Develop Innovative Quote-to-Cash Applications in Excel using X-Author
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Learn how to build innovative, insightful, and productivity-boosting applications using Excel as the user interface. You can build innovative apps that make Quote-to-Cash and CRM data easier to analyze, migrate, and work with.
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Develop Innovative Quote-to-Cash Applications in Excel using X-Author
- 1. © 2018 Apttus Corporation #AccelerateMO Pranav Shah, Jerret Kasper, Rick Stevenson May 16, 2018 Develop Innovative Quote- to-Cash Applications in Excel using X-Author
- 2. © 2018 Apttus Corporation Safe Harbor Statement
- 3. © 2018 Apttus Corporation Director, Advanced Solutions Pranav Shah
- 4. © 2018 Apttus Corporation Product Evangelist, Advanced Solutions Jerret Kasper
- 5. © 2018 Apttus Corporation Business Analyst / Salesforce Developer Rick Stevenson
- 6. © 2018 Apttus Corporation Amazing User Experience Collaborating Configurability Single record Workflow Dashboards
- 7. © 2018 Apttus Corporation Forecast Lists Speed Data analysis Complex calculation Amazing Experience
- 8. © 2018 Apttus Corporation Two Powerful Products: More Powerful Together Omni Clouds
- 9. © 2018 Apttus Corporation X-AuthorTM Space Microsoft Excel with Enterprise CRM Controls USER INTERFACE • Simple and Meaningful • Data Rich User Experience • Productive and Fast • Versatile User Interface DESIGNER EXPERIENCE • Idea to App in Minutes • Orchestrate Business Flows • One Designer for 3 CRMs • Enterprise class SDK
- 10. © 2018 Apttus Corporation Simple and Meaningful
- 11. © 2018 Apttus Corporation Data Rich User Experience
- 12. © 2018 Apttus Corporation Productive and Fast
- 13. © 2018 Apttus Corporation Versatile User Interface
- 14. © 2018 Apttus Corporation STANDALONE TO ENTERPRISE ADVANCED REPORTING DATA ADMIN DATA MIGRATION RAW SPEED & ADOPTION CALCULATE ANYTHING Where Customers Use X-Author
- 15. © 2018 Apttus Corporation
- 16. © 2018 Apttus Corporation
- 17. © 2018 Apttus Corporation Salesforce Adoption Opportunity Management Activity Management Quoting (+ Local Pricing) Sales Methodology Reporting Work at Excel Speed Marketing Campaign Management Campaign Creation Sales Ops/Finance Revenue Scheduling Opportunity Splits Other Business Users Excel Quoting (w/Local Pricing) Call Down Lists Account & Contact Management Many line items (renewals, cases) Admins Data Maintenance Org to Org Migration (80% faster) Enterprise Apps Forms of every type Commissions Promotions Rebates Collaboration (buyer/seller) Demand/Capacity Planning Budgeting NPV, IRR, Profitability Grant Management Stock Trades Insurance Rating Risk Management Closing the Quarter SOX Centralize in CRM Management Forecasting Product Forecasting Scoring Planning Quota Allocation Price Negotiation Sample X-Author Use CasesSample X-Author for Excel Use Cases
- 18. © 2018 Apttus Corporation Business Analyst / Salesforce Developer Rick Stevenson
- 19. © 2018 Apttus Corporation I Needed a New Dashboard © 2018 Apttus Corporation
- 20. © 2018 Apttus Corporation Here Is My Design © 2018 Apttus Corporation
- 21. © 2018 Apttus Corporation Requirements for My Dashboard • Must be easily available to managers • Must as up-to-the-minute as possible • Data must be organized • By Manager • By Sales Rep • Sales Information • Campaign information • Task information • Opportunities © 2018 Apttus Corporation
- 22. © 2018 Apttus Corporation Salesforce Object Design © 2018 Apttus Corporation
- 23. © 2018 Apttus Corporation Action Flow • Identify the manager who started the X-Author application • Calculate • Identify Sales Reps who report to manager • For the selected month, identify • Accounts sold by any of these sales reps (PY and CY) • Campaigns where sales rep is primary rep • Tasks which belong to sales rep • Goals for each sales rep • Complete final calculation (Excel VBA / Macro) © 2018 Apttus Corporation
- 24. © 2018 Apttus Corporation Step 1: Which Manager? © 2018 Apttus Corporation
- 25. © 2018 Apttus Corporation Step 2: Which Sales Rep? © 2018 Apttus Corporation
- 26. © 2018 Apttus Corporation Step 3: All Sales © 2018 Apttus Corporation
- 27. © 2018 Apttus Corporation Step 4: Which Campaigns? © 2018 Apttus Corporation
- 28. © 2018 Apttus Corporation Step 5: Which Tasks? © 2018 Apttus Corporation
- 29. © 2018 Apttus Corporation Step 6: Which Goals? © 2018 Apttus Corporation
- 30. © 2018 Apttus Corporation Step 7: Automation by Apttus Full instructions in the X-Author Designer and Runtime Guide © 2018 Apttus Corporation
- 31. © 2018 Apttus Corporation Results © 2018 Apttus Corporation
- 32. © 2018 Apttus Corporation Product Demonstrations • Legacy Spreadsheet Transformation • Adoption • Data Migration
Notes de l'éditeur
- Show Excel is sitting on SFDC, bi-directional. Lightning --- transposes into Excel on top of it. Same data from lightning to Excel EXCEL INSIDE SALESFORCE.
- Creating a dashboard in Salesforce is easy to do. And most of the time we are asked to add information to existing or new dashboards. As the experts in Salesforce, we are given discretion about how to build the dashboard. This isn’t a presentation about a normal dashboard. This is a presentation about an Executive Vice President of Sales with a strong management background. He knows what he needs to see to guide his sales efforts. He even designed his own dashboard in MS Excel. When he designed it, he was not constrained by any of the Salesforce relationships or built in data validation. He simply expects his Salesforce team to provide him with the tolll
- His objective – discuss with each manager: “How is each or your reps doing in sales compared to the same time month last year”. “Are they conducting campaigns / seminars to find new prospects?” “Are they conducting campaigns to find new clients?” “Are they following through on prospects to create sales?”
- When he presented this new dashboard to his Salesforce team, he specifically stated it has to be as up-to-date as possible. And he wanted it exactly the way he designed it in Excel. When told it takes up to two hours to run all the necessary reports and consolidate the information in Excel, he asked: “Can you recalculate it every weekday at 5:00 AM and again a 3:00 PM?” How does the normal Salesforce Admin respond? “good thing I only live a few blocks away. I can come in, update the report, then go home for breakfast”? Better idea: Launch X-Author from Salesforce! The Salesforce Admin’s dilemma: All of the sales reps in this reporting have Salesforce licenses. But they are outnumbered by sales reps who are not Salesforce users. Years ago the company combined these groups for reporting purposes. All sales rep information is kept in a custom object “Sales Reps”. The Sales Reps object has a master-detail link to another custom object, “Managers”. When it comes to tasks, only Salesforce users have tasks. There is no link between Salesforce users and the Sales Reps or Managers objects.
- Here are the Salesforce objects with necessary information. Let’s add the relationships. This gets a bit complicated and there are a number of places we’d like relationships but they don’t exist. If we add relationships it requires adding lookup or master-detail fields to the objects. And we have to make them required. This further complicates our users’ use of Salesforce. There has to be a better way.
- In X-Author we set up an Auto Execute Action flow to prepare the report. X-Author query on user to get User’s ID. Calculate updates formula fields. X-Author query on Sales Reps, filters based on the manager’s ID. X-Author queries on sales, filters on signature date and sales rep. X-Author query on Campaigns, filters on sales rep and campaign start date. X-Author query on Tasks, based on Sales Rep User ID. X-Author query on Goals, filters on sales rep name and date. VBA / Macro completes the report.
- Query & Display for user ID & Name Formula checks user. If user is X-Author developer, then a default manager is selected as “Allows Testing”. Otherwise, the manager running this app is the value in “Allows Testing”
- Query & Display for list of sales reps who report to the manager. In this example, sales reps may or may not be Salesforce users, so a custom object is set up for sales reps and another custom object for the rep’s manager. This is a required lookup on the sales rep object.
- We need two queries and two display maps. The first is for the current month, prior year sales by sales rep. The second is for the current month, current year sales by sales rep. When using “in” for a value range, be sure to select a starting cell above the X-Author range. “Application Recvd” is that same as a sale. The period starting and ending dates are calculated on the main tab.
- In this usage, Campaigns are sales presentations lasting for one day or less. The primary sales rep is the sales rep who coordinates and ensures the success of the campaign. Other sales reps may back up the primary’s efforts.
- In this case we want all tasks assigned to the sales rep, not just those associated with a current Account, current Campaign or other object. Use the sales rep names already retrieved. Be aware of the possibility of misspellings of names. Use a unique identifier (record owner, etc.) if you can.
- You can probably see a pattern here. We used the manager to get a list of sales rep names. We used the list of sales rep names to get their sales (Accounts/Opportunities), their scheduled Campaigns, their scheduled Tasks, and their assigned goals. It is not necessary to establish lookup relationships in Salesforce to accomplish this reporting because we have a unique one-to-many relationship between the sales reps and all the measured factors.
- I keep a number of user documents (MS Word) explaining how to accomplish various activities. I have one word document which explains how to copy an existing X-Author custom button and repurpose it for another X-Author application. When the manager clicks on [Dashboard Managers], the get redirected to Excel and the report opens. The information is real time. Now the manager can have a data supported conversation with the VP and with each of the manager’s sales reps.
- The sales information comes from Accounts/Opportunities. The sales goals come from the Goal custom object. The campaigns scheduled come from the Campaigns object. When Leads/Opportunities/Accounts are created, there is a lookup field to the Campaign object. That allows the user to see the number of opportunities and sales for each campaign. The initial calls, follow up calls, and meetings all come from the Task object. Again … all of this without having to crate lookups or master-detail relationships in Salesforce.