Learn how Salesforce Collaborative Forecasting can give sales leaders visibility into future sales booking or sales revenue. Hear from two customers, Pure Storage and Nitro, on how they leverage forecasting and the benefits they've realized so far. You'll also learn how matrix sales organizations can track splits by revenue or overlay and the additional capability of forecasting by custom field. Watch the session video: http://bit.ly/1MnI5Z0

1. Forecast Accurately with
Salesforce Forecasting
Collaborative Forecasts
​ Mike Wey
​ Director, Product Management
​ mwey@salesforce.com
​ @weymike
​
​ Dushyant Pandya
​ Comity Designs
​ Founder
​
​ Thomas Gadd
​ Nitro
​ Revenue Ops
​

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​ 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
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statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our
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​ The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new
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our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new
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Safe Harbor

3. What Sales Might Think of Forecasting

4. Foundation for Forecasting
Forecasting
PeopleProcessTechnology

5. Real-time, automatic roll-ups
Quota attainment visibility
Collaboration with teams
Multiple forecast types
What is Collaborative Forecasts?
+45%
Improved forecast accuracy
Gain a complete, real-time view
of team forecasts

6. We Extended Forecasting Capabilities
Winter ‘15
GA Overlay Forecast
GA Forecast on
Custom Field
Adjustment Notes
Spring ‘15
Owner Adjustments
Summer ‘15
Cumulative Forecast
Rollups

7. Non-Cumulative (prior to Summer feature) Cumulative Forecast Categories
Difference Between Cumulative and Non-Cumulative
Data is based on distinct forecast categories
“Based on all the opportunities, where are the
deals sitting now?”
Closed
Commi
t
Best
Case
Pipelin
e
Commit = ‘Commit’
Closed = ‘Closed’
Best Case = ‘Best Case’
Pipeline = ‘Pipeline’
Best CaseCommit Pipeline
​ Data is based on aggregation of forecast categories
“Based on all the opportunities, what will sales
deliver?”
Commit Forecast = ‘Closed’ + ‘Commit’
Closed = ‘Closed’
Best Case Forecast = ‘Closed’ + ‘Commit’ + ‘Best Case’
Open Pipeline = ‘Commit’ + ‘Best Case’ + ‘Pipeline’
Closed

8. Difference Between Cumulative and Non-Cumulative (cont.)
Illustrate the difference using an example
​ Assume all commit deals will eventually close
​ Assume no deals pushed or pulled
Cumulative Forecast CategoriesNon-Cumulative (prior to Summer feature)
Which of these resonate?

9. Forecasting Demo

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11. Pure Storage is Flash for the Enterprise
Mission-critical reliability
99.999%, non-disruptive operations
Less cost than disk
Inline deduplication & compression
Consistent performance
100% Flash Storage System
Differentiated Technology that scales with your business
10 à 100s of TBs, Purity software
Founded in 2009
Leadership team made up of best in class storage and tech veterans

12. Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties
• Forecast on a quarterly basis
• Use a mix of methods to arrive at our projected
bookings #
• 60% of advanced stage pipe
• 25% of non-factored pipe
• Closed Won + % of Adv Pipe while in qtr
• Use Salesforce to track new logo counts
• A significant portion of our business involves
cross-theater revenue splits
• A percentage of our team books business that
is both discrete and overlay
Customizable Forecast - Standard View

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Dushyant Pandya
Founder, Comity Designs

14. About Comity - Proven Success Across All Clouds
Salesforce Projects CSAT Score (out of 10)
No Red Account
Bay Area
Atlanta
India
Hackathon Awards
• Best Enterprise App
• Force.com deployment
• Social Enterprise App
• Chatter
Partner Apps are winners
of Awards
400+ 9.8

15. 1. A way to remove the need to duplicate opportunities for revenue sharing
2. Ability for revenue sharing to show up in both parties forecasts through Opportunities Teams
& Splits
3. Forecast Category only displays information for that specific category
What Pure Storage Needed

16. 1. Collaborative Forecasts include much of the same functionality as Customizable Forecasts
• Felt native and familiar to the team
• Transition over was straightforward since 90% of the team would still use a standard view
2. Collaborative Forecasts works with Splits and allows viewing by specific forecast categories
3. Still needed a way to allow specific sales team to see their business across discrete and overlay
opps
Single custom consolidated view provides better visibility into
overall forecast – Discrete + Overlay
Collaborative Forecasting

17. Forecast Standard View – Revenue Splits
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties

18. Forecast Standard View – Overlay Splits
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties

19. Forecast Consolidated View
Confidential Property of Comity Designs - Recipient is not to share with any 3rd Parties

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Tom Gadd
Revenue Operations

21. Nitro Transforms How the World
Interacts with Documents
• Founded in Australia with our global HQ in San Francisco.
• 500,000 customers in nearly 200 countries.
• 200 employees across 5 locations.
• Nitro Pro, our flagship product, is the leading
replacement to Adobe Acrobat.

22. • Our Salesforce Instance
• Sales Cloud, Service Cloud, Work.com, Chatter
• 8.5 million leads, 300k API requests/day, 127 users
• 300K paying customers in database (and a couple million free users on top of
that!)
• Great Implementation Partners
Nitro’s Salesforce Usage

23. • Exchange rates in Salesforce must match Netsuite, our ERP
• Manage 5 global currencies
• Exchange rates fluctuate daily and are loaded daily
• Salesforce has Advanced Currency Management (ACM)
• But gotcha!
• Collaborative Forecasting does not support ACM
• Current workaround is to leverage Opportunity Reports to manage forecasting
The Problem
Not ideal since we wanted Sales to manage business
through Forecasting Module instead of reports

24. • Collaborative Forecasting only leverages static exchange rates
• Harder to manage the business since we capture commit and best case weekly
based on moving exchange rates
• Forecasting module data differs from Opportunity Reports
• Sales Ops is unable to give quota relief without right insight
• Quota attainment reporting is huge, and fractions of a percent matter
• For a sales team there’s a big difference between 99.5% and 100.5%!
What Does That Mean in Practice?
Caused frustration among Sales, which led
to lower adoption of forecasting

25. • Winter ‘15 brought Custom Field Forecasting (CFF) as a feature to explore
• Makes it easy to forecast on amounts like ACV and TCV at the same time
• But gotcha!
• Opportunities can only have one currency, so your custom field currency has to match
your record currency
• Some creative algebra to support ACM in forecasting
• Goal – trick the forecasted amount = converted amount on oppty
• Worked backwards to come up with Custom Currency Field
Leverage Custom Field Forecast with Creative Algebra
Custom Currency Field =
Converted Amount
Static Exchange Rate
=
Static Exchange Rate
Amount * Dated Exchange
Rate

26. • All of this might seem confusing to sales users
• Hid custom field from sales users – no need to understand back end
• Just made sure data is consistent between forecasting and oppty historical
amount
• Opptys can be outdated quickly since we update exchange rates daily
• Created batch APEX solution to update custom field nightly
• Very simple implementation – 2 custom fields, 1 workflow, 1 trigger,
and 1 class
Keep Solution Simple
Only 30 lines of code!

27. • Greater adoption of forecasting module
• Sales managers leverage tool to manage team and
business
• Sales can explore “pipeline” to improve outlook
• More accurate forecasting
• Quota attainment reporting!
• “Holy grail” for me and Nitro
• Waited 3.5 years for solution
• Achieving this was awesome!
Potential Benefits

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29. Q&A

30. Thank you