AppExchange zná většina zákazníků Salesforce – místo, kde si najdu aplikaci, kterou si můžu rozšířit funkcionalitu. Všechny aplikace tam ale nejsou, spoustu z nich mají partneři pouze u sebe případně u konkrétních zákazníků.
Z toho co jsem viděl kolem sebe, tak existuje následující:
Postupně bych ten seznam řešení od partnerů chtěl rozšiřovat, jak se mi podaří získávat podrobnosti. Pokud máte vyvinuté něco, co se dá znovu použít, tak dejte prosím vědět.
Skloňování jmen
Chce to tak půlka organizací, se kterými dělám – aby se jim samo vyskloňovalo jméno člověka a pak to mohli používat v mailingu.
Existuje služba, která zvládá skloňování – do 10 jmen denně je zdarma, za 150Kč/měsíčně pak 150 jmen denně. I s těmi 10 jmény denně se dá žít, pokud neimportujete nová data.
Napsal jsem tedy jednoduchou službu, kterou si můžete nainstalovat a začít používat.
Služba není připravena na hromadný import záznamů ke skloňování (není bulkifikovaná), což vám v běžném použití vadit nebude a mimo něj si ji musíte případně vypnout.
Jak funguje
Po nainstalování je potřeba vytvořit záznam v Custom Settings, který bude mít jako jméno klíč, který vám vygenerovalo sklonovani-jmen, a jste schopni zde skloňování vypnout.
Po vytvoření/uložení kontaktu nebo leadu, který nemá vyplněný 5. pád, zkusí nejdřív najít kontakt se stejným příjmením, které je vyskloňované, pokud nenajde hledá lead a pokud nenajde ani ten volá službu a nechá si vrátit vyskloňovanou variantu.
Pokud se skloňování nepovede, tak pole Vocative__c zůstane prázdné, nikam nezapisuji, z jakého důvodu se skloňování nepovedlo.
Hromadné skloňování
Pro hromadné skloňování má výše uvedená služba jinou cestu a sice přímého nahrání jmen, ke kterým potom vrátí skloňování. Touto cestou poskytne i lepší cenu za vyskloňované jméno.
It is almost three month from our „biggest so far“ user group about Marketing. This time we had the opportunity to visit new Deloitte offices at Zizkov and enjoy the awesome view from terasa. Plus tasty refreshment and as we celebrated our 10th meetup we also got a cake.
First speaker was Zdenek Pejcel from mooza inspire, who gave us an overview of the whole online marketing idea, why is it important, what is difference between B2B and B2C and when to select which product.
Frankly, I’ve been shocked that only 2 % of cold calls result in an appointment or that sales people on average invest 6,25 hours to set a single appointment.
Not sure where these numbers come from, but they are scary and when you see them you know, why inbound marketing might make sense, as it is more customer centric than outbound.
On the other hand, everyone will tell you that you need to create a content, but probably no one will tell you how much of it. A lot! Just imagine that the communication should be personalised to everyone, that you have maybe 10 personas of your clients, that you want to send email at least once a month and do the simple calculation. You need extra person to do the writing (or hire and agency) but you need to think hard about the content.
The fact, that buyers now-a-days are 60 % through sales cycle before they get in touch with you is … awesome and terrible at the same time. It means they might never get in touch with you because they will find someone better than you even without give you a call at all, it is great because once they get in touch you already have a deal (almost).
Sales Cloud, MailChimp, Pardot, Marketing Cloud
Which one to choose? Hard question as the answer depends on you a lot.
I would say most companies are ok with the standard mass mail from Salesforce, as they just want to send some simple email (text email with minimum graphics are popular again) and they do hardly any analysis.
Marketers love Mailchimp, it is super easy to put together nice email in it, the analysis is pretty powerful one as well. Sadly the integration via the free app just sucks (unless they changed something again in last a few months) and they limit the free account more and more (and not many people want to pay). You can still switch to SmartEmailing (for which I wrote an integration, more about it in coming weeks) or Email kampaně (for which Sprinx wrote the connector). But they are both paid anyway.
Pardot is focused on B2B, is easy to set up, but lacks the whole omni-channel capability (come to CzechDreamin to find more about this).
Marketing Cloud is the whole family of products and you really need to choose the right product you need. But then you get the whole thing including social, mobile push, geo location, integration with web. And as Filip Pasek from Zonky says
Only limitation is your imagination
The second presentation was from Filip, who was responsible for CRM implementation at Zonky (PPF, P2P loans platform, fintech, startup and other nice acronyms).
Frankly, I’ve been surprised how quick the project was, how a few people was part of the team, how personalised is the communication for each recipient and how complex the whole flow is. Calls, emails, SMS, pop-ups, push to mobile, chat bots, facebook, … And they continue on their journey with Salesforce to have one CRM, integrated with Telco provider and their internal system.
I also heard the common complains – hard to test, no sandbox – and how they dealt with it, which reminded me of the great Cyril’s presentation I saw at French Touch Dreamin.
Traditional B2B company and Pardot
Robert Gassmayr told us how they used Pardot before big event. Just imagine big industrial company with sales cycle from 6 months to 2 years. I imagine papers, dinners and calls, cannot see much space for Pardot.
Well, they used it. Sent invites to the event with links to registration form for free tickets (which sounds like great incentive), which notified their sales manager that this customer will be there. Which alone is great benefits as they can prepare better for meeting with them or even propose it before the event.
At the event they had an app to „scan“ attendees and in a few seconds they had the whole journey of each visitor in their system for future analysis and marketing. Combined with the advertisement for the event before they got a tons of new leads and great statistics for future.
See you next time?
All presentations and some photos from this event can be found on our drive.
And just before the year end (December 4) we will speak about Dreamforce and have some drinks before the Christmas season will kick in. Are you going to Dreamforce and want to tell us a bit what you learnt? Still looking for speakers!
I’ve been playing with CPQ a few years ago and this year attended awesome CPQ Fast Path training for partners. A few busy weeks and I finally found time to attend the certification and … passed it!
You might have heard, that this is one of the most demanding certifications to obtain, but I don’t really agree with this statement. I feel that Service Cloud or Pardot Consultant was harder, maybe not in terms of knowledge but trickinest, as there were some questions where you might disagree with the answers. CPQ cert is purely about knowledge and I feel is pretty black and white.
It took me a while to find the courage to do it and I went to the testing center as we got such recommendation. I did all the other certifications at home and I much prefer it, but here are some calculations for which is better to have a paper, which you aren’t allowed to at home. Well, I got one, but I must admit it was convenient to have the paper for some notes.
But after all I liked the presentation from the Fast Path the best.
Check your vocabulary
Non native speakers might have problems with some questions (you know you can get extra 30 minutes?), in this exam I have to thing hard what „ramped up“ or „escalator opportunity“ might mean. I probably got it right, but it looks like these are some standard wordings in CPQ world, so it is good to understand them.
What you really need to know
Pricing and discounts make 39 % of the exam, so this is the priority. I would say discounts are easy, price waterfall as well, but you really should check price rules, including objects on which they can run. The same applies for product rules and if you know what all the settings in these two are for and what are the possible values there you are good to go.
Expect questions about hiding things on quote documents, twin fields and field sets. A bit about MDQ products. A few questions about configuration attributes.
And good luck. Don’t worry, this exam isn’t tricky, it just tests your knowledge.
And new version of this exam will be roll-out soon, the beta version is just available. Sadly once I passed the exam I wasn’t able to register for the beta to check the content, looks like the division between different areas is a bit more granular, but I’m not sure about the questions as the content looks about the same.
I’ve been implementing information systems for last 20 years, most of the time CRM. After such a long time I should know a thing or two and I still found this book extremely valuable.
Matt divided the book into 5 parts – Identify, Plan, Contact, Qualify and Report and the biggest difference – to most of my implementations – is, that he focuses on teams which get a lot of leads. Which completely change the rules of the game.
Sales development reps are your highest volume Salesforce users, yet in terms of support, they get the scraps
Identify
Create a timezone field on lead – I never had such request but it make complete sense and just when you get this request you realise, there isn’t any support (besides picklist field) for such thing in Salesforce. It looks easy at first (it is just +- 12 hours), but do you really need all of them, what about summer/winter time, what about timezones which are divided. Plus use it for dividing leads into call times;
average SDR needs 14 clicks BEFORE his call to prospective customers just to check all the data and update a status;
lead or no lead? When I implement Salesforce at NGOs I go with no-lead scenario because they don’t really need to „separate“ contacts on multiple places. And I’m glad to hear that I’m not alone and normal companies might have use case for it as well;
update the „standard“ lead assignment to something better with flow – check for existing company and route to their AE and use only email domain for the mapping.
Plan
limit number of status to 6 or less;
add some rules from which status you can change to which;
use leads‘, contacts‘ and opportunities‘ status to set status on account;
make campaign names useful (not for marketing but for SDRs so they know what it was about), include additional details (such as link to presentation and elevator pitch) and extend the standard campaign member statuses (and you can use this app from AppExchange to set it on all campaigns);
add field with LinkedIn address which open a prepopulated search so they can find the contact quicker (and then save the right link into this field) – use workflow to set the default value when it is empty;
use flows to add important information to record details dynamically.
Contact
leverage path (check Trailhead what it can do for you);
add custom fields to tracking progress – disposition, last attempt date, last connect date, # of attempts;
create report based on those custom fields and you can monitor how they fulfil their SLAs;
speed up entering info – the standard log a call is nice, but it takes a while before it loads up. But you might create a custom action which predefines all the fields and it is enough to click it, which will speed up the process for people a lot;
don’t rely on tasks (the „always have open task“ rule), rather use the custom fields to monitor progress;
The presence of an open task doesn’t guarantee follow-up any more than the presence of a dictionary guarantees good spelling.
formalise you cadence and create automation to update Next Action Date;
power up your list views.
Qualify
route meetings round-robins – this goes all the way how your SDRs work with AEs – is it 1:1, are those two separated groups, etc.;
pre-opportunity vs opportunity discussion is just awesome;
always create opportunity from contact – it creates contact role (you need it to Einstein Activity Capture work properly), bring campaign history, allows for campaign influence measurements. Because the manual creation of opportunity is pretty long create a checkbox on contact which will call flow which will create the opportunity.
Report
I’m sure you’re hearing the same exact things, but I measure activities, conversations, meetings passed, meetings accepted, and trending.
PREVGROUPVAL AND PARENTGROUPVAL are support awesome, you just need to learn them!
All in all
194 pages, $3,79 and more tips then anywhere else. A lot of automation you can use, great ideas for reports and dashboards, this book is definitely worth the investment (in terms on money and time to read).
There two downsides of the book – the picture (at least on mine Kindle) are pretty badly visible and all the links in the book doesn’t work anymore 🙁
We had a Field Service Lightning workshop (by Pawel Dobrzynski), MuleSoft workshop (by Patryk Bandurski) and now we plan Einstein Analytics Academy led by Rikke Hovgaard. The difference between „workshop“ and „academy“ also means this will be more official and longer.
Key facts:
dates: August 19 – 20 (attend both days is mandatory and yes it is the week after CzechDreamin)
price: free of charge, you are responsible for your expenses
I attended the campfire a year ago at London and I expect this will be very similar.
Also passed the Einstein Analytics and Discovery Consultant certification and these two things had something in common – I got tons of tips how to visualise data and plenty of ideas what might work better and how to achieve it. If nothing else, this is the reason #1 why to attend. When you check Rikke’s blog you will get a lot more ideas, so do it now.
As EA now also include Discovery (for free) the whole product just got 100 % better and more feature rich. You won’t learn only how to analyse data, but the whole „team of data scientist“ you get as part of Discovery will be ready to your service as well. Once you understand how to use them – at have enough data – they might be really powerful and helpful.
Agenda
Day 1
Chap1:Basic Terms 9-9:30
Chap2:Dataset Builder 9:30-10:00
Chap3:DataPrep/Recipes 10:00-11:30
Break
Chap4:Lens & Explorations 11:30-12:00
Lunch
Chap5:Dashboard Basics 1:00-2:00
Chap6:Collaboration 2:00-2:30
Chap7:Compare Tables 2:30-3:00
Chap8:Configure Actions 3:00-3:15
Break
Chap9:Layouts & Mobile App 3:15-3:45
Chap10:Embedding 3:45-4:15
Chap11:Connect Data Sources 4:15-5:00
Day 2
Chap12:Pages 9:00-9:30
Chap13:Custom Maps (GeoJson) 9:30-10:00
Class Exercise: Business Jargon to Designer 10:00-11:00
