Salesforce to Salesforce: Getting Started Guide

1
Salesforce to Salesforce Getting Started Guide
Adi Kuruganti November 14th, 2007
2
Safe Harbor Statement

• Safe harbor statement under the Private
  Securities Litigation Reform Act of 1995 This
  presentation may contain forward-looking
  statements the achievement of which involves
  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.  All statements other than
  statements of historical fact could be deemed
  forward-looking, including any projections of
  subscriber growth, earnings, revenues, or other
  financial items and any statements regarding
  strategies or plans of management for future
  operations, statements of belief, any statements
  concerning new, planned, or upgraded services or
  technology developments and customer contracts or
  use of our services.
• The risks and uncertainties referred to above
  include - but are not limited to - risks
  associated with the integration of Sendia
  Corporations technology, operations,
  infrastructure and personnel with ours
  unexpected costs or delays incurred in
  integrating Sendia with salesforce.com, which
  could adversely affect our operating results and
  rate of growth any unknown errors or limitations
  in the Sendia technology any third party
  intellectual property claims arising from the
  Sendia technology customer and partner
  acceptance and deployment of the AppExchange and
  AppExchange Mobile platforms interruptions or
  delays in our service or our Web hosting our new
  business model breach of our security measures
  possible fluctuations in our operating results
  and rate of growth 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 CRM service 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, including our Form 10-K for the fiscal year
  ended January 31, 2006. These documents are
  available on the SEC Filings section of the
  Investor Information section of our website at
  www.salesforce.com/investor.
• Any unreleased services or features referenced in
  this or other press releases or public statements
  are not currently available and may not be
  delivered on time or at all.  Customers who
  purchase our services should make purchase
  decisions based upon features that are currently
  available.  Salesforce.com, inc. assumes no
  obligation and does not intend to update these
  forward-looking statements, except as required by
  law.

3
Agenda

• High Level Business Overview
• Feature Details
• Next Steps

4
Cross-Company Integration Extremely Difficult
Application Integration Difficult
Cross-Company Integration Extremely Difficult
Gartner Example Total Labor Hours 11,430
hours Cost 1.4 million
Gartner Example Total Labor Hours 25,700
hours Cost 4.5 Million
October, 2007
Source Gartner, Determining Return on
Investment for Integration Brokers
5
Introducing
Share Data Directly With Your Partners on
Salesforce
Update
Subscribe
Invite
Share
with two or more companies using a shared
multitenant system, data exchanges become
checkbox simple..Corporations can start
exchanging data as easily as individuals share
information in a social network like Facebook
http//www.roughtype.com/archives/2007/10/multiten
ancy_an.php
6
35,000 customers. One Network. Instant
Integration.
7
Share Data from Any Application with a few Clicks
Supply Chain
Any Department
ERP
CRM
Finance
Opportunities Leads
Orders Invoices Status
Deliveries Schedules Projects
Invoices Contracts
Any Information
Multi-Tenant Platform
8
Customers are using it and love it
- Vice President Marketing, Bluewolf
- Director Sales Operations, DoubleClick
9
Agenda

• High Level Business Overview
• Feature Details
• Next Steps

10
1. Provision Salesforce to Salesforce licenses

• Account Executive provisions Maximum Salesforce
  to Salesforce Connections via the order entry
  process
• Product name Salesforce to Salesforce for UE
  (EE)
• Provisioning licenses only necessary if customer
  is sending invitations (acceptance is free)
• Only UE/EE/Platform editions may invite, all
  editions may accept (including PE/GE)

11
2. Enable Salesforce to Salesforce Org preference

• Administrators may enable Salesforce to
  Salesforce by accessing it in the setup tree.
• Once the Org preference is enabled, it cannot be
  disabled
• All participating orgs need to turn this
  preference on

12
3. Customize your communications on Salesforce to
Salesforce

• Email templates available once the Salesforce to
  Salesforce org preference is enabled
• The templates can be customized and may include
  company logo, header etc (use html format when
  creating email template)
• The customized invitation email needs to have the
  Connection URL for the contact to complete the
  invitation process

13
4. Assign authorized internal users to manage
your companies connections

• System Administrators and users with Modify All
  Data automatically have this permission enabled
• All other salesforce profiles need to be given
  this permission by the Admin
• Permission necessary to access the connections
  tab
• Permission necessary to send invitation, accept
  invitations and make any changes to connections
• Permission necessary to create accept views on
  the relevant objects more details in slide 28

14
5. Add the Connections tab for profiles with the
Manage Connections permission

• Connections tab necessary to manage all
  relationships
• Only users with Manage Connections permission
  can access this tab

15
6. Add the External Sharing related list to lead,
opportunity and custom object page layouts

• External Sharing related list needs to be added
  to shared entity page layouts
• Shared entities limited to Leads, Opportunities
  and Custom Objects
• Ability to stop sharing record with a connection
  only available via this related list
• Note best practice is not to include in portal
  page layouts

16
7. Invite a contact to connect as you would on
linkedin

• Platform/UE/EE licensed orgs may buy connection
  licenses to send invitations
• Only user with Manage Connections permission may
  send an invitation
• Only contact with email address may be selected

17
8. Contact accepts the invitation
Receives Email
Accepts Invitation
Logs into Salesforce

• UE/EE/PE/GE and trial orgs may accept invitations
  (org preference needs to be enabled)
• Only users with Manage Connections permission may
  accept an invitation
• Acceptance is free

18
9. Manage your cross-company relationships using
the Connections tab

• One connection per relationship
• Connections may be terminated at any time by
  either side
• Only users with Manage Connection profile
  permission may access the Connections tab
• Connection history available for audit tracking

19
10. Point and click, flexible, cross-company
integration using the Publish and Subscribe model

• Opt in and Opt out of object and field sharing
  relationships
• Each side gets to choose what information to
  share (democratization)

20
11. Publish Objects customize updates sent to
other company

• Limited to Leads, Opportunities and any custom
  object
• Both sides may publish one or more objects

21
12. Publish Fields customize field updates sent
to other company

• Both sides may publish standard and custom
  fields
• Both sides may pick and choose which fields to
  send
• Not supported lookup/reference, formula,
  auto-number and any system audit fields

22
13. Subscribe Objects customize updates received
from other company

• Limited to Leads, Opportunities and any custom
  object
• Both sides may subscribe to the others objects

23
14. Subscribe Fields customize field updates
received from other company

• Mapping enforces field type, dimension and
  precision
• Both sides may pick and choose which fields to
  receive updates on
• Not supported lookup/reference, formula,
  auto-number and any system audit fields

24
15. Enforce process and data integrity with
picklist value mapping

• Ability to map other companys picklist
  (multi-select) values to internal picklist values
• Values not mapped, automatically come over during
  the insert/update

Realizes dream of flexible process integration
between connected companies
25
16. Optional for leads and custom objects use
Queues to automate farming out records to
connections

• Lead assignment rules may be used with queues to
  farm out leads
• A connection may be a member of one or more
  queues
• On assignment, the user has the option to send
  an email notification to the connection owner

26
17. Customers can directly farm out records to
their partners

• Share leads with connections by running
  assignment rules, change owner to queue with
  connections as members or simply forward the
  lead to one or more connections
• Only published lead fields will be sent (as
  defined by the connection detail)
• Only one connection may accept the lead (first
  come first serve basis)

27
18. Customer can also forward a lead directly
to the partner

• Only published lead fields will be sent (as
  defined by the connection detail)
• Decouples entity ownership from connection
  sharing
• Only one connection may accept the record
  (disappears from other connections)
• Active share may only be terminated manually
  using the Stop Sharing option on the External
  Sharing related list

28
19. Customers can create customized views to
accept records

• Users with Manage Connections permission can edit
  and create views
• All other users can access views based on
  assignment (based on roles, groups etc)
• Section only appears if lead entity has been
  subscribed to by at least one connection
• Limited fields available to define lead views
  Connection Name, Sent Date, Title, Source,
  Industry, State
• For Opportunity accept view Connection Name,
  Sent Date, Opp Name, Account Name, Billing City,
  Billing State, Billing Country, Stage, Amount,
  Close Date
• For Custom Object accept view Connection Name,
  Sent Date and Name

29
20. Customers can accept one or more leads from
partners

• User may accept one or more leads to self by
  selecting the Accept option
• User may accept and assign one or more leads to
  User/Queue or run assignment rules
• On acceptance only the following subscribed
  fields come over during the create Last Name,
  Company, First Name, Lead Status, Phone, Email,
  Industry, Source, Title and State
• Other subscribed fields come over during the next
  update (2mins)

30
21. Shared records are synchronized across
organizations
Company A Lead
Company B Lead
Changes tracked in History Audit Trail
31
22. Customers can also collaborate on
opportunities with their partners

• New column on stage history related list to track
  connection updates to amount, probability, close
  date stage
• Opportunities may be shared with Connections
  using the Forward this opportunity on the
  External Sharing related list
• Currency on shared opportunities the currency
  has to match for the update to go through. If
  there is no match then the currency field is not
  updated. During insert if the incoming currency
  exists then the new record is created with the
  incoming currency ISO code.

32
23. Customers can link incoming opportunities to
new or existing accounts and opportunities

• New wizard to link an incoming (accepted)
  opportunity to an internal account (or no
  account) and existing/new opportunity
• Only select fields available during acceptance
  (the rest come over during the first update)
• Account info (for new accounts) Account Name,
  City, State/Province and Country
• Opportunity info Name, Amount, Stage, Close
  Date
• Connection Name and Sent Date

33
24. Customers can also share custom objects with
their partners

• Share custom objects with connections by
  changing owner to queue with connections as
  members or simply forward the custom object to
  one or more connections
• Distribute incoming custom objects to users or
  queues
• Ability to link a incoming detail object to a
  master (special lookup feature)
• Only 3 fields available during accept Connection
  Name, Name (of record) and Sent Date (other
  fields come over during the next update)

34
25. Powerful new reporting drives real-time
visibility cross-company
Show me Opportunity records shared with
connections (similar for Leads)
Show me custom object records shared with
connections
Show me Accounts that have connections
35
26. Modified history related list and reports to
track updates from other companies
New connection column on lead, opportunity
(stage) and custom object history related list
(only covers fields tracked in history)
Updated history reports (leads, opportunitys and
any custom object)
36
27. Drive workflow and apex triggers on shared
records and realize the dream of cross-company
business integration
37
28. Define filtered list views to track shared
records on lead, opportunity and custom object
tabs
38
Agenda

• High Level Business Overview
• Feature Details
• Next Steps

39
Available Now to 38,100 Customers and 1M
Subscribers!
Only Accept
1200
no charge
40
Next Steps..

• Self help guides http//blogs.salesforce.com/prm/
  2007/12/salesforce-to-1.html
• Press on S2S http//blogs.salesforce.com/prm/2007
  /12/some-press-buzz.html
• Launch press http//blogs.salesforce.com/prm/2007
  /12/salesforce-to-s.html
• Admin Preview Link http//blogs.salesforce.com/fe
  atures/2007/10/salesforce-to-s.html
• Send any questions regarding the service to
  Product Management at s2s_at_salesforce.com

Contact your Account Executive to buy licenses if
youre interested in sending invitations