Module: Winter '21 Release Highlights (Answers)

Module: Winter ’21 Release Highlights (Answers)

Winter ’21 Release Highlights #1.See What’s New with Work.com Q.)1True or False: Queue Management aids businesses in scaling onsite capacity in order to meet pressing needs and follow local regulations.I)TrueII)FalseQ.2)Digital Trust Cards allow companies to publish which safety protocols?I)Social distancing policiesII)Fire drillsIII)Amenity schedulingIV)A and BV)A and C #2.See What’s New with…

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Salesforce Introduces Sales Cloud Partner Relationship Management-The New Intelligent Sales App, Built On The #1 CRM Platform

Sales Cloud PRM leverages Einstein AI to enable channel partners to close deals faster

Companies that rely most on distributors and resellers–including those in manufacturing, high-tech and telecom–trust Salesforce to supercharge their sales

SAN FRANCISCO, May 31, 2017 /PRNewswire/ — Salesforce [NYSE: CRM], the global leader in CRM, announced Sales Cloud Partner Relationship Management (PRM), a new sales app that will empower companies to turbocharge channel sales. With one-third of the average company’s revenue coming from partners1—and more than two-thirds of revenues for companies in high-tech2, manufacturing3 and telecom—4 it is critical to arm every partner, distributor and reseller with the personalized tools and information they need to sell smarter and faster.

Introducing Sales Cloud PRM The new PRM app will allow companies to easily build modern, branded partner communities with clicks, not code. In contrast to legacy partner portals that are built on inflexible, archaic systems creating disconnected silos, Sales Cloud seamlessly brings together both partner and direct sales functions.

To deliver Sales Cloud PRM, Salesforce is bringing together new and existing technologies, including:

New Guided Setup Wizard will enable channel managers to easily configure, customize and deploy their app in days. Using the interactive wizard, channel managers will be able to seamlessly configure lead distribution, deal registration, marketing development funds and AppExchange Components, such as Xactly for compensation management and NetExam for a learning management system. Additionally, channel managers will be able to automatically assign partners into tiers and provide targeted promotions and customized content based on those tiers.

Lightning CMS Connect will allow channel managers to easily create a customized, branded partner experience faster than ever before. Channel managers will be able to drag and drop existing website content, graphics and videos ensuring it stays as up-to-date as a company’s website.

Einstein Content Recommendations will use machine learning to surface files that enable channel reps to be more productive. For example, if a partner views a new product description document, Einstein will be able to recommend files, including logo graphics, product placement instructions and pricing documentation for that new product.

Channel Marketing Automation will extend the power of Marketing Cloud to every partner, enabling them to build, track and analyze email campaigns to deliver 1:1 customer journeys on any device. Companies will be able to ensure partners are using the right messaging and collateral by empowering them to be their own marketing department.

The announcement extends the world’s #1 SFA, Sales Cloud, even further to empower companies to accelerate their sales with smart, customizable apps for every sales function. Sales teams of every kind are improving forecasting and collecting cash faster with Salesforce Quote-to-Cash. Field sales reps are accessing their CRM with the Salesforce1 mobile app while on the go. Sales managers are exploring data quickly and getting actionable insight with Sales Wave Analytics. And digitally powered sales reps are using Einstein High Velocity Sales Cloud to quickly identify the best leads, eliminate busy work and boost pipeline to increase sales.

Salesforce Trailhead: Empowers Everyone to Skill-Up Trailhead is Salesforce’s free interactive, guided and gamified learning platform, where anyone can develop skills that empower them to land a job in the workforce of the future. Trailhead is democratizing education and providing a direct path for anyone to start learning Salesforce for free, from anywhere. Since launching in 2014, Trailblazers have earned 2.5 million badges, which directly relate to in-demand job skills. In fact, according to Indeed, two of the top 10 best jobs of the future are in the Salesforce Economy.

Comments on the News:

“Traditional partner portals tend to be pieced-together legacy systems that are generic and disconnected from CRM. This results in substandard channel performance and ultimately a poor user experience,” said Mike Micucci, GM and SVP, Salesforce Products. “Sales Cloud PRM is the solution companies have been looking for—a turnkey app that enables them to extend the world’s best CRM to their partners.”

“Empowering our AWS Partner Network (APN) partners is a top priority for us,” said Terry Wise, Vice President, Amazon Web Services. “As part of our strategic relationship with Salesforce, we count on Sales Cloud PRM to provide our APN partners with the tools and content needed to scale their business quickly on AWS.”

“As channel partners increase in importance to companies, the need for effective partner tools, enablement and infrastructure is imperative,” said Denis Pombriant, Principal Analyst Beagle Research. “Sales Cloud PRM is an example of a solution for companies looking to accelerate partner sales without unnecessary cycles and cost.”

“We’ve been a Salesforce customer for 10 years, and for us, the natural extension was to bring Salesforce to our partners, giving them what they need to sell in one place,” said Tony Dyck, Director of IT Technical Delivery at Box. “We were able to quickly deploy, and immediately saw an increase in partner engagement and efficiency, leading to an increase in sales coming from our partner channel.”

“It’s important to fully capture our opportunity for revenue growth and expansion in our channel business by providing our partners with 24 hour access to product resources, lead management, deal registration and support,” said Neil Burch, Enterprise Applications and Business Analytics, CalAmp.”With Sales Cloud PRM, we will be able to quickly and easily increase partner collaboration and gain visibility into our channel so we can accurately forecast our indirect sales.”

Source: Salesforce

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Interview with Liam Doyle, VP of Advertising Products at Salesforce

This Q&A is part of an interview series for the upcoming MarTech Conference, May 9-11 in San Francisco, covering the agenda topics to be discussed at the event. Read on for an exclusive sneak peek from the presenters

1. How have you seen marketers evolve in their understanding of martech in these last five years? What are the gaps (maybe in exploiting technology, attitudes, approaches, strategies etc) that events like these address for newbies as well as veteran marketers?

Marketing technology moves incredibly quickly. It has and continues to evolve in order to meet the demands of today's always-on, digital customer. In fact, according to our Salesforce State of Marketing report, customer satisfaction is the number one success metric for marketers today. On top of this, marketers are working harder than ever to deliver experiences that are relevant and personalized to each customer, and experiences that connect marketing to customer service and shopping itself.

So, marketers know they have to deliver this delightful experience, but they have to do it over an increasingly fragmented and sophisticated set of channels. Keeping up to date with the trends and recipes for success across email, mobile, social, digital advertising, managing data and now artificial intelligence, in can be daunting.

Events like this one are essential for today's marketer, as it is a one-stop show for staying on top of and across all of these industries, as well as consumer trends. This conference is valuable for marketers to understand how they can apply best practices and innovative learnings successfully back at their own companies. They learn not just what the technology is, but how to apply it, which is what sets this event apart.

2. At what stage would you say is the ‘ad tech meets martech’ state of affairs at present? Would you say businesses today need to have a consolidated advertising strategy that includes all formats be it Search, Social, Display, Native and of course, Video being a key entrant or does the character of the business decide the approach?

Ad tech can no longer, and should no longer be separate from marketing tech. In today's world, data from marketing channels and other customer touch points must inform all aspects of advertising in order for it to be truly effective. We often hear from our customers that they want a single view of what's happening within their business--they want all customer information in one place so that they can make smart, targeted and meaningful decisions. Unfortunately, it's not as simple as having all the data in one place, as data moves between anonymous and recognized identity spaces, but we can still achieve the same goal.

As a business, bringing together the entirety of the touch-points that you have with your customers is the reason we made to acquire Krux in October 2016. Krux’s scalable infrastructure paired with its artificial intelligence and cross-device identity management capabilities make it unique in the market. The ability to apply AI to this problem by discovering new high-value audience segments and analyzing billions of profiles and trillions of events across all devices and channels is the next great frontier for brands.

In fact, some of the trends that are most interesting here are happening on the B2B side. For many years, companies have invested in Salesforce to grow their business by making their lead nurturing and management more efficient and effective. Now, with the convergence of technology and identity, and the rise in Account Based Marketing, Salesforce provides companies with a new opportunity to grow their businesses by connecting their advertising directly to their CRM. This sort of integration allows brands to close new business at scale.

Regardless of the industry or goal, the hardest part is always the strategy--organizing to be able to work across traditionally siloed channels to bring the true value of this approach to bear.

The key is to start by agreeing that you are customer-first company, and that you truly care about your customer's experience

The rest is about respecting that relationship, and becomes common sense.

3. 2016 was the year of data-driven marketing. This year, AI was added to the data mix. Where do you see the changes in technology taking data next – be it for data capture, analytics and insights? Considering the above data cycle, where do organizations lack in proficiency the most?

2017 is the year of AI for us at Salesforce with Salesforce Einstein. We're making sure to empower marketers with the tools they need in order to successfully understand and leverage AI. We will do this both through education on Trailhead, our online interactive learning platform, and by making powerful and easy-to-use AI functionality available in all our products.

Regarding data specifically, marketers need to consume it from all kinds of sources including purchase data, CRM data, online data and commerce data. From there, they need to key it across cookies, mobile IDs, hashed email identity keys and then, the breadth of PII. Typically, these different types of data were siloed, and they do still require separation, but now marketers can leverage both their Non-PII data through data management platforms (DMPs) and their PII data from CRM in concert--in ways that weren't possible before.

These notions have created a new category—the “Customer Data Platform” (CDP), and also resulted in the rush to build data lakes as a method of collecting a variety of differentiated data for analytics and activation purposes.

I think the proficiency that organization's lack the most is understanding the value and application of these two data assets--PII and non-PII. If you understand what they are, and how they can (or cannot) be deployed then you are already ahead of most of the market.

4. What are areas do you commonly see where businesses are getting stuck from transforming themselves to optimal customer-centricity – excess of to-dos to achieve this, lack of aligning all stakeholders on a common platform, lack of initiative to know a customer as a person rather than a statistic? How much can data help this transformation?

Where we see most businesses struggle with marketers as they transform to becoming more customer centric, is with getting a single view of their customer, and identifying them as a person, not just as a device. Data can help in this transformation, but needs to be oriented around true customer identity, not just anonymous web behavior. It also needs to understand what data can and cannot be connected.

Another problem we hear about often is marketers getting lost in all of the data, or in not being able to connect the dots since data can be siloed across different departments. Salesforce helps address these sorts of challenges by providing marketers with tools to build a single source of truth when it comes to their customers and how to interact with them.

But without a doubt, more important than data or technology, is organizational alignment. You need to fundamentally re-think how your company is organized around the customer, and make sure that internal incentives map to the common goal. Data can help, but at the end of the day, it's the organization that needs to make it work.

5. How can marketers get a buy-in from their organizations to invest in digital transformation of their businesses? What are the timeframes that a small business should expect for complete digital transformation and how important is it to record each of the marketing and sales process’ digitization?

I would start by emphasizing to the organization that this is an existential question for all businesses. Can you afford not to do it? It's our view that those businesses that choose to wait will be left behind.

Show your team how other innovative brands are doing similar things, and frame how these could be applied in your business. If you pick the right starting point, the timeframe for getting your first results can be weeks or months, even if the entire digital transformation takes longer. Nothing helps a project move along more than incremental results and ROI.

One of our customers, Fanatics, is a leader for officially licensed sports merchandise that works with major sports leagues, teams and colleges. It has been able to leverage Salesforce Marketing Cloud Einstein for personalized product recommendation e-mails, resulting in the second-largest contributor of engagement from customers for the brand, generating between 15 to 20 percent of clickthroughs.

In another example, with Marketing Cloud’s DMP capabilities, ConAgra saw a 5x return on value of its investment, and the company put an end to low-quality impressions, reducing exposure to nonhuman or invalid traffic by 50 percent.

6. How can digital transformation become a strategic thought process for a business rather than just being a mere means to an end to enhance customer experience? Please suggest some processes that organizations can put in place so that internal stakeholders move in sync with this makeover?

It's worth starting by saying that

there's nothing more strategic that enhancing the customer's experience

That is the reason the business exists, and the only reason.

This mind-set shift starts with values. At Salesforce, one of our core values is customer success and every department is charged with meeting goals associated with that value day in and day out. Today's leading companies don't react to change, they drive towards it, which is the single most important message that I can send to businesses.

That said, there are methodologically sound ways to approach transformation to ensure that you not only have buy-in across your organization, but that you have a culture to execute it. For example, Salesforce’s Ignite program is an investment we make in our customer’s success. Through this pre-sales workshop, we help companies to rethink how they engage with customers, co-create a human-centric vision for the future and design a business plan to facilitate this transformational shift.

By breaking down established business processes, bringing together employees across the organization and discovering the needs of our customer’s customer, Ignite enables companies to disrupt themselves and transform into customer companies.

The Ignite team, which is comprised of researchers, designers and strategists, has been further bolstered by the recent addition of gravitytank. Their complementary skill set--founded in research and specialized fields such as anthropology--has allowed us to give our customers an even more scientific approach to innovation, as well as data-based insights to inform large-scale change.

7. Could you share for our readers a sneak peek on the topic of your presentation?

I'm excited to have joined Facebook's Louis Moynihan and the rest of our panel in uncovering what really matters when we talk about the convergence of ad tech and mar tech. Many in the industry are guilty of missing the point of this opportunity, which is to become a customer-centric company that respects your relationship with them and communicates to them across all available channels in an orchestrated way.

In our session, we took this broad idea and got specific on strategies that brands can employ today to take advantage of this trend. In particular, we spoke about how marketers can use marketing platforms like Salesforce effectively with the biggest advertising channels, like Facebook, to help drive business growth and an amazing customer experience.

MarTech | May 9-11, 2017 | San Francisco, CA

Join the largest vendor-agnostic gathering of marketing technologists, data scientists and digital innovators at the intersection of marketing, technology and management: MarTech — The Marketing Technology Conference. Register for MarTech San Francisco and adopt proven strategies that provide the ultimate customer experience.

An incredible agenda packed with case studies, strategic insights, networking opportunities, and vendor demos and solutions await you! Lock in the lowest rates using promo code 100mtmta (case sensitive) and get $100 off All Access Passes. Register today!

This article was first appeared on MarTech Advisor

Discover Winter ’21 Release features! We’re sharing release highlights for admins and developers, curated and published by Salesforce product experts, as part of Learn MOAR. Follow and complete a Learn MOAR Winter ’21 for Admins or Developers trailmix by October 30 to earn a special community badge and enter for a chance to win one $200 USD Trailhead Cert voucher. Salesforce Admins, Optimizer is one of your most powerful tools. With Optimizer, you can monitor the health and performance of your Salesforce org within Setup. You can quickly identify what issues require attention and see expert recommendations to take action to improve. In Summer ’21, we delivered a smooth in-app Optimizer experience. With Winter ’21, we’ve added even more elements to help you keep your org healthy and efficient, including automatic scheduling and more metrics. We heard you loud and clear and love your feedback. With the Winter ’21 release, we’ve created an opportunity to automatically schedule the Optimizer App to run once a month. This means no more calendar reminders to run Optimizer, and once enabled, it happens automatically! Now, you’re able to view your data at equal time increments and make easy, month over month comparisons. Even better, Optimizer runs asynchronously behind the scenes, so it will not affect your org’s performance. Speaking of month over month comparisons, we’ve also introduced trending historical data. This feature is for Optimizer metrics including data storage, file resource, and static resource limits. Now, with just a glance, you receive a high-level visualization of your org’s data and can track how specific actions affect the overall trend of your limits. You can use this view as a great tool to quickly review your org usage trends with your stakeholders. As always, Trust is our number one value and top priority. And in Winter ’21, we’re introducing new security insights that will empower you to improve the security posture of your org. Some of the metrics that we’ve introduced in this release include Critical Permission Assignment and Profile Assignment. The goal is to better guide you to follow the best practice of user access management and reduce risk of data leaks caused by misconfigurations or suboptimal security settings. In the future, we’re looking to add more metrics that can help you improve your org configurations and keep your org healthy and secure at all times. Optimizing an org does not happen once. It’s a continuous process to keep your org up to date and performing at its best. Every org is different so, depending on your needs, plan to run Optimizer as often as you want. Learn more about Optimizer in the release notes and join us for the Winter ’21 Admin Preview during Release Readiness Live on September 18 at 11:15 a.m. PT to see a demo and get your questions answered by experts. Resources: Salesforce Optimizer Community Group Trailhead Module: Salesforce Optimizer MORE LEARN MOAR Read release highlights for Salesforce Administrators: Learn MOAR with Winter ’21 Release Highlights for Admins Learn MOAR in Winter ’21 With Lightning Email Templates Learn MOAR in Winter ’21 with Salesforce Flow Learn MOAR in Winter ’21 with Einstein Bots No purchase necessary. Void where prohibited. Sweepstakes runs from September 14, 2020, 12:00 p.m. PT to October 30, 2020, 11:59 p.m. PT. Open to legal residents of the U.S. (incl. D.C.), Austria, Canada (excluding Quebec), Cyprus, France, Germany, Greece, Hungary, India, Ireland, Japan, Lithuania, Latvia, Luxembourg, Netherlands, New Zealand, Norway, Spain, Switzerland, Ukraine, and the U.K. Must be 18+ (20+ in Japan). See Official Rules. The post Learn MOAR in Winter ’21 With The Optimizer App🚦 appeared first on Salesforce Admins.