BecomeA Connected CampusConnect with your constituents in a whole new way

Robert AckerPresident & CEO, Salesforce.org

Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize 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 of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with 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 factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

 

Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Celebrating 16 Years of Giving Back

1-1-1 Model Adopted by

$85M+Grants

1% Equity

25K+Nonprofits & Higher Ed

1% Product

Sharethemodel.org

920K+Service Hours

1% Time

Who we are. What we do. How we do it.

A Global Force

for Good

OneModel

1% Product 1% Equity 1% Time

Pledge 1%

10 Free Licenses

DeepDiscounts

TwoProduct

Discounts

ThreeAreas of

ReinvestmentInnovation Community Grants

SixNonprofitSolutions

Fundraising Programs Engagement

Marketing Big Data Platform

TwoSocial

Sectors Nonprofit Higher Ed

$85M+Grants

920K+Hours

25K+Customers

$350M+Yearly Product

Donations

One Percent Product

#1

#1

Enterprise Cloud Computing Market

Share

World’s Most Innovative Company: 2011, 2012,

2013, 2014

#1World’s

Best CRM

Enterprise,Mid-market, SMB &

Salesforce Automation

#1

#1Best Enterprise

Platform

Salesforce is the Cloud Computing Leader

ConnectedWorld

FundingChallenges

Legacy Systems& Big Data

Greater Competition

5B smart phones by 2017

4.5B social users

Universities competing for smaller pool of grads

Shifting demographics

Changing delivery mechanisms of courses

Rising tuition and reliance on raised funds

Performance requirements tied to appropriations

Federal legislation and regulation

Fragmented systemscreate silos

Not designed formobile & social world

No easy way to access to data & analytics

The Challenge: Changing Landscape in Higher Ed

Market

Recruitment

Community

GL Housing HCM SIS LMS DegreeAudit

FinancialAid

MealPlans

Payroll

Student Success

Analytics

Advancement

Prospects

DonorsFaculty & Staff

ParentsCorporations

Students

Alumni

BECOME A CONNECTED CAMPUS

System ofRecord

System ofIntelligence

System ofEngagement

Jeff ShpuntManager of Web Services

Western Connecticut State University

Western Connecticut State University’s Journey with Salesforce

6/18/15

WCSU Background

• Founded in 1903• Located in Danbury, CT• Two campuses• 6,000 undergraduates• 500 graduate students• 40 undergraduate / 15 graduate programs

WCSU Background

• April 2013 – Business Process Re-engineering– Week-long “boot camp” led by CIO– Stakeholders represented all functional areas– Analyze entire lifecycle of our students customers– Addressed “roast beef” items– Developed student lifecycle flowchart

• Summer 2013 - Joined Salesforce

WCSU Background

• Summer 2013 - TargetX– TargetX available through Salesforce AppExchange– “Transforms” Salesforce into a student recruitment

manager (SRM)

• September 2013– TargetX kickoff with on-site discovery meeting– Developed a three-phased approach

• Need to be distinct in a saturated market• Better strategic communication

– Maximize prospect/inquiry/applicant touch points– Turn appliCANTS into appliCANS

• Tracking data on everyone, everything• Integration with our SIS: Banner

Why Salesforce?

Salesforce/TargetX Implementation

• Phase I– Import applicant data– Prospect/inquiry data (inquiry forms, 3rd party)– Communication strategy

• Phase II– Events Management– “Lite” CRM / Banner integration

• Phase III– CommonApp / WCSU Application data– CRM / Banner integration

What are we doing well?

• Inquiry Forms• Events Management• Applicant Management• SMS Communication

Inquiry Forms

• Developed using FormAssembly• Form data goes directly into Salesforce

– Can trigger workflows– Automated replies to the student

• Mobile-ready• Inquiry Form Example

Events Management

• TargetX offers a robust events management component• Online registration / self-service modules• “Wow factor” QR code check-in• Communication is key!

– Thanks for registering– Reminder– Thanks for coming– Sorry we missed you

Applicant Management

• WCSU joined CommonApp in Fall 2014• CommonApp data fed directly to CRM• WCSU Online app built using FormAssembly• Banner integration

– Application data sent down to Banner– Admissions review applications & processes– Decision data sent back to CRM

SMS Communications

• Selected SMS Magic in Spring 2015• Right message, right time, right PLACE• Supplement existing ‘old fashion’

communications• Bulk or individual• Accepted Students Day Registration

• Hundreds of hours saved by automation• Spring 2014 – new students up 12%• Fall 2014 – new students up 5%• Spring 2015 – new students up 12%• Fall 2015 – TBD

Success Metrics

• We ‘touch’ students at every part of the lifecycle:

Leads to a improved communication plan• Right information to the right person at the right time• Mobility (everywhere access to data)• 360 degree view of student• Reporting / data management

Inquiry CommunicationPlan Travel Events Follow up

Why is it working?

• Implement with executive management support & sponsorship

• Take a phased approach with key practices to achieve immediate, tangible results

• Focus on a small number of top risks/rewards• Create a task force including stakeholders of

unit(s) affected

Keys for success

• Leverage Salesforce to improve retention• Salesforce Communities• Approval/Workflows• Data-driven decisions

What’s Next?

Brandon OrtizContent Marketing Manager

Market

Recruitment

Engage

GL Housing HCM SIS LMS DegreeAudit

FinancialAid

MealPlans

Payroll

Student Success

Analytics

Advancement

Prospects

DonorsFaculty & Staff

ParentsCorporations

Students

Alumni

THE CONNECTED CAMPUS PLATFORM

System ofRecord

System ofIntelligence

System ofEngagement

Analytics Cloud: Analytics for the Rest of Us Powered by the Wave Platform

Mobile insight on any device

Everyone gets answers faster than ever

Platform for any data, any app

Extend the Platform

Self Service Collaboration Exploration Analytic Apps Search Based Any Data Governance & Trust

Demo

salesforce.com/analytics

Q&A

Thank you