The Exchange Spring 2021
QUARTERLY MAGAZINE 2021 SPRING ROLLS ROYCE’S WORK FROM HOW APPEXCHANGE AVIATION SUCCESS ANYWHERE QUIZ SUPPORTS CUSTOMER 360
THIS MONTH THE EXCHANGE SPRING 2021 10/11 OUR FAVORITE 22/23 CENTER ON Sales TRAILBLAZERS Success Service YOUR CUSTOMERS Golden Hoodie MVP Mary Tagler How AppExchange supports Partners Marketing Customer 360 Emloyees Commerce 14 26/27 10 (MORE) WHERE’S YOUR Einstein AI Learning Analytics HOME OFFICE ANYWHERE? TRUTH Find your best work style Industries Integration ESSENTIALS Platform Up your home office game 18/19 COMMITTING 28/29 SOARING INTO TO DIVERSITY SUCCESS Highlighting apps from Rolls-Royce’s innovative Black-owned businesses aviation community 3
LETTER FROM THE THIS MONTH THE EXCHANGE EDITOR SPRING 2021 APPY SPRING, TRAILBLAZERS To me, spring means new beginnings — a time for fresh starts. And if there’s ever been an ideal time for a fresh start, clean slate, square one, new opportunity, whatever you want to call it — it’s here and now. In this issue of The Exchange, there months. Salesforce turned 22; we are some pretty pawsome interactive honored Black History Month as well as features that I want to keep as a surprise Women’s History Month; this bobcat (except, spoiler alert, they’re super turned four; and we came to a cool!). We also dive into how customers momentous occasion — crossing 9 like VIZIO and Rolls-Royce are putting million installs on AppExchange. This is customer experience and innovation at so special because it means that 9 the forefront of their efforts. And you’ll million times in the last 15 years, Solve challenges fast with get to know one of our favorite Trailblazers like you have trusted and Trailblazers, Mary Tagler, better. She turned to AppExchange to achieve identifies as a cat lady, so you know business impact, scale with confidence, free, tried-and-true apps. we’re already BFFs. and empower you and your teams. As spring arrives and the winter Thank you to our customers, partners, Explore Salesforce Labs by department and business doldrums start to ebb away, we’ve and the entire Salesforce community. certainly been busy in the last few challenge to find the apps that are right for you. Appy reading, Appygail the Bobcat
NEWS FROM OUR PARTNER THE EXCHANGE CONGA SPRING 2021 Gaining Speed • Contracts are manually created and managed and may be stored in multiple locations. • You are not using Salesforce to store sales and service contracts. You’re Crawl probably missing revenue possibilities, 1 renewals, obligations, and taking on • You are now a Salesforce customer. unnecessary risk. • You use document generation apps to • Manual processes are likely slowing generate the correct contract template, down your sales and legal teams, which automatically inserting data from can put you behind your competition. Salesforce and sending out files with the Walk 2 click of a button. Go-to apps: Microsoft Word, Go-to app: Conga Composer spreadsheets Benefits: Efficiency in creating the contract document, accuracy, and storage • You add electronic signature to your processes to capture signatures and other data and automatically write that data back to Salesforce. ACCELERATE YOUR Go-to app: Conga Sign 3Run Benefits: Greater efficiency in the signature piece of the contract CONTRACT PROCESSES process, integrated agreement data • You add the ability to negotiate with Salesforce contracts to your processes. • You can track document versions, create transparency, and speed up sales Take your commercial operations from document cycles with complete contract lifecycle Sprint 4 management in Salesforce. generation to comprehensive contract management. • You can easily manage all elements of the contract lifecycle, from creation through renewal. Automating time-consuming tasks like Go-to app: Conga CLM As you mature your company’s commercial operations, authoring, negotiation, approvals, and reporting Benefits: Contract visibility, control, processes, you can effectively move through the four can significantly shorten contract cycles for your speed, accuracy, mobile-enabled, managing contracts effectively becomes increasingly stages of digital maturity. important. After all, managing contracts well results legal and contracting teams. Conga’s contract AI assistance, lower costs, less labor, in faster sales cycles, more contract renewals, more AppExchange partner Conga helps outline these management solutions provide end-to-end support fewer errors competitive negotiations, lower legal risk, and phases and offers solutions that enable you to advance toward greater commercial operations maturity. as you advance your contract management reduced costs. Once your company has gauged its maturity, thereby driving greater efficiency, faster level of readiness for digital transformation of contract sales, and improved customer experience. LEARN MORE ABOUT CONGA COMPOSER ON APPEXCHANGE. 7
TRAILBLAZER TALES THE EXCHANGE SPRING 2021 Tanja Jim JANJIĆ MITCHELL Trailblazer Tanja Janjić is an expert at conquering Trailblazer Jim Mitchell is passionate about building complex projects. As the Salesforce Admin for Basic-Fit experiences for customers. As the Senior Business System — a company that operates health and fitness clubs in Solution Architect at VIZIO, Jim dedicates his time five countries across Europe — Tanja has mastered the art to ensuring customers get the most from their VIZIO EVERY Trailblazer of leveraging Salesforce and AppExchange technology products. In order to constantly improve that customer to accomplish her goals. With more than 2.1 million experience, Jim leverages AppExchange technology to members and over 900 clubs, Basic-Fit was scrambling deliver enhanced customer self-service, keep critical to keep up with growth. Luckily, Tanja utilized her information updated at lightning speed, and streamline HAS A STORY AppExchange expertise to help simplify processes, scale product development processes. growth, and save valuable time for team members. Way Jim Mitchell: a master of the customer experience and to go, Tanja! a master of AppExchange. Every Trailblazer faces their own set of challenges, yet each one continues to drive transformation and change throughout their organizations. Thanks to their determination and yes — a few AppExchange solutions — these Trailblazers continue to innovate and problem-solve. See apps, components, consultants, and the Trailblazers who recommend them at Watch Tanja’s Story > Watch Jim’s Story > sfdc.co/winningapps. 9
TRAILBLAZER TALES THE EXCHANGE SPRING 2021 OUR FAVORITE TRAILBLAZERS: HOW DID YOU GET INVOLVED WITH SALESFORCE? In 2012, my old company migrated from a 15+-year-old CRM to MARY Salesforce. Becoming our Salesforce admin wasn’t the plan, but within 18 months it was my primary focus. TAGLER WHEN DID YOU FIRST USE APPEXCHANGE? Almost immediately. Our implementation consultant installed report and dashboard packs for us, but the first app I sought out was Riva for calendar syncing. We later adopted their email syncing feature too. Around that time, we also installed Affiliations and Relationships when the components of NPSP were AppExchange listings. While billed as nonprofit tools, these are fantastic for B2C businesses, particularly in the wealth management space where you have family relationships and professional advisors working with multiple clients. WHAT APP DO YOU FIND YOURSELF USING TIME AND TIME AGAIN? ORGanizer for Salesforce — I use it constantly. Most days I live in two sandbox environments and production. With ORGanizer, I’m able to color code the environments, which prevents putting work in the wrong place; my production org is red. The other features I use most often are Login As and Subject fields; the latter is a necessity for troubleshooting because I can edit fields and see field values not on the page layout quickly. WHAT ARE FOUR WORDS TO DESCRIBE YOUR FEELINGS ABOUT SALESFORCE? Innovative, collaborative, influential, flexible. WHAT DOES BEING A TRAILBLAZER Just reading her Twitter bio will make you want to be best friends with MEAN TO YOU? To me, Trailblazers never stop learning, challenging themselves, and Salesforce MVP helping others. Lead Application Admin at Relativity Mary Tagler. The 6x certified, self-identified taco junkie from Chicago attributes her success to the Salesforce community. “Had it not been for the community in all its forms, I wouldn’t be where I am; that’s CAN YOU SHARE YOUR ADVICE FOR OTHER something I’ve never forgotten,” says the Leader of Chicago Salesforce TRAILBLAZERS? Never stop challenging yourself and paying it forward. I come from Saturday. We asked Mary some questions to get to know more about a nontechnical background; had it not been for the community this Salesforce MVP in a Golden Hoodie. in all its forms, I wouldn’t be where I am. That’s not something I’ve ever forgotten. 11
NEWS FROM OUR PARTNER THE EXCHANGE OWNBACKUP SPRING 2021 Just as business relationships have an even distribution of responsibility, the vendor-subscriber agreement in the SaaS world requires both parties to be equally invested. SAAS PROVIDERS ARE RESPONSIBLE FOR THE CUSTOMERS ARE RESPONSIBLE FOR SECURITY OF THE CLOUD. SECURITY IN THE CLOUD. SaaS providers own the application and are The firm subscribing to the provider’s service feeds the responsible for upgrades, updates, improvements, and SaaS application with its own data. It is responsible innovation. They are responsible for providing always- for policies and rules governing data management, available application services that are hosted on a including access management, usage, development resilient infrastructure and maintaining data copies to testing, security, compliance, data protection, withstand infrastructure failures or sitewide outages. backup, and data lifecycle management. Keeping the Depending on the provider’s maturity, they build customers’ data management framework and policies services that can withstand forces of nature, systemic watertight helps prevent loss of business due to data losses, application failures, infrastructure outages, and admin error, data corruption, mismanagement by so on. a user, and other factors. RESPONSIBILITIES OF A SAAS PROVIDER RESPONSIBILITIES OF A SAAS SUBSCRIBER THE EVOLUTION OF SAAS •Information and Data (including backups) •Applications •Physical Hosts •Devices (mobile and desktop) •Network Controls •Physical Network DATA PROTECTION •Accounts and Identities •Operating System •Physical Data Center With the support of the SaaS subscriber and the SaaS OWNBACKUP FOCUSES ON: provider, the core responsibility of a backup tool like •Optimizing backup and recovery In today’s data-driven world, scenarios. AppExchange partner OwnBackup is to create data copies that can be used •Configuring retention for recovery when needed. Backup tools should also •Providing dependable storage and recoverability organizations that strategically invest OwnBackup and Forrester perform operations in the most optimal manner as data volumes grow, keeping the data spread across •Protecting from ransomware attacks in contemporary technologies, teamed up to highlight the roles multiple “data centers” in SaaS services. •Supporting higher system uptime Along with these responsibilities, OwnBackup is able •Monitoring data resilient architecture, and data that SaaS providers and customers to provide all of the key requirements for modern •Isolating rogue changes security capabilities hold a clear hold when it comes to data security. backup, along with how to prepare for and recover •Separating invalid data from legitimate data from SaaS data loss and corruption. This type of advantage when faced with data loss comprehensive data management strategy is vital to being able to face new data governance challenges created by the proliferation of cloud applications. The fact is that data loss or corruption for today’s connected, digital businesses is inevitable. A comprehensive data management strategy including data LEARN MORE ABOUT OWNBACKUP FOR protection, security, compliance, and SALESFORCE ON APPEXCHANGE. lifecycle management is the key. Naveen Chhabra FORRESTER RESEARCH SENIOR ANALYST
LOOKING FORWARD THE EXCHANGE SPRING 2021 WHERE’S YOUR ANYWHERE? With the rollout of COVID-19 vaccines, heading back to the office is becoming more real. We can’t expect to return to pre-pandemic work life and culture, and that has fueled how we are reimagining work at Salesforce. As Salesforce Chief People Officer Brent Hyder said, “Workers need the flexibility to be successful,” and that is important now more than ever. As a result, we’ve recently announced our Work from Anywhere plan to meet the needs of all of our employees. This work-from-anywhere model will unlock new growth opportunities that will help us drive greater equality, and will provide our employees an opportunity to craft the work style that supports their lives. As offices begin to reopen, our employees will fall into one of three tiers: 1. Flex – When it’s safe to return to the office, 3. Office-Based – The smallest population of our most of our employees around the globe will workforce will work from an office location 4–5 work flex. This means they’ll be in the office 1–3 days per week if they’re in roles that require it. days per week for team collaboration, customer These options will give our employees greater meetings, and presentations. flexibility to work in a style that benefits their lives 2. Fully Remote – For employees who don’t live and meets the demands of our digital world. near an office or have roles that don’t require an office, they will work remotely full time. So where’s your anywhere? Take our short quiz below to find out the best work style for you. Support Black-owned businesses on AppExchange. We’re proud to honor and promote diverse partners in the Salesforce ecosystem with our Black-owned business collection page. We encourage you, our customers, to invest in underrepresented communities, and support racial equality and justice. SEE THE BUSINESSES 15
NEWS FROM OUR PARTNER THE EXCHANGE PROLIFIQ SPRING 2021 FEWER COSTS Using native apps will save you the cost of outsourcing integration support, and as a result, you will recognize faster ROI from quicker implementation. Prolifiq CRUSH customers averaged nine months or less to recognize an increased ROI. SMOOTH IMPLEMENTATION Not only will your data have the added protection of being handled and stored NIMBLE AND NATIVE on Salesforce servers, but the application’s features interact seamlessly with Salesforce’s core processes and are customizable to how The Benefits of Using Native Salesforce Applications you do business. Prolifiq CRUSH customers saw a decrease in IT costs when they used its native solution. Native applications are solutions that you to capture critical intel about are built 100% on the Salesforce key influencers, manage account Platform and require no connectors strategies, and identify the best ADDITIONAL BENEFITS: •A single platform to access everything end users need and integrations to function. opportunities for growth. EASE OF USE •Constant innovation from Salesforce releases Since your employees are already familiar •Access to Salesforce reports and dashboards Prolifiq CRUSH is a native Learn more from Prolifiq about with how Salesforce works, they will adapt easily to the Prolifiq CRUSH app interface. •A high level of security compliance since your data account-based selling and revenue the benefits of using natively built This will allow for increased user adoption is protected by Salesforce and smoother implementation into your optimization solution that allows Salesforce apps. existing processes. Prolifiq customers saw an increased Salesforce user adoption rate when they used CRUSH, Prolifiq’s native solution. LEARN MORE ABOUT PROLIFIQ CRUSH FOR SALESFORCE ON APPEXCHANGE. 17
LOOKING FORWARD THE EXCHANGE SPRING 2021 Highlighting Innovative Apps from Black-Owned Businesses Accelerating Black Entrepreneurs Our recently launched collection page features These founders of Black entrepreneur-led startups innovative solutions that come from Black-owned have chosen to embark on a 9-week journey to create COMMITTING businesses. Apps from Citiri, Configero, and an AppExchange solution. Over the course of the HealthDetail are just a few examples of inventive program, they will take part in 30+ hours of online AppExchange apps that come from underrepresented learning, have access to subject matter experts and TO DIVERSITY groups. mentorship, and so much more. While there is more work to be done, we hope the Meet the companies > Black-owned businesses page will give customers the Focusing on diversity and inclusion isn’t just the right thing ability to invest in underrepresented communities, and support racial equality and justice. to do; it’s the smart thing to do. At Salesforce, equality is one Explore the collection page > of our core values, and we believe that businesses can be “What I will take away most from the program powerful platforms for social change. are the connections it has opened to me. But I’ve also picked up some critically important Here are a few of the ways we’re dedicated to improving the know-how.” AYO OSHINAIKE strength of our ecosystem through the power of equality. CEO & Co-founder, FoodSpace These developments are part of a larger initiative at Salesforce to drive diversity, inclusion, equality, and equity in and throughout the Salesforce ecosystem. Learn more about how we are taking action for racial equality. 19
NEWS FROM OUR PARTNER THE EXCHANGE VIDYARD SPRING 2021 GRAB PROSPECTS’ ATTENTION Companies in industries that suffered this last year found videos that humanized their outreach to prospects. Indeed, one global travel company clinched $42M in new business with the help of video. • The use of video in sales conversations increased by 93% last year (Vidyard, 2021) • Top-performing sales reps favor cold calls over cold emails, and video is emerging as a top channel ( McKinsey, 2020) Knowing the value of phone calls and video enables sales managers to coach reps to get better at them. You can develop specific cold-call training, including scripts or talking points, and focus on hiring people comfortable on the phone. MOVE DEALS FORWARD TO CLOSE Video performance analytics are becoming increasingly important to track and measure the effectiveness of video content. • Nearly 90% of sales professionals report the increasing importance of accessing video-viewing data to qualify leads, engage prospects, or influence deals (Vidyard, 2021) • SaaS company proposals that had video enjoyed a 41% higher close rate (Proposify, 2020) In a crowded sales world, effective video helps you stand out. When it’s done right, this unique one-on-one engagement with prospects increases the likelihood you’ll close the deal. LIGHTS, CAMERA, SALES Why you should be using video for your virtual selling. THE TRANSITION TO VIRTUAL SELLING Based on its success rate and our shift to permanent remote workplaces, virtual selling is not going anywhere — and if anything, video usage in sales will only continue to increase. • 76% of sales leaders believe that remote sales interactions are Using video for sales has quickly AppExchange partner Vidyard shares equally or more effective than traditional in-person engagement in prospecting for new customers (McKinsey, 2020) become a priority for forward- virtual selling trends and the benefits • 64% of companies surveyed that transitioned to virtual sales in thinking businesses looking for the of using videos to help close deals 2020 met or exceeded revenue targets ( HubSpot, 2020) best ways to communicate with their and drive revenue in a remote While your company may have faced many changes over the last year, rest assured that video will continue to be a driving audience and potential customers. selling world. force to propel your business forward this year and beyond. LEARN MORE ABOUT VIDYARD FOR SALESFORCE ON APPEXCHANGE. 21
WORKING TOGETHER THE EXCHANGE SPRING 2021 EXTEND THE POWER OF SALESFORCE CUSTOMER 360 WITH APPEXCHANGE. Sales Success Service Salesforce Customer 360 is the entire portfolio of Salesforce technology. It unites every department Partners Marketing around your customer. AppExchange helps you extend the value of Customer 360 with proven apps and certified consultants to help solve your unique business challenges and deliver amazing customer experiences. Emloyees Commerce Click the categories to explore how you can use AppExchange and Salesforce Customer 360 together. Einstein AI Learning Analytics TRUTH Industries Integration Platform 2312
WORKING TOGETHER THE EXCHANGE SPRING 2021 SALES Sales Success Service Salesforce Customer 360 sales technology automates processes so that your teams can be Partners Marketing more productive and close more deals faster. AppExchange makes your transition to automation quick with ready-to-install apps that streamline processes, from document generation to lead routing. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2313
WORKING TOGETHER THE EXCHANGE SPRING 2021 SERVICE Sales Success Service Salesforce Customer 360 helps you create consistent service experiences across your Partners Marketing customers’ preferred channels. AppExchange telephony and CTI apps make it easy to complete your customer view so service teams can personalize every interaction. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2314
WORKING TOGETHER THE EXCHANGE SPRING 2021 MARKETING Sales Success Service Salesforce Customer 360 enhances customer relationships by delivering personalized campaigns Partners Marketing and journeys with intelligent marketing automation. AppExchange campaign planning and management apps keep the data at your fingertips so you can increase customer engagement with ease. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2315
WORKING TOGETHER THE EXCHANGE SPRING 2021 COMMERCE Sales Success Service Salesforce Customer 360 enables your teams to create personalized shopping experiences Partners Marketing across channels. AppExchange apps and components supercharge your commerce solutions with rich features and functionality. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2316
WORKING TOGETHER THE EXCHANGE SPRING 2021 ANALYTICS Sales Success Service Salesforce Customer 360 gives your teams actionable insights about your customers with Partners Marketing rich analytics from any data source. AppExchange analytics apps make it a breeze to configure the right visualizations so your teams can make better-informed decisions. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2317
WORKING TOGETHER THE EXCHANGE SPRING 2021 INTEGRATION Sales Success Service Salesforce Customer 360 can integrate customer data from any source so that your important Partners Marketing information is all available in one place. Get a jumpstart finding AppExchange apps that can make the process even better with our Integration Apps Guide. Emloyees Commerce READ THE APP GUIDE Einstein AI Learning Analytics TRUTH Industries Integration Platform 1823
WORKING TOGETHER THE EXCHANGE SPRING 2021 PLATFORM Sales Success Service Salesforce Customer 360 offers a flexible platform so you can tap into low-code, no-code, and custom Partners Marketing applications to support your business and IT needs. AppExchange helps you build around your customers even faster with simple, prebuilt apps and components. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2319
WORKING TOGETHER THE EXCHANGE SPRING 2021 INDUSTRIES Sales Success Service Salesforce Customer 360 helps you leverage the best of Salesforce technology, tailored to the Partners Marketing unique needs of your industry. AppExchange offers even more options to help fine-tune your set of solutions. Choose from a wide array of trusted apps built for specific industries and certified consultants with expertise in a variety Emloyees Commerce of fields. LEARN MORE Einstein AI Learning Analytics TRUTH Industries Integration Platform 2023
WORKING TOGETHER THE EXCHANGE SPRING 2021 LEARNING Sales Success Service Salesforce Customer 360 enables you to upskill, reskill, and train your employees, partners, and Partners Marketing even customers, with custom learning that’s fun and engaging. AppExchange apps strengthen team support with streamlined onboarding and training, and direct communications about changes. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2321
WORKING TOGETHER THE EXCHANGE SPRING 2021 EMPLOYEES Sales Success Service Salesforce Customer 360 empowers your employees to work together in real time, Partners Marketing from anywhere, with built-in collaboration and purpose-built apps. AppExchange further elevates your employees’ experiences with HR apps for finding talent, onboarding, performance tracking, and benefits. Emloyees Commerce SEE APPEXCHANGE APPS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2322
WORKING TOGETHER THE EXCHANGE SPRING 2021 PARTNERS Sales Success Service Salesforce Customer 360 connects your teams to a whole ecosystem of resources to help you further Partners Marketing customize your Salesforce experience for even greater value. AppExchange simplifies the process with certified consultants who have the expertise to help select and implement the right apps for your business. Emloyees Commerce SEE CONSULTANT LISTINGS Einstein AI Learning Analytics TRUTH Industries Integration Platform 2323
WORKING TOGETHER THE EXCHANGE SPRING 2021 SUCCESS Sales Success Service Salesforce Customer 360 supports customers with plans, expertise, and professional services Partners Marketing to help them maximize the value of Salesforce. AppExchange gives customers even more ways to create solutions for their unique needs. See how some of our customers have used the power of AppExchange to succeed and thrive. Emloyees Commerce READ CUSTOMER STORIES Einstein AI Learning Analytics TRUTH Industries Integration Platform 2324
WORKING TOGETHER THE EXCHANGE SPRING 2021 See what trusted apps and experts can do for you. Innovate fast, deliver value, and wow your customers from anywhere with proven apps and certified consultants. REMOTE VOLUNTEERING Helping the World from Home Our forced time indoors has brought out With Earth Day fresh in our minds, we the world’s creativity. One of the most thought we would highlight a few ways inspiring ways people have used their people have been donating their time imagination is by inventing new ways to to help the planet (and all the living safely volunteer their time. things within it) while maintaining social distancing. Saving Nature in Your Adopting or Fostering a Pet Neighborhood To simultaneously combat social isolation and take Keeping our planet clean and healthy is a job for care of animals that have no permanent place to call home, people adopted pets. everyone. As people found themselves with more A lot of them. The free time, pandemic has reminded us all just how precious life they began to take the health of their neighborhoods into their own hands. While wearing can be, and by adopting or fostering a pet, people are masks, gloves, and social distancing, people grabbed able to improve the living situation of an animal — and their trash bags and got to work. get a lot of love in return. Planting Trees Cards for Kids Trailblazers share why they count on AppExchange COVID-19 highlighted just how valuable, and Whether you’re an established artist or a notebook fragile, life on our planet is. One unique way people scribbler, there are children out there who would to solve business challenges big and small. have been volunteering their time to improve the love to receive your uniquely creative, handcrafted environment is through the planting of trees. Trees card. People everywhere, including some of us at give us oxygen, stabilize the soil, and provide life to Salesforce, have been creating and donating cards to countless living things on earth. If you have a safe Cards for Hospitalized Kids, a charitable organization place to plant a tree, that spreads hope, joy, and magic to hospitalized kids this guide can help you do it. across America. LEARN MORE Discover more great opportunities to 25 volunteer your time virtually.
WORKING TOGETHER THE EXCHANGE SPRING 2021 Get in the spotlight. Focus on your eyeballs. They’re inexpensive, easy to use, and best of all, make Working from home can result in 8+ hours of screen you look like a movie star. It’s a ring light. Place it staring, and that means lots of blue light. Blue light behind your computer for perfect lighting for all of can contribute to eye strain, among other vision your video calls. Try one like this selfie ring light which complications. Blue light glasses have special lenses lights up via USB. Plus it has multiple light modes and that aim to block or filter out blue light. In addition to brightness levels for your next close-up. new specs, you can cure dry eyes with a daily dose of Stand up with your co-workers Systane Ultra. every day. Volunteer virtually. A daily standup online with your team will help to COVID has caused a lot of change, such as making maintain that feeling of connection. It’s like a water volunteering opportunities more interesting and cooler conversation sans water cooler. creative. To dedicate time to volunteering from the comfort of your own office chair, check out Insert daily movement here. Zooniverse. You’ll take part in real research in many fields across Build exercise or movement routines into your the sciences, humanities, and more. Help scientists day. If you can’t start the day with a workout, find a by classifying humpback whale songs, measuring 30-minute breakaway, or try one of the many workout plankton, and counting penguin babies. apps that offer short 10- or 15-minute exercise classes. Keep regular business hours. Set boundaries in your day by giving yourself time for 10 (MORE) HOME exercise and self-care. If you worked regular hours in the office, the same OFFICE ESSENTIALS Bring in the mesh network. should apply at home. Set clear guidelines for when e to open the laptop and when to close it. This not only ffic om o You’re on Google Meet while your partner is streaming ed fr v helps you maintain a work-life balance, but it sets s mo f u y o an tting Netflix, and the kids are back and forth between PS5 expectations for your co-workers. Set your work hours e o g and digital learning. We’re all using our home internet in your calendar ( tting lunch out t here’s how) and block your calendar Back in early 2020, when m e om g es, fr more than before, so help your internet out. Mesh ffic of-the-best as needed. Check out time-tracking and productivity o home o best- systems increase signal strength by using multiple buildings t ed the apps, such as RescueTime, to help you stay on track ar e sh ast , w . F e t units placed around your house that connect together. plus determine your most productive hours. f the fridg om-home spo -fr lunch out o ork They all broadcast the same network name, which ect w or that perf Separate that workspace. ls f e still in the same enables your devices to roam between mesh access r ’ essentia e , and w er t points as they choose. ths la om Time to set some boundaries. Delineate between er 10 mon orking fr v e w o o er d t a workplace and a space dedicated to relaxing and ar forw ou who w Take productive breaks. f y w). , those o y no winding down. At the end of a long workday, leave fully o a desk b ell, hope ed t Working from home not only means easy access to t (w v that laptop behind. spo e mo v a t h xperts, the fridge, but also access to your laundry basket, your ds in the close om-home e Reflect on what’s working oning boar -fr ir ork sink of dishes, and other household chores. Take a few oming w e ak e all bec o m r ’ e minutes in between meetings to be productive in your (and what’s not). eality is w -in-class tips t The r e best space. Not only will you stay ahead of that growing As we hit a year of COVID and working from home, ound for 10 mor ed ar . pile of laundry, but you’ll move your body and get a e ask e so w oductiv what have we learned? The reality is that once we’re e pr break from the screen. Set your meetings to 20 or 25 past COVID, we’re entering a new normal. One home e lifestyle mor t emo s r y’ minutes instead of 30 to give yourself time to prepare oda t office door might close while another opens. What for the next meeting, and to get the mail. would you keep doing and what would you change? Keep a journal or note-taking app (like Evernote) of what you’re finding to be more effective now that we’re home 24/7. 27
CUSTOMER STORIES THE EXCHANGE SPRING 2021 TELL US ABOUT YOUR VISION AND THE CHALLENGE ROLLS-ROYCE WAS TRYING TO SOLVE. MARK GOODHIND Rolls-Royce wanted to create an open, neutral platform for people to connect and share data and ideas. It needed to be available to a broad ecosystem of providers so that the aviation industry could find new business models. WILL LAMB Rolls-Royce was evaluating different technologies as well as bespoke platforms. VRP Consulting configured a proof of concept using Salesforce to connect data and apps with community members. It was quickly apparent we could realize Rolls-Royce’s concept. WHICH SALESFORCE TECHNOLOGY DID YOU USE TO BUILD THE SOARING INTO SUCCESS COMMUNITY? WL Yocova is built on a number of Salesforce products and AppExchange solutions. • Experience Cloud, including Salesforce communities and content tools (CMS) • Heroku for the license, API, and data room management • Rolls-Royce’s Innovative Aviation Community Marketing Cloud for all communications that go out to customers or members • Service Cloud for case management • Appinium for learning management and content tracking • Stripe for payments To support the business’ aviation side, Rolls-Royce MG We prefer to use Salesforce and partner products out of the box because they’re launched Yocova in early 2020, a platform where the proven and don’t need customization. That saves time and reduces complexity. aviation community can exchange information, data, and HOW IMPORTANT HAVE APPEXCHANGE APPS BEEN TO THE YOCOVA LAUNCH? WL AppExchange components helped us break new ground and enabled us to prototype ideas to improve the whole industry’s outcomes. To better and release new features quickly. We demonstrated that we could rapidly develop on the Salesforce Platform, saving time and budget. support its customers, Rolls-Royce turned to VRP Consulting, one of the largest Salesforce consultancies in WHAT RESULTS HAVE YOU SEEN SINCE LAUNCHING YOCOVA? WL Rolls-Royce started to run digital pioneer programs to get people to use Yocova for the U.K., to implement Salesforce and extend it with collaborating, publishing in the marketplace, and then monetizing ideas. With the success of Yocova came other aviation companies to get their apps and data into the AppExchange apps. marketplace. MG The product knowledge and agility from VRP Consulting helped us get the technology We chatted with Mark Goodhind, at Yocova/Rolls-Royce, selected, implemented, and launched very quickly. and Will Lamb, Chief Revenue Officer at VRP Consulting, WHY IS THIS SUCCESS MORE IMPORTANT NOW THAN EVER? WL Rolls-Royce is an anchor of Yocova, a company that builds trust. It’s all about solving to learn about their journey with Salesforce problems and collaborating. This work provides a template that can be made available to other industries. It’s also about planning the unpredictable. When COVID and AppExchange. hit, airlines needed to collaborate on plans to get their fleets safely back in the air. Yocova helped facilitate this process efficiently, saving time and budget. MG When the pandemic hit, we doubled downed on the product, engaging people on the platform and generating interest. We’re viewing the time as an opportunity to improve. We’re connecting with more customers, gaining a better understanding of the community, our products, and what we should be developing. WHAT ADVICE DO YOU HAVE FOR OTHERS IN A SIMILAR Check out VRP Consulting and Appinium SITUATION? WL Tap into the expertise of consultants on AppExchange, and lean on the Salesforce on AppExchange. ecosystem for support. MG Clearly determine the challenge you’re facing and be prepared to make suggestions early on in the process. As the customer, it’s about being an advisor or partner, rather than just an implementer. That was the big aha moment for me. Mark Goodhind Will Lamb 29
FUN & GAMES THE EXCHANGE SPRING 2021 IT’S A SPRING THING WHERE IN Take a coloring break and brighten up Appy’s day with your favorite THE WORLD springtime hues. IS APPY? WHERE’S APPY? Tell us where she is at #AppyTravels and we’ll feature your answer in lots of social media. You’ll be a rockstar. Got an idea for the next Where in the World Is Appy? Send us your photo of Appy in any destination at #AppyTravels and you might be featured in the next issue of The Exchange. Photo: Zarina Varley Scott 31