sales wave apps - partner training

Sales WavePartner Enablement Training: Positioning and Configuration

Tim ShortWave Market Developmenttshort@salesforce.com

Jason HuffmanCenter of Excellencejhuffman@salesforce.com

Agenda● Brief Introductions

● Sales Wave ○ “What do our customers get?” ○ “What is a good customer fit and why should they consider buying?” ○ “Why should I care?”

● Deployment Approach○ “I don’t like packaged solutions!”○ “Wizard - works out of the box? WIIFM?”○ CORE and Wave Account Executives marching orders○ Enablement Tools in progress

● Demonstration of the Sales Wave Application● Technical Enablement

Reports & Dashboards

Salesforce data

Real-time

Collaboration

Mobile

Visualization (New Charting)

External data | Any data type

Historical trending

Cross-object analysis

Exploration slice & dice, drill down

Data Capacity 2000 rows 100M rows 25M rows

Sales Wave AppComparison of Wave Products

Wave Platform

Action

Data-driven actions where you work

What’s New? ✓ Meet users where they live✓ Take action✓ Apps

Insight Data

Any data, from any source, on every device

Answers for every business user

Dreamforce 2015: Actionable Analytics

Wave Analytics AppsSales / Service

Analytics Positioning StrategySales Wave is the “Add-On” to Sales Cloud

Lightning Reports & Dashboards

Sales Wave

Wave Platform

13 templates around Pipeline Management25 Million RowsSalesforce Data

External Data 100M+ RowsMultiple Custom AppsAdditional Data Flows

>

>

4 Pillars: Key Wave Differentiators

Salesforce Native In the Cloud

• Self-service exploration• Mobile• Actionability• New Analytics:

Trending and More• Bonus: Discoverability

• Built for SF Users• Native to SF Data• Security model• Data governance• Drives adoption• ++Record Types• SF Ecosystem

• Compression • Inverted Index• Key Value Pair• Search Based• No Schema• Data Store

• No Hardware• No Software• No Support• No Maintenance• Cloud Speed• Cloud Scale

Wave Engine & Data Store

Business Users1 2 3 4

Actionable Analytics for Sales Cloud CustomersSales Wave: The Competitive Killers

Best Practice Templates & KPIsInteractive dashboards automatically populated with Sales Cloud data, embedded anywhere

Pipeline TrendingHistorical analysis to track pipelinemovement & changes

Instant Actionability, Native IntegrationCollaborate, create and update Sales Cloud records, from the point of insight

NEW

DRIVE SALES PERFORMANCE MANAGE FORECAST & PIPELINE COACH SALES TEAMS

Sales Wave: What’s in it?

Comes with… • 14 dashboards• Pipeline and team coaching KPIs• Mobile

How does it work? • Deployed with a wizard• Out of the box data flows:

○ Accounts, Opptys, Owners, Products, Roles, Activities

• Allows CSV upload for Quota• Pulls Opportunity history• Applies role hierarchy for manager roll-up

DRIVE SALES PERFORMANCE MANAGE FORECAST & PIPELINE COACH SALES TEAMS

Pipeline Management

Pipeline Trending & Historical Analysis Key Differentiator

DRIVE SALES PERFORMANCE MANAGE FORECAST & PIPELINE COACH SALES TEAMS

Increase pipeline accuracy and monitor changes

Pipeline TrendingQuarter, month, week and day in near real-time

● Identify, quantify and monitor changes in pipeline● Filter by region, rep, stage & amount● Take action with our integrated framework

Historical AnalysisYear over year, quarter over quarter, month over month

● Understand performance over time● Filter by region, rep, customer, opportunity, and

more● Take action with our integrated framework

Is Your Customer a Sales Wave or a Platform Fit? Pick one customer within your group and determine which is a better fit.

Sales Wave Wave Platform

Salesforce Sales Data● Pipeline Management● Forecasting● Activity/Win rate● Customer QBRs

Salesforce Data + External DataWant the power of the full Wave Platform

>

Sales Wave: Use CasesSales Cloud Customers Want Fast Answers to Grow

Business Performance

-Year-over-year growth rates-Planning for next period-Top customer profiles?-How is product mix evolving? -Which channels yield high value opportunities?

Manage Pipeline

-What is in my pipeline? -What has changed?-Will I hit my target?-Top deals by product, geography, customer?-Which deals are at risk? -Which deals can I pull forward?-Which deals need support?

Coach Sales Teams

-Who is making calls orattending meetings?-Who needs coaching?-Who are top performers by…?-Quota attainment %-Win rate-Forecast accuracy-Completion of activities

Tracking growth, spotting trends and pivoting strategy

Understanding what is in your pipeline, and what changed.

Uncovering top performers and coaching reps who need help.

CORE Drives Sales WaveNo POC or Custom Demo’s

Step 1: Qualify

Step 2:Discovery & Standard Demo

Core AE Core AECore SEWave AE support

Step 1: Qualify

Step 2:Discovery & Standard Demo

Step 3: Deep Discovery & Custom Demo

Step 4: Paid Pilot (If necessary)

Core AE Core AE / SEWave AE / SE

Core AE / SEWave AE / SE

Core AE / SEWave AE / SE

Sales Wave

Wave Platform

CLOSE

CLOSE

POC

You Must INCLUDE a Partner

$10,000 Deployment $25,000 Deployment $50,000 Deployment

Skills RequiredSkills Required

Configure & AdjustLightweight configuration20 hours customization40 hours total

● SF administrator● Sales Wave UI● JSON scripting

● SF administrator● Sales Wave UI● JSON scripting● SAQL programing

Small ExtensionConfigure & Adjust +100 hours customization120 hours total

Skills Required

● SF administrator● Sales Wave UI● JSON scripting● SAQL programing

Large ExtensionConfigure & Adjust +220 hours customization240 hours total

Vanilla set-up with wizardUpdate required fieldsUpdate required objects

More objects and fieldsModify dashboardsBuild 1-2 new dashboardsChange Security ModelCustom Fiscal Period

Bring in non-Salesforce dataCreate or edit 3+ dashboardsChange Security ModelCustom Fiscal Period

Basic ConfigurationTasks Required skills Tools Resources Premier Complexity

Sell SKUSF Internal knowledge

Org62 AE

SKU enablementSF Internal knowledge

License Editor SOPS

Set up permission sets SF Administration Salesforce Customer Support Minimal

Create Sales Wave application SF Administration SW Wizard Customer Support Minimal

Upload Quota File Sales Wave SW Customer Support Minimal

Error messages / debugging Wave SW Customer Support Minimal

Set field level defaults Sales Wave Dashboard UI Customer Support Small

Change labels Sales Wave Dashboard UI Customer Support Small

Delete dashboard components Sales Wave Dashboard UI Customer Support Small

Modify dashboards JSON JSON Editor Customer Support Small

Modify XMD Sales Wave JSON Editor Customer Accelerator Small

Add filter JSON JSON Editor Services Accelerator Small

Change display values (Role vs. Owner) JSON JSON Editor Services Accelerator Small

Add fields not addressed by wizard JSON JSON Editor Services Accelerator Small

Create dashboards from existing datasets JSON / SAQL Editor / Labs Services Medium

Add standard objects and additional fields JSON / SAQL Editor / Labs Services Medium

Modify queries JSON / SAQL Editor / Labs Services Medium

Extended Deployment

Customize & ExtendResources that can

assist WeeksTasks Required skills Tools Resources Premier ComplexityCreate new objects replicating external data SF Administration Salesforce Services High

Create new dataset / datflow / XMD JSON JSON Editor Services High

Create new formulas, fields, and queries JSON / SAQL Editor / Labs Services High

Create new dashboards JSON / SAQL Editor / Labs Services High

Custom hierarchy JSON / SAQL Editor / Labs Services High

Custom functionality (snapshot trending) JSON / SAQL Editor / Labs Services High

Applications - What would you like to build?

For information about developing Applications as either an ISV or SI Partner please contact:

Gabriel KacarabSenior Manager, New Technology Business DevelopmentW (415) 536-5274 gkacarab@salesforce.com

Sales Wave DemoFor information about becoming a Salesforce or Wave partner and creating a demo instance please contact:

Nicolas MoscaritoloDirector, Analytics Cloud Alliances508-309-3099 nmoscaritolo@salesforce.com - Desk

Addendum

Run your Business with Sales WaveStart the Demonstration by describing the four Groupings

Quarterly PlanningQBR

Explore Year over Year Drill into: Geo, Product, Owner, Account, Lead Source

Sales Management1:1

Cover the categories and talk about how someone might use this in a 1:1 coaching session

Pipeline ReviewWeekly Call

Describe the different facet toggles. Click stages, click proposal, pop out the rep lens, click on highest rep and select view details at the bottom

Closing the QuarterPredictable Pipe41M Gap, add Upside from Expected to Close - 15M Gap, look at Next Quarter, show deals that will close gap, open opportunity in new tab to show embedded dashboard, select trending talk about reducing surprises, pop open account to show embedded dashboard

10K Scope and Deployment Timeline

Phase Status Start End Next Steps

Initiation and Kick-off DD/MM DD/MM ● Project plan scope template and timeline ● OOTB scope confirmation from sales discovery phase● Configuration adjustments reviewed and confirmed

Provision & Implement DD/MM DD/MM● Utilize application configurator ● Adjust datasets and dashboards for OOTB capabilities● Iterate and test

Post-Pilot: Transition DD/MM DD/MM ● End user training and change management adoption

Initiation / Kick-offProvision & Implement

1 Week Review & Transition

Sales Wave Dataflow

Pipe Review Dashboard

Dashboard Use Case LOE

Pipe Review Identify and focus on the best sources of high quality opportunitiesEnsure velocity / movement of top deals in the pipeline by engaging on strategic opportunities

Low

Opportunity Object (s)Dataset Field Type Dataset Field Type

Overview with Product - Fields and Filters

Query customers object and field production environment to inform sizing prior to implementation discussion?

Required Skills Small Medium High TotalDashboard UI 0.00 0.00 0.00 0.00JSON 12.00 0.00 0.00 12.00Editor / Labs 0.00 0.00 0.00 0.00SF Administration 0.00 0.00 0.00 0.00JSON / SAQL 0.00 0.00 3.00 3.00Total Time Required 12.00 0.00 3.00 15.00

Partner Enablement AssetsLevel of effort calculator

Sales WaveThe Fine Print

Jason HuffmanCenter of Excellence

AgendaSales Wave - The Fine Print

How it works

Demo prep

Customizations

What’s OOTB (and not)

How does it work?

Sales Wave: What’s in it?

How does it work? • Wizard configuration• CSV upload for Quota• Opportunity history for trending• Role hierarchy for manager roll-up

Comes with… • 12-14 Dashboards• Industry best-practice KPIs• Mobile-ready• Pre-built dataflows to load & update

NEWActionable Analytics for Sales Cloud Customers

Some additional info

English and single currencyFiscal data support only for whole month offsetsConfigure only utilizes OOTB objectsUpdates 1x every 24 hoursRole hierarchy security

Limitations

Demo Prep

Demo Readiness

Warnings• Maintain your data• Queries are using relative time• Monitor for upgrades

Popular Features• Rich preconfigured content• Mobility• Exploration • Action framework

Customization

Making Demo Customizations

WizardSelecting custom fields on standard objects in the Wizard

BrandingColor schemes for boxes, outlines and textAdd images and logos

Update labels (XMD)

Update colors (XMD)for stacked bars and existing multi-value displays

All of these will likely cause upgrade issues, so you are applying these simply to improve your demo and not as a best-practice

Simple Advanced

Additional standard objects (e.g. campaign, lead, etc)

Custom objectsRefactoring existing dashboard(s)

Custom date field(instead of Close Date)

Making Simple Demo Customizations

Light Level of Customization Heavy Level of customization

Exercise: Customization

OOTB

Sales Wave: What’s Missing

Pipeline trending doesn’t support custom fields

Default update is every 24 hours

Role hierarchy is the security hierarchy not Territory Mgt, custom, etc.

Quotas are by rep by month

No “Dynamic Dashboard” concept unless you apply row-level security

So What?

If custom fields are required, that will require customization

You can update more regularly, but the default schedule is 24 hours

If you need to analyze your business by Territories then customization is required

If rep quota is by week, quarter, etc, customization is required

Row level security gives you the “Dynamic Dashboard” concept without the limitations