Dreamforce 2013 Presentation for Salesforce Fundamentals: Strategy for Opportunity Management. Presented by Deepa Patel, Halak Consulting, LLC, Shell Black, Shell Black LLC, Maria Beli, Case Partners, Bryan Boroughf, Monday Call

1. Salesforce Fundamentals: Strategy
for Opportunity Management
Deepa Patel, Halak Consulting, LLC, President
@halakconsulting
Maria Belli, CASE Partners, Inc, Senior Salesforce Consultant
@JustAGirlyGeek
Shell Black, Shell Black, LLC, President
@Shell_Black
Bryan Boroughf, MondayCall, Senior Account Manager
@BryanBoroughf

2. Safe harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties
materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. 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 product or service availability, 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 developing and delivering new
functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our
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litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our
relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our
service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to
larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is
included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent
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Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, 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 the 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.

3. Deepa Patel
Halak Consulting, LLC
@halakconsulting

4. All about Halak Consulting, LLC
Halak Consulting LLC a Salesforce partner. We have been
helping firms identify problem areas and propose solutions
that meet the firm’s requirements for the last 10 years.
 We work with clients to define their business goals, analyze current
business infrastructure and identify nonexistent business processes.
 We focus only on Salesforce.com software services
 Silicon Valley User group co-leader, run Process & Strategy and
Salesforce Certification Study Group on Success Community
 Visit Us – www.halakconsulting.com
 www.linkedin.com/in/deepapatelhalakconsulting/

5. Target audience for this session:
I'm not using this area of Salesforce
today and want to learn more
I am using this area of Salesforce today,
but want to pick up some tips or confirm
"I'm doing it right”
Functional Roles: Sales & System
Administrators

7. Opportunity Management – What is it?
A process that allows us to measure revenue
projections and revenue recognition
 Why do you need to track Projections?
• An insight as to where you are in your sales process and how
long you have been there.
• An insight as to what you can expect to close in the next four
quarters and what are your chances of getting that business.
 How do you track Revenue Recognition?
• Score cards and reports that give you an idea how much you
have closed

8. Opportunity Management – How?
How do we do this in Salesforce?
 Opportunity Stages
 Probability
 Forecast Categories
 Close Date

9. Opportunity Management – How?
How do we do this in Salesforce?
 Opportunity Stages
• Different stages of a customer’s buying process. This is tied to
your selling process
 Probability
• What is the percentage of the opportunity closing based on
where you are in the sales process
 Forecast Category
• Set of options that determines the certainty of realizing revenue
 Closed Date
• Date when the deal will be materialized

10. Opportunity Management – How?
Sales Process
Prospect
Demo
Trial
Proposal
Follow up with Prospect for further discovery
After discovery do a product demo to customer
POC to show benefits
Provide with a Pricing Proposal or a Quote
Negotiation
Negotiate final terms and conditions
Closed/Won
Sign and Close Business
Closed/Lost
Lost Business
Give a Reason why this
opportunity is Lost

11. Opportunity Management – How?
How are Stages connected with Forecasting?
Stage
Prospecting
Demo Completed
Trial/POC
Proposal/Price Quote
Negotiation/Review
Closed Won
Closed Lost
Probability
10%
20%
50%
75%
90%
100%
0%
Forecast Category
Omitted
Pipeline
Pipeline
Best Case
Commit
Closed
Omitted

12. Opportunity Management – Revenue Projection (Pipeline)
James Dean Forecast
Quota
Closed
Commit
Best Case
Pipeline
Quarter 4 - 2013
$250,000
$135,000
$10,000
$20,000
$150,000
Quarter 1 - 2014
$250,000
$0
$5,000
$60,000
$220,000
Quarter 2 - 2014
$250,000
$0
$0
$50,000
$230,000
Quarter 3 - 2014
$250,000
$0
$0
$0
$130,000
Total: 4 Quarters
$1,000,000 $135,000
$15,000
$130,000
$730,000

13. Opportunity Management
Why is this easy to adopt and use?
 Amount
 Opportunity Stage
 Close Date

14. Bryan Boroughf
MondayCall
@BryanBoroughf

15. All about MondayCall Solutions
At MondayCall, we help Salesforce customers, from SMB to
mid-market to Fortune 500, make the most value from their
investment .
 Based in San Francisco and founded in 2009
 Over 300 customers in a variety of industries across the country
 Full range of services entirely focused on the Salesforce platform
 Average: 9.5/10 customer sat rating

22. Shell Black
President, ShellBlack.com, LLC
@Shell_Black

23. All about ShellBlack.com
ShellBlack.com, LLC is a Cloud Alliance Partner in Dallas
TX helping companies maximize their CRM investment
through elegant solutions leveraging Salesforce.com
 Strictly Salesforce – our single focus results in deep domain expertise
 Proven Process – fine tuned over a hundreds of projects
 Community contribution – two Salesforce User Group leaders and a
Salesforce MVP
 Visit us online at www.ShellBlack.com

24. Approval Processes
• An Approval Process allows a record (in this case an
Opportunity) to be routed based on rules to one or more users
• Approvals are logged for accountability (e.g. my discount was
approved by my boss!)
• Records can be approved by email or on a mobile phone

25. Milestones
Milestones custom fields (combined with Validation Rules) on an
Opportunity help ensure sales reps are capturing the right
information and not skipping steps in your sales process

26. Maria Belli
CASE Partners, Inc.
@JustAGirlyGeek

27. All about CASE Partners, Inc.
CASE Partners, Inc. is a Salesforce partner celebrating 20 years as
an IT consulting firm that specializes in maximizing the capabilities of
Salesforce through innovative configuration, workflow, and
integration solutions
 Highly skilled staff of certified Salesforce administrators and developers
 Specializing in advanced web and application integration services
 Broad industry experience: Financial Services, Insurance, Manufacturing,
Healthcare, Non-Profit, and more
 Organizers and leaders of the Connecticut Salesforce Developers’ User Group
 Visit us online at www.casepartners.com

28. Deepa Patel
Shell Black
Maria Belli
Bryan Boroughf
President
@halakconsulting
President
@Shell Black
Senior Salesforce Consultant
@JustAGirlyGeek
Senior Account Manager
@BryanBoroughf

29. Do Not Forget!
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