Transcript
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Learn how to turbo charge your marketing
results by building repeatable, scalable demand en
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systems from Sheila Clefcorn, CEO of
Keo Marketing and founder of the Business Owners
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Marketing Academy. See if you qualify
for a complementary Marketing Road Map for your
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business at Keo Marketingcom Slash Audit.
You're listening to be tob growth, a
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daily podcast for B TOB leaders.
We've interviewed names you've probably heard before,
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like Gary vanner truck and Simon Senek, but you've probably never heard from the
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majority of our guests. That's because
the bulk of our interviews aren't with professional
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speakers and authors. Most of our
guests are in the trenches leading sales and
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marketing teams. They're implementing strategy,
they're experimenting with tactics, they're building the
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fastest growing BB companies in the world. My name is James Carberry on,
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the founder of suite fish media,
a podcast agency for bb brands, and
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I'm also one of the CO hosts
of this show. When we're not interviewing
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sales and marketing leaders, you'll hear
stories from behind the scenes of our own
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business. Will share the ups and
downs of our journey as we attempt to
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take over the world. Just getting
well, maybe let's get into the show.
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Welcome back to BTB growth. I'm
your host for today days episode.
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I'm Sheila Clove Court, CEO of
Keo Marketing, and this is the third
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episode in the Hashtag Demand Jin series. Today I'm joined by Suzanne Lake,
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FOUNDER OF SLATE Consulting. Susan,
thanks for being on the show. How
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are you? I'm getting catastic.
Sheila, thank you so much for having
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me on the show. How are
you? I'm great. I'm really excited
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about this because this is a timely
topic and the topic you're going to talk
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to us about today is switching from
sales force classic to sales force lightning,
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and I'm excited for you to get
into that. But before we begin,
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can you tell us, our listeners, a little bit about who you are,
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your background and what it is that's
like? Consulting does sure thing so
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slight. Consulting assess companies with implementing, optimizing and maintaining their sales and marketing
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systems. We have quite a few
clients done sales force and our dot but
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we also work with other crm and
marketing on a nation systems. Our philosophy
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is that we should create systems that
support business processes, not business processes that
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support systems. Excellent, I love
it. So this is a timely topic
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and sales force has been urging customers
for years to switch to lightning. The
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new version of sales force. What
is happening this month? That's different.
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Yeah, so this month is actually
a forced rollout of lightning, so big.
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Prior to this they were just kind
of give us warnings. We were
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bombarded with banners whenever we log into
sales force and emails promoting lightning and a
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lot of noise around it, and
so this is kind of got lost in
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the shuffle because we've grown so immune
to hearing about lightning coming and most people
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are unaware that this is, of
course, change that is happening. It
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starts as early as October twelve and
it's being rolled out in phases. So
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you could be one of the earlier
phases and be forced with this and just
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a day or two. Uh Huh. So how can you confirm the exact
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date if you have sales force that
you'll be switched over to lightning? Yes,
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good question. So what you're going
to want to do is you're going
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to want to go look at the
critical updates and it's going to have the
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exact date that your sales force is
going to be moved over to the lightning
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experience. So what you want to
do is you want to go into your
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setup and you want to search for
critical updates. There's a search not not
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the one on the top but the
one in the left side Menu, and
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you will see in the critical updates
one that says turn on lightning experience and
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there's an auto activation date and that
is the date that you will be moved
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to lightning. There is an option
right there to go ahead and activate it,
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and I would like to caution everybody
that you know, before you actually
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activate that you do some due diligence
on what that means for your particular instance
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of sales force. So is this
like an update that you get on your
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phone where everything has been tested and
it's pretty much fine? How concerned should
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sales force customers be about this change? Sure, so it's different in the
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fact that they can't really control how
people are using sales force and what they've
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done with it out in the wild. So the impact depends on how much
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you customize your sales force APP and
how you're using the application. If you
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are using an out of the box
version of sales force, you shouldn't really
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lose functionality. However, it's still
going to be a learning curve where the
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users just to get familiar with the
lightning environment. If you have done complex
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things to sales force, such as
you're using a lot of custom objects,
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you have visual force pages, you
have workflows and processes, you're using third
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party APPS and you've integrated with other
systems, then it could break some parts
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of your process. WHOO. Yes, and users will be able to switch
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in between sales force lightning and classic. They'll be able to toggle back and
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forth, but I've seen particular cases
where moving to lightning, all of a
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sudden the feature is no longer working
classic as well. So you definitely want
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to make sure they're change in the
back end. And yes, there are
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some pieces on the back end,
particularly around things like Apis and visual force
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pages, that could break what was
currently working in classic, even if you
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switch back over to classic. Now, having said that, there are some
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really cool features that my clients have
been enjoying in the lightning such as the
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dashboards and the Conbin, drop and
drag features. The UI is so much
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more up to speed with today's standards. So lightning really is pretty cool.
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But you're just more concerned about the
transition and how bumpy this could be for
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sales force hoosers out there. What
kind of steps should someone take if they're
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still on sales force classic right now, to move to lightning, especially since
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this is such an urgent, timely
thing to right? So yeah, time
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is of the essence and if you're
just hearing this and you're about to get
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switched over, you need to start
today and you are definitely in crunch mode.
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The first thing I would do is
run a lightning readiness report. So
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you can do that by going into
your setup and looking at the lightning transition
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assistance, which you will see a
box on the left hand side for that
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and on step to within net screen
you'll see check your your lightning experience readiness,
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and then there's a check readiness button. Just go ahead and click that
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and what will happen is it will
take a while for it to go out
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and search through your entire sales force
and come up with some estimates, but
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you get an email to whatever user
initiated the report and it will give you
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actual time estimates on how long they
think you're going to have to spend on
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development and testing to move to lightning. Wow, that's kind of cool that
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they do that. Yeah, it
is, and I would just use it
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as a rough time for so it
for some of my clients, you know,
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the the estimates came back pretty high
and they were a little shocked.
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But there's some functionality that was not
even being used, that was pretty time
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consuming and resource intensive that they can
skip. So is this the sort of
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thing that they can do themselves or
should they be getting help with this?
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So for the lightning readiness report,
they can certainly do it themselves. You
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don't have to have any experience with
administrative tasks or anything like that. However,
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I would pull in a professional to
help you test in a sandbox.
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So what I would do is I
would actually create a sand box, preferably
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with data and it if you have
a sandbox available to you that you can
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create with data and then convert it
over to lightning and then you can run
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a test through all the functionalities,
including integrations with other applications, and I
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found that Apis have changed with lightning, so make sure you don't neglect that
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part. And then you want to
make a list of everything that's not working
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and then, within the same sandbox, you can switch to classic and try
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the broken items out there, because
that's going to be your number one priority,
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is addressing those first, because you
cannot revert back and do it in
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classic if you need to. Okay, I would also use the sandbox to
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train new users in. It's great
for them to go in and get a
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first glimpse of what lightning looks like. And additionally, you said, another
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Qa that can be done to look
for issues, because everybody has their own
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way of going about accomplishing things in
systems and you may find some things there
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that are working for some people but
not for others. You want to make
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sure you get your admins involved in
that as well and that they know how
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to go in and can figure page
layouts and lightning. And then, because
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we're in such a time crunch,
I would definitely have a backup plan to
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work outside of sales force if needed, and for that I would plan on
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exports today prior to going active,
and make sure you include sales force IDs
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and those exports and then talk through
what your operational plan would be if you
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could use sales force the next day. You want to keep the any data
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that you do outside of the system
in a format that could be easily imported
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back into your system as well.
So this is a pretty big deal to
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be moving to lightning and if they
you have a big sales force or any
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complex customizations, it really is a
good idea to probably get some help with
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that, even though you can do
the readiness test yourself. Really want to
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thank you for being on the show
today because this is effect so many companies
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and I know that you're working with
medium and large size businesses, big health
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care organizations, all kinds of companies
who grappling with these same issues. So
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the fact that you've given such detailed
instructions is really, really valuable and we've
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loved having you on the show.
As I think about what you're saying,
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if you could just sort of give
us the key points, the sort of
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bulleted list of what people should be
thinking about moving from sales force classic to
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lightning, that would be really helpful. Yes, sure so. Number one
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act now and well, if you're
still in sales force classic, assess the
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damage before the update happens and then, I would say prior entire as your
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work items or what is not working
between lightning and classic when you're switching back
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and forth and have a backup plan
to manage your business outside of sales force
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as an interim solution. Is that
even possible? For some businesses it can
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become very complicated and it's definitely painful. You want to move quickly to get
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everything things with enlightening so you can
remove back. Well, Susann this has
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been a really important and timely conversation. I know our listeners are happy that
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you went through this for us.
If anyone needs help or has questions that
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or would just like to connect with
you, what can they do to get
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in contact? You can reach me
at Suzanne at slate CONSULTINGCOM. It's as
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US an any at slake slak e
consultingcom. Well, Susanne, it's been
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a pleasure having you on the show. Really appreciate the detail that you've given
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our listeners. This is a really, really important thing, given how many
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companies are using sales for us today. Want to thank you again for being
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on the show. We really appreciate
it. Thank you, Sheila. We
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totally get it. We publish a
ton of content on this podcast and it
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can be a lot to keep up
with. That's why we've started the BB
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growth big three, a no fluff
email that boils down our three biggest takeaways
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from an entire week of episodes.
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