sales wave apps - partner training
TRANSCRIPT
Sales WavePartner Enablement Training: Positioning and Configuration
Tim ShortWave Market [email protected]
Jason HuffmanCenter of [email protected]
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
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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
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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 [email protected]
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 [email protected] - 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
