Salesforce Los Angeles User Group Meeting March 20th, 2013

Los Angeles Salesforce User

Group March 20th 2013

Top 5 Pitfalls of Tech

Resumes

My Brother is a Salesforce Architect

Tech Runs in the Family

He’s only 25!

My Husband is a Web Developer

Tech Runs in the Family

About Me

• Grew up in Cupertino (Silicon Valley)

• Former Deloitte IT Consultant

• Tech Recruiter at Crescent Solutions

#5: Hard to Read

Top 5 Pitfalls of Tech Resumes

Objective: I am an Information Technology wizard looking to use my unique skills and experience to meet the IT challenges that confront business today. The integration of information technology is an ongoing endeavor that requires someone like me whose knowledge

base of technology encompasses multiple avenues .. The intersction of technology and magic are my passions and I want to pursue it in a large org.Education:I received my certification in Wonder and Illusions from the Magic Castle in 2011 and became a certified Magician through the Alliance of Magicians. I also received my Bachelor of Arts in Sociology from University of California; Los Angeles. I am a certified Salesforce.com Administrator and Developer.Experience:Freelance Magician and Salesforce Consultant, Los Angeles, CA; 2012 to PresentMy last position was a contract job implementing Salesforce for a large company in the entertainment industry.. While performing my primary duty as a business analyst to gather user requirements and communicate with the sales department, I also provided on-site magic illusions and amusements during office celebrations and parties. My main task after the implementation was to serve as a Salesforce Administrator and facilitate any enhancements needed for the modules.

George Oscar Bluth Jr.

123 Cherry Tree LanePleasantville, CA 90000

[email protected]

ObjectiveI am an Information Technology wizard looking to use my unique skills and experience to meet the IT challenges that confront business today. The integration of information technology is an ongoing endeavor that requires someone like me whose knowledge base of technology encompasses multiple avenues. The intersection of technology and magic are my passions and I want to pursue it in a large organization.

EducationMagic Castle – Certification in Wonder and Illusions Alliance of Musicians – Certified MagicianUniversity of California, Los Angeles (UCLA) – B.A. SociologySalesforce.com Certified Developer (DEV401)Salesforce.com Certified Administrator (ADM201)

ExperienceFreelance Magician and Salesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a large company in the entertainment industry. While performing my primary duty as a business analyst to gather user requirements and communicate with the sales department, I also provided on-site magic illusions and amusements during office celebrations and parties. My main task after the

George Oscar Bluth Jr.123 Cherry Tree Lane

Pleasantville, CA [email protected]

555-555-5555

#4: Lacks a Summary or Technical Skills






555-555-5555


SummaryA certified Salesforce.com (SFDC) Administrator and Developer with over 5 years’ experience implementing and configuring the Salesforce CRM platform in enterprise environments.


Technical SkillsJava, Apex, Visualforce, SQL, JavaScript, jQuery, HTML, CSS, PowerPoint, Project, Visio

ExperienceFreelance Magician and Salesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a large company in the entertainment industry. While performing my primary duty as a business analyst to gather user



555-555-5555

#3: Includes Irrelevant

Information




ExperienceFreelance Magician and Salesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a small company in the entertainment industry. While performing my primary duty as a business analyst to gather user requirements and communicate with the sales department, I also provided on-site magic illusions and amusements during office celebrations and parties. My main task after the



555-555-5555





EducationUniversity of California, Los Angeles (UCLA) – B.A. SociologySalesforce.com Certified Developer (DEV401)Salesforce.com Certified Administrator (ADM201)

Technical SkillsJava, Apex, Visualforce, SQL, JavaScript, jQuery, HTML, CSS, Excel, Word, PowerPoint, Project Visio

ExperienceSalesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a large company in the entertainment industry. I acted as a business analyst to gather user requirements and communicate with the sales department. My main task after the



555-555-5555

#2: Doesn’t Have Enough Detail or

Specifics




ExperienceSalesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a large company in the entertainment industry. While performing my primary duty as a business analyst to gather user requirements and communicate with the sales department, I also provided on-site magic illusions and amusements during office celebrations and parties. My main task after the My main task after the implementation was to serve as a Salesforce Administrator and facilitate



555-555-5555




ExperienceSalesforce Consultant, 1/2012 to Present (Los Angeles, CA)My last position was a contract job implementing Salesforce for a large company in the entertainment industry. While performing my primary duty as a business analyst to gather user requirements and communicate with the sales department, I also provided on-site magic illusions and amusements during office celebrations and parties. My main task after the My main task after the implementation was to serve as a Salesforce Administrator and facilitate



555-555-5555

• Primary Salesforce Administrator and Developer for 400 users at a large entertainment company.

• Led the 3-month Salesforce implementation project.• Worked closely with the business and IT teams to define and document business

requirements.• Created and managed all custom fields, validations, workflows, triggers, objects and

relationship

#1: Missing ROI Statements




ExperienceSalesforce Consultant, 1/2012 to Present (Los Angeles, CA)• Primary Salesforce Administrator and Developer for 400 users at a large entertainment

company. • Led the 3-month Salesforce implementation project.• Worked closely with the business and IT teams to define and document business


relationship



555-555-5555




ExperienceSalesforce Consultant, 1/2012 to Present (Los Angeles, CA)• Primary Salesforce Administrator and Developer for 400 users at a large entertainment

company. • Completed and led the 3-month Salesforce implementation project $30K under budget and

1 month ahead of schedule.• Worked closely with the business and IT teams to define and document business


relationship



555-555-5555

• Streamlined business processes by creating a custom Salesforce help desk system for all departments.

How to Be a (Sales)force to Be

Reckoned With

• Salesforce.com certifications• User groups• Blog• Awards and recognition:

• Participating in Dreamforce, hackathons• Being in the Force.com e-mail newsletter• Getting your work published• Winning industry awards

• LinkedIn profile

Resume Boosters

Legendary Cover Letters• Write short paragraphs (3-4 sentences)• Stay under 1 page• Feature your proudest accomplishments• Highlight your soft skills through work

examples• Tailor it to the specific job• Keep it focused

E-mail Excellence• Keep e-mail responses concise• Respond no later than 48 hours after contact• Maintain a professional tone• Refrain from using slang and emoticons • Pay extra attention to spelling and grammar

JOCELYNE CAPILSFDC Recruiter [email protected]

323-843-8188

Add me on LinkedIn!

mailto:[email protected]

mailto:[email protected]

© 2013 Marketo, Inc. Marketo Proprietary and Confidential

Marketo on Marketing

Jon Miller, VP Marketing and Co-FounderExecutive Editor of Modern B2B Marketing blog@jonmiller


INFORMATION SCARCITY

WE USED TO LIVE IN A WORLD OF


ABUNDANCEINFORMATION


Research, funny videos, curated lists, infographics, thought leadership, definitive guides

Types of Content

NO

YES

MOSTLYNO

Thought leadership and entertainment to build brand and awareness

Tools that help buyers find you when they are looking for solutions

Company-specific information to help evaluate and reaffirm selection

Buying guides, RFP templates, ROI calculators, whitepapers, analyst reports, webinars

Pricing, demos, services information, 3rd party reviews, customer case studies

Gated?Early Stage

Middle Stage

Late Stage


Why Measuring Programs is Hard

• Multiple touches. Seven touches needed to convert a cold lead into a sale

• Multiple people. Typical buying committee has 5-21 people


Track All Touches Across People

Screenshot: Marketo Revenue Cycle Analytics


What Generates Pipeline for Marketo?

Source: Marketo Revenue Cycle Analytics, Jan 2013

Nurture Email - CTA

Nurture EmailPaid Online (PPC+Email)


Running Webinars


All N

am

es

Targ

et

&

Recycle

d

En

gag

ed LeadNurturi

ng

Most New Targets Are Not Ready to Buy Building relationships with qualified prospects

regardless of their timing to buy, with the goal of earning their business when they are ready.

Con

-ta

cte

d OpportunityS

ale

sLead

MQLSAL

SQL

Marketo Data:•% new Targets not Opp ready: 98%•Target to Opp time: 123 days avg.•% Slow Leads: 80%


Lead Nurturing in a Word: Relevance

A

B

C

D

1 23

Stages1. BUYING STAGES

• Early (4.1.1 cadence)• Mid and Late• Customer

2. BUYING PROFILES• Industry: 82%• Role: 67%• Company Size: 49%• Geography: 29%

Get The “Definitive Guide to Lead Nurturing”http://bit.ly/DGtoLN

http://bit.ly/DGtoLN


Lead Scoring

• Early stage content +3• Attend webinar: +5• Visit any webpage / blog : +1• Visit careers pages: -10

Interest

• Pricing pages: • +10 regular, +15 detailed

• Watch demos: • +5 overview, +10 detailed

• Mid-stage content +8• Late-stage content +12• Searches for “Marketo” +8

Buying Intent

@jonmiller

“Shared sales and marketing methodology

for ranking leads in order to determine their sales

readiness”

• Demographics (e.g. title)• Data append - firmographics• Data quality• Corporate email• Geo location

Fit


Key Takeaways

1. The way buyers buy has changed forever – the way we market and sell must change as well

2. Publish / own content to help leads find you

3. Multi-touch attribution to measure program ROI

4. Most leads are not “sales ready” – nurture relationships over time

5. Use behavior and fit scoring to find the best sales leads


Marketo, Inc.901 Mariners IslandSuite 200San Mateo, CA 94404

Direct: +1.650.376-2310

blog.marketo.comwww.marketo.com

JON MILLERVP Marketing

[email protected]@jonmiller

Question and Answer

41

ReadyTalk for SalesforceAudio + Web Conferencing | Web Events + Professional Services | Recording + Syndication

42

Who is ReadyTalk?

Founded in 2000, privately held Headquartered in Denver with 160 employees Audio & web conferencing + webinars

– 100s of millions of conferencing minutes per year– More than 10,000 conferences per month– Over 500 managed events per month

~8000 active direct customers in 2012 Ranked as one of Deloitte’s Fastest Growing Tech

Companies 5 years in a row

43

ReadyTalk Strategic Partners

44

What is ReadyTalk for Salesforce?

Interactivity Data

Registration Data

Attendance Data

Salesforce

ReadyTalk

Automation

Recording Data

A full-featured and reliable conferencing platform that integrates seamlessly with

Salesforce

45

Key Uses Cases

Sales Demos & Meetings

Marketing Webinars

Online Training

46

Customer Problem Solution

(Sales Use Case)

Lack of visibility into my prospect’s webinar activity

Creation of a nurtured sales lead by seeing real-time ReadyTalk Webinar Information

(Training Use Case)

Timely communication needed with past webinar participants with appropriate filters

Use a ReadyTalk for Salesforce report to apply filters and email their targeted customers

(Marketing Use Case)

Eliminate some of the time and spreadsheets it takes to compile large webinar results

Utilized ReadyTalk’s integration with Salesforce and Eloqua to automate manual processes from beginning to end

Customer Use Cases

http://www.mandiant.com/

http://www.schooldude.com/

Salesforce Los Angeles User Group Meeting March 20th, 2013

Business

Transcript of Salesforce Los Angeles User Group Meeting March 20th, 2013