how to get your client to buy more force.com licenses
DESCRIPTION
Force.com presentationTRANSCRIPT
How to get your clients to
buy more Force.com licenses
Jonathan Sapir
Every business unit in every company has
applications that:
– Are not being built, because IT does not have the time or resources
– Are not being built, because the business unit doesn’t have the budget to hire consultants
– Are being built, but with inappropriate tools like Excel, Access and Notes, resulting in kludgy, inadequate solutions
These applications are usually “situational”
Situational / Opportunistic• Applied to a new or still-changing environment
• Focus on effectiveness
• Key metrics: time-to-productive-use, good-enough
• Lifespan expectation: short
• Basis: mostly Information Delivery, some Business Process
• Decision Maker: primarily LOB
• Evolving, adapting
Systematic / Operational• Applied to stable, well-understood environments
• Focus on efficiency
• Key metrics: cost / ROI, performance, error-free, secure
• Lifespan expectation: long-lived
• Basis: mostly Transactional, some Business Process
• Decision Maker: primarily IT
• Status Quo
Application Landscape
A situational application is:
“Good enough” software quickly built to address a particular situation, opportunity or challenge, and evolves over time
Must be:
• Quick to develop
• Easy to change
• Quick to deploy
Situational Application Example
Build a Student Database for
a college department to
track attendance
Student Database System
1. Start with a simple Database
2. Later, integrate with Google Apps
to get access to student work
3. Provide students controlled access to the
system using their own IDs
4. Add workflow to handle work submission,
approvals, reminders, notifications, etc.
5. Provide mobile access to the system
TIME
The system is evolved as needs (the “situation”) change
Situational Applications are well-suited to
Force.com because:
• No upfront costs
• Much of the required functionality is available “out the box”
• Can be built primarily by an analyst, with some additional programming as needed
• Can be built in an evolutionary manner, because deployment is so easy compared to traditional development
• Includes a significant amount of cloud-related functionality that would be very costly to develop from scratch
Business User Benefits
• Alternative to inadequate solutions (Excel, Lotus Notes, etc.)
• Alternative to waiting for IT
• Effective way to build and evolve solutions
• Ability to react quickly to problems/opportunities
• Low risk/cost:
– no upfront non-recoverable costs
– immediate benefits (deploy in stages, instant feedback)
– significantly less resources (people/time) required
IT Benefits
• Helps IT service their user base more
effectively
• Does not mess with core IT
• Maximizes IT resources and budget
• Is low risk, low cost
Where to start?
Typical low-hanging fruit can be found where you are:
• Using multiple spreadsheets that include a messy tangle of forms
and formulas
• Emailing spreadsheets around for data collection and synthesis
• Putting spreadsheets on a shared drive for access and update
• Unsure how a spreadsheet that is part of a core process actually
works
Force.com Implementation Plan
Startup: Build a Proof of Concept to get a
good understanding of what can be
done.
Strategize: Develop a plan for how the
organization can best leverage the cloud.
Empower: Build a support structure to
empower business units to build their
own solutions
SilverTree Systems Success Kit
Publications Description
How to Identify Candidate
Applications for the Cloud
A comprehensive questionnaire aimed at
unearthing situations in your organization
that could significantly benefit from a
Force.com solution.
Migrating Operational
Spreadsheets to the Cloud
The benefits of ending spreadsheet “abuse”
– like using spreadsheets as databases – and
how to migrate them to take advantage of
the cloud.
Cloud Computing for SMBs How cloud computing will transform
small/medium businesses and how to make
sure you are not left behind.
Power in the Cloud:Building Information Systems at the Edge
of Chaos
How to build a resilient and agile
organization that can react quickly to
changes in the marketplace.
How to Build an Enterprise
Situational Application Center
How to implement the methodology,
training and support required for situational
applications in your enterprise.
Call: (312) 283-4419
Email: [email protected]