Post Sales Cloud Journey

1. Reseller/Partner Enablement
Cloud Journey Webinar Series - Post Sales Track
Project Management Essentials
Gil Shaham
Director, Post-Sales Enablement
gshaham@salesforce.com
E.J. Drust
Senior Director, Cloud Services
edrust@salesforce.com

2. ▪ Cloud Journey is specifically
available to our Salesforce Reseller
Partner Community as an additional
learning resource.
▪ Join these sessions to learn more
about business with Salesforce and
have an opportunity to hear best
practices across key topics: Sales &
Pre Sales, Post Sales and Customer
Success.
Cloud Journey Webinar Series
Ongoing Enablement Series across the customer lifecyle
ACCESS:
Registration Link
Registration: http://go.pardot.com/l/232132/2016-09-28/7bf

3. Project Management
Essentials
E.J. Drust
Senior Director, Cloud Services
edrust@salesforce.com

4. ​The Salesforce product and services landscape has seen rapid change
over the past few years
Why is this important?
Our Evolution…

5. The Basics
​PMI PMBOK®
• A project is a temporary endeavor undertaken to create a unique product, service, or result.
• Project Management – A framework in which all types of projects can be planned, estimated,
controlled, and completed in a consistent and predictable manner.
• THE TRIPLE CONSTRAINTS

6. Project Lifecycle
Initiate
Plan Execute
Control Close
<Charter
aka SOW> Kickoff
Mtg
tracking
Prepare
PMP

7. Discovery Scoping
ROM
Initial
Proposal
Discussion
Document
Active
Negotiation
SOW
Signed
Scope
Assumptions
Out of Scope
Customer
Obligations
Estimates/$$
Ts&Cs
Project
Booked
What happens before you roll on to a project?
The Sales Cycle
Sales
Process
Selling
Artifacts
PM Rolls
on
PSA

8. 1. Scope is too high level; no implementation assumptions tied to what we are committing to
2. Scope is not clear
3. Inconsistencies with respect to scope, approach, and commercial terms (e.g. Fixed bid and
Agile)
4. No clear tie between the scope (effort) and the work plan
5. Incomplete assumptions that impair our ability to generate change orders
6. Work plans do not align with the project approach (e.g. does not account for sign off periods,
overloads resources, fails to account for dependencies)
7. SOW fails to rationalize the input from multiple practices
8. Grammar/formatting issues
9. Neglect to include change management in our scope
10. No provision for risk contingency
What are the top 10 mistakes found in SOWs?

9. • Better understand the problem, assumptions, and expectations in advance
• Use budget and resources efficiently from Day 1
• More thoroughly mitigate risk
• Build credibility with the customer, and ensure shared understanding of the project
• Effectively onboard your team as they roll on
​Effective preparation helps you to…
Why is preparing critical?

10. What’s the process for preparing?
Project
Booked
Review
Existing
Artifacts
Talk
Sales Team
Research
Company
Industry
Facilitate
Intro Team
Call
Intro PM to
PM Call

11. ​Key Questions:
​What did we sell? Why did the Customer Buy?
​What is the customer hoping to achieve?
​What is our commitment?
​What is out of scope?
​How is the work structured?
​What assumptions were made?
​What are the customer’s expectations?
​What risks are inherent in the work?
​The first step in effectively preparing is to answer key questions about the project.
Some Key Questions to Answer when Reviewing
Artifacts:
• Professional Services Agreement (PSA)
• Statement of Work (SOW)
• Estimates
• Proposals / Discussion documents
• Meeting notes
• Opportunity record – Chat feed
• PMO Bid Review Scorecards
• Recorded demo
• Etc.

12. Planning
Why is planning important:
• Establishes an agreed upon purpose,
outcomes, scope, success criteria, etc.
• Addresses difficult issues prior to the start
of the real spend
• Sets the stage for eventual success or
failure of the project
• Allows the project to be executed,
monitored, and controlled
• Is a communication vehicle
Impact of Poor Planning:
• CSAT
• Margin (free time)
• Build the wrong solution
• Create quality issues
• Run out of money
• Team morale
• Wrong at the beginning, and it gets worse
as project progresses
• Ultimately lose the account

13. What does planning define?
Why
• Vision
• Context
• Objectives
• Success criteria
• Success metrics
What
•Scope
•WBS
•Story Maps
•Constraints
•Assumptions
•Change Control
Who
• Sponsor
• Stakeholders
• Team
• RACI
How
• Methodology
• Budget
• Communication
• Risks
• Issues
• Quality
When
• Schedule
• Milestones
• Deployment
• Adoption /
Consumption

14. • Not “carving out” time in the initial stages to complete planning activities… or
the SOW doesn’t budget enough time for planning
• Skip planning and go right to the build of the solution
• Not collaborating with the customer or the team
• Focus solely on the schedule while ignoring the other aspects of project
planning and project management.
• Not getting alignment with customer.
• “Publishing” the plan instead of “Communicating” the plan.
• Not using the plan to manage the project
“Plans are worthless. Planning is essential” – Dwight Eisenhower
What are common planning mistakes?

15. ​The project
management plan
defines how the
project is executed,
monitored and
controlled, and
closed.
PMP
Scope
Manageme
nt Plan
Work
Manageme
nt Plan
Budget
Manageme
nt Plan
Resource
Manageme
nt Plan
Communic
ation Plan
Risk
Manageme
nt Plan
Issue
Manageme
nt Plan
Quality
Manageme
nt Plan
Organizatio
nal Change
Manageme
nt Plan
The Project Management Plan (PMP)

16. Planning Architect Construct Validate Deploy
​Traditional SDLC with agile constructs maximizes speed and minimizes risk
Execution Methodology
PMP
WBS
RACI
Schedule
User Stories
Iteration Planning
Iterations
Points
Burn-Up
Burn-Down
Testing
Retrospectives
Design
Documentation
Workshops
Defect Management
SIT
UAT
Status Reporting
Burn Reporting
Story Mapping
Waterfall
Agile

17. Tracking and Control

18. Q&A
Reseller: Post-Sales - Chatter Group
https://partners.salesforce.com/_ui/core/chatter/groups/GroupProfilePage?g=0F93A0000004gnY

19. Thank Y u