In a world where we are no longer tethered to our desks, we need better mobile solutions to be effective and efficient when on the go. Join us to learn how MIT Sloan School of Management rolled out a mobile application review solution so that admissions could review applications online and offline. MIT will not only demo the mobile app, but also share how integration with Salesforce helped them streamline the MIT EMBA admissions process, make better decisions faster, and successfully manage over 200 students throughout the 20-month program. Who Should Attend: - Recruiting - Admissions - Enrollment Management - Academic Affairs - IT Speakers: Jonathan Lehrich, Program Director and Lecturer, MIT Executive MBA at MIT Sloan School of Management Angel Navedo, Director, TargetX

1. /Salesforce.comFoundation
@SFDCFoundation
Mobilizing Recruiting & Admissions
June
17,
2014

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3. Enterprise Cloud
Computing
Market Share
#1
World’s Most
Innovative
Company
2011, 2012, 2013
#1
Market Leader:
Enterprise, MidMarket,
SMB & Sales Force
Automation
#1
#1 in Enterprise Cloud Computing
& CRM

4. 1%
Product
Equity
Time
620,000+
Hours
Service
$65M+
Grants
22,000+
Higher Education
+ Nonprofit
Organizations
1:1:1 Model
Adopted by

5. 360° student view
CommunicationsRecruitment
Student Success
& Retention
Advancement
Become a Connected Campus:
Put Your Students at the Center
Community
Engagement

6. Disruptive Technology Driving New Engagement Models
Social Mobile
Connected
Cloud
50B
Connected
Products
4.5B
Aggregate
Social Users 5B
Smartphones
by 2017
58%Faster
Deployment

7. Featured Presenters
Jonathan Lehrich
Director, EMBA
MIT Sloan School of Management
Angel Navedo
Director, Matchbox
TargetX
Sandra Sanvido
Sr. Director, HE Marketing
Salesforce.com Foundation

8. MIT EMBA Program
Mobilizing Recruiting and
Admissions
Salesforce Foundation Webinar
June 17, 2014

9. Agenda
Part 1
● Share MIT Executive MBA admissions process
o Challenges and key factors
o Process flow
● Describe how mobile solutions advanced its admissions and
student management
Part 2
● Demonstrate the MIT Executive MBA process
o TargetX Decision Cloud functionality
o Life cycle of a candidate
Ø CRM on Salesforce 1
Ø TargetX Decision Cloud
o Impact and Metrics
Part 3
● Q&A

10. MIT Executive MBA (EMBA) Program
● Mid-career MBA program at MIT
Sloan
● Founded 2010
● Global candidate pool of working
executives
o Average 17 years of work experience
o Considering an MBA for many years
o Caliber of fellow students vital to
decision to apply
● Program team selects students, not
central Admissions office
o Nearly 400 applications for 120 spaces
per year
o Staff constantly in motion and making
collective decisions

11. Challenges
● Mid-career MBA program at MIT
Sloan
● Founded 2010
● Global candidate pool of working
executives
o Average 17 years of work experience
o Considering an MBA for many years
o Caliber of fellow students vital to
decision to apply
● Program team selects students, not
central Admissions office
o Nearly 400 applications for 120 spaces
per year
o Staff constantly in motion and making
collective decisions
● No legacy systems
● High expectations for
customer service
● Total class and
community quality
critical
● Decision-making and
management cannot be
constrained by location

12. Goal and Key Factors
GOAL: Admit and manage a world-class executive
class
KEY FACTORS
1. High-touch
2. Rolling admissions with integrated data
3. Mobile

13. Key Factors: Implications
1. High-touch
o Multiple touch points
o Central role of admissions counselors
2. Rolling admissions with integrated data
o Constant but inconsistent growth
o Each touch point produces data
o Some decisions need all data;
others should be made in a vacuum
3. Mobile
o Staff have multiple roles
o Calibration meetings aren’t sufficient
o Tired of killing trees

14. Process: Admissions
Phone
Interview
Webform Events Application
On-Campus
Interviews (2)
Decision
to Attend
Candidate

15. Process: Admissions
Phone
Interview
Webform Events Application
On-Campus
Interviews (2)
Decision
to Attend
Candidate
Read
Application
1st Decision:
Interview/
Reject
On-Campus
Interview 1 2nd Decision:
Accept/Reject/
WaitlistOn-Campus
Interview 2
Triage Qualify
Program Team

16. Process: Total Student Life Cycle
Enrolled Alum

17. Process: Solutions
Enrolled Alum

18. Enrolled Alum
Process: Solutions

19. Solutions: Addressing Key Factors
1. High-touch
o If someone fills out a form in 2011, we should know who she is when she calls
in 2014
o Vital to have robust, rapidly reported data
2. Rolling admissions with integrated data
o Multiple touch points produce multiple information flows
o Five roles: counselor, reader, post-read decision, interviewers, final decision
o Post-read decision {3} based on counselor {1} + reader {2}, yet reader does
not see counselor data
Read
Application
1st Decision:
Interview/
Reject
On-Campus
Interview 1 2nd Decision:
Accept/Reject/
WaitlistOn-Campus
Interview 2
Triage Qualify
1 2 3 4 5

20. Solutions: Addressing Key Factors
1. High-touch
o If someone fills out a form in 2011, we should know who she is when she calls
in 2014
o Vital to have robust, rapidly reported data
2. Rolling admissions with integrated data
o Multiple touch points produce multiple information flows
o Five roles: counselor, reader, post-read decision, interviewers, final decision
o Post-read decision {3} based on counselor {1} + reader {2}, yet reader does
not see counselor data
3. Mobile
o Decisions that are efficient and effective
o Readers and interviewers work in office, on the train, on the couch
o Final decision made by 13 people in a single room
Ø All see the same data at the same time, yet at their own volition

21. Agenda
Part 1
● Share MIT Executive MBA admissions process
o Challenges and key factors
o Process flow
● Describe how mobile solutions advanced its admissions and
student management
Part 2
● Demonstrate the MIT Executive MBA process
o TargetX Decision Cloud functionality
o Life cycle of a candidate
Ø CRM on Salesforce 1
Ø TargetX Decision Cloud
o Impact and Metrics
Part 3
● Q&A

22. TargetX Decision Cloud: Functionality

23. Life Cycle of a Candidate

24. Let’s Remember the Five Roles
Read
Application
1st Decision:
Interview/
Reject
On-Campus
Interview 1 2nd Decision:
Accept/Reject/
WaitlistOn-Campus
Interview 2
Triage Qualify
1 2 3 4 5

25. Role 1: Salesforce 1 CRM
1

26. Role 1: Salesforce 1 CRM
1

27. Role 2: Salesforce 1 CRM + TargetX
2

28. Role 2: Salesforce 1 CRM + TargetX
2

29. Role 3: Salesforce 1 CRM + TargetX
3

30. Role 4: Salesforce 1 CRM + TargetX
4

31. Role 5: TargetX
5

32. Student + Alum: Salesforce 1 CRM

33. Impact and Metrics
● Printing time: 0
● Storage reliability: 100%
● Interview decision time: cut by 50%
● Increase in admissions operations time: 5% in 4 years
o Increase in number of applications: 25%
● Increase in number of stored touch points: ~40%
● Data availability: to all staff, in one place
● Customer service: exceptional

34. Q&A