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Lightning Implementation Hemant Bedekar Success Specialist, Lightning Ambassador [email protected] @hemantbedekar | /in/hemantbedekar

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Lightning Implementation

Hemant BedekarSuccess Specialist, Lightning [email protected]@hemantbedekar | /in/hemantbedekar

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.

Forward Looking Statement

Adoption Path to Success

Assemble Your Lightning Adoption Team

Executive Sponsor

Business Admin Developer Change Management

Lightning Adoption Path: Discover

DISCOVER● Learn: We will learn about everything we

need to know about the Expedition ● Evaluate: It is critical we understand how

prepared we are to complete the expedition. ● Align: Creating one team to remove

obstacles and help us achieve our goals.

LEARN

WebinarsVideos

Accelerators

Circles of Success

Success Community

TrailheadRelease

Notes, Help, & Roadmap

User Groups& Events

Salesforce University

Learn About Lightning

Lightning Readiness

EVALUATE

Three Factors Drive Business Value

Increased Adoption & Collaboration

IT Productivity & Cost Savings

Enhanced Productivity

Salesforce Value Driver Map: Switch to LightningBusiness Initiatives Lightning Solution Capabilities Potential Value Benefits

● Console● Path● Activity Timeline ● Lead & Opportunity

Workspace● Einstein Faster Deal Closures and Approvals(↑)

Reduced Ramp Times (↓)

Increased Win Rate (↑)

Reduced Reporting & Analysis Time (↓)

Reduced Legacy Customizations (↓)

Enhanced Productivity

IT Productivity & Cost Savings

Increased Adoption &

Collaboration

Reduced Admin Time (↓)

Reduced Time Designing (↓)

Increased User Satisfaction (↑)

Outcomes/Value Drivers

On-Board Sales Rep Faster

Provide more Context to Sales Process

Simplify the Data Input

Access Data Quicker

Develop Features Faster

Reuse Components to Increase Efficiency

Leverage Lightning Apps in Appexchange

● Quick Actions● Lightning Design System● Composer● App Builder & Components

● Account Auto-Fill● Enhanced Navigation● Global Search● Console ● Chatter Streams

Increase Sales Efficiency

Conduct a Business Process Review

Identify Key Personas (e.g. Sales/Service Rep, Operations, Marketing etc)

Host Workshop(s) to Review Current Business Process

Draft ‘Updated’ Business Process Document

Host an Updated Business Process Workshop

Develop Business Requirements

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Technical Analysis Activities

Evaluate Org Readiness

Enable Lightning Experience

Document Outcomes

Technical Assessment - Org Readiness

ALIGN

Align Your Rollout Strategy

Prepare Executive Presentation

Present to Executives

Demo Lightning Experience

Lightning Adoption Path — Rollout Phase

ROLLOUT● Plan: Define an iterative rollout strategy to

address business, technical, and change management requirements

● Launch: Execute your rollout strategy and go live

PLAN

Create Your Persona User Story

1 Familiarize yourself with Salesforce personas

2Discuss stakeholder goals with your team and use persona cards as tools in discussion

3 Establish primary and secondary personas

4 Prioritize page functionality/layouts for each persona

Different Rollout Approaches

● Consistent UX for all users

● Shared learning

● Focused learning / enablement programs for all end users

Org-Based Rollout

● Rigorous customization and UAT

● Scaled IT / Admin resource staffing

● Preferred approach

Persona-Based Rollout

Permission Sets

● Fine grained rollout for specific users across profiles

Features only in Lightning Experience

● Path, Kanban View● Opportunity Workspace● Account Autofill, Logos, Insights● Assistant, Calendar● Favorites, Utility Bar● Customizable Pages● Customizable Navigation menu● Chatter Streams

Avoid Technical Debt

● Enable MyDomain

● Don’t create JS Buttons

● Don’t add Documents. Use Salesforce Files

● In Visualforce: Avoid IFrames, window.onlocation

● Avoid Classic-only AppExchange apps

U/X DESIGN

The Problem

100+ fields on a page

Poor usability

Frustrating findability

Important fields aren’t prioritized

Increased mental load

Longer page load times

Long, complex, overwhelming record pages don’t feel personalized for your users. They reflect minimal information architecture or content clustering. Plus, overloading a single record with fields can degrade performance.

This leads to...

Persona-Driven Page Layouts

DEAL CLOSER

SALES LEADER

Expand User-Centric Design

Personas in TrailheadComplete the UX Personas for Salesforce Trail for tools and best practices.

ClusteringResearch exercises like clustering may further help inform how your users prioritize and prefer their pages organized.

Page LayoutsAdopt a User Centered Design (UCD) approach and create page layouts that map to your personas. Avoid one-size-fits-all pages.

Identify Your User PersonasIdentify key groupings of your users that share common behaviors, motivations, and goals. (Sales and Service examples)

Identify Key FlowsCapture and name key flows your personas are performing. Look for similarities and differences.

Research Design

Beautiful Page DesignReview industry standard page layout/visual design heuristics and guidelines. Example.

Keep it ConciseEmbrace clarity by only displaying fields absolutely needed/ required to support the persona’s needs.

Form HeuristicsUse form and data entry design guidelines to help inform your page layouts. Example.

Visually GroupLogically cluster fields that are related, similar, or part of a flow into collapsible page sections or page tabs.

Use the Right Tool for the JobThink through the purpose of your field types and what kind of data you are collecting.

Leverage Lightning Experience FeaturesTake advantage of features like Apps, Tabs and Sections on pages, Record Types, Page Templates, and Lightning Pages.

Top 10 UI Considerations

1. The layout focuses attention on what to do next.

2. On all pages/tabs, the most important information (such as frequently used topics, features and functions) is presented on the first screenful of information ("above the fold").

3. The screen density is appropriate for the target users and their tasks.

4. Each page/tab on the site shares a consistent layout.

5. There is a good balance between information density and use of white space.

6. Field labels on forms clearly explain what entries are desired.

7. Text boxes on forms are the right length for the expected answer.

8. Questions on forms are grouped logically, and each group has a heading.

9. Users can complete simple tasks by entering just essential information (with the system supplying the non-essential information by default).

10. Assign different page layouts to different profiles.

VISUALFORCE AND JAVASCRIPT

Lightning and Visualforce

Use Visualforce in Lightning Components

Migrate Visualforce to Lightning Components

Lightning Component

Visualforce

Visualforce as an iframe

VisualforceLightning

Component

Lightning Components will have the same functionality as Visualforce

2 3

Lightning Component

Visualforce

Lightning for Visualforce

1Use Lightning Components

in Visualforce

CHANGE MANAGEMENT

Project Plan

Marketing & Communications Plan

Identify Audience

Outline End-User Benefits

Key Message and Messengers

Select Communications Channels

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Outline what you want to accomplish with the Training Plan

Vary your training methods, from in-class, virtual, online and reinforcement. (Coaching, Videos, Podcasts)

Define key success metrics for each role to determine success

Training Plan

Objective Method Metrics

LAUNCH

Build Your Launch Plan

Prepare Your Org

Update Customizations

Test & Iterate Start

Communicating & Train Users

Engage Super-Users

Give Access and Enable Lightning

Lightning Adoption Path — Optimize Phase

OPTIMIZE● Measure: Analyze feedback and measure

business success and adoption rates

● Iterate: Iterate on your rollout strategy with new use cases and more users

MEASURE

Lightning Adoption Dashboard

ITERATE

Expand Usage

Promote User Adoption

Review and Refine Rollout Strategy

Expand Pilot or Go for All Users

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Call To Action

● Invite your customers to the Lightning Now Tour○ Amsterdam, Cologne, Warsaw, Munich, London, Paris in Q3 (Aug, Sep, Oct)

● Support customers’ Lightning Readiness Assessments

● Drive customer awareness for Lightning webinars

● Attend partner dedicated Lightning webinars

● Share Lightning Migration customer success stories

Thank You

Hemant [email protected]@hemantbedekar/in/hemantbedekar

Resources

Lightning Accelerators

Lightning Configuration and CustomizationWe will help you understand Lightning, roll it out to select users, discuss best practices for rolling out the Lightning UI and advise you on strategies to utilize Lightning Components and the Lightning Design System.

Lightning Configuration QuickstartWe’ll guide you through all of the configuration, customization, and personalization options available so you can get the most out of Lightning from the start.

Lightning Partner Community QuickstartA Salesforce expert will show you how to use Partner Community Template and Community Builder features right out of the box.

Sales Cloud Lightning Desktop DesignOur specialists will help you identify the best sales process use case and then configure the opportunity workspace including Sales Path, so you can get the most out of Lightning.

Lightning Art of the PossibleLearn how to use the full potential of Lightning to help your team sell faster and smarter.

Lightning Journey Page

sfdc.co/LightningJourney

Design Resources

Design Resources

Salesforce UX Medium Blog

A collection of stories, case studies, and ideas from Salesforce UX.medium.com/salesforce-ux

Salesforce Lightning Design System

Build custom applications with a look and feel that is consistent with Salesforce core features.www.lightningdesignsystem.com

UX Trailheads

Learn about research best practices, persona creation, and our popular design principles.trailhead.salesforce.com

UX Persona Cards

Download our Sales, Service and Marketing Persona Card decks.

Form and Page Design Best Practices

Review popular publically available heuristics from Nielsen Norman, Userfocus, and others.

Use these industry standard guidelines to help prioritize and inform your page layout designs.

● “10 Usability Heuristics for Usability Design” - Nielsen Norman Group

● Page Layout and Form Design Heuristics- Userfocus

● “10 Principles of Effective Web Design”- Smashing Magazine

● Page Layout Guidelines - Salesforce Lightning Design System

Customer Success Stories

“We are in the any era. Any time, any device, anywhere, any way. With Sales Pro we are able to serve up personalized interactions anytime, anywhere, at scale.”

Tracey BrownSVP Chief Membership & Marketing Officer, Sam’s Club

Sam’s Club Transforms Member Experience with Sales Cloud Lightning

A leading warehouse club serving millions of members at 600+ locations throughout the U.S. New business memberships were declining due to ineffective technology and sales processes Chain-wide implementation of Sales Cloud, Wave & Radius for personalized member engagement 100% increase in membership year over year, full retail employee adoption in less than 90 days

“We saw huge improvements in usability and functionality after rolling out Lightning. It was a no brainer.”

Cristina SchwartzSales Force Automation Senior Manager

Seagate Drives Sales Adoption with Lightning and Accelerators

Global leader in data storage solutions with over 50K employees worldwide Favored intuitive, metrics-driven, modern Sales Cloud Lightning Experience over Classic Salesforce Accelerators provided guidance and optimization opportunities pre and post rollout Seamless experience between mobile and desktop drove greater adoption and productivity 5-10 hours per week of time savings back to Sales Reps

“Lightning increased our call volume by almost 30%, and our users love it.”

John CausaPresident, Brooksource

Brooksource Drives Rapid Sales Growth with Lightning

Privately-held IT staffing company; top 10% revenue-producer in industry Needed to drive growth by automating best practices for “Instagram-generation” sales team Favored Lightning's ability to automate sales model and optimize team selling Chose Salesforce due to user experience, Microsoft integration, and future extensibility Included reps in evaluation process; experiencing 100% user adoption

“Salesforce has allowed us to streamline our order processing from 11 days down to two hours.”

Pauline MulveyVP 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 2 hours

“We went live and a week later, set a sales day record. Our business is accelerating with Sales Cloud Lightning.”

Juan Contreras Business Development, Tuff Shed

Tuff Shed Accelerates Their Business with Salesforce Lightning

Industry leader in providing and servicing building needs of throughout much of the U.S. Previous CRM lacked full visibility & clean integrations; upgrades were costly & time consuming Chose Salesforce because of clean, intuitive UI, and accessibility and reporting capabilities Set sales day record one week later & March best sales month yet!

“Thanks to Sales Cloud Lightning, our sales team has a process that informs, provides a visual status of next steps, and is fun to use.”

Diana HollandExecutive Director of Marketing & Services Sales

Merchants Fleet Gains Insight Faster with Sales Cloud Lightning

Specialize in developing fleet solutions for businesses and government agencies Struggled with limited pipeline insights due to difficulty extracting data from legacy system Deployed Sales Cloud Lightning to gain stronger insights to better inform their sales process Able to effectively forecast and track opportunities with help from visual status of next steps

“We chose Salesforce not only for its customer centric platform but also for its great open ecosystem”

Julien CrochetHead of Business Development and Partnerships

AB Tasty Increases Productivity Across Their Business with Lightning

Startup providing leading European platform in web conversion optimization Homegrown CRM's functionality limited sales growth and marketing efforts Leadership favored Lightning experience, scalability and 360* view of customer Sales and Marketing are now able to collaborate throughout the sales cycle

“Lightning changes everything”

Brad KelleyAVP 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

Thank You

Hemant [email protected]@hemantbedekar