Using Force'com to Build Apps for Your Media Organization

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Using Force.com to Build Apps for Your Media
Organization
Track Industry Focus Media

• Dianna Nash, Pacific Magazines
• Michael Iovino, Author Solutions
• Mark Regan, salesforce.com

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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,
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the price of such shares, foreign currency
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reports on Forms 10-K, 10-Q and 8-K and in other
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assumes no obligation and does not intend to
update these forward-looking statements, except
as required by law.
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Tomasz Oczapowski Sr. Customer Success Manager
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The Media Industry is Rapidly Evolving

• Trends in Media
• Business Challenges
• Technology Challenges
• Salesforce for Media
• Salesforce for Ad Sales
• Force.com Platform

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Dianna Nash Group Business Operations Manager
Company Logo Here
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All About Pacific Magazines
We are the second largest magazine publisher in
Australia with over 37 titles including marie
claire, InStyle, Who, Mens Health, Womens
Health, Better Homes Gardens, websites and
ambient media
Company Logo Here

• INDUSTRY Media
• EMPLOYEES 700
• GEOGRAPHY Australia New Zealand
• USERS 180
• PRODUCT USED Salesforce CRM SFA, Service
  Support, 4 downloaded AppExchange applications,
  internally developed Force.com apps

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Our Journey

• One Click Booking System
• Front end of the booking system
• Reduce duplicate data entry with 100 adoption
  rates
• Real time data and reporting
• Production Quoting Automation
• Track quotes and responses
• Remove 4 paper forms and 5 emails
• Eliminate errors and delays

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Old Creative Process
10 phone calls

• 3 approvals

4 meetings
countless emails
lack of communication
no accountability
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Salesforce Creative Process - Demo
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Manage. Share. Build. What Weve Learned

• Constantly look around for improvements
• Dont be afraid to try
• Experience the flexibility that is on offer
• Build dedicated team of Salesforce CRM heroes
• Enjoyed the snowballing success

Advertising
Production
Creative
Competitions
IT Service Desk
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Michael Iovino CIO
Company Logo Here
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All About Author Solutions

• We are a global company with core brands that
  help authors create, publish, promote and sell
  books.
• Key Industry Metrics
• The 1 2 brands in author services/self
  publishing market
• Over 80,000 published authors since 1997
• Over 2,000 books per month by the end of the year
• Nearly 1 out of every 17 new titles in the US in
  2007
• Our reach extends to authors from 164 countries
• The most advanced systems and processes of any
  publisher

• INDUSTRY Book Publishing
• EMPLOYEES 385
• GEOGRAPHY Global
• USERS 189
• PRODUCT(S) USED Salesforce Platform, including
  CRM, 1 downloaded AppExchange application

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Key Challenges

• Business Challenges
• Stability Application outages
• Metrics Visibility into the business
• Efficiency Same processes performed on multiple
  systems
• Flexibility Business desires of speedy change
  and growth
• Technical Challenges
• Legacy applications Without vendor/in-house
  knowledge support
• Integration Dozens of integration points
• Cost Multiple Data Centers
• Data Corrupted/incomplete

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The Solution

• How did we address these challenges?
• Implemented an SOA
• Created a publishing ERP solution using
  Salesforce custom development
• Solution created with business strategy of
  growth, flexibility and acquisition in mind
• Reduced the application footprint from 25 server
  applications to 5
• Modified business processes to be best in class

• Deployment Details
• 58 custom objects
• 1,604 custom fields
• 51 workflow rules
• 10 Visualforce pages
• 12 s-controls
• 38 Apex triggers
• 60 Apex classes
• 90 web services
• 15,522 lines of code
• 559,916 code length w/o comments

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How is ASI Using the Salesforce Platform
The Salesforce platform is fully integrated into
our Service Oriented Architecture.
Our custom developed platform application is a
true ERP for publishing, our entire business is
run on Salesforce
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Results

• What were the results?
• Stability The Salesforce platform provides a
  stable environment for our business and customers
• Growth The Salesforce Software as a Service
  model foundationally supports ASIs aggressive
  growth strategy
• Speed to Market Gemini platform provides the
  ability to bring New Business Lines, Imprints,
  Products and Services to market 3X faster than
  the existing in house systems on a single
  platform
• Reduced IT Cost closed 1 data center, sunset 20
  plus applications

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Additional Business Opportunities
A potential new market is now available as the
result of our platform, ASI as a B2B publisher.
Prior Business Model is B2C
B2B Model for Publishing
-Other Self-Publishing Companies -Traditional
Publishing Companies
)? Target
Customer Author
New Offer
New Business Model Includes B2B
Customer Publisher

• Total Turn Key
• Production Outsourcing plus
• Sales
• Website
• Bookstore
• Shopping Cart

• Production Outsourcing
• All Pre Print Production Processing

• Point Services chose the services ASI provides
• Cover Design
• Editing
• Interior Design
• ..

Customer Author
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Demo Time

• Over the next few minutes I will demo to you a
  small subset of our capability including
• Sales Processes
• Capturing, Ranking and Assignment of Leads
• Marketing Processes
• Creating new products and services
• Production Processes
• Interaction with a customer
• Completing and moving tasks through the
  organization
• Management views
• Financial Process
• Approving a refund

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ASI Cloud Strategy

• Based on the success we have had with our initial
  role out onto the Salesforce platform our IT
  strategy is to migrate more of our application
  architecture from on premise to cloud computing,
  with our goal to be at 100 by the end of 2009.
• We have also begun to pilot desktop cloud
  applications as replacements to the traditionally
  locally installed brethren and have found them to
  provide many benefits to our business.

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Manage. Share. Build. Apply what youve learned

• If you are going to deploy a large and complex
  application, leverage an experienced partner
• Salesforce.com provides a host of online sites
  with training materials, best practices and user
  forums, invest your time in them
• Front load your project timelines in regard to
  requirements gathering and documentation
• Data clean up prior to conversion is critical
• Dont underestimate the need for testing and
  training

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Mark Regan Platform Architect
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Product Catalog Navigation
Risks
Results
Challenges

• Sales people confused by available product
  offerings
• Not able to select right product quickly
• Time consuming setup by administrators

• Quick easy product catalog navigation
• Minimal time to setup by business user

• Difficult to navigate available products

Sales
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Product Catalog Navigation
Simplified search capabilities
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Questions Answers
Dianna Nash
Group Financial Systems Manager
Michael Iovino
CIO and Director
Mark Regan
Senior Sales Engineer