Basecamp Stockholm 2019. Circles of success

1. How to Successfully Transition to
Lightning

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.

4. Agenda
• Why Lightning
• Demo
• Lightning Best Practices
• Key Takeaways & Wrap-Up

5. Game Plan
✓ Share your successes.
✓ Ask questions.
✓ Succeed together.

6. What Brought You to This Circle Today?
Common Lightning transition questions. What are yours?
How can it drive mobile usage?
How to drive adoption
leveraging Lightning?
What assets are available help me
understand Lightning? What are Lightning best practices?
How can I get started with Lightning?
What does the Lightning
Readiness Check tell me?

7. We Built Lightning Experience to Make People Productive
And deliver fast adoption for every Salesforce customer
Increase Productivity
Lightning Sales Console
Lightning Path
Lightning Assistant
Account NewsPrioritize Top Leads
Einstein Lead Scoring
Work Smarter
Lightning Utility Bar
Improvement in
Productivity
41%
Connect Faster
Automatic Activity Capture
Lightning Dialer

8. Lightning Makes Everyone More Productive
+ 21%
Win Rates
Less Time
Managing Pipe
+ 31%
Faster
Reporting
+ 40%
Increased
Collaboration
+ 29%
Survey: 2017 Lightning Adoption Survey, N=500 Responses
Average Percentage Improvements Reported
by Salesforce Lightning Users
+ 41%
Improved
Productivity

9. Key Stages for Lightning Adoption
DISCOVER ROLLOUT OPTIMIZE
Success
Lightning

10. Lightning Demo
Get ready for some awesome!

11. Have you engaged in Learning Opportunities?
DISCOVER ROLLOUT OPTIMIZE
Webinars
Videos
Accelerators
Circles of Success
Success
CommunityTrailhead
Release Notes + Help
& Roadmap
User Groups &
Events
Salesforce University

12. Have you evaluated your business and technical process?
DISCOVER ROLLOUT OPTIMIZE
Enable Yourself/Sandbox
Run Readiness Check & Optimizer
Conduct Gap Analysis and Define Workarounds
Identify Stakeholders/Exec Sponsor
Conduct Business Value Assessment (ROI)
Review Business Process

13. Have you aligned the Business and IT on your Lightning adoption plan?
Demo to Stakeholders and Executive Sponsor
DISCOVER ROLLOUT OPTIMIZE
Classic Lightning
Prepare and Deliver Lightning Adoption Plan to Executives

14. Have you developed a rollout and launch strategy?
DISCOVER ROLLOUT OPTIMIZE
• Identify Business Use Cases and
Processes
• Define Personas
• System Architecture Framework
• Refine Development Life-Cycle
• Engage Chatter feedback loop
• Pick Pilot Launch Date
• Create Project Schedule and Budget
• Identify Target Users + Super Users (pilot
group)
• Create Marketing + Communication
Strategy
• Create a Training & Support Plan
• Define Success Metrics
• Update Customizations (As Needed)
• Test and Iterate
• Execute Marketing+ Communication Plan
• Train and Engage User + Super Users
• Enable Lightning Experience

15. How do you continue to engage with your teams?
Measure:
• Monitor Success Metrics (reports, dashboards &
scorecards)
• Collect Feedback
• Conduct Program Review
• Provide Executive Summary
Iterate:
• Review Rollout Strategy
• Expand Users
• Motivate Users
• Salesforce Product Roadmap
• Product Changes via Idea Exchange
• New Use Cases
• New Features
DISCOVER ROLLOUT OPTIMIZE

16. Continue the Conversation

17. Your central location for questions, answers, sharing and staying in touch.
Introducing Lightning Now
Engage directly with salesforce experts!
Hear from our MVP’s, other customers and
salesforce resources!
Access resources, webinars, people, all designed
to help you achieve success!
JOIN TODAY
www.salesforce.com/success-lightning
Join our new Success Community group: LIGHTNING NOW

18. Take the Lightning Experience Readiness Check
To learn more, read the Lightning Experience Readiness Check.
Assess your organization for
Lightning Experience readiness.
Determine which users are
ready to migrate.
Know how to proceed with
Lightning migration.
Sign-up for a Free 1/2
hour Consultation
Available Now

19. Learn With Trailhead
Trailhead Trails

20. Wrap-Up Complete our survey and tell
us how we did.

21. Target Resources to Help You
Get the Basics Before you
Dive into Lightning Experience, learn a few tips about what Lightning is,
the new features, and more.
Go Further
Test drive the full Lightning
Experience by watching videos
Discuss
Get advice and answers from
Salesforce experts and customers.
For more best practices resources,
visit the Lightning Now Success Community
Group
Customizable End-User Training
Templates*
• Getting Started: Navigating
Salesforce
• Managing Accounts
• Tracking Opportunities
Accelerators*
• Lightning Configuration Quickstart
• Lightning Configuration and
Customizations
Premier Resources Journey Resources
Trying to get started or achieve more? We have resources for your success!
*Offered to Premier customers only – learn more about Success Plans

22. What’s Next? Book an Accelerator!
Get Expert Help
Salesforce.com/Accelerators
Accelerators are available to customers with Premier/+ or Signature Success
Plans. Other terms may apply.
1-on-1 Consultations with a Certified Cloud Specialist.
Recommended:
● Lightning Configuration Quickstart
● Lightning Customization & Configuration
● Sales Cloud Lightning Desktop Design
● Service Cloud Lightning Quickstart
● Service Cloud Lightning Console Design
Contact Your AE or Success Manager

23. Welcome to the Trailblazer Community
Engage directly with Salesforce experts.
Hear from MVPs and other customers.
Access all you need to achieve success:
• Content and resources
• Circles of Success and webinars
Join the conversation
Release
Readiness
Getting
Started
Lightning
Now
Premier
Central
Access the Trailblazer
Community today!
salesforce.com/success

25. Appendix

26. Home
Performance Chart
Track your performance to
target
Assistant
Helps you focus on what
matters most with proactive
notifications
Account Insights
Personal and relevant new
articles about top accounts that
help you take meaningful action
An intelligent way to start your day fast

27. List Views
List View Charts
Visualize your lists on the fly
with a bar or donut chart
Filters
Anyone can add or edit a filter
with a simple, visual interface
Type-Ahead Search
Find any list view with an easy
type-ahead search feature
See your data, your way, with easy filters and visualization tools

28. Kanban
A powerful way to visualize and work your pipeline
Visualize Your Pipeline
See your opportunities
organized by stage, with
subtotals up top
Drag and Drop
Move deals between stages
with click and drag
Alerts
Get intelligent alerts prompting
you to take action on deals that
need your attention
New Spring ‘17 Kanban Expanded Availability and More Settings

29. Opportunity & Lead Workspaces
Sales Path
Customizable guidance to support
your sales process
Timeline
Easily view open and previous
activities and create records on
the fly
Quick View
Hover over links to view details
without ever leaving the page
Highlights Panel
See important information at a
glance
Action-oriented workspaces to work your deals in flight

30. Path
Customizable
Add statuses and stages for leads
and opportunities
Guidance for Success
Provide coaching in context at
each step in the sales process,
including helpful scripts,
questions to ask, and tips
Key Fields
Present important details up top,
with the ability to edit
Helpful guidance and relevant information at every stage to support your sales process
New Spring ‘17 Sales Path: Renamed Path and Expanded

31. Notes
Take detailed notes and relate them to multiple records
Relate to Multiple Records
Relate a single note to an
account, contact, opportunity,
and more
Autosave
Never lose a detail while you
compose your thoughts
Rich Text
Add bullets, numbered lists, or
text formatting to organize your
content for easy reference

32. Composer
New Task
Make a follow-up task
New Event
Make a meeting request
Email
Compose an email with rich text
formatting, attachments,
templates, and more
Collaborate & Details
Click Collaborate and Details tabs
to access Chatter and see all
fields, respectively
Take action fast on any record, customized for your needs

33. Tasks
Tasks
Access your tasks from a
convenient Tasks page right
from the navigation menu
Master-Detail
See your complete task list, and
drill into any task, side-by-side
Actions
Edit a task, add comments, and
change priority, status, and
more
View and update all your tasks from one place

34. Dashboards
Spanning columns
Give a chart the space it needs
to show the right data
Flexible Layout
Add more components in a row
with more columns available
Easy Filters
Add filters with a simple, visual
interface
Visualize your data with beautiful charts and a flexible layout

35. Accelerators
Deliver customer-defined
business outcomes
Premier Community
Exclusive community content
On Demand
Training Catalog
Self-paced learning for
users and admins
24/7 Developer
Support
Get support fast,
when you need it
Premier +
Administration Services
Our admins under
your direction
Lifelong
Success
Plan
Adoption Webinars
Live interactive sessions with
adoption experts
Getting Started Community
Collaboration with application experts
Circles of Success
Small group best practice sessions with
customers and Salesforce experts
Getting Started Resources
Videos, in-app walkthroughs, and
webinars to get you started right
Basic Tutorials
How-to videos
Getting Started Workbook
Step-by-step guide to plan your
implementation
Premier Success Plan Customers
We Help You Navigate the Wealth of Salesforce Resources

36. Premier Success Drives Salesforce ROI
Reported increase over Standard Success Plan customers
The ROI is based on a customer survey conducted by independent, third-party Market Tools.
All other metrics are based on Premier customer metadata.
80%
higher ROI
130%
more process
automation
138%
more analytics &
insights
61%
faster
deployment
52%
higher user
adoption
Enhanced Training Enhanced SupportSuccess Resources