Need greater visibility into your sales funnel? See what reports top sales leaders use to manage and grow their pipeline and how you can make these insights your own. Watch the session video: http://bit.ly/1MnIif1

1. STEP 1: TEXT 22333
STEP 2: Put in message box, ANGELICAMACA587

3. Top Pipeline Reports
Reports to Grow Pipeline and How to Make These Insights Your Own!
Angelica Macatangay
Manager, Solution Engineering
amacatangay@salesforce.com

4. Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
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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
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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
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Safe Harbor

5. Safe Harbor Haiku
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6. Top Pipeline Reports and Dashboards to Drive Success
Rawson Hobart
Senior Director of IT

7. Top Pipeline Reports and Dashboards to Drive Success
Steve De Marco
VP of Worldwide Sales

8. Top Pipeline Reports and Dashboards to Drive Success
Dean Tobe
RVP, Commercial Sales

9. Top Pipeline Reports and Dashboards to Drive Success
Dean Tobe
Regional Vice President
Salesforce
Steve De Marco
VP of Worldwide Sales
Xactly
Rawson Hobart
Senior Director of IT
Embarcadero Technologies

10. Greater Visibility into Sales Funnel to Grow Pipeline
Top Sales Leaders Answer these Questions with Sales Reports and Dashboards
Is Our Pipeline
Real?
Is Our Pipeline
on Track?
What is my Pipeline
Evolution?

11. Leveraging Reports and Dashboards to Grow Pipeline
Take the Emotion out of the Pipeline to Increase Accuracy

12. Goals for Today’s Session
Walk away from “Top Pipeline Reports” with:
Reports and dashboards to eliminate the
emotion
Pipeline management best practices
Insights to make your own

13. Rawson Hobart
Senior Director of IT
Embarcadero Technologies is a global software company with
$100M in annual revenue. We sell tools for Database Architects,
Database Analysts, and Developers.
Years in with Salesforce: 4 years

14. Demo

15. Based off Past Performance, is our
Pipeline on Track?
Obstacles:
• High Turnover = Lost Insight
• No Sales Process
• Inefficient use of SFDC
• Create Opportunity Historical Trends Reports
• Accurate Probability of Closure per Rep
• Manage at every time frame: wk/wk, mth/mth, etc.
Solution:

16. Steve De Marco
Title: Vice President of Worldwide Sales
Xactly offers cloud-based, enterprise software for sales
performance management, sales effectiveness, sales
compensation, and employee engagement.
Years in with Salesforce: 14 years

17. Demo

18. “How Do We Know Our Pipeline is Real?”
• Rapidly growing Sales Teams across all segments
• Unreliable data
• Zombie Opportunities
Solution:
• Clearly defined Sales Process
• Dashboards as ‘Diagnostics’ for Pipeline
• Exception reporting to find ‘non-actions’
Obstacles:

19. Dean Tobe
Title: Regional Vice President, Commercial Sales
Years in with Salesforce: 6 years

20. Demo

21. “What is our Pipeline Evolution?”
• Inaccurate pipeline creation
• Over protected vs. happy ears pipeline
• Never enough pipeline in General!
Solution
• ‘Only real if it’s in Salesforce’ policy
• Understand pipeline creation cadence
• Measure creation timeline
• Stage advancements
• Pipeline spread
Obstacles

22. Greater Visibility into Sales Funnel to Grow Pipeline
Is Our Pipeline Real?
Exception Reporting
‘Non-Action’ Dashboards

23. Greater Visibility into Sales Funnel to Grow Pipeline
Is Our Pipeline on Track?
Opportunity Historical
Trend Reports

24. Greater Visibility into Sales Funnel to Grow Pipeline
What is my Pipeline
Evolution?
Pipeline Advancement Reports
Pipeline Specific Dashboards

25. Q&A

26. Next Steps for YOU!
 Create a “Non-Action” Dashboard
 Build an Opportunity Historical Trends Report
 Leverage Bucket Fields in a Current Pipeline Report
 Track your Pipeline Stage Advancements

27. Lightning Experience at Dreamforce
SALES CLOUD KEYNOTE
THE event to go to for Lightning
Moscone South
Thursday, Sept 17 10:30 AM
Also featured in
MAIN and SMB KEYNOTES
Platform, Admin Keynotes
TRACK SESSIONS
Lightning Roadmap: The All New
Lightning Experience and Platform
Sales Cloud Deep Dive: Lightning
Experience Roadmap
Introduction to Lightning Experience
Lightning Experience Highlights
The Insightful Sales Person:
Intelligence in the Sales Cloud
Learn More About Lightning
Experience: The New CRM You
Want and Love
Join us in the
SALES ZONE in Moscone West 3
PRODUCT SHOWCASE in Expo
to get Hands On with Lightning
TRAILHEAD in Moscone West
the fun easy way to learn Lightning
Where to learn more about the all new Salesforce

28. Thank you

29. Appendix
Examples of Featured Reports and Dashboards

30. Reporting Insight into Late Closes and Sandbagging
Weekly Team Oppty

31. For step by step instructions on setup, use this help document
Weekly Team Oppty
Search for
‘historical’ and
by default these
fields are
included

32. Track Rep Performance Historically to Predict Current Behavior
Quarterly Pipeline Review

33. Understand what is Real in Your Pipeline with Exception Reports
WTForecasting Dashboard
Use dashboard
filters to allow
each manager
to search for
their team

34. Collection of exception reports looking for non-actions
WTForecasting continued..
Create filters
using equals
and not equal