Deloitte and Salesforce.com June 17th, 2014 Agenda • Key challenges • SFDC and GSI • Our SFDC practice at Deloitte © 2014 Deloitte Our Customer practice 2013 Gartner Magic Quadrant for Customer Transformation Service Providers, Worldwide 3 © 2014 Deloitte Technology will continue to impact your customers High Internet Personal Data of Things Analytics Impact on customers 3D Printing Nano, Neuro, & Biotech Access over ownership Sensoring The empowered customer New Energy Robotics DNA Sequencing Software as a Service Crowdfunding ‘Mobile eats it all’ Artificial Intelligence Crowdsourcing Social Networking Augmented Reality Big Data Analytics Gamification Platform as a Service Low Impact on the Insurance business model Low Megatrends: 4 (1) Data (2) Mobile (3) Social (4) Cloud High (5) Bioscience, Energy and Materials Sources: Deloitte research ‘IT Trends en Innovatie Survey 2014’, Singularity University, Deloitte Center for the Edge © 2014 Deloitte Cloud Delivery models € €€ On Premise Adoption will continue to be a key differentiator €€ €€€€ Physical and direct channels Social Media and emerging channels Business Innovation 5 © 2014 Deloitte Agenda • Key challenges • SFDC and GSI • Our SFDC practice at Deloitte © 2014 Deloitte Salesforce.com continue to grow ahead of competition Salesforce.com Update: • Current Market Cap: $33.35B • FY15 Q1 Revenue Growth of 37% (42% in EMEA) • FY 2014 revenue growth of 41% in Europe • Plans to open new data centres in UK, France and Germany • Cloud Ecosystem: ~2k Apps, Over Two million installs • Significant expansion into ‘Non Core’ markets #1 #1 #1 #1 Salesforce: World’s #1 CRM Market Leader: World’s Most Enterprise Cloud Enterprise, MidMarket, Innovative Company Computing SMB & Sales Force 2011, 2012, 2013 Automation Market Share © 2014 Deloitte Fastest Growing Enterprise Software Company Note: Represents Top 20 largest enterprise software companies by revenue. Growth rates based on analyst consensus. Rankin g Company Est. Revenue Growth CY13 1 Salesforce.com 33.0% 2 Red Hat 14.0% 3 Akamai 13.6% 4 Citrix Systems 13.0% 5 VMware 13.0% 6 Dassault Systems 10.0% 7 Verisign 9.9% 8 Intuit 7.5% 9 Microsoft 6.7% 10 SAP 6.0% 11 Nuance 5.7% 12 Check Point Software 4.0% 13 Oracle 3.1% © 2014 Deloitte Deep Commitment to Working with Partners Subscription model guarantees that Salesforce always “has skin in the game” • We support customer success long after the deal is signed • We ensure long term customer success with excellent partner implementations • We train, certify, build solutions and collaborate with the right partner for your unique situation Salesforce Product and Support Excellence Customer Success Partner Implementation Excellence Partner Selection + Implementation Excellence = Customer Success © 2014 Deloitte Our Partners Share Our Commitment to Your Success Our Partners: • Have 20,500+ advanced Salesforce certifications held by 16,000+ individuals • Are evaluated for 100% of $200K+ deals for implementation qualifications • Over 350 SI Partners across EMEA Customer Success Our Partner Program Measures: • • • • • Technical Certifications Customer Satisfaction Success Stories Industry and Product Expertise Partner Influenced growth The right partner is key to customer success © 2014 Deloitte Cloud Alliance Partner Tiers Qualifications and Sample Partners Customer Satisfaction Required Across All Tiers Global Strategic Platinum Gold Silver Demonstrated success in global implementations SFDC presence and across multiple regions Demonstrated success in complex implementations Certifications and presence in country Demonstrated proficiency in SFDC niche implementations Certified individuals and minimum project requirements Regional Partners with either: A discovery and analysis focus OR a delivery and operations focus © 2014 Deloitte ISV Partners Fill In Gaps and Accelerate Deployment 900+ partners have built thousands of applications natively on the Salesforce Platform: • AppExchange applications cut across industries and horizontals • Applications work seamlessly with Salesforce and stay up to date with our release cycles • Security reviews vet products and maintain high standards Sales Collaboration Marketing Customer Service IT & Admin Finance Human Resources ERP Analytics And 900+ more… © 2014 Deloitte ISV Ecosystem Contribution Since 2006 2m+ $1b+ Installs partner revenue IPO Apps on the AppExchange 1m Installs Launche s 2006 2007 2008 2009 2010 2011 2012 2013 Differentiation Through the Fullforce Program Expertise in Cloud or Industry Alignment Recognition of our partner’s practice expertise designated in either a product or in a target industry Recognition Customer Success Differentiation Recognition of our partners’ unique solutions and supported by joint sponsorship, endorsement, and governance © 2014 Deloitte Potential Salesforce Ecosystem Services Opportunity Partners cannot afford to miss out on Salesforce Services $41.9B FY14 $6.5B FY15 FY17 $8.7B FY16 FY16 $11.5B FY17 $15.2B FY15 FY14 © 2014 Deloitte Top Partners Have Expertise Industry Expertise ‒ Understand your business ‒ Experience in your country / region / language ‒ In depth knowledge of systems to be migrated Salesforce Expertise & Assets ‒ Cloud-specific certifications ‒ Technical & Solution Architects ‒ Methodologies, Accelerators, Apps, etc. Jointly work with Salesforce ‒ Develop the market with us ‒ Build solutions on our Platform ‒ Work in conjunction with our Customer Success teams © 2014 Deloitte Agenda • Key challenges • SFDC and GSI • Our SFDC practice at Deloitte © 2014 Deloitte + = • First projects in 2006 and a global alliance in 2011 • #1 or #2 in all key alliance metrics with Salesforce.com • Active practices 20 countries • Very mature practices in US, UK, Belgium, The Netherlands and Japan • Known for our capabilities in Service Cloud, Social Business, and Industry Sector expertise (Technology, Insurance, Banking, Life Sciences, Media) with 2 global awards in 2014 • Significant joint marketing through PR and 20+ major event sponsorships in 11 countries 18 © 2014 Deloitte We are leading the market 2013 IDC Marketscope Salesforce Implementation Ecosystem, Worldwide 19 © 2014 Deloitte We have capabilities 391 EMEA # Resource BENELUX 1.100 Americas # Resource 112 US 833 UK / Ireland 100 USI (Off-Shore) 267 Italy 48 Germany 16 ASIAPAC # Resource France 25 Japan 10 Spain (Near-Shore) 38 Australia 34 Nordics 41 Other 38 Central Europe 10 82 Casablanca, Marocco Madrid, Huesca Spain Hyderabad, India Deloitte SFDC Local Presence AMS Centers 20 © 2014 Deloitte We have a clear EMEA focus Deliver Customer Transformation Capabilities CloudFast Accelerators 14 EMEA countries CPQ (Aptus) FastSales CPG 300+ People Key EMEA Credentials Innovations Process Orchestration MFG FastLean FastCar TMT (Coming) Marketing Cloud PHARMA (Veeva) AMS for Cloud 150+ Certs Official Cert Program INSURANCE BANKING FastConnect FastBank Tailored made Certifications Transversal Accelerators Business impact monitoring 200+ USI 40+ NS Industry Print 5 Deloitte Tracker SFDC Utility Environment Mgmt. Jenkins Global Deployment Change Mgmt Toolkit Toolkit Global Tier 1 partner of SFDC, 2012& 2013 Innvovation Awards, 2014 Mobile App of the year 21 © 2014 Deloitte Our CloudFast INDUSTRY FRAMEWORK Framework defining all capabilities and processes related to the industry Specfic and high added value functionality for industry processes Discussion model for definition of a Customer business transformation Leverage on relevant ecosystem functionality PRECONFIGURED TEMPLATE 22 INDUSTRY FUNCTIONALITY Industry pre-configuration based on Deloitte industry expertise Configuration according leading standards and the adoption principle (e.i. follow the standard) Cloud FAST CLOUD BASED & MOBILE Based on Salesforce.com as solution technology Mobile first principle, full leverage of SF1 and custom apps © 2014 Deloitte Our CloudFast: Illustration FastLean, a unique accelerator for manufacturing companies, combining the industry best practices and Salesforce.com expertise of Deloitte to provide a online & mobile solution for Sales, Service and Marketing tailored for manufacturing companies Geo-location route-planning for installed based, account analytics, dealer and customer community and integrated CPQ capabilities 23 © 2014 Deloitte We have the flexibility to support your ambitions Scope is defined Needs are described Transformation Advisory Your requirements Limited 24 Multiple Business Advisory Business interactions © 2014 Deloitte
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