professional Edition: For Small to Mid-Sized Companies
Enterprise Edition: For Enterprise Needs
Unlimited Edition: An Enterprise Platform for all your needs
Question: How do I know what Edition my company is running?
Answer: To determine which Edition you are using, check the title bar of your browser.
Question: How do I know what’s included in my edition?
Answer: Review the Edition Feature Comparison
Download from salesforce.com
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salesforce.com proprietary/confidential: customer internal use only
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16. What are Standard Business Objects?
Provided with out-of-the box Salesforce SFA and Salesforce Service & Support applications
Capture key, related information which correlates to tables in the database
Notes:
Campaigns: A Campaign is any marketing project that you want to plan, manage, and track in Salesforce.
Leads: A Lead is any person, organization or company that may be interested in your products. Sometimes Leads are referred to as Prospects or Suspects. Leads are not yet customers.
Accounts: An Account is an organization, individual or company involved with your business such as customers, competitors and partners that you wish to track in Salesforce.
Contacts: A Contact is any individual or influencer associated with an account that you want to track in Salesforce.
Opportunities: An Opportunity is any potential revenue-generating event (“sales deal” ) that you want to track in Salesforce.
Cases: A case is a detailed description of a customer’s feedback, problem or question.
Solutions: A solution is a detailed description of a customer issue and the resolution of that issue. The collection of your organization’s solutions is sometimes referred to as the solution knowledge base.
Forecasts: A forecast is your best estimate of how much revenue you can generate in a quarter.
Documents:
Reports: Reports are summaries and analyses of your data, which you can display or print.
Dashboards: Dashboards give you a real-time snapshot of corporate metrics and key performance indicators. A dashboard is a group of different charts (or components) that graphically display your custom report data.
Calendar and Task: Activities are both tasks and scheduled calendar events. You can define and track activities for many different objects, including campaigns, accounts, contacts, and leads.
Products: Products are the individual items that you sell on your opportunities. (Please note that Products are available in EE/UE and Developer and in PE for an additional fee.)
Please note, not all Standard Objects are depicted in the above slide or discussed in the notes. Please refer to Help in Salesforce for more information.
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

17. What are Custom Business Objects?
Using Force.com Builder, you can build your own objects
Capture key, related information that applies to your business needs, not necessarily related to Sales, Marketing or Support processes
Correlate to tables in the database
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com

18. Benefits to users depend on their job functions…
Sales Representative Benefits
Close more deals
Access your account information anytime
Streamline your sales processes
Establish consistent and collaborative customer management
Ensure timely follow-up with your customers
Facilitate collaboration across sales teams
Sales Manager Benefits
Analyze your sales pipeline
Standardize and shorten sales cycles
Track your competitors on every deal
Identify trouble spots early and use historical trends to better predict future patterns
Reduce administration time and effort
Monitor and maximize productivity of reps
Measure Sales Rep activity metrics
Marketing Benefits
Ensure no leads are dropped
Seize all sales opportunities
Increase qualified leads
Optimize lead flow from capture to close
Effectively measure marketing ROI
Plan and execute quality campaigns
Customer Support Benefits
Ensured timely customer response
Enhanced productivity of support representatives
Capture and utilize organizational knowledge
Improve support representative accountability
Increased visibility into customer issues
Reduce ramp-up time for support representatives
Notes:
salesforce.com proprietary/confidential: customer internal use only
© 2000 – 2008 salesforce.com