IT 2.0 with Three Clicks to Success On-Demand
Jason HunterManager, Support + ServicesVicon Motion Systems
Clara ShihDirector, AppExchange Product Line Managementsalesforce.com
Donald DySenior Manager, ITMagma Design Automation
Travis BryantSenior Sales Engineersalesforce.com
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, 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. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
What is Being Asked of Today’s CIOs?
2007 CIO Survey
1 Improve the quality of IT services
2 Improving IT governance
3 Improve the link between business and IT
4 Demonstrating the business value of IT
5 Building business skills in IT
What is IT 2.0?
IT 1.0: The Old Way
Legacy Code
Complex Dependencies
“Just Make Sure Nothing Breaks”
1 Improve the quality of IT services
2 Improving IT governance
3 Improve the link between business and IT
4 Demonstrating the business value of IT
5 Building business skills in IT
Drive business results by delivering new projects
IT 2.0: The AppExchange Way
67
183228
300
430
The New Model Delivers Choice to Customers
550 Apps!
500
What is the AppExchange?Your One-Stop Shop for Business Applications
2. Find 3. Evaluate4. Install & Deploy
Search Browse Filters AppExchange
Essentials
1. Learn
Best practices blog
Case studies Whitepapers Popular apps
Ratings & Reviews
Demo Test Drive Contact Partner
Easy to install and uninstall
Deploy to your entire company with one click
Don’t forget to submit your review!
Q2'05 Q3'05 Q4'05 Q1'06 Q2'06 Q3'06 Q4'06 Q1'07 Q2'07 Today
31,500+
Customers Love the AppExchange
Customer Installs to Date
Why is Everyone So Excited?
700+ Applications
13 Application Categories
13 Industry Verticals
35,000+ Developers
With AppExchange, we can immediately begin test driving and installing new applications to leverage the best ideas and new development without reinventing the wheel. —Jan LaHayne
CIO, Littelfuse
Top Ten Innovations of 2006– Forbes Magazine
Today’s Agenda
AppExchange Overview
Demonstration
Reducing IT’s Burden (Magma Design Automation)
Overcoming Limited Resources (Vicon Motion Systems)
Panel Q&A
Use of Salesforce Has EvolvedHow AppExchange Fits with the Platform and CRM
2World’s first multi-tenant language & development platform
3World’s on-demand applications marketplace1World’s most
trusted enterprise CRM
What’s the Value to IT?
Take advantage of the best ideas and technologies from 35,000 developers. Easy to customize. No need to build, integrate, and maintain.
Trusted applications that install directly into your Salesforce account on-demand. Instantly deploy.
Use the AppExchange to get a head start with On Demand. It’s as easy as buying a book on Amazon.com.
Hundreds of Pre-Integrated Solutions
The Way of the Future is Simplicity
Reduces your burden
What Opportunities Does The AppExchange Present?
• Email Marketing• Integrated Telephony• Data Quality• Configuration Tools
• IT & Operations• Human Resources• Finance & Administration• R&D
• Pre-sales Processes• Sales and Marketing Productivity• Vertical Expertise• Post-sales Business Processes
Pre-Integrated Solutions
Automate More Business Processes
Extended CRM
How are IT Departments Using AppExchange?
Best-of-Breed Applications from Over
350 Partners
Free Dashboards & Add-ons
Salesforce Labs Customizable Templates
How are IT Departments Using AppExchange?Best-of-Breed Applications from Over 350 Partners
Free Dashboards & Add-ons
Salesforce Labs Customizable Templates
Agenda
AppExchange Overview
Demonstration
Reducing IT’s Burden (Magma Design Automation)
Overcoming Limited Resources (Vicon Motion Systems)
Panel Q&A
Demonstration
TRAVIS BRYANT
Senior Sales Engineer, salesforce.com
Agenda
AppExchange Overview
Demonstration
Reducing IT’s Burden (Magma Design Automation)
Overcoming Limited Resources (Vicon Motion Systems)
Panel Q&A
DONALD DY
Customer Presentation
Senior Manager, IT
SalesService & SupportMarketingCustomer Delight
SalesService & SupportDevelopmentRelease ManagementTech CampaignsLibrary RequestsFinanceProductsProject ManagerPR ManagerEmail Campaigns
Sales
April 10, 2023 - 19
What is Magma?
Driving Chip Companies’ Success• EDA Software for the Semiconductor Chip Industry
• Fastest Growing Chip Design Software Company
Chips designed using Magma are in leading electronics products in use every day:
• Cellular phones
• Game consoles
• Portable music players
• Telecommunications
April 10, 2023 - 20
Magma is All Around You
Samsung Miniket Digital Camcorder
Sony PSP
Nokia 5300
DoCoMo Sharp SH902i
Sony Ericsson K700i
April 10, 2023 - 21
What is Magma?
Key Stats
• 860 Employees
• 23 Offices Worldwide
• Headquartered in San Jose, CA
• 60+ Sales People
• Lots of R&D and field engineers
• Nasdaq: LAVA
April 10, 2023 - 22
Semiconductor Companies Know Magma
April 10, 2023 - 23
Salesforce at Magma
• 750 Salesforce Licenses
• Salesforce Automation
• Customer Support
• R&D Development Process
• Highly Customized Org
• Lean Salesforce team
Source: Customer-provided data.
SalesService & SupportDevelopmentRelease ManagementTech CampaignsLibrary RequestsFinanceProductsProject ManagerPR ManagerEmail Campaigns
Sales
April 10, 2023 - 24
Our Apps: Before AppExchange
• Highly complex business processes- Rapid Growth/Rapidly Changing Environment
- 200 – 850+ employees in the last 4 years
• Custom Applications built in house based on business need
• Development Resources dedicated to building custom applications
April 10, 2023 - 25
Our Apps: After AppExchange
• Highly complex business processes
• Changing the way we look at apps. - We’ll look at the AppExchange to see if what we need is available
rather than try to develop the application
• Advantages of using the AppExchange- Time savings
- Cost Savings – Some Apps are available for free $$$
- Highly Customizable
- Ability to Test Drive Applications
- No need to reinvent the wheel
April 10, 2023 - 26
AppExchange Applications
nsite Quoting ApplicationComplete Order Management System from Quote Generation to License Key Delivery
• Purchase Requisitions
• Travel Authorization Approval
• Future Business Requirements
April 10, 2023 - 27
AppExchange Applications
Salesforce Labs Expense Reporting• Using a third party vendor for expense reporting
• Costly, hard to maintain• Familiar look and feel vs. using a another vendor• Ability to Test Drive• Highly Customizable• Free
Agenda
AppExchange Overview
Demonstration
Reducing IT’s Burden (Magma Design Automation)
Overcoming Limited Resources (Vicon Motion Systems)
Panel Q&A
JASON HUNTER
Customer Presentation
SalesSalesService & SupportInstallation IssuesSystem InstallationsService EntitlementsQuote GeneratorDevelopmentRMAsVicon Training CoursesMass Update Contact AddressService & Support DashboardCreate Assets from Product InfoProject and Issue ManagementTime TrackingMass Transfer Oppty. OwnerView All Open Tasks at AccountCase History TimelineAdoption DashboardsDisplay All Contact RolesAuto vCardScribe Sales Order ComponentFlex Pie ChartPollzter
Manager, Support + Services
Vicon Motion Systems, Inc.
Diverse Customer Base
High price point means high expectations
Significant revenue/customer growth
INDUSTRY: 3D Precision Optical Measurement
EMPLOYEES: 120
GEOGRAPHY: UK HQ, US
PRODUCT(S) USED: SFA, Service & Support, 6 custom apps, 2 customized AppExchange apps
# USERS: 42 (Sales & Support)
Key Challenges
Business Challenge
– On-site installations
• Assessing customer’s needs
• Allocating resources
• Tracking communications
• Visibility to stakeholders
Technology Challenge
– Islands of information
– Limited resources & expertise
Customer Demo
Pollzter – collects survey data– Pre-Installation survey assesses customers expectations
– Post-Installation survey assesses customers experiences after the installation is complete
System Installations– Started as Apex “Project Management” module
– Lets us assign appropriate resource to installation and track progress through planning and
completion.
AppExchange Results
AppExchange applications deliver real and immediate benefits to our business
– Dramatically increased visibility and accountability for onsite installations
– Survey results reduce costly on-site installation delays and oversights
– Easy to equitably distribute project assignments
AppExchange Results
Why our company uses AppExchange
– Makes customization easy
– Significantly enhances features of Salesforce CRM
Future plans for AppExchange
– Software Licensing
– Service Entitlements
– Quote Generation / Order Processing
Why Salesforce = CIO Success
Focus on Innovation, not infrastructure
Increase IT output while minimizing risk and costs
Deliver on today’s accelerated project timelines
Leverage the ideas of a worldwide community
Agenda
AppExchange Overview
Demonstration
Reducing IT’s Burden (Magma Design Automation)
Overcoming Limited Resources (Vicon Motion Systems)
Panel Q&A
Panel Q&A
Moderator: Clara Shih
Director, AppExchange Product Line Management
Salesforce.com
Jason Hunter
Support + Services
Vicon Motion Systems
Travis Bryant
Senior Sales Engineer
salesforce.com
Donald Dy
Senior Manager, IT
Magma Design Automation
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Thank You!
Clara Shih
Director, AppExchange Product Line
blogs.salesforce.com/the_appexchange_blog
Jason Hunter
Support + Services
Vicon Motion Systems
Travis Bryant
Senior Sales Engineer
salesforce.com
Don Dy
Senior Manager, IT
Magma Design Automation