Make Every Rep Sell Like Your Best Rep

1
Make Every Rep Sell Like Your Best Rep
Track Sales/Sales Operations Executives

• Mike Rosenbaum, salesforce.com
• Peter Grace, Advanced Data Exchange

2
Safe Harbor Statement
Safe harbor statement under the Private
Securities Litigation Reform Act of 1995 This
presentation may contain forward-looking
statements including but not limited to
statements concerning the potential market for
our existing service offerings and future
offerings. All of our forward looking statements
involve risks, uncertainties and assumptions. If
any such risks or uncertainties materialize or if
any of the assumptions proves incorrect, our
results could differ materially from the results
expressed or implied by the forward-looking
statements we make. The risks and uncertainties
referred to above include - but are not limited
to - risks associated with possible fluctuations
in our operating results and cash flows, rate of
growth and anticipated revenue run rate, errors,
interruptions or delays in our service or our Web
hosting, our new business model, our history of
operating losses, the possibility that we will
not remain profitable, breach of our security
measures, the emerging market in which we
operate, our relatively limited operating
history, our ability to hire, retain and motivate
our employees and manage our growth, competition,
our ability to continue to release and gain
customer acceptance of new and improved versions
of our service, customer and partner acceptance
of the AppExchange, successful customer
deployment and utilization of our services,
unanticipated changes in our effective tax rate,
fluctuations in the number of shares outstanding,
the price of such shares, foreign currency
exchange rates and interest rates. Further
information on these and other factors that could
affect our financial results is included in the
reports on Forms 10-K, 10-Q and 8-K and in other
filings we make with the Securities and Exchange
Commission from time to time. These documents are
available on the SEC Filings section of the
Investor Information section of our website at
www.salesforce.com/investor. Salesforce.com, inc.
assumes no obligation and does not intend to
update these forward-looking statements, except
as required by law.
3
Agenda
Mike Rosenbaum Sales Effectiveness at
Salesforce.com Peter Grace Building a lead gen
engine at ADX
4
Mike Rosenbaum VP Business Operations
5
salesforce.com
Aggressively growing a sales organization while
maintaining consistent productivity

• Fair and Balanced Territories
• Common Sales Methodology
• Reliable Bulletin Board
• Modular Sales Tools
• Proactive Data Driven Management

6
Exponential AE Growth Presents Challenges

• The Goal
• Grow our sales organization 50 a year and
  maintain productivity
• on-boarding
• training
• cutting territories
• modifying content

CONSTANTLY!
7
Carve Territories So Score Matches Quota

• Many options AlignStar, TerrAlign, Tactician,
  MapPoint, Excel,
• See Appexchange for ideas

8
Give Everyone a Fair Territory

• Score areas or accounts based on historical
  metrics

9
Institute a Common Sales Language

• Constant means eventually everyone gets it
• Standardize worldwide
• Enforced through
• Validation rules
• Workflows
• Visualforce

10
and a Common Sales Methodology
11
Provide a Reliable Place to Find Answers
Sales Central the go-to spot for all things
sales

• Light weight
• Easy to manage
• Front-end to Content

Always up to date because its easy to keep up
to date
12
Make it Easy to Find the Right Sales Tools
Q Can you send me that deck? A Its in
Content

• 1500 relevant documents
• Authored by hundreds
• Managed by one
• Subscribe to the most important

13
Make it Easy to Rate and Provide Feedback
14
Dissect Performance with Dashboards

• Is it in the App?
• Is it execution?
• Is it pipeline?
• Is it training?
• Highlight the successes
• Highlight the stragglers

15
Peter Grace VP Sales
16
Advanced Data Exchange
Advanced Data Exchange (ADX) is a trusted
electronic commerce service provider for
thousands of companies across dozens of
industries. We make it easy for buyers and
suppliers to exchange electronic business
documents and integrate them into their
information systems.

• INDUSTRY e-commerce software
• EMPLOYEES 60
• GEOGRAPHY Global
• USERS 3,000
• PRODUCT(S) USED SFA (UE), InsideView, Jigsaw,
  Genius.com

17
Business Challenges

• Business had been focused on installed base for 4
  years
• Introduced a new product CommerceMail targeted
  at a new segment
• How do we
• launch a product
• ramp up the Account Executives
• build a pipeline
• close net new customers quickly cost
  effectively?

18
What is CommerceMail?
EDI XML Flat File Other
GSPOSENDERIDRECEIVERID200708091756784905T0
04010 ST850744376964 BEG00NEPONUM-100120070
529 CURZZUSD PERBDSteve CaldwellTE972-629-00
86EMsdgGSCInc.com FOBPPDEDestination SACCG8
212000 ITD011030Net
30 N1STInnovative PipeZZ1234 N339300 Civic
Center DriveSuite 280 N4FremontCA94618 N1BTI
nnovative PipeZZ1234 N339300 Civic Center
DriveSuite 280 N4FremontCA94618 PO1110EA62
.99VC111222333444 PIDF5" Submersible Well
Pumps DTM00220070601 TXISL1 PO1280EA3.
17VC435947618390 PIDF6"Carbon steel Pipe
- Schedule 40 DTM00220070601 TXISL1 PO13
80EA6.22VC953709803210 PIDF6" - 316
Stainless Steel Pipe DTM00220070601 TXISL1
CTT3 AMT51401.10 SE28744376964 GE1784905 I
EA1611651966
4. Inbound Data Translated and returned to your
ERP system. No Changes Required
1. Outbound Data Sent from your ERP system in
EDI, XML, IDocs or Flat File format. No Changes
Required
Your System
XML Data Returned
E-mail POs to Suppliers
3. Smart Forms PO Acknowledgements, Invoices or
other business documents. Complete Correct
Any E-mail Service
Click Submit
19
How do you build a pipeline from scratch?

• Make it easy for reps to sell.
• Start with Leads Jigsaw
• Efficiently qualify then touch thousands of leads
  SalesGenius
• Salesforce.com ties it together in hours not
  months!

20
Leads

• Jigsaw Premier sales lead contact provider
• Purchased 30,000 contacts
• Downloaded 9,000 individual contacts to
  salesforce.com since mid July
• Plan to download 3,000 contacts a month
• Automatically integrated with salesforce.com

21
Email Campaign

• SalesGenius Email marketing and website tracking
  provider
• All marketing email is sent and tracked through
  SalesGenius
• Allows ADX to schedule automated email campaigns
  and follow up emails
• Tracking instantly delivers to sales
• Status of delivery of the message
• Number of times it was opened
• Tracks and records anyone who clicks through to
  our Website

22
6 emails in 30 days
23
6 emails in 30 days
To date we have sent out over 20,000 emails Plan
is to send between 8,000 and 10,000 a month Every
extracted contact has (or will) receive a Minimum
of 6 touches from ADX
24
Genius.com Steps to Success
Call the prospect at the right time!
Access prospect details in Salesforce
Track email opens and Website visits
Send the email
Select recipients and email content
25
Select Recipients
26
Select Template
27
Preview and Check SPAM
28
Launch the Genius Tracker
29
Tracker Activity
30
Replay Visit
Click-through all Webpages visited
31
(No Transcript)
32
(No Transcript)
33
Genius/Salesforce Reporting
Use Salesforce and Genius.com reporting to manage
Account Managers productivity and success.
34
Email Campaign Data
35
Key Take-Aways / Lessons Learned
Run Impromptu Sales Contest

Track Activities
36
QUESTION ANSWER SESSION
Mike Rosenbaum
VP Business Operations
Peter Grace
VP Sales
37
Session FeedbackLet us know how were doing and
enter to win an iPod nano!

• Please score the session from 5 to 1
  (5excellent,1needs improvement) in the
  following categories
• Overall rating of the session
• Quality of content
• Strength of presentation delivery
• Relevance of the session to your organization

Additionally, please fill in the name of each
speaker score them on overall delivery.
We strive to improve, thank you for filling out
our survey.
38
Software-as-a-Service Integration-as-a-Service