How to Position Lightning
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Lightning is Salesforce's new user experience and development platform that is designed to make users more productive and customize applications faster. It provides an intuitive interface that works across devices and uses reusable components to accelerate app development. Early adopters have seen significant benefits like 25% increased revenue, 24% higher win rates, and 50% faster customization times. Customers can move to Lightning by having their admin complete the Lightning readiness check and then encourage users to try the new experience.
How to Position Lightning
- 1. How to Position Lightning Transform Your Business With Lightning Now mscherbaum@salesforce.com @mscherbaum Michael Scherbaum Snr. Mgr. Partner Field Development
- 2. Forward-Looking Statements 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 operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any 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 fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor 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. IoT Our Journey Began with a Passion for Simplicity Cloud Mobile Social Cloud AI 1999 Why isn’t enterprise software as easy as buying a book on Amazon? 2017Why aren’t enterprise software experiences as fast and easy as consumer ones?
- 4. Customers Demand Fast, Easy Experiences Sam Jones Kathy Baker Personalized Frictionless Intuitive
- 5. We Reflected on Our Customer Commitment Engaged THOUGHT LEADERS Analyzed 17 YEARS OF EXPERIENCE Partnered WITH OUR CUSTOMERS
- 6. #lightningnow We took 17 years of experience in CRM…
- 8. Common needs More seller productivity Sell from anywhere Less data entry Information at fingertips Contextual recommendations More user adoption Different roles Sales Leader Deal Closer Data Expert Pipeline Builder Trusted Advisor Modern technology Intuitive user experience Frictionless mobile Artificial intelligence & personalization Component- based configuration Faster Smarter The Way You Want And We Learned
- 9. #lightningnow So what is Lightning?
- 10. #lightningnow Lightning is three things Experience Framework
- 11. Introducing Salesforce Lightning Experience A connected, intuitive user experience on any device Work Faster Easy-to-use app experience to maximize productivity Work Smarter Analytics and in-line intelligence to drive precision Work The Way You Want Get a customized, consistent experience across every device
- 12. We Will Innovate Faster, Together PossibilitiesNew Lightning Features Coming in 2017 500+ Lightning Features Today 250+
- 13. #lightningnow Lightning is also a new UI framework
- 14. #lightningnow The Lightning UI is made of components
- 15. #lightningnow Components are arranged using the App Builder
- 16. Lightning is for Everyone, Now Matt Rosenburg Chief Revenue Officer Eventbrite Jennifer Hall Chief Customer Care Officer Intuit Carlos Frias Salesforce Admin Pearl Capital Carrie Mantione Salesforce Developer Oppenheimer Funds Eric Wu Co-founder & Chief Strategy Officer Bracket Labs Sales Service Admins Developers Partners
- 17. #lightningnow Great. Why should we use it?
- 19. Maximize sales from lead to cash Sales Cloud Lightning Sell Faster Accelerate sales cycles with less data entry and more sales productivity everywhere Sell Smarter Optimize sales impact with relevant information & recommendations at sellers’ fingertips Sell The Way You Want Create a culture of success with consistent processes in a unified customer view +25% increase in revenue
- 20. Sell Faster Accelerate sales cycles Prioritize the Best Actions Minimize searching and put contextual information at sales reps’ fingertips Eliminate Data Entry Capture and log email and calendar engagement data automatically Go Mobile Increase meaningful engagement with customers, anywhere your sales reps are +30% lead conversion 2017 Mobile World Congress award winner “Best Mobile App for Business”
- 21. “Salesforce has allowed us to streamline our order processing from 11 days down to two hours.” Pauline Mulvey, VP of Enterprise Business Technology Salesforce Helps Mitchell Stake out New Territory in Claims Management Mitchell simplifies and accelerates claims management and collision repair processes Lacked single view of customers and a single platform to support its growing lines of business Deployed Salesforce to achieve end-to-end process accessible on the road with Salesforce1 Accelerators assisted Mitchell with deploying out-of-the-box and custom Lightning features Salesforce allowed Mitchell to streamline their order processing from 11 days to two hours
- 22. Sell Smarter Optimize sales impact Know Which Leads to Pursue Create processes and rules that prioritize the best leads and nurture the rest Put Critical Insights Front and Center Get important updates on key sales records right where they’re needed Secure Forecasted Opportunities Close more deals faster by securing forecasted opportunities +24% increase in win rate
- 23. “We implemented Lightning and Salesforce1 seamlessly in just 120 days. That’s value delivered faster!” Katrina Bonner-Witt, Mercury Program Leader, Deloitte Consulting Deloitte Improves Adoption 25% with Lightning Enables Deloitte leaders to collaborate, sell, and deliver as one integrated firm; providing client purchasing insights and enabling them to lead with ideas Promotes a sales-driven culture, which is integral to Deloitte’s efforts to scale their Global Consulting business from $13.1B to $20B by 2020 Empowers Deloitte leaders to create and collaborate from anywhere – real time pipeline management via mobile capabilities
- 24. Sell The Way You Want Create a culture of success Accelerate Through Repeatability Drive performance through consistency; provide guidance and best practices at every step Lead with Data-driven Insights Make informed decisions based on a complete view of your customers Run Hyper-productive Team Meetings Conduct strategic discussions and reinforce consistent sales processes +35% sales productivity
- 25. “Today, we’re not wasting time on details and routine updates in our sales pipeline calls. We’re focused on strategy and our goals.” Diana Holland, Executive Director of Marketing and Services Sales Merchants Fleet Gains Insight Faster with Lightning Experience Specialize in developing fleet solutions for businesses and government agencies Struggled with limited pipeline insights due to difficulty extracting data from legacy system Spent too much time in weekly sales calls catching up on details instead of building strategies Deployed Path and Kanban to gain stronger insights to better inform their sales process Accelerates sales productivity via transparent sales processes
- 26. Customize Faster Than Ever Create sales apps people love with clicks, not code Build Faster Access out-of-the-box, reusable components, plus thousands more from the AppExchange Embed Best Practices Customize every screen with the drag-and-drop App Builder Design Once, Deliver Everywhere Build apps and customizations once and access them anywhere with Salesforce1 Salesforce customers using Lightning will experience 50% faster app development times. - IDC
- 27. “Lightning changes everything.” Brad Kelley, AVP of Information Technology, Elements Financial Elements Financial is mobile-ready with Sales Cloud Lightning Federal Credit Union uses technology to scale a smaller team and help members reach financial wellness Needed one central view of credit union members and a strong mobile solution Moved users to Lightning in 6 months, saving an estimated 43% in development cost Help members from anywhere with mobile-ready Lightning applications and a complete view of members
- 28. And More Customer are Seeing Transformational Results Sales reps save 5-10 hours each week Transforms member experience in 90 days; 100% user adoption Set single week sales record one week after deploying to 375 users Increased call volume by almost 30%; achieved 100% user adoption Selected Lightning for customer- centric platform and open ecosystem
- 29. Next Steps Make the move from Awesome to Supercharged Awesome! CHECK OUT CONNECT ENCOURAGE the Trailhead module “Getting Started with Salesforce” for Sales your Admin with great resources to learn about Lightning Experience your Admin to run the Lightning Experience Readiness Check
- 30. Questions?