dreamforce 2015 - proquest highlights

Dreamforce ‘15 Selected Highlights

ü  #DF15 by the Numbers

ü  Benioff’s Keynote

ü  Salesforce Core

ü  Sales Cloud

ü  Service Cloud

ü  Thunder

ü  Community Cloud

ü  Salesforce Ecosystem

ü  ServiceMax ProductIQ

ü  AutoRABIT

ü  Entytle

ü  WalkeMe

ü  Bonus: Sales Negotiations

AGENDA

#DF15 BY THE NUMBERS

ü  170k+ attendees

ü  +26% registered attendees

ü  +30% speakers

ü  95% of attendees recommend it to others

BENIOFF’S KEYNOTE

ü  Lightning –  Interface –  Dashboard Customisation –  Drag and Drop

ü  Thunder & IoT –  Creating a proactive workforce –  15 Billion Connected things –  Future of IoT

ü  SalesforceIQ

–  Integrating MS Office

ü  Guest Performer:

–  Stevie Wonder!

SALES CLOUD

ü  New interface for Leads, Opportunities, Accounts, Contacts

ü  Sales Path

ü  Account Insights

ü  Activity Timeline

ü  Opportunity Pipeline

ü  Salesforce Engage

ü  Interactive charts

ü  Dashboards on 9 columns

ü  SalesforceIQ

ü  Lightning App Builder

SERVICE CLOUD

ü  #1 Service Application in the world

ü  “Reinvent the agent

experience”

ü  Omni-channel intelligent

routing

ü  Service Cloud Lightning

ü  Salesforce1 Mobile

Knowledge

ü  SOS Service

ü  Service Wave Analytics

SERVICE CLOUD

THUNDER

ü  Internet of Things

ü  75B connected devices by

2020

ü  58 devices per person

ü  Next level of customer

experience

COMMUNITY CLOUD

ü  Buy Button: Marketplace to

buy and sell

ü  Targeted recommendations

ü  Social Marketing

ü  Emerging trends

ü  Case studies: –  Avid Artist Community –  Schneider Partner Community –  IAVA Veterans

SERVICEMAX PULSE & PRODUCT IQ

ü  Pulse Collaborative

knowledge sharing:

knowledgebase,

tribal knowledge,

facetime.

ü  ProductIQ: visual

information on

products, connection

to IoT

AUTORABIT

ü  No Deployment

ü  Continuous Integration

ü  Release Management

ü  Version Control

ü  Data Loading

ü  Test Automation

ENTYTLE

ü  Predictive analysis

ü  Pattern Identification

ü  Generate Sales

Opportunities

ü  ServiceMax Partner: –  Preventive Maintenance –  Dispatch Optimisation

WALKME

ü  Interactive tip-balloons

overlaid on screen

ü  Help users act, react and

progress

ü  Real time training

ü  Widget

ü  Analytics

BONUS: SALES NEGOTIATIONS SKILLS

1) Confirm you are the buyers #1 choice: ü  If YES: why?

ü  If NO: convince you are the lower risk option: –  Integrity, high quality, professionalism, transparent, agile, flexible,

reliable, customer focus, speed

2) Reconfirm the value you are bringing:

ü  Value far in excess of the price you charge

3) Anticipate getting squeezed:

ü  When squeezed refocus the conversation on value rather than price

(business process solved, unique advantages)

BONUS: SALES NEGOTIATIONS SKILLS

4) Be proactive on budget and the decision making process ü  Where else can you get budget?

5) Expand the pie with non-monetary set of tradeoffs

6) Never give away anything without having something in return

7) Know your walk away price

QUESTIONS

Thank you!

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dreamforce 2015 - proquest highlights

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