The Exchange Summer 2022
QUARTERLY MAGAZINE 2022 SUMMER DATA CULTURE CONNECTIONS COMMERCE CLOUD APPS WHAT. WHY. HOW. RECAP REACH YOUR GROWTH GOALS
THIS MONTH THE EXCHANGE SUMMER 2022 08/09 18/19 Poll Winners Data Culture Appy asked. You answered. What. Why. How. A Quick Guide. 12/13 Building Bridges 20/23 Connections to End Poverty Recap AppExchange apps help a nonprofit This year’s wow moment. build trailbridges. 16/17 Commerce 27 Fun and Games COMMERCE Spot the differences. SOL Cloud Apps A UTIONS cceler Meet your growth goals ROI ate and so much more. 3
LETTER FROM THIS MONTH THE EXCHANGE THE EDITOR SUMMER 2022 Do the right thing for your business and Appy the planet. Summer With AppExchange, you can use your business as a platform for change. Get help with sustainability-related business challenges or support Hi friends, I hope you’re enjoying the lazy days of summer. companies that are dedicated to growing their own sustainable business. I sure am! Being a bobcat, I like to find a shady spot and chill Do the right thing for your business and the planet. out during the day. If that doesn’t help, you can find me Do good with AppExchange. splashing around in the nearest river or lake. I get most of my work done in the evenings when it’s not so hot. Get started Speaking of refreshing dips, in this issue AppExchange has so many ways to help we’re diving into data culture. Read how your business thrive. You won’t even you can equip everyone in your break a sweat. organization with the insights they need Appy reading and stay cool, to be truly data-driven and swim right through your most complex business challenges. Catch some highlights from Connections 2022. (Spoiler alert: It was pawsome!) We also share how Commerce Cloud apps can help your Appygail the Bobcat business make a splash and reach its growth goals.
NEWS FROM OUR PARTNER THE EXCHANGE Accounting Seed SUMMER 2022 GOALS 1. Net Profit Versus Goal Where are you now versus where you want to be? GOALS What gets measured gets improved. A year-to-date net profit versus goal display shows where GOALS GOALS you are compared to where you planned to be. Monitor overall performance with this report GOALS displaying your progress as a function of revenue and costs. TOP 5 GOALS 2. Average Days to Pay by Customer REPORTS TO POWER Which customers have outstanding payments? TOP 5 Following up on unpaid invoices is a common best practice for improving cash flows. Tracking TOP 5 billing age by customer can help boost your company’s liquidity. Track overdue payments and TOP 5 YOUR ACCOUNTING surface customers who need more attention from your customer success or product teams. TOP 5 REPORTS TO POWER TOP 5 REPORTS TO POWER REPORTS TO POWER DASHBOARD 3. Forecasted Revenue and Payables REPORTS TO POWER YOUR ACCOUNTING REPORTS TO POWER What are you making versus what is owed? YOUR ACCOUNTING YOUR ACCOUNTING A forecast financial dashboard can inform your team about the right steps to take to scale or YOUR ACCOUNTING rightsize your business. The more data you put into the system for past and projected expenses DASHBOARD YOUR ACCOUNTING DASHBOARD and earnings, the more accurate the model is, helping you make real-time, strategic decisions DASHBOARD to grow your business. Along with projected revenue, accounting dashboards that predict your DASHBOARD future payables (money owed to suppliers or vendors) help you understand your company’s DASHBOARD current bandwidth. With a forecasted payables dashboard, you’ll get an easy way to fine-tune payment patterns, bolster vendor relationships, and lock down your working capital ratio. 4. Transaction Detail by General Ledger Account What are the details of each transaction? A useful general ledger dashboard lets you filter by specific general ledger accounts like revenue, expenses, or transfers. Ideally, you can also drill down for more granularity by period and see transaction details. This report can help your accounting team spot transaction origins and contact points for smoother reconciliations and spend less time searching for key information. 5. Current Cash Balances With data report overload, making strategic decisions based on financial insights is often What is the cash flow health of your business today? financial dashboards are critical to enable Pulling together all the balances from multiple accounts can be time-consuming. This time-consuming and challenging. That is why sales, management, and accounting teams to make well-rounded strategic decisions, financial dashboard allows you to see your current cash balances from all accounts in one close more sales, and reduce customer acquisition costs. place, then drill down for more detail. Once all the data is pulled together in your dashboard, simply refresh it to see the latest information. Our partner Accounting Seed knows that a good dashboard will display revenue, costs, profits, losses, and everything in between. Here are the top five reports it recommends to Accounting Seed, a fully Salesforce-native accounting solution, can help you become more power your business’ accounting dashboard. strategic, effective, and efficient with your financial data. Learn more about Accounting Seed on AppExchange. 7
DRIVING SUCCESS THE EXCHANGE SUMMER 2022 Data Culture Read the report > The phrase “data culture” is all over the Data culture is the collective behaviors Individuals in a data-driven organization are place these days. But if you’ve been and beliefs of people who value, practice, wondering what it really means, why it’s so important, and how your organ- and encourage the use of data to improve 4.6x 6.3x 8.1x 10.7x ization can achieve it, you’ve come to decision-making. As a result, data is woven the right place. Here’s a quick guide to into the operations, mindset, and identity of an more likely to use data more likely to use data more likely to use data more likely to use data in all things data culture. Let’s start with a in major decisions in daily meetings in approach to work support proposals basic definition: organization. A data culture equips everyone in an organization with the insights they need to be truly data-driven, tackling the most complex business challenges. Sounds pretty good right? Let’s get into a little more detail. Data Technology Integration Technology empowers teams to visualize, access, manage, govern, and Einstein/AI ure the data. Without technology (for sec example, AppExchange apps), a data Recommendations, culture would be hard to achieve. Forecasting Data Management Aligned Data This ensures that the correct data is matched with the desired Data Enablement Data Visualizations business outcomes. Teams need access to the data, but more Adoption, security, progress updates, Data importantly, they need to understand predictive analytics how to interpret the data and formulate Cleansing data-driven decisions. 9
NEWS FROM OUR PARTNER THE EXCHANGE Xactly SUMMER 2022 Deliver data that matters to six key roles across your revenue team. Rise and Shine 1 21 321 32 3 Support your teams and drive profitability by Sales Representative Sales Manager GTM Business Leader Pain point: Sales commissions are an Pain point: Coaching sales reps to hit their Pain point: GTM business leaders need to 4 54 654 65 6 getting the right insights into the right hands. incentive to reach quarterly targets. If sales targets can be a challenge when overseeing a understand business performance for the reps are unable to understand their large team with different portfolios. Managers immediate quarter and the future to compensation plans or forecast their need help keeping track of the opportunities proactively strategize and hire effectively projected earnings, performance may be and performance of their direct reps. to meet their goals. affected long term. Solution: A tool that provides visibility into rep Solution: An accurate, data-driven Solution: A tool that integrates seamlessly performance, identifies areas for improvement, forecasting tool that provides a single shared into their Salesforce CRM to transparently and enables managers to tailor their coaching view of revenue across the organization and 1 21 321 32 3 tracks and forecasts their sales performance strategies to fit their team’s needs. enables leaders to uncover pipeline insights. with a live dashboard of quotas, payments, Visibility into the health score of every deal and incentives. helps GTM leaders plan for the future better. 4 54 654 65 6 Sales Operation Specialist Financial Planning and Compensation Administrator Pain point: Managing a compensation Analyst (FP&A) Specialist Pain point: Forecasting commissions for framework can be complex and becomes Pain point: Identifying business opportunities financial planning is a major challenge. difficult if decisions are not based on real and risks accurately and quickly can be Without a dedicated solution, data. Attrition rates rise if reps are unsure how difficult using only spreadsheets or other compensation analysts risk providing How a revenue organization leads and supports its and implement solutions that create an environment compensation is structured or when comp homegrown tools. inaccurate information based on general team greatly influences its ability to hit and exceed conducive to revenue and profitability growth. plans are not competitive. Solution: A scenario planning solution that averages, or delaying results based on revenue goals for the year. As a revenue leader, it’s Solution: A pay and performance allows FP&A specialists to visualize, compare, the time it takes to manually calculate. critical to continuously share relevant data and Xactly, a leader in intelligent revenue solutions, put benchmarking solution that allows sales ops and continuously update sales plans Solution: An automated compensation insights that empower team members to do their together this handy guide to showcase six key roles teams to compare their comp plans against instantaneously based on up-to-date and earnings forecasting solution can reduce jobs better. The right insights can align team that drive profits, and how to equip them with the similar companies, industries, and trends. accurate data. FP&A specialists save time human error by removing manual behaviors to corporate goals, which ultimately drives right kind of support through data and insights. Read The insights from this type of solution can knowing they can focus on data analysis calculations, and can save time by company profitability. Getting the right insights into on to learn how Xactly Incent®, a compensation and influence sales performance and ensure that versus manual updates every time there producing accurate forecasts in seconds. the right hands is all about identifying the key roles commission management solution, can be the comp plans are always competitive. is a change. on the team that contribute to a company’s catalyst your teams need to personally succeed and, profitability, understand their unique pain points, ultimately exceed company revenue targets. Investing in your employees and their workflows supports revenue and profitability growth. Learn more about Xactly Incent on AppExchange.
MAKING THE EXCHANGE A DIFFERENCE SUMMER 2022 Since its founding in 2001, Bridges to Prosperity Dan Chao: Ultimately, we needed an integrated (B2P) has built more than 390 trailbridges, serving database that could provide us with the insights over 1.4 million community members in 20 needed to scale and make an even greater impact. countries around the world. We sat down with VP of One of the apps we use, TaroWorks, helped us solve Evaluation Abbie Noriega and Systems & Analytics the need we had for offline construction, data, and Manager Dan Chao to learn how AppExchange apps expense management. We also use WealthEngine are helping B2P fight poverty and create connection and the Classy Integration for fundraising and and opportunity. consult with Mogli for technical support. Can you tell us more about your role and what How have TaroWorks and other apps helped you do? you succeed? Abbie Noriega: I’ve been with B2P for eight years, Abbie Noriega: TaroWorks is our jack-of-all-trades from startup mode to real scale for the organization, mobile data collection app. Our staff work in remote which has been exciting. I’ve stayed at B2P because regions of the world. TaroWorks allows us to capture I believe in the work we’re doing. and collect data in a real-time way without internet In my day-to-day, I manage the monitoring, access. This data integrates seamlessly into evaluation, and research of Salesforce technology Salesforce in order for us to see everything from the and AppExchange apps used to get our work done status of a bridge project, safety reports from the around the world. Our trailbridges connect people field, photos from the trailbridge site, our budget to critical destinations and create safe access to and expenses, and more. Because the data is markets, schools, transportation centers, hospitals, integrated into Salesforce, we can export this data healthcare, and places of occupation. With data into Tableau, where we’ve built beautiful dashboards analysis and research, we’re able to create more that report and illustrate impact based on our data, trailbridges with more impact. and help us share our story. Dan Chao: I joined B2P in 2020, and I manage the Dan Chao: All of the apps, along with CRM Analytics, technical side. When users need help updating have helped our team work efficiently and Salesforce, solving problems, or we want to build the intelligently. Everything we do is informed by the framework for scaling and have the data to back data we’ve aggregated through Salesforce. We would everything up, I provide the technical support not have been able to scale our organization as well needed. When it comes to Salesforce, we use CRM without the right solutions in place to help us Analytics and several AppExchange apps to analyze digitally transform. and drive impact. Today, our Salesforce instance What does future success look like for B2P? spans across 90 people in three countries. Dan Chao: Poverty through rural isolation is an issue What challenges was B2P trying to solve when it turned that is solvable in our lifetime. To me, success is not to AppExchange? only building bridges, but supporting the Abbie Noriega: We want to solve the problem of construction of bridges built by partners, and poverty due to rural isolation in our lifetime. To do providing technical assistance and advocacy as we this, we’ve identified three key strategies: technical all work together to solve this issue. assistance, advocacy, and evidence. And for us, Abbie Noriega: Like Dan said, we believe this evidence is the key. We needed technology and problem can be solved in our lifetime. As we look systems that help us build a body of evidence to to the future, we will continue to focus on our three inform where to invest in trailbridges and pillars of strategy — technical assistance, advocacy, infrastructure and why. This data helps us advocate and evidence — to drive success as we work to with the right government and funding partners so continue to make the world a better place. that they understand the value of transportation Listen to our podcast to learn more. You can also infrastructure that serves rural populations. visit AppExchange to discover other sustainable apps like TaroWorks. 13
NEWS FROM OUR PARTNER THE EXCHANGE SUMO Scheduler SUMMER 2022 Know Thy Customer 1 Gathering key customer demographics during the appointment scheduling process provides your sales and service teams with critical information that can help them plan more impactful meetings. PRO TIP Salesforce-native applications, such as SUMO Scheduler, can push Implement a information from your custom scheduling flow to the Salesforce Salesforce-native appointment record for easy reference and reporting. and event scheduling application that offers file-sharing capabilities. Not only will you see the direct Educated Buyers Are Active Buyers benefits of an educated customer but you can store files directly 2 Knowledge is power, especially in the sales process. Companies within your org for easy access. are leveraging file upload/download capabilities within their appointment scheduling processes to provide prospective clients with the information that they need to make informed product decisions or to apply for services. By doing so, they are removing decision-making barriers and speeding up the sales process. Meet Your Customers Where They Live 5 Ways To 3 Today’s customer expects companies to provide them with multiple methods for scheduling a meeting with a live person. From online chatbots to website scheduling portals to social media listings, tech- Turbocharge the PRO TIP The changes that savvy buyers want to engage with your team on their terms. result from this data can lead to a significant boost in productivity, employee/customer satisfaction, Optimize Your Sales/Customer Engagement Process Impact of Your Customer and profit. Make sure that your Leverage Salesforce Analytics and reporting tools to drive scheduling application leverages 4 improvements in your sales customer retention processes. By Salesforce object reporting analyzing appointment data trends such as the number of meetings, to maximize your reporting status, and outcome and pairing them with key sales metrics such Meetings with Data capabilities. as stage duration and conversion rate, sales managers can pinpoint opportunities for improvement and drive meaningful change in their Top companies are leveraging data from leveraging data in their day-to- organizations. and analytics to maximize the day customer engagements. Check Maximize Your Most Valuable Resources impact of their customer-facing out a few ways they’ve identified 5 A company’s most valuable resource is its people. Nothing is more meetings. SUMO Scheduler, a how data can be incorporated into a frustrating to a sales or customer service manager than underutilized talent. By combining Salesforce analytics, dashboards, and customer engagement platform company’s automated appointment appointment scheduling software, managers can have a real-time view of staff appointment availability and utilization so that they can PRO TIP In order to that includes online appointment and event scheduling process to make informed decisions regarding staffing and role assignments. maximize staff utilization, This optimization, in combination with empowering customers to a scheduling application should scheduling, event scheduling, and increase sales, ensure customer schedule directly on staff calendars, ensures that sales and customer include advanced appointment service representatives spend more time in front of clients. assignment logic that displays queue scheduling, has seen firsthand retention, and improve employee employee characteristics such as skill, role, availability, territory, how its customers have benefited satisfaction. and location. Learn more about SUMO Scheduler on AppExchange.
THE EXCHANGE SUMMER 2022 Meet your growth goals with Commerce Cloud apps. Create a complete commerce solution can help make the most successful that matches up with your growth goals. integration or implementation. No With the help of proven commerce matter the challenge, whether it’s apps and experts on AppExchange, you growing fast, innovating quickly, or can build loyalty and accelerate revenue scaling globally, AppExchange allows faster. Choose from proven, prebuilt, you to easily discover the best-fit apps and customizable apps that easily and experts at the right time – across integrate with Commerce Cloud so you industries, products, and needs — can grow faster. You can also choose helping to make everything you love from Salesforce-certified consultants about Salesforce Commerce Cloud who specialize in Commerce Cloud and even better. d commerce apps enterprise†read‡ apps buil , built „or er strong € categories s lasting speed, abilit‡, and scale app er om cust e: ories lik eg t a s c tionship rela customers can see AR/VR, PIM ƒ Time to check opping, e Sh v ‚€ „aster them out. Li t, en ufilm S, tions P lu e so erc omm c See our full collection es, c la tp e e integrationsVS… of commerce apps Mark t a er el c c a and experts here. tions, scrip RI building themselves Sub ore d m an 17
THE EXCHANGE SUMMER 2022 ? Appy asked. You answered. And the winners are... Yes, at AppExchange we are a bunch of data nerds. How could we not be? There are so many fun things to do with it. One of our favorites? Polls. Here are a few we sent out to the community recently. From the best work environment to favorite Salesforce Event, we compiled the results. Enjoy! 19
COMMUNITY EVENTS THE EXCHANGE SUMMER 2022 Connected Easy automation. data. Attendees got the lowdown on automating customer experiences with Salesforce and Attendees learned how to create a data MuleSoft and winning loyalty with strategy that focuses on outcomes and seamless post-purchase experiences. unlock value across the entire customer lifecycle with a Customer Data Platform. They also got a glimpse of what’s ahead for the future of data-driven marketing. WOW. Salesforce events are back in-person moments by humanizing digital and better than ever. Connections interactions, building brand loyalty, 2022 took place mid-June, bringing and upskilling to master the new marketing, commerce, and digital technologies powering memorable professionals together to inspire, moments. The session content educate, and connect. This year’s covered four main themes. event was all about creating “wow” Career development. This focused on how to upskill to grow into your dream job, including the launch of Salesforce's Marketer Career Path learning hub on Trailhead. This is an all-in-one place Hyper- to build in-demand skills and connect with personalized. a community of skilled marketing pros. Sessions covered how to use artificial intelligence to achieve 1-to-1 connections at scale and deliver personalized engage- ment for the mobile-first customer. 21
COMMUNITY EVENTS AppExchange team Todd Blackmon handing out swag. Wordpress VIP The Campground where sessions took place. AppExchange In the Salesforce characters meet and greet House. There were a few AppExchange sessions at Connections, and our team was walking The Crocs fashion show, complete around handing out swag! We had so much with Salesforce JibbitsTM. fun talking with some of you and hearing about your experiences. Check it out. News flash. Salesforce announced the launch of 18 new technology partnerships that will expand our Marketing Cloud Customer Data Platform (CDP) and Commerce Cloud ecosystems on Belal El-Harazin AppExchange. Customers will be able to Maverick Digital generate even more value from their Salesforce investments – driving efficiency, delivering highly personalized experiences, and accelerating revenue faster. 23
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NEWS FROM OUR PARTNER THE EXCHANGE Adyen SUMMER 2022 The Future 65% of Americans According to Is Bright prefer to shop in a physical store, above Consumers the global average of 59%. Shoppers have high expectations for in-store 76% of American experiences, and technology can help retailers expect to grow by 20% or more improve them. in 2022, which equals a $4.5 trillion opportunity in the U.S. 61% believe that 55% are more likely to retailers should deliver the same cross- shop with retailers that use technology channel flexibility they provided during to improve the shopping experience. the pandemic. It’s All About Data Unified commerce (UC) strategy 61% would be more centralizes the data you’ve collected loyal to a retailer that allows them to buy about customers and products on a things online and return in-store. 2022 Retail single platform. 83% grew more UC merchants saw an increase in than 20% in 2021 (compared to 76% of performance by 9%. Report Highlights their non-UC merchants). Over the past couple of years, the by evolving consumer behaviors and Businesses use retail, hospitality, and food and bev- the possibilities of financial technolo- payments data: erage (F&B) sectors have learned to gy. In Adyen’s 2022 Retail Report, 10,000 expect the unexpected. Our partner merchants from 23 countries de- 28% 27% Adyen publishes a yearly guide to the tailed their fears, hopes, strategies, to understand user behavior and to build a better picture Learn more global and local trends impacting and investments for 2022 and be- improve consumer experience. of consumers. about Adyen on AppExchange. businesses around the world, fueled yond. Here are some highlights > 24% 45% to identify popular product lines of customers like it when and guide product development. retailers serve personalized adverts or suggestions.
THE EXCHANGE SUMMER 2022 Extend the power of Marketing Cloud Customer Data Platform and Commerce Cloud on AppExchange. Wow your customers at every step of the digital journey through personalized and connected experiences. With AppExchange apps, you can build loyalty and accelerate revenue faster. Find the apps and experts MAKING A DIFFERENCE We All Rise orner is missingft cer in lew9. Flo ed vs arm is mo’yodealler 8. Ctain is smcle 7. Mound is missing purple cirs boar’ostr6. A erta tion in the wfleceas no ro hstropeller 5. At 3. Dolphin is missing 4. Plane is missing prene differs swim trunks ar’yodeolor 2. Ct cend is a differfboars sur’y1. App