Beyond Go LiveA Plan for Sustaining ROI with Salesforce

General Success

Lou Fox, CTO BluewolfJesse Endo, Director Bluewolf BeyondJeff Lane, Director Business Operations, CoverityAngela Stewart, Manager, Manhattan Assoc.

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Agenda Slide

You’re live — now what?

Go-live is just the beginning

4 common themes to successfully achieving ROI &

maximum value with Salesforce

Expert Panel – Discussing best practices and

approaches

Lou Fox

CTO, Bluewolf

About Bluewolf

Bluewolf partners with clients to help them attain Agile Business Transformation.

• 10 years of success with Salesforce• 3000+ implementations

• Services practice 100% focused on post go-live • Enhancements & Improvements/Not support or

maintain• ROI tracking to articulate value & benefit

Transformational Vision & Belief

Flexible Technology Platforms

Method to Execute, Measure, and Sustain Innovation

Agile Business Transformation

Change is the only Consistency– Shifting Initiatives– Changing Market Pressures– Emerging Technologies/New

Releases– User-driven Demand

You’re Live in the Cloud – Now What?

Challenge– How to keep pace– How to get ahead (become

proactive & strategic in approach)

– Determining value and ROI

How much value are you getting from your investment?

Player

Contender

Vis

ion

& P

roc

es

s

Method to Execute & Sustain

GrowthStrong Growth & Transformation

ROI Achieved

Leader

Negative ROI(Trouble Keeping Pace)

• Light maturity• Limited resources• System use is not stable• Huge backlogs• Adoption a challenge• Not likely to adopt new release features

2-3X ROI(Strategic in Approach)

• Established Governance • Collaborative, Agile process • Resources with various

skills• Disciplined approach to

innovation• Strict prioritization & ROI

tracking • Deploying to whitespace • Targeting new release

features

1X ROI(Becoming Proactive)

• System use is stable • Access to resources• Established method to manage backlog• Adopting new features • Some targeting of whitespace opportunities• Remaining challenge: ROI

Don’t lose momentum, you need: Structured decision making,

focus on value Method to execute Strategy to pace innovation An “agile” approach

Post Go-Live – Another Beginning

Let’s talk to the “LEADERS”…

Speaker Name

Manager CRM

Angela Stewart

Director Business Operations

Jeff Lane

Leader in software Integrity Software products that enable customers to

prevent software problems throughout the application lifecycle

Used by 100,000+ developers and 1000+ companies

Director Business Operations

Jeff Lane

The supply chain people 2000+ employees 1200+ customers

Manager, CRM

Angela Stewart

Focus on your decision makers internally Establish a process to meet and make decisions regularly

Enact a prioritization model The higher the value, the higher the prioritization.

Focus on value can be measured: Revenue (new, incremental, retained) Organizational impact Productivity (cost/time savings)

All initiatives should put value to end-users AND the organization as the primary objective

1: Making Decisions: Focus on Value

Focus on your organizational needs/challenges Determine your resource path

Internal/outsourced/hybrid Where to hire Where to outsource

Determine project vs. program Address ongoing support needs

Premiere Support + Admin

2: Building Your Execution Team

Develop a cadence of releases that your end users can easily “digest” Strategic projects vs. regular updates (bundled) Break releases?

Avoid a Starvation Diet – Users Starve when you: Try to solve too many things at once You are not communicating priorities, expectations, and timing

What is your plan for adoption/training? Expect uncertainty, manage and adapt

3: Pace Innovation

An Agile Shift: Performance is driven by group accountability and shared responsibility

Determine who should be involved on a given project

Business owners Stake holders What are your technical needs

Communicate, communicate, communicate How can success be measured? What are your key indicators?

4: An Agile Approach/Process

1. Maintain a vigilant focus on value & user needs

2. If you haven’t already, set up a Steering Committee with key decision makers

3. Determine your resource needs & strategy to execute change ongoing

4. Determine a release plan/schedule that meets the needs of your company

Key Take Aways

Question & Answer

Manager CRM

Angela Stewart

Director Business Operations

Jeff Lane

CTO Director Beyondlfox@bluewolf.com jendo@bluewolf.com ph: 646.230.1980 ph: 646.230.0878

Lou Fox Jesse Endo

Go forth and succeed!