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How to beat

SugarCRM

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Salesforce.com products and add ons How SFDC goes to market Professional Edition ++ Promo Questions customers should be

asking Salesforce.com Things You Need to Consider When

Evaluating Salesforce.com

Agenda

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Core Products Performance PxE $300 Enterprise $125 Professional $65 Force.com $50 Force.com Single App $25(bundles) Force.com Lite $10

Salesforce.com

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Add Ons Premier Success Plan Data.com

Premier Prospector Clean

Work.com Exact Target Marketing Cloud

Exact Target Pardot Radian6 Buddy Media

Salesforce.com

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Verticals Health and life sciences Financial services Government Media and communications Just added retail and consumer

packaged goods

Salesforce.com Target Verticals

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Salesforce.com Market Segmentation

Employee Size 0-20 ESB 20-100 SMB 101- 500 MM 501-6000 Commercial 6000 plus Enterprise

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HQ San Francisco Hubs Toronto Chicago New York Atlanta Building out office in Dallas

Go to Market

Monthly cadence Push deals end of month Push harder EOQ

– April, June, October Push hardest EOY

– January 31st

Will Parachute into territory once or twice a

month

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If there is a SugarCRM compete they sell professional with any 2 options– API Webservices – Workflow– Page Layouts and Profiles

$65 per user/per month

Professional Edition Promo

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You do not want to purchase the wrong version of software! SFDC will call and try to get you to upgrade.

Support – 48 hours SLA, need to pay 15% of software cost to meet our SLA

Limits on API calls, Tabs, Objects Sandbox needed to upgrade to Enterprise Data storage 1G under 50 users, over 50 users

20MB– 500mb is 1500 per year– Can be easily discounted 60%

Max 5 custom apps Deployment partner varies greatly - smaller deals

tend to have smaller partners and/or off shore the work

The Truth Behind Salesforce.com

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We are already considering Inside View and Marketo as Appexchange apps to integrate with Salesforce.com. Is there a limit to the number of apps Professional Edition can accommodate? How about custom applications?

With the promo we are receiving, what happens if we need to add one of the features we did not choose, profiles page layouts?

Are there any additional expenses we may incur if/when we start adding features and functionality. What happens when we exceed data storage, file storage, tabs, custom objects?

Questions Customers Should be Asking Salesforce.com

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Are we able to get a backup of my data to download:  daily or bi-weekly, and if so, is there a cost?

Do we receive a sandbox with SFDC professional, if not is there a charge or do we need to upgrade?

More Questions Customers Should be Asking Salesforce.com

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Version-creep The surprise of discovering the software

functionality you need is actually only available in the higher up, and much more costly editions. When SFDC is in a competitive situation, they will sell you the least expensive version that “does the job” then will force you to upgrade to the correct version at double or triple the cost.

Things You Need to Consider When Evaluating Salesforce.com

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Storage Organizations that need more storage capacity

are subject to Salesforce.com’s additional storage costs which can be as much as $250/gigabyte/month. Companies with large data requirements spend thousands annually in storage.

Tabs, Customer Objects and API calls can be expensive. As you bump up against your allotted limits of

tabs, custom objects and API calls you will be asked to move to the next, more expensive edition or buy items a la carte, it adds up quickly!

Things You Need to Consider When Evaluating Salesforce.com

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Support Salesforce.com standard support is email only

with a 48 hour SLA! The support ticket will most likely be responded to by an inexperienced contractor. You can increase your SLA’s by paying either 15% or 25% of your license costs depending on the level you choose.

Things You Need to Consider When Evaluating Salesforce.com

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When Salesforce.com is in a competitive situation they may try to sell you Force.com or an ecosystem partner may try and sell their application built on Force.com platform, this is not a full CRM license.

Force.com is designed for users who need access to custom apps but not to standard CRM functionality. These users are not entitled to some user permissions and standard apps, including standard tabs and objects such as forecasts and opportunities.

Don’t be Fooled by Force.com

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Since Force.com licenses have access to all custom objects, custom objects replace the out of the box Salesforce.com functionality. You now have a custom application expensive to change and maintain.

Don’t be Fooled by Force.com