Summa Salesforce Winter 16 Release Overview

925 Liberty Avenue, Floor 6, Pittsburgh, PA 15222
412 258 3300 | info@summa-tech.com | summa-tech.com

Our team of over 50 Salesforce
certified consultants have helped
Salesforce.com clients on hundreds of
projects by providing design,
implementation, integration, training,
and managed support services.
SALESFORCE.COM
PRACTICE
CAPABILITIES

The Lightning Experience:
Amanda O’Keefe, Customer Success Specialist
Salesforce IQ:
Steve Lippock, Vice President of Salesforce
Sales
Pardot:
Linda Johnson, Senior Salesforce Consultant
Data.com:
Kristin Kiester, Salesforce Channel Partner
Manager
TODAY’S
PRESENTATIONS
CAPABILITIES

THE LIGHTING
EXPERIENCE – WHAT IS
YOUR READINESS PLAN?

Lightning Experience features 25 new
features and 50 redesigned pages, and a re-
envisioned user interface.
But not every feature is supported in
Lightning Experience
Features not yet supported in Lightning
Experience are available in Salesforce
Classic.
If you’re not ready to migrate all users to
Lightning Experience, you can use both
Lightning Experience and Salesforce
Classic.
THE LIGHTNING
EXPERIENCE
STRATEGY
INTRODUCTION
Salesforce Classic
The Lightning Experience

Performance Chart
Track your performance to target
Assistant
Customized to each sales rep, to help
you focus on what’s important each
day
Account Insights
Get insights and updates that help you
take action on your top accounts
FEATURES
HOME
An intelligent way to start your day fast

List View Charts
Visualize your lists on the fly with a bar
or donut chart
Filters
Anyone can add or edit a filter with a
simple, visual interface
Type-Ahead Search
Find any list view with an easy type-
ahead search feature
FEATURES
LIST VIEWS
See your data, your way, with easy filters &
visualization tools

Spanning columns
Give a chart the space it needs to
show the right data
Flexible Layout
Add more components in a row with
more columns available
Easy Filters
Add filters with a simple, visual
interface
FEATURES
DASHBOARDS
Visualize your data with beautiful charts & a flexible
layout

Visualize Your Pipeline
See your opportunities organized by
stage, with subtotals up top
Drag and Drop
Move deals between stages with click
and drag
Alerts
Get smart alerts prompting you to take
action on deals that need your
attention
FEATURES
BOARD
A powerful way to visualize and work your pipeline

1
Sales Path
Customizable guidance to support
your sales process
Composer
Create records with ease
Quick View
Hover over links to view details
without ever leaving the page
Highlights Panel
See important information at a glance
FEATURES
OPPORTUNITY &
LEAD WORKSPACES
Action-oriented workspaces to work your deals in flight

1
Autosave
Never lose a detail while you compose
your thoughts
Rich Text
Add bullets, numbered lists, or text
formatting to organize your content for
easy reference
Relate to Multiple Records
Relate a single note to an account,
contact, opportunity, and more
FEATURES
NOTES
Take detailed notes and relate them to multiple records

.
1
With the Winter 16 Release the
following objects are supported:
WHAT IS
SUPPORTED?
STRATEGY
PLANNING
Accounts
Cases
Contacts
Dashboards
Events, Tasks
Files
Notes
Opportunities
Price Books
Products
Reports
Custom Objects

.
1
If you’re not ready to migrate all users
to Lightning Experience, you can use
both Lightning Experience and
Salesforce Classic. Consider a launch
plan to drive adoption!
BUILD A LAUNCH
PLAN
STRATEGY
PLANNING
1. Some customizations will be affected,
including custom buttons and reports.
Summa can help you support these changes
with a gap analysis.
2. System Administrator can activate the
Lightning Experience at Org Level
3. Turn Lightning Experience on for individual
users through Profiles and/or Permission
sets
4. Users decide when they want Lightning
Experience or Salesforce Classic

• Salesforce announced
acquisition of RelateIQ on
July 11, 2014
• Salesforce Relationship
Intelligence Technology
• More info:
http://www.summa-
tech.com/blog/salesforceiq

1
1. Open email, and view related Information
2. Quickly create new and update existing
Contact, Account or Opportunity records
from the Salesforce IQ sidebar!
MANAGE
SALESFORCE
FROM EMAIL

1
3. Request Read Receipt for Notification to
reduce your response times
4. Schedule Email Deliveries to intelligently
time your responses
RESPOND WITH
INTELLIGENCE

1
5. Insert shortcut content to further reduce
response times
6. Insert availability to easily schedule next
meeting
RESPOND WITH
INTELLIGENCE

2
7. Select available meeting times, add
attendees as needed, and send email with
links to date and time options
8. Meeting record is automatically created in
Google / Outlook calendar, and in
Salesforce – no manual data entry!
SCHEDULE
MEETINGS MORE
EASILY
CAPABILTIES

2
9. Set reminders to remember to follow up
10.SalesforceIQ intelligently suggests follow-
ups that may be important or missed
INTELLIGENT
REMINDERS

2
Mobile Mobile Desktop
Gmail* ● ● ●
Exchange 2010† ● ●
Exchange 2013† ● ●
Office 365† ● ●
GET THE APPS TODAY
Set up in minutes. No training necessary.
1. Enable user access
Download managed package with
admin controls
2. Download the apps
Available in the iOS, Android &
Chrome app stores
3. Connect accounts
Connect email and Sales Cloud
through in-app guides *IMAP must be enabled
†ActiveSync & Exchange Web Services must be enabled
Availability
Free Beta

EVERYONE NEEDS A
MARKETING AUTOMATION
SOLUTION - MEET PARDOT
AND LEARN WHAT’S NEW

2
WHAT IS
MARKETING
AUTOMATION?
PARDOT
According to Wikipedia:

2
OK, SO WHAT’S
PARDOT?
PARDOT
• Marketing Automation tool
• Focusing on B2B Marketing
• Aligns Sales and Marketing

2
WHAT DO I NEED
TO KNOW ABOUT
WINTER 16?
PARDOT
• Improved Bi-directional sync
– Sync Behavior (Pardot, SFDC or
most recently updated)
• Auto delete/merge prospects

2
WHAT DO I NEED
TO KNOW ABOUT
WINTER 16?
PARDOT
• Ad Tracking Template

2
WHAT DO I NEED
TO KNOW ABOUT
WINTER 16?
PARDOT
• Variable Tags

2
WHAT DO I NEED
TO KNOW ABOUT
WINTER 16?
PARDOT
• Email Editor
• Engage Email

3
WHAT DO I NEED
TO KNOW ABOUT
WINTER 16?
PARDOT
• Sync Times Faster

3
RESOURCES
PARDOT
• The Pardot blog has lots of great
topics including:
• Checklist: Things to do before your
website launches
www.pardot.com/blog

EVEN MORE DATA TO
KNOW YOUR CUSTOMERS
BETTER

3
DATA.COM-CLEAN
DATA.COM
CLEAN
• Enrich Leads with company
information

DATA.COM: PROSPECTOR
WINTER ‘16

3
DATA.COM –
PROSPECTOR
INSIGHTS
DATA.COM
1. The coverage of firmographic
and financial data that appears
in the top two sections of the
Prospecting Insights page has
been substantially increased
2. The persistence / searchability
of the data

3
DATA.COM –
COMPANY
HIERARCHY
DATA.COM
• Parent / Child Accounts
• Data.com Company Hierarchy

3
DATA.COM –
RECOMMENDED
ACOUNTS
DATA.COM
• At least 5 closed won
opportunities from the
past 3 years

3
NEED MORE
INFORMATION?
RESOURCES
Visit our website at
www.summa-tech.com!
Click
Partners>Salesforce.com>Our
Offerings
Call your Client Partner!

We Workshop
To Learn About
Our Customers
We Care
About Our Community
We Imagine
with you and
We Build
for you
We Present
Customer Engagement
Roundtable
THANK YOU
We Blog www.summa-tech.com/business-blog
We Tweet @summa_tech
For Questions and More Information amanda.okeefe@summa-tech.com
412 258 3300 | info@summa-tech.com | www.summa-tech.com

Summa Salesforce Winter 16 Release Overview

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