Salesforce Practice

Contents

 Bodhtree Introduction
 Bodhtree CRM Practice Overview
 Bodhtree Salesforce.com Credentials
 Case Studies
 Partner & Certifications

2
Bodhtree Overview

 Bodhtree is an IT Consulting and Services Company providing Implementation, Integration,

Customization services for SaaS Applications, Cloud Computing, Business Intelligence and
Information Management Practice areas

 Headquartered at Hyderabad , we have our offices in United States and United Kingdom,
serving customers in NA , Europe, MENA, SE and APAC.

 Extensive experience in multiple end to end implementations, maintenance , migration,

integration, support & end user training projects.

 Partners with Oracle, Salesforce.com, Microsoft, Redhat, SAP, Intel

 Experience in other SaaS based products and Cloud Computing technologies

 Technology spread includes Java, .NET, xml, BPEL, SOA, Oracle Apps, Seibel, Oracle DB, web
services, Flash, Apex , and so on.

http://www.bodhtree.com

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 CRM Practice
@
Bodhtree Consulting Ltd
Overview
Bodhtree CRM Story
…creating success stories
• Over 30+ successful engagements in last
2 years;
• More than 90% of engagements involve
development & implementation
• Over 95% of work done offshore
• 90% of projects completed in time
• Strong Alliances with Oracle, SAP,
Salesforce.com
…has world class consultants
• Consultants trained and experienced in
packages
• Experienced resources, Mix of technical
and functional profiles
• Salesforce.com Certified Administrators,
Developers & Consultants
…delivering value to customers
…offers a full basket of services
• Business and Technology Consulting
• Customer Operations Roadmap and
Strategy
• Package Evaluation
• Implementation / Rollouts
• Upgrades
• Support and Maintenance
…leverages the CRM CoE
• Framework for knowledge
management
• Methodologies and artifacts for
accelerated execution
• Infrastructure for solution
evaluation and pre-validation
...operates across technologies
• Salesforce.com, Oracle CRM,
• Complimentary Technologies
• CTI Solutions , BPO
• Reporting & BI
• Integration Middleware
• Shell Scripts, Java, EJB, J2EE, JSP XML,
J2ME
…operates in multiple verticals
• Banking and Insurance
• Communications & Media
• Hi-tech & Manufacturing
• Logistics
• Pharmaceuticals
• Life Sciences & Healthcare
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 End-to-End CRM Offerings
Across Verticals

Financial Energy & Media and

Hi Tech Healthcare Pharma Telecom Life Sciences
Services Utilities Publishing

< C O N S U L T I N G >
CRM CRM Change
CRM Strategy Roadmap Management Training
Governance
Building Blocks
Solution

Customer Process Outsourcing

Functional &
Quality Custom Resource Project SLA Cost
Technical
Assurance Delivery Model Management Management Management Optimization
Competencies

< T E C N O L O G Y S E R V I C E S >
Parameters Services Processes

Standardization Metrics, Resource

Service Level Sharing of best
& Continuous Measurement & utilization &
Management practices
improvement Tracking optimization

Scoping & Production

Package Implementation Global Rollout Upgrade Support &
Assurance Maintenance

Scope Cost Time Quality Productivity Communication Risk

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Bodhtree CRM Practice :
Industry Vertical Spread

Strategic Engagements
Business Process Re-
Industry Scoping CRM Roadmap Package Evaluation
Engineering
Financial Services    
Communications & Media    
Pharmaceuticals & Life Sciences    
Healthcare    
Energy & Utilities  
Hi Tech  
Manufacturing    

Operational Engagements
Production Support
Industry Implementation Rollout Upgrade
& Maintenance
Financial Services  
Communications & Media    
Pharmaceuticals & Life Sciences    
Healthcare    
Energy & Utilities  
Hi Tech   
Manufacturing 

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Bodhtree’s CRM Implementation
Methodology

PLAN DESIGN DEVELOP DEPLOY

Project
Start
Executive Project Business
Workshop Planning Process
Session Reviews

yes
Setup

Report of
Findings UAT no Freeze
Configuration
Iterate? Configuration

Project
End
Integrate & Project
Extend Wrap Up

Migrate Data
Data Mapping & Testing

Conduct
Curriculum Development Training

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Contents

 Bodhtree Introduction
 Current Engagements with Cisco
 Bodhtree CRM Practice Overview
 Bodhtree Salesforce.com Credentials
 Case Studies
 Partner & Certifications

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Bodhtree Salesforce.com
Credentials
Partnership with Salesforce.com
 Strategic Partnership’ with Salesforce.com including Global Marketing agreement, the
master teaming agreement to provide strategic consulting, integrate and implement
complex solutions to clients
 Joint Marketing efforts along with Salesforce.com EMEA for accounts in the Gulf/MENA
region
 Training partner with Salesforce.com for Internal consultant trainings and customer
training
 Regional Systems Integrator and Select Partner
 Poised to soon be Global Systems Integrator with Salesforce.com
Bodhtree Practice Snapshot
 Strong practice with over 40 associates and ramping up continously.
 Over 20 Salesforce.com certified Consultants, Developers and Administrators
 CoE for SaaS and cloud computing
 Bodhtree leverages its solution deployment expertise and CRM competency to provide
customized solutions using Salesforce.com, enabling higher returns on investments for
customers
 Optimized Salesforce.com methodologies for implementation, support and enhancement
projects to deliver high quality solutions at optimal costs

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Bodhtree – Salesforce.com
Value Proposition

FACTS Bringing in Value >

• The leaders in hosted CRM market

Salesforce.com

• Salesforce.com is the first billion dollar The Bodhtree – Salesforce.com value

Cloud CRM Company.
• Salesforce.com rocketed from ranking
22 to 12 in terms of total CRM revenue
• More than 77000 customers
worldwide and growing !
• CRM Practice has critical presence in
Financial Services, Pharmaceuticals,
Telecom , High Tech, Life Sciences
sectors
Bodhtree
proposition is aimed at bringing in value
to the customer in the following areas –
• Leverage Bodhtree Delivery Model for
a faster, more cost efficient
deployment
• Leverage Salesforce.com’s flexibility
and implementation methodology to
deliver enterprise scale agile CRM in
minimal time

• Strong Domain Knowledge

• Leverage Bodhtree’ strong Domain
• Leveraging CRM implementations in knowledge to deploy industry specific
large organizations
solutions through Salesforce.com’s
• Pioneered the Offshore Delivery Model AppExchange Marketplace
and has been successfully deploying it
for the last decade

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Leveraging Mutual Strengths
Salesforce.com’s value proposition
 Focus on Adoption & Business Success
– Visual, Iterative, Business-Driven Solution
Design
– Education, Adoption, Enablement
– Define Success Criteria & Benchmarks
 Minimize Risk
– Inclusive Subscription, no Hidden
Infrastructure or Upgrade Fees
– Adoption: Iterative Functional Deployment &
Training
– Value: Emphasize Time-To-Value
 Leverage Salesforce.com Know how
– > 1,000,000,000 Application data points
– > 2,000 Consulting & Education Data Points
– Internal + Customer Shared Best Practices
 Drive Continual Business Improvement
– Market Driven, Responsive
– Frequent Upgrades & Frequent, Incremental
Increases in ROI
– Always be State of the Art
Bodhtree Value proposition
 Offshore Delivery Model
– Reduces Project Implementation Lifecycle
– Lower TCO (Total Cost of ownership)
 Domain Knowledge
– Experience in varied domains ranging from
Pharmaceuticals, Healthcare , Life Sciences,
Media, Communications, Hi Tech , Energy &
Utilities etc.
– Huge expertise in Industry specific best
practices and large scale implementations
– Trained and Certified Resources
 Large scale CRM deployments
– Over 30 successful CRM deployments in the
last 2 years with over 60% of work done
offshore
 Bodhtree Quality Assurance
– Highly robust and tested processes in place to
ensure defect free delivery
– Quality Adherence
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Bodhtree Custom Salesforce.com
Engagement Roadmap
• CRM Education
• Industry, Customer,
Market, Competitive
Analysis
• Hypothesis Formulation/
Scenario Building
• Technology/Alliance
Assessment
INVENTION =>
Bodhtree ACTIVITIES
Pre-Sales
Salesfoce.com ACTIVITIES
TRAINING & DEVELOPMENT =>
• Partner Training
• Partner Certification
• Process Curriculum
• Define Purpose •Business Process • Application • Training & Delivery
• Project Planning Design Configuration* • Performance Measurement
• Resource Assessment •Requirements • System Integration* • Feedback & Improvement*
• CRM/Business Strategy Definition • Custom Software • Growth Planning & Building*
• Train/Rollout Strategy •Process Configuration Development* • New Feature Development*
• Sales Effectiveness •Communication Plan* • Testing*
• Metrics & CSF’s •Training Plan* • Data Migration
• Operating Procedures •Rollout Plan* • Tools Development*
BUSINESS DESIGN => BUSINESS MOBILIZATION => TECHNOLOGY DELIVERY =>
Planning & Design & Develop & Deploy &
Strategy Process Review Integrate Support
(10% offshore) (40% offshore) (80% offshore) (75% offshore)
BEST PRACTICES => RELATIONSHIP MGMT => CONTINUOUS IMPROVEMENT=>
• Customer Qualification •Best Practices Support •Engagement Mgmt or • Customer Support
• Sales Support •Process Consistency Project Mgmt • Technical Support
• Contract/SOW Support •Engagement Mgmt or •Technology Assistance • Infrastructure Controls
• Strategy Development Project Mgmt •Project Reviews & Project • Upgrade/New Release
• Best Practice Support •Project Reviews Sign-off Migration - Training
• Resource Planning
• Project Planning
* Predominantly offshore activity
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ROI and Deployment Timeframes

 Eliminate Provisioning Complexity, Time, Fees

 Visual, Iterative Design Instead Of “Black Box” Customization
 Accelerated Training Facilitates Change Management
 Iterative Design & End User Training Accelerates Adoption

* for more details on ROI calculations please get in touch with business@bodhtree.com

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Why Bodhtree?

Customer Satisfaction - On Time, On Budget

 Certified Professionals
 Rich functional & technical talent
 Fixed Bid Projects
 Global Delivery
 Cost Effective, Reliable, Experienced
 Salesforce.com Select Partner
 CSAT available on Partner Portal
 >90% CSAT

Specialized Custom Offerings

 Consulting On-Demand – Pay As You Go option

 Jump Start, Fast Track, Enterprise, Tailor Made On Demand packages – Fixed bid &
 Fixed duration, T &M, CTM

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Case Studies

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Leading Communication
Service Provider in US
Client Situation
 The Client is a leading provider of end-to-end broadband  The client is a leading global supplier of network
wireless systems that deliver the quadruple play of data, infrastructure products and services, needed a new sales
voice, video and mobility to all organizations today. The Client force solution to meet complex global needs.
is 100 percent focused on wireless technology, and that focus  With operations in two dozen countries, the company
enables us to provide a complete portfolio of WLAN, Wi-Fi required support for multiple languages and currencies as
mesh, WiMAX (point-to-multipoint), and point-to-point well as anytime, anywhere access.
technologies.
 Corporate executives were focused on forecasting
 The Client’s end-to-end product portfolio enables partners to accuracy, which required a common global solution that
custom-build the wireless solution that fits customers' specific sales representatives would use more consistently.
needs. The client’s broadband wireless equipment is used by
 Because many channel partners drive significant revenue
enterprises, service providers, carriers, government entities,
for the client, they also wanted to better serve and monitor
educational institutions, healthcare organizations,
its partners.
municipalities and other organizations that need high-
performance, secure and scalable broadband wireless
solutions.

Benefits
 Employees worldwide benefit from a localized
Bodhtree Solution Salesforce.com CRM Sales solution and easy access,
resulting in increased communication and tracking.
 Salesforce CRM's internationalization options and ease of
 Executives enjoy the improved forecasting accuracy they
integration impressed the decision makers.
envisioned.
 Bodhtree successfully deployed Salesforce CRM to more than
 With Salesforce.com CRM, project managers enjoy ease of
500 users worldwide withing a condensed span of 9 weeks
customization.
helping the client realise RoI instantaneously.
 24/7 uptime and support provided by Bodhtree

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Leading International
University in US
Client
 The client focuses on preparing students for professional careers in
the applied social sciences. Its faculty, students and alumni are
committed to making an impact on society and to results that make
a difference in the lives of individuals, couples, families, schools,
organizations, companies, and nations.
 The clients institutions applies scholarship to solve social problems
and has always had an abiding concern for diversity and
internationalism.
Bodhtree Solution
 The client chose Bodhtree to implement Salesforce CRM for its ease
of use and ability to fully integrate with Client’s back-end systems;
the college deployed Enterprise Edition to 101 users with integration
to Microsoft Outlook and PeopleSoft FT
 The college integrates all up-front inquiry generation via vendors,
direct mail, and the Web site into Salesforce CRM; determined by
workflow rules, auto-response emails are then automatically
delivered
 Dashboards help drive customer success and allow the senior vice
president of Marketing and Admissions to know exactly how many
inquiries were generated during a given time and where they came
from Real-time reporting expands dashboard information for
customizable fore casting. With bidirectional integration into
PeopleSoft FT on the back end, for student enrollment Alliant users
simply click a link in Salesforce CRM; S-controls validate the
information, which is then matriculated in PeopleSoft; real-time and
nightly synchronizations ensure information is updated in both
systems
Situation
 The Client, a career college, wanted greater visibility into its
inquiry-generation process to more effectively market to
potential students and boost admissions
 With 11 separate locations, a lack of visibility into the
admissions process prevented the college from improving the
process
 Because the amount of time it takes between the moment
someone clicks on a Web interest form and the moment Alliant
contacts that person correlates directly with enrollment
success, visibility to real-time information was paramount
 The college required a CRM solution that could easily integrate
with its PeopleSoft FT system to link marketing, inquiries, and
enrollments
Benefits
 With 100 percent visibility into the marketing and enrollment
process, the college is beginning to understand the sweet spot
for the number of touch points needed, which helps the client
understand what it takes to attract and enroll new students
 The college can now centrally and quickly confirm the
effectiveness of its marketing dollars at eleven campuses
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Leading Business Process
Outsourcing Company
Client
 The client is the Global contact centre and International Business
Process Outsourcing company and is part of a leading telecom systems
integration and IT services company head quartered in India. From
providing telecom integration services to multinationals, Public Sector
Units and India's vast defense sector, the client has evolved to extend
its expertise into the dynamic space of Business Process Outsourcing
and RFID.
 Apart from 8 regional offices in India, the client has over 60 service
and support facilities across the country. Internationally, the client is
present in the US, UK, Singapore and UAE.
Bodhtree Solution
 The Client selected Salesforce CRM based on Bodhtree’s
recommendation to centralize customer information and standardize
key processes worldwide. The company quickly completed a multi-
phase rollout of sales, marketing, and customer support applications
to 1,000 employees; subsequent deployments have increased the
user-base to over 2,000 employees in multiple business functions
 Using Apex code, Bodhtree built a custom object to manage all global
leads, customer subscriptions, email opt-ins, customized lead statuses
to extend funnel stages, and implemented tailored lead qualification
processes for different segments for the client.
 Seamless integration with marketing automation solutions delivered
made it easy to manage email campaigns and landing pages; leads
were automatically captured and shared in
 Salesforce CRM helping organize campaign programs, tactics, and
messages for scheduling and measurement purposes
Situation
 The client - a global leader in software and processing solutions
for financial services, higher education, and the public sector—
needed a better way to manage leads and coordinate global
marketing efforts
 Distributed operations and sales processes across 14 global
segments and 50 brands made it difficult to collaborate on
opportunities and measure marketing effectiveness
 Accurate and timely pipeline views, 360-degree customer
perspectives, and customized lead management practices were
a dire necessity
Benefits
 Active usage of Salesforce CRM exceeds 85 percent, for more
accurate and timely business views
 Standard data and processes improve productivity and allow the
Client to present a unified, consistent face to customers
 The company now has improved collaboration on opportunities
representing more than $3 billion in revenue
 In-depth processes managing more than 400,000 leads improve
pipeline oversight and increase conversion rates
 Detailed campaign measurement helps the Client refine its
marketing mix to focus on activities with greater ROI
 Marketers are more accountable and have the data to back up
their decisions; available measurements include ROI of total
touches, total responses, conversion rates, total costs, cost per
closed, and more
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Leading Consulting firm in APAC
Client
 The Client international is a leading training and business
consulting firm providing pragmatic yet dynamic solutions to
organizations in Asia. Thriving on domain innovation and delivery
optimization, The Client has constantly evolved since its inception
10 years ago to become the market leader – flaunting global
experience, process expertise and regional presence.
 It has 2 main groups.
 Services include public events like seminars and public
registration services, B2B training and
 Products – External and Internal.
Bodhtree Solution
Key factors achieved by Bodhtree:
 Optimized the point & click usability for sales teams for faster
data entry and retrieval.
 The Client is able to provide valuable information such as income
generated from Products ( both in house and Partner) and other
associated metrics around it.
 Optimized Sales & Marketing processes.
 Enabled maximum data capture by Sales & Marketing so that
Delivery team gets all info that is needed by them to deliver
maximum customer service. This applies to Sales & Marketing
team as well.
 Reports & Dashboards serve The Client business objectives in
terms of metrics & KPIs tracked at each of the hierarchical levels.
Situation
 The Client is unable to have a consolidated view on accounts
and hence not able to up-sell or cross sell, example: Globe
Telecom can be sold 3 types of products catering to their (i) IT
Team, (ii) Risk Compliance Team and (iii) VP Finance. This is not
easily established right now.
 Constant flow of information through emails to update sales
team and managers leads to further redundancy / confusion.
 Issues with people leaving the organization and data being lost.
 Difficulties in tracking due to multiple copies of excel sheets
floating around.
Benefits
The Client has overcome all the pain points it had while using Sugar
CRM.
Results
 Consolidation of account information and confidentiality of
data across divisions.
 Ensures continuity of business in case of sales people
dropping out.
 Ensures faster-ramp up period for new employees.
 Top management is able to see sales cycle in 360 degrees
using custom reports and dashboards.
 A central database to store the company information.
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Leading US based Venture
Capital Firm
Client
 The client is involved in providing premier financial analysis and
corporate finance support services. Their clients include high-
growth start-ups, public - traded companies, top-tier venture
capital and private equity firms and their portfolio companies,
and leading middle market investment banks. Focus on quality
and superior financial modeling expertise and execution has won
rave reviews from its clients across various business sectors
performance orientation. The Client believes that delivering the
highest quality and customized analysis is the most important
aspect of their business.
Bodhtree Solution
 Bodhtree was invited to provide a n implementation solution for
the Deal Flow Management System based on Force.com platform
and eventually get it certified and showcase on Salesforce.com’s
App Exchange.
 The App, by virtue of being hosted on cloud will help the Client in
faster deployments to its end customers, Customer On-boarding,
increase productivity, flexibility, be tightly integrated with custom
processes and add value to the Client’s businesses. It will also
allow the Client’s top management have real time visibility into its
customers, track updates using metrics, reports and the
dashboards.
Situation
 Deal Flow Management System manages the prospect
companies that they look at during the year. Companies come
and meet the Venture Capital (VC) management what is the
level of interest in startup business.
 The Client intended to track the whole calling effort and the
related activities that had happened with prospect companies.
 The system should update the critical information of a particular
company dynamically by connecting to the website Venture
Source which maintains the company’s details.
 System should be able to give the 360 degree overview of the
company.
Benefits
 The company benefited from zero infrastructure deployment
and maintenance costs.
 Crystal clear visibility to their sales (Deal Management)
 Greater transparency in operations and decision making
 Data-driven and more timely investment decisions
 Reduced time spent on reporting
 Real-time access to data via web browser or mobile device
 Cost-effective, highly responsive SaaS solution
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Contents

 Bodhtree Introduction
 Bodhtree CRM Practice Overview
 Bodhtree Salesforce.com Credentials
 Case Studies
 Partner & Certifications

22
Partnerships & Certifications

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Select CRM Customers

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 Thank you

INDIA (Headquarters) New Jersey office:

Fremont Office: United Kingdom
Corporate Office:
210 Hammond Avenue 517 US 1 South, Ste 3069
Ground Floor, Building No 2B, Maximus Towers 34 Milbourne Lane, Esher
Fremont, CA 94539 Iselin, NJ 08830
Raheja IT Park – Mind Space, Madhapur, Surrey KT10 9EA UK
Hitech City, Hyderabad- 500 081 Tel: 408-449-4984
Tel: +91.40.6654.7000, F: +91.40.6654.7029 Tel: 732.634.0019
Telephone : 01372 473924
India Toll Free No: 1800-2660-132

Delivery Center: business@bodhtree.com | www.bodhtree.us

10th Floor, Unit No-2, (Right Wing)
Vega Block the ‘V’ Plot No 17, Software Units
Layout Hitech City, Madhapur, Hyderabad- 500 081