Trailblazer, Marc Benioff with Monica Langley

I read Marc’s first book almost exactly 3 years ago, way after he published it. I loved it at that time and I considered it the best book about management, sales and marketing I read in a while.

Trailblazer, Marc Benioff with Monica Langley

His second book will be published in two weeks time and I – as an Salesforce MVP – got preview version before the official day. And I loved it again, this time for other reasons.

The book is mostly about Salesforce philosophy, the whole community thing, which shows how important it is for Salesforce. And it is also this thing, which is hard to understand to those, who didn’t experienced it. Why would you care about some values, philosophy, community? It is just SaaS afterall, or – if you are super brave or stupid – just some licences, on top of which we’ll deliver our own great solution. I love it so much that I decided to pass it forward around Czech community – read the end if you are interested in reading it as well.

Interesting things:

  • he turn their basement into his own private residence (at the age of 12);
  • his grand dad was behind the BART construction, he pushed for it not just because it is great way how to transport people, but it will also give them access to better job opportunities;
  • the trust.salesforce.com was established during one service interruption, when they realised that competitors pays their own access just to monitor them, so it is better to inform customer openly about problems;
  • how they mostly lost Merrill Lynch as a customer and his own personal finance adviser from this bank had to warn him, because they didn’t see the problem themselves. How they found out that interview people what are the problems isn’t the way how to find them. That simplify and automate things might not be the best use of time, because they just don’t see the big problems. That even to their army of engineers it would take a year to make customer happy again. And the Merrill was their first really big customer, whom they got after 7 years of existence and about 3 years on stock exchange;
  • in 2015 they found out that AI is the future and those who don’t have it don’t exist anymore;
  • I always thought that he invented the first AppStore and then gave the trademark to Steve Jobs, but Steve gave him the idea and he really put it together;
  • Einstein Forecasting came out as a need, because their own forecasting was always way off. Which isn’t good for publicly trade company 🙂
  • pay gap surprised me – they had just 6 % of employees who needed their salaries adjusted. And it was such a big topic, which costs them $3 000 000 and just wonder how much they paid for the audit;
  • unconscious bias (there is a Trailhead for it) when you should treat everyone the same (and I realised I hug some people and shake hands with other, of course not in such formal situation) and how WIT groups doesn’t want to be women only (say women), because they still feel singled out (the other way around);
  • all the politics we aren’t used to (at least I feel) – families separation at Mexican border, LGBTQ law, homeless support, school support, extra tax for big companies;
  • that more than 88 % of SF employees give back, that they have 7 days of paid volunteering annually and they match donation to whatever cause the choose;
  • V2MOM – I never really got this thing as I’m probably not good in planning and just let things happen. But by reading the book I realised I would probably ask every NGO I help to with implementation to put one together, so we all understand why they want to implement Salesforce and how it should help. I feel that time to time we lost this sight and aren’t sure what the implementation should brought;
  • how they realised they probably want to know for what reason their customers use Salesforce to „prohibit“ use which isn’t in line with their values. They already do it for .ORG customers, so it won’t surprise me, but still – who can say goodbye to potential/existing customer just because they don’t operate in line with your own values. Tough decision.

Every CEO has to perform a delicate dance between two priorities: trust and growth.

It really surprised me, that when they wanted to buy Twitter and their stocks started to tank, it was a (one of) signal to call it off. He admit the price wasn’t the primary reason which made him change his mind, but it surprise me it was even there.

You’re not spending enough money on innovation, said Richard Socher, how can you call innovatin a core value?

Answer: we seek innovations everywhere, it isn’t just about R&D.

The best teams play together like a family who trust one another to have their back.

aka it isn’t just only about having the best, they need to work together and support each other.

Laughter is good for thinking because when people laugh, it is easier for them to admit new ideas to their mind.

Dalai Lama

That’s the reason why they have Astro and the rest of the gang. And how Ginni Rometty, IBM CEO, didn’t understand why they are part of company presentation and once she realised she all lit up with her memories.

Nabídka

Chceš si tu knížku přečíst také? Rozhodl jsem se ji poslat do oběhu – napiš do komentářů a až na tebe přijde řada, tak se dohodneme, jak si ji předáme. Zkus ji přečíst jak rychle to půjde, ideálně za týden či dva (je to relativně rychlé čtení), do knížky podtrhávej/lep lepíky, ať ostatní vidí, co tě zaujalo. Až dočteš tak mi dej vědět, pošleme ji dalšímu. Pokud vytipuješ někoho, kdo by si ji určitě měl/chtěl přečíst, tak dej vědět, možná mu ji budeš moci rovnou předat. A pokud to celé zakončíš zase komentářem tady s pár věcmi, co tě opravdu zaujaly, tak budu moc rád.

Jdeš do toho?

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Email kampaně

Rozesíláte emaily, Salesforce vám nestačí, na Pardot/Marketing Cloud nemáte, MailChimp ani SmartEmailing se vám nelíbí. Naštěstí jsou tady ještě EmailKampaně a jejich doplněk do Salesforce.

Vyvinula ho společnost Sprinx Consulting a z toho co jsem viděl je to povedené řešení. Už proto, že uživatele nežene ven ze Salesforce, ale celou tu záležitost zvládnou přímo v něm.

V době kdy jsme začínali s implementací platformy Salesforce jsme naráželi na limity Salesforce při rozesílání větších emailových kampaní. Na jedné straně to bylo to, že bylo možno odeslat pouze 1000 mailů za 24 hodin a to se ještě muselo rozsekat na menší bloky po 250 nebo 500 emailech. Na straně druhé to bylo i to, že bylo nutné nějak rozumně vyřešit odhlášení z mailingu.

Instalace doplňku z adresy poskytnuté společností Sprinx a pak už jenom propojení s vaším účtem na EmailKampaně. Základní nastavení (odesílatel, zadání klíče pro Google Maps ať víte kde jsou odběratelé, naplánování synchronizace, namapování polí).

Mapování polí

Pokud se mi něco opravdu líbilo tak to byl editor. Jednak už přijde s připravenými šablonami (jako MailChimp) a pak si snadno nadefinujete vlastní. Ten editor umí opravdu hodně věcí a měl jsem pocit takové snadnosti, že by to opravdu měl pochopit každý. Slučovací pole, formátování, všechny ty samozřejmosti tam samozřejmě jsou.

Editor

Statistiky

V podstatě největší nevýhoda rozesílky ze Salesforce – netušíte moc o otevřeních a dalších sexy číslech, které marketéři sledují.

Statistiky

Tento doplněk je všechny má – kdo, kdy, kolikrát, odkud, heatmapa emailu na co se klikalo. Plus to celé je možné použít k segmentaci pro další rozesílku.

Heatmapa emailu

Jaké jsou hlavní přednosti doplňku Sprinx Email Campaigns?

  • plně automatizované e-mailové kampaně
  • velký výběr šablon
  • personalizovaný a generovaný obsah
  • detailní statistiky
  • plně formátované HTML emaily
  • možnost rozesílat přílohy
  • tvorba šablony na míru
  • automatické propisování o odhlášení
  • automatické stahování statistik

Kam dál

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Salesforce Women in Tech startuje v Praze

Tento rok se s community groupami okolo Salesforce roztrhl v Praze pytel.

Salesforce Prague Community Groups

K developerské, kterou vede Aleš Jeník a celé to před lety nastartovala, a administrátorské, kterou vedu já s Alčou Neradovou, přibyla B2C marketéři pod vedením Zdeňka Pejcela, která se bude scházet pravidelně každé 3 měsíce, B2B marketéři pod vedením Ivanny Gladysh-Mirkovské, kde plánují první setkání na konec září, non profit pod vedením Zdeňka Strusky, který to chce rozjet od nového roku, je tady i WIT skupina, která vykopává první schůzku 25. září a má ambiciózní plány.

První setkání 25. září

Představíme vám novou skupinu Women in Tech, kam má namířeno a v čem vám může pomoci. Během setkání se dozvíte o novém běhu kurzu pro ženy, které chtějí svou kariéru rozjet v IT a Salesforce, od administrace přes HR k analýze, protože IT není jen o kódování! Připojte se k intro networkingu a dozvíte se více 🙂

Víno a snack samozřejmostí.

Program:

– představení žen, které pracují v Salesforce
– mise a cíl skupiny Women in Tech Czech Republic
– cyklus kurzů pro ženy v Salesforce
– networking


Slyšel jsem, že na první setkání vytipovaliy spoustu žen, které v ČR se Salesforce pracují, tak uvidíme, kolik jich oficiálně představí a s kolika se seznámíte při networkingu.

Prvním setkáním to nekončí, spíš začíná. Další plán je 8 týdenní kurz základů administrace Salesforce, který pojede každou středu večer a ženy (protože chlapi nejsou vítáni, což je trochu rozdíl oproti zahraničním WIT akcím) naučí jak si připravit instanci, jak spravovat uživatele, základy zabezpečení, jak si upravit objekty a pole až po reporty a automatizaci.

Po 8 týdnech by tak ženy měly mít základy, které asi nejsou dost na udělání certifikace, ale určitě by jim měly ukázat, zda to je směr, kterým se chtějí vydat, nebo práce, kterou dělat nechtějí.

Jdete do toho?

Pokud jste žena, kterou Salesforce zajímá nebo která o něm nikdy neslyšela, ale baví ji povídat si s lidmi, zjišťovat jejich potřeby, možná někdy slyšela zkratku CRM, dovede si představit jak mohou firmy zlepšit vztahy se zákazníky a třeba v budoucnu uvažuješ o tom, že bys jim s tím chtěla pomoci, tohle může být cesta, kterou se vydat.

Salesforce je firma, která má za cíl rovnoprávnost, firma, kde ženy mají stejný plat jako muži, firma, na jejíž akcích je typicky poměr žen a mužů 50:50. Firma, pro kterou je důvěra a komunita zásadní, která mezi ročně výrazně roste a která chce měnit svět. Nejen svět IT.

Dorazíš?

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CzechDreamin – the unofficial summary

You might read my official summary of our inaugural conference already on LinkedIn, here is the behind the scene look.

Those, who attended, know the story behind – how I went to my first community conference in Amsterdam (NPSP Day, thank you Ryan!), met a new people, continued with SurfForce, London’s Calling and more and more and more of them. Each of them helped me to meet people I knew only online and learn some real new things.

And the growing desire to bring such conference to Czech Republic to show people, that they really can learn something on a conference and that it might be a good idea to know other people in the community has been here.

Last year I decided – let’s do it, don’t worry about anything. And CzechDreamin has been born.

Get the basics

Organise conference is pretty simple – you need venue, speakers, attendees and sponsors. Because it doesn’t really matter how much costs the ticket, unless it is really expensive, you need sponsors to cover majority of the costs.

Dreamin style event should have 250+ attendees so we aim for a venue able to host up to around 400 people (as London’s Calling and French Touch Dreamin has such limit as well), with multiple rooms, ideally with all the equipment ready so we don’t have much to organise.

Everyone getting ready for the day

There are a few nice venues – old hotels in the city center (I wish to do it there one day, because the atmosphere is awesome, just the layout doesn’t really work), cinema multiplex on the border of Prague (the screen and seating is super awesome and it can host a ton of people) and finally ended up at Prague Congress Centre, which – once upon a time – was the biggest and most modern congress center in Europe.

The sponsors

We have the basics and can go for sponsors. I followed Jean-Michel’s advice „calculate the costs as you wish to have it, be ready to cut“ and our original budget was around 2 millions CZK (80 000€). Divided by number of sponsor slots we were able to offer it came to 4000/6000/10000€ per sponsor and the real struggle started.

  • it is expensive, BaseCamp organised by Salesforce costs about the same, has way more attendees and is more business relevant. True, we cannot do much with it;
  • we already used our budget – we were super late to the game, started contact sponsors in March;
  • we don’t target that area – we are just too East for most sponsors, at the same time they didn’t realise that the big companies (read IBM, MSD/Merck, eBay, Edwards, Accenture and plenty of others) have delivery centers with technical people here.

Luckily OrgSteward signed right after we opened call for sponsors and helped us with downpayment for the venue. PwC jumped shortly after and then I realised (again) I’m not a sales guy, don’t have the skills and persistence to hunt down sponsors. Clouderia followed seeing my struggles and Keboola saved my ass at the end.

CzechDreamin '19 sponsors

Somewhen in the middle I had a call with Kevin, who told me „don’t be crazy, there is nothing wrong to cancel it“ and I knew that I’m crazy, ready to pay up to 10 000€ out of my pocket just to let Czech people experience such event and hope to see them more on conferences abroad.

Our sponsor’s proposition probably wasn’t the strongest, especially as I decided not to allow them to have a session. That’s something quite normal – I suppose not just in Czech Republic – and I decided I hate it. And it is great to know that I’m not alone, that Jindrich Faborsky feel it is wrong as well, when sponsors pay for the privilege to present to people who pay for the privilege to listen to them.

At the end we cut all we could and from our original 80 000€ budget we made it for 22 000€. No recordings of sessions, no big marketing around the event (which wasn’t good), we cut the food as much as we could, we saved a lot on dinner for speakers (but they enjoyed it anyway I hope), no reserve, no fun activity like photo booth. But we saved money to support Czechitas in their mission, which I feel great about.

Speaker's dinner, stolen from Szandor

Just after the conference I had time to watch Francis Pindar’s talk about finding sponsors, which is really great and I agree 100 %.

The speakers

Thank you, thank you, thank you speakers!

I’m so happy that this part went as I expected and as no one in Czech Republic expected. When I announced the conference the feedback was – will you want us to present some case study? And my answer was „I don’t care about case study, but some nice talk would be great, submit it and we might choose you“.

We got a lot of submissions and were lucky enough to be able to choose from them. Minimum of Czech speakers as they really aren’t used to this.

CzechDreamin'19 speakers

I anonymised all the abstracts and we ranked them. It was super hard to choose which one was better and it was hard to keep the diversity at the end (I already wrote about this). I still remember that one speaker, who contacted me about 2 weeks after we sent out the info, why we didn’t choose her, I checked the abstract and it was super awesome, so I checked the whole list and found out that she really was under the line. It just showed me how fierce the competition was.

It was hard to pick sessions because there was always more than one I wanted to attend. Thanks to Martin and team for great event.

I’m glad that we involved some first time speakers to experience it, I feel we had some experienced speakers as well to make a great mix for attendees to enjoy the day and for new-timers test whether it is something for them.

It was very useful for admins, developers. For me as a sales guy, a bit less, but even so, I found a lot of stuff I can use later 🙂

And I’m still surprised with the profesionality of all those speakers, who delivered all we needed on time, who enjoyed the speaker’s dinner the day before and knew when they have enough to deliver what they came to deliver. Who did it for free, mostly in their free time. I kind of expected it, but the team was really blown away by it.

The attendees

If finding sponsors was hard, this was impossible. And we couldn’t do much about it.

Posting on Twitter, Trailhead community and other social networks was good, but with not much impact. We all felt how strong is our social network but nothing much came from it anyway.

We pushed Salesforce AEs to get in touch with customer, because they are the only one who really know who is their customer, to find out that it is hard to support 3rd party paid event. But they tried anyway, some customers asking for free tickets, which I refused as it meant I’ll pay for them and the price of ticket is about the same as one hour of consultant.

At the end we tried some traditional media and found we don’t have the money to pay for an article with invite to our conference, especially as we feel the impact will be minimal.

It’s all about the hospitality, which makes the difference between a nice event and an awesome experience. This was definitely the latter.

Rising the price of tickets helped quite a lot, with surge of sale before each rise. But then we were at our planned final price, two weeks before the event we had to confirm final capacity and we still didn’t have enough. We sold about 30 % of tickets in last week or two, which made it even more challenging but at the same time it was something others prepared me for.

At the end we had almost exactly 200 people who attended with around 5 – 10 % no-show rate and with just 3 tickets we gave away for free (I feel that speakers paid even more than attendees in the time they gave it).

The day before

The whole time I somehow struggled to find tasks to do. We have venue, which will take care about most things, we just need to prepare the badges, some flyers on site, organise sponsors and speakers. Done.

So we met the day before to prepare badges, check the venue, send final emails and have a dinner with speakers and sponsors.

We were scrared the day before

It was easy, there must be a catch and something will fail hard.

The day

Finally, after a year from my first tweet, the day D was here. I don’t remember much, all I know is that I asked Lukas to take care about workshop’s room and others to check on other rooms to start and end on time. We had our internal WhatsApp group which I checked maybe 2 times a day (yeah, a day).

That I told photographers what is the rough plan for the day and welcome session. And that I delivered the welcome word, which we hadn’t have much time with Kristyna to train for. That we completely forgot to take team photo (besides the one selfie on stage and one the day before).

Time for some proper Czech lunch

I didn’t see a single session, I remember sitting in one room for about 5 minutes but I don’t remember which session it was. That I had a few chats but I don’t remember with whom and about what. How grateful I’m that Sercante overtook our Twitter, because originally I planned to do it but I didn’t have any second for it.

Szandor speaking about Kafka as a real professor.

I feel that the day ended before it started and that it was great.

You probably feel it’s exaggerated but truth be told: You – as a team and you personally – delivered true excellence here. Friendly, helpful, structured, thoughtful, committed… there hasn’t been a single experience, not a single moment that has potential for improvements. I am extremely happy that I could be part of it. Martin, really – thanks a lot for the effort and your excellent leadership, and please pass it on to your team as well!

I hope that it showed people that they can learn something they can use in their life/org the very next day and that at least some of them already implemented something new they learnt. I hope that I’ll meet more Czech people on next conference I’ll attend anywhere in the world.

The event was great, food was great, speakers were great. My only complaint is I had a hard time to choose which sessions to attend, I wanted to see them all!

And if at least 50 % of attendees will attend next year, that would be awesome. We hope to see you on Thursday, May 28th 2020 at Prague again.

CzechDreamin 2020 tickets.

The presentations

We have no recording, but we do have all those presentations. And we put them in a nice brochure together with some photos. Enjoy!

And we created group on Trailblazer community if you want to stay in touch.

Napiš komentář, díky!

Einstein Analytics Academy Prague

We continue on our journey to educate customers and partners on Czech market – we did FSL workshop, MuleSoft training and the last one is Einstein Analytics Academy. This one was longer (2 days) and delivered by Salesforce (great Rikke Hovgaard).

It was great. Around 30 people gathered at PwC offices to learn as much as possible in two days. I’ve been surprised how easy it went during the day and how much time we had, because I had a feeling it was way harder last year in London. Just to learnt that I had 2 days of basic and 2 days of advanced training packed into 2 days while this was only the basic training. Still great and awesome, was also great to see the progress of the platform.

The attendeees

Recipes

We started with data structure, how to get them in and manipulate. Data flows can be complex, recipes are super easy way to achieve a lot with some basic knowledge. And when you get a few tricks like use bucket and not replace, because buckets you can easily update while replace create a new column every time … that’s what you need to save your time for real.

Dashboards

Moments where – if you know where to look at – notice experience and a few delivered sessions. It looked super easy to create a dashboard and I must add super cool looking dashboard. All the elements, colours, … but that all takes practice and notes how to set it up. You won’t notice unless you know and will get out with a feeling how easy it is – which is great. And if you know you will appreciate the experience of Rikke.

Basically in the evening of first day we had all data in and great looking dashboards and feeling we are able to repeat it.

Hackathon

Tweak it for the target audience is something Rikke want to do. So we spent evening looking for some nice Czech relevant data, just to find out that open data are a big topic but when you try to find some it is still pretty hard.

But she found data from AirBnb so we used them for activity on second day. Split into groups, here are your data and you have one hour to deliver something awesome and get some insights.

Work in groups, do something great

An hour later we got a few great presentations and interesting findings. Where to clean for best ROI was the one I remember and we had a great fun about it.

Where to find cleaning with best ROI

Binding and data flows

Of course, at the end we covered these heavy topics. It still looked super easy, we got some advice when to choose data flow and when recipe.

Overall the training was awesome and I like how the group evolves – we started FSL with 100 % partner focused training and we gradually open it to (potential) customers. For MuleSoft we had people from outside the Salesforce circle, for Analytics we had surprisingly high number of marketing people.

Next? The general feedback was to do something around Marketing Cloud, I aim for the end of October/November, before everyone will leave for Dreamforce or after it. Stay tuned.

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