Public or Private? Getting Started with Security
Kurt Schillinger, Chrysler Financial
Paul Wilhoit, salesforce.com, Enterprise
Consulting
Track: Admin I: Getting Started
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.
The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.
Objective of this Session
To introduce the Salesforce sharing model basics,
learn how Chrysler Financial decision was made and
provide direction to getting started.
Intended Audience
Little or no experience with Salesforce
Admins new to Salesforce
Questioning original decision
Business users
To understand implication of security decision
To understand options for sharing data
Agenda
Security Controls Overview
Impact of the Sharing Model
Chrysler Financial Story
Ok, Where do I Start?
Common Positions and Coming to a Consensus
The Big 4
1. Sharing Settings = Default access to records
2. Role Hierarchy = What records can I see.
3. Profiles = What can I do.
4. Field Level Security (FLS) = What fields can you see
The baseline level of access for all users
1. Sharing Settings: Organization Wide Defaults
Public Read/Write - Everyone
can edit everything but only the
owner/boss/admin can
delete/transfer.
Public Read Only - Everyone
can see everything but explicit
access needed for editing or
transfer.
Private - Only owners/bosses/
admins can view edit or transfer
records without explicit access.
1. Sharing Settings: Sharing Rules
Only open access to data. Never lockdown
Only needed with Org Wide Defaults are
Public/Read-Only or Private
2. Role Hierarchy
As a general rule, managers have owner-like access to records owned by their subordinates
Roles = What can I see.
3. Profiles
Profiles = What can I do.
4. Field-Level Security
•Field-Level Security is the master security setting for the field.
Impact of Sharing Model
Cross Divisional Impact
User Adoption Impact
Too Much info or not enough
Data Quality
Kurt Schillinger
Director Sales Operations
All About Company Chrysler
• INDUSTRY: Automotive Financing
• EMPLOYEES: 5000
• GEOGRAPHY: Global
• Salesforce.com USERS: 775
• PRODUCT(S) USED: Salesforce SFA, 3 Custom Applications 1 downloaded
AppExchange application, Integration Services
Chrysler Financial is the finance arm for Chrysler LLC products worldwide. We are one of the world’s largest captive financial services companies and operate autonomously within the Chrysler LLC international organization.
Who is Chrysler Financial?
Chrysler Financial U.S. 654 Field employees 3750 Chrysler, Jeep, Dodge dealers
External Sales Force: 205 Dealer Relations Managers (Acct. Managers)
• 18 dealers per DRM
39 Sales Managers 8 Senior Sales Managers 8 Business Center Directors $63 Billion in Portfolio serviced – Dealer and Consumer
But there is more than just Chrysler Financial US……
Key Challenges Sharing Data
• Lack of collaboration between brands (Chrysler,
Mercedes…)
• AE’s desire to maintain own information
• Never shared this much information the past
• Communication between departments
• Management’s desire to keep field reps focused
How did Chrysler Financial Approach Security
Individual Interviews:
Account Exec, Middle & Senior Managers, DRMs
Evaluated Regulatory and Business Limitation
Face-to-Face Group Discussions
Project Sponsor (VP Sales) made Final Decision
Salesforce – the Results
Phase 1 – November 2006 External stakeholders: Sales
• Common planning, account management process• Accountability, measurement – Dealer Business Plans• Compliance leads to Commitment
Phase 2 – August 2007 Internal stakeholders: Retail Credit
• Communication of strategies• Accountability, measurement – Dealer Business Plans• Coaching Process defined
Servicing the customer – Time is Money• Dealer Prospect Evaluation
National Account Management
• Higher customer satisfaction• JD Power Survey results (5 pt. increase in Overall Dealer Satisfaction)
• $3 Billion net portfolio increase
Where do I Start?
Special Considerations?
SOX, Sensitive Data, Other Legal
Who should be involved? This is not an IT
decision
Understand current information structure
Gaining everyone’s position
Facilitating the group discussion
Engage a consulting partner
Handling Objections
Salesperson: “I don’t want anyone seeing my info”
Manager: “The Salespeople need to focus on their
own work”
Executive: “I don’t want reps taking our client list”
Sales Ops or IT: “Closed models are tougher to
manage”
Kurt Schillinger
Director Sales Operations
Paul Wilhoit
Principal Consultant
QUESTION & ANSWER SESSION
Key Take-Aways
Salesforce Sharing Model is very flexible
Don’t underestimate the impact of your decision
This is NOT an IT decision
Not Sure where to start: Public/Read-Write*
You can go back
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