#DemandGen 3: How to Switch From Salesforce Classic to Salesforce Lightning w/ Susanne Lake

WEBVTT 1 00:00:00.240 --> 00:00:05.799 Learn how to turbo charge your marketing results by building repeatable, scalable demand en 2 00:00:05.960 --> 00:00:12.109 systems from Sheila Clefcorn, CEO of Keo Marketing and founder of the Business Owners 3 00:00:12.150 --> 00:00:17.030 Marketing Academy. See if you qualify for a complementary Marketing Road Map for your 4 00:00:17.070 --> 00:00:27.940 business at Keo Marketingcom Slash Audit. You're listening to be tob growth, a 5 00:00:28.019 --> 00:00:32.579 daily podcast for B TOB leaders. We've interviewed names you've probably heard before, 6 00:00:32.740 --> 00:00:36.450 like Gary vanner truck and Simon Senek, but you've probably never heard from the 7 00:00:36.570 --> 00:00:41.250 majority of our guests. That's because the bulk of our interviews aren't with professional 8 00:00:41.369 --> 00:00:45.530 speakers and authors. Most of our guests are in the trenches leading sales and 9 00:00:45.609 --> 00:00:50.399 marketing teams. They're implementing strategy, they're experimenting with tactics, they're building the 10 00:00:50.520 --> 00:00:54.640 fastest growing BB companies in the world. My name is James Carberry on, 11 00:00:54.759 --> 00:00:58.280 the founder of suite fish media, a podcast agency for bb brands, and 12 00:00:58.320 --> 00:01:00.920 I'm also one of the CO hosts of this show. When we're not interviewing 13 00:01:00.960 --> 00:01:04.590 sales and marketing leaders, you'll hear stories from behind the scenes of our own 14 00:01:04.629 --> 00:01:08.430 business. Will share the ups and downs of our journey as we attempt to 15 00:01:08.469 --> 00:01:14.629 take over the world. Just getting well, maybe let's get into the show. 16 00:01:19.939 --> 00:01:23.260 Welcome back to BTB growth. I'm your host for today days episode. 17 00:01:23.260 --> 00:01:26.659 I'm Sheila Clove Court, CEO of Keo Marketing, and this is the third 18 00:01:26.819 --> 00:01:32.969 episode in the Hashtag Demand Jin series. Today I'm joined by Suzanne Lake, 19 00:01:33.090 --> 00:01:36.489 FOUNDER OF SLATE Consulting. Susan, thanks for being on the show. How 20 00:01:36.530 --> 00:01:40.569 are you? I'm getting catastic. Sheila, thank you so much for having 21 00:01:40.609 --> 00:01:42.890 me on the show. How are you? I'm great. I'm really excited 22 00:01:42.930 --> 00:01:48.159 about this because this is a timely topic and the topic you're going to talk 23 00:01:48.200 --> 00:01:53.200 to us about today is switching from sales force classic to sales force lightning, 24 00:01:53.319 --> 00:01:56.359 and I'm excited for you to get into that. But before we begin, 25 00:01:56.439 --> 00:01:59.680 can you tell us, our listeners, a little bit about who you are, 26 00:01:59.719 --> 00:02:02.709 your background and what it is that's like? Consulting does sure thing so 27 00:02:02.989 --> 00:02:09.030 slight. Consulting assess companies with implementing, optimizing and maintaining their sales and marketing 28 00:02:09.069 --> 00:02:15.270 systems. We have quite a few clients done sales force and our dot but 29 00:02:15.389 --> 00:02:20.099 we also work with other crm and marketing on a nation systems. Our philosophy 30 00:02:20.379 --> 00:02:24.780 is that we should create systems that support business processes, not business processes that 31 00:02:24.860 --> 00:02:30.330 support systems. Excellent, I love it. So this is a timely topic 32 00:02:30.449 --> 00:02:35.530 and sales force has been urging customers for years to switch to lightning. The 33 00:02:35.569 --> 00:02:38.409 new version of sales force. What is happening this month? That's different. 34 00:02:39.330 --> 00:02:44.719 Yeah, so this month is actually a forced rollout of lightning, so big. 35 00:02:44.800 --> 00:02:47.319 Prior to this they were just kind of give us warnings. We were 36 00:02:47.479 --> 00:02:54.280 bombarded with banners whenever we log into sales force and emails promoting lightning and a 37 00:02:54.400 --> 00:02:58.159 lot of noise around it, and so this is kind of got lost in 38 00:02:58.240 --> 00:03:02.430 the shuffle because we've grown so immune to hearing about lightning coming and most people 39 00:03:02.469 --> 00:03:07.389 are unaware that this is, of course, change that is happening. It 40 00:03:07.550 --> 00:03:12.389 starts as early as October twelve and it's being rolled out in phases. So 41 00:03:12.979 --> 00:03:15.379 you could be one of the earlier phases and be forced with this and just 42 00:03:15.939 --> 00:03:21.580 a day or two. Uh Huh. So how can you confirm the exact 43 00:03:21.659 --> 00:03:24.900 date if you have sales force that you'll be switched over to lightning? Yes, 44 00:03:25.020 --> 00:03:28.889 good question. So what you're going to want to do is you're going 45 00:03:28.889 --> 00:03:31.009 to want to go look at the critical updates and it's going to have the 46 00:03:31.129 --> 00:03:36.490 exact date that your sales force is going to be moved over to the lightning 47 00:03:36.530 --> 00:03:38.530 experience. So what you want to do is you want to go into your 48 00:03:38.569 --> 00:03:44.159 setup and you want to search for critical updates. There's a search not not 49 00:03:44.319 --> 00:03:47.280 the one on the top but the one in the left side Menu, and 50 00:03:49.439 --> 00:03:54.120 you will see in the critical updates one that says turn on lightning experience and 51 00:03:54.240 --> 00:03:59.069 there's an auto activation date and that is the date that you will be moved 52 00:03:59.110 --> 00:04:03.750 to lightning. There is an option right there to go ahead and activate it, 53 00:04:04.389 --> 00:04:10.060 and I would like to caution everybody that you know, before you actually 54 00:04:10.099 --> 00:04:15.580 activate that you do some due diligence on what that means for your particular instance 55 00:04:15.699 --> 00:04:18.060 of sales force. So is this like an update that you get on your 56 00:04:18.100 --> 00:04:23.300 phone where everything has been tested and it's pretty much fine? How concerned should 57 00:04:23.300 --> 00:04:28.689 sales force customers be about this change? Sure, so it's different in the 58 00:04:28.769 --> 00:04:32.209 fact that they can't really control how people are using sales force and what they've 59 00:04:32.250 --> 00:04:38.129 done with it out in the wild. So the impact depends on how much 60 00:04:38.129 --> 00:04:44.560 you customize your sales force APP and how you're using the application. If you 61 00:04:44.639 --> 00:04:48.560 are using an out of the box version of sales force, you shouldn't really 62 00:04:48.600 --> 00:04:53.829 lose functionality. However, it's still going to be a learning curve where the 63 00:04:53.870 --> 00:04:59.189 users just to get familiar with the lightning environment. If you have done complex 64 00:04:59.430 --> 00:05:02.790 things to sales force, such as you're using a lot of custom objects, 65 00:05:02.870 --> 00:05:09.300 you have visual force pages, you have workflows and processes, you're using third 66 00:05:09.379 --> 00:05:15.899 party APPS and you've integrated with other systems, then it could break some parts 67 00:05:15.939 --> 00:05:20.889 of your process. WHOO. Yes, and users will be able to switch 68 00:05:21.009 --> 00:05:26.449 in between sales force lightning and classic. They'll be able to toggle back and 69 00:05:26.610 --> 00:05:31.170 forth, but I've seen particular cases where moving to lightning, all of a 70 00:05:31.209 --> 00:05:35.240 sudden the feature is no longer working classic as well. So you definitely want 71 00:05:35.240 --> 00:05:39.279 to make sure they're change in the back end. And yes, there are 72 00:05:39.319 --> 00:05:43.680 some pieces on the back end, particularly around things like Apis and visual force 73 00:05:43.759 --> 00:05:48.160 pages, that could break what was currently working in classic, even if you 74 00:05:48.279 --> 00:05:51.990 switch back over to classic. Now, having said that, there are some 75 00:05:53.110 --> 00:05:58.750 really cool features that my clients have been enjoying in the lightning such as the 76 00:05:58.790 --> 00:06:03.819 dashboards and the Conbin, drop and drag features. The UI is so much 77 00:06:03.860 --> 00:06:10.620 more up to speed with today's standards. So lightning really is pretty cool. 78 00:06:10.740 --> 00:06:14.819 But you're just more concerned about the transition and how bumpy this could be for 79 00:06:15.300 --> 00:06:18.970 sales force hoosers out there. What kind of steps should someone take if they're 80 00:06:19.009 --> 00:06:23.529 still on sales force classic right now, to move to lightning, especially since 81 00:06:23.529 --> 00:06:28.009 this is such an urgent, timely thing to right? So yeah, time 82 00:06:28.170 --> 00:06:30.970 is of the essence and if you're just hearing this and you're about to get 83 00:06:31.009 --> 00:06:36.160 switched over, you need to start today and you are definitely in crunch mode. 84 00:06:36.639 --> 00:06:41.639 The first thing I would do is run a lightning readiness report. So 85 00:06:41.800 --> 00:06:45.920 you can do that by going into your setup and looking at the lightning transition 86 00:06:46.040 --> 00:06:49.069 assistance, which you will see a box on the left hand side for that 87 00:06:49.750 --> 00:06:57.269 and on step to within net screen you'll see check your your lightning experience readiness, 88 00:06:57.790 --> 00:07:00.110 and then there's a check readiness button. Just go ahead and click that 89 00:07:00.579 --> 00:07:03.459 and what will happen is it will take a while for it to go out 90 00:07:03.540 --> 00:07:09.540 and search through your entire sales force and come up with some estimates, but 91 00:07:09.899 --> 00:07:15.769 you get an email to whatever user initiated the report and it will give you 92 00:07:15.810 --> 00:07:19.170 actual time estimates on how long they think you're going to have to spend on 93 00:07:19.250 --> 00:07:24.329 development and testing to move to lightning. Wow, that's kind of cool that 94 00:07:24.370 --> 00:07:27.810 they do that. Yeah, it is, and I would just use it 95 00:07:27.889 --> 00:07:30.959 as a rough time for so it for some of my clients, you know, 96 00:07:31.079 --> 00:07:34.199 the the estimates came back pretty high and they were a little shocked. 97 00:07:34.639 --> 00:07:41.040 But there's some functionality that was not even being used, that was pretty time 98 00:07:41.160 --> 00:07:45.350 consuming and resource intensive that they can skip. So is this the sort of 99 00:07:45.470 --> 00:07:47.269 thing that they can do themselves or should they be getting help with this? 100 00:07:48.149 --> 00:07:53.269 So for the lightning readiness report, they can certainly do it themselves. You 101 00:07:53.389 --> 00:07:59.339 don't have to have any experience with administrative tasks or anything like that. However, 102 00:07:59.379 --> 00:08:03.220 I would pull in a professional to help you test in a sandbox. 103 00:08:03.899 --> 00:08:07.540 So what I would do is I would actually create a sand box, preferably 104 00:08:07.660 --> 00:08:11.180 with data and it if you have a sandbox available to you that you can 105 00:08:11.379 --> 00:08:15.529 create with data and then convert it over to lightning and then you can run 106 00:08:15.529 --> 00:08:20.370 a test through all the functionalities, including integrations with other applications, and I 107 00:08:20.529 --> 00:08:24.689 found that Apis have changed with lightning, so make sure you don't neglect that 108 00:08:24.889 --> 00:08:28.360 part. And then you want to make a list of everything that's not working 109 00:08:30.120 --> 00:08:33.159 and then, within the same sandbox, you can switch to classic and try 110 00:08:33.200 --> 00:08:37.360 the broken items out there, because that's going to be your number one priority, 111 00:08:37.919 --> 00:08:43.470 is addressing those first, because you cannot revert back and do it in 112 00:08:43.590 --> 00:08:48.509 classic if you need to. Okay, I would also use the sandbox to 113 00:08:48.590 --> 00:08:50.629 train new users in. It's great for them to go in and get a 114 00:08:50.750 --> 00:08:56.899 first glimpse of what lightning looks like. And additionally, you said, another 115 00:08:56.940 --> 00:09:01.980 Qa that can be done to look for issues, because everybody has their own 116 00:09:01.980 --> 00:09:05.899 way of going about accomplishing things in systems and you may find some things there 117 00:09:07.580 --> 00:09:11.490 that are working for some people but not for others. You want to make 118 00:09:11.529 --> 00:09:15.889 sure you get your admins involved in that as well and that they know how 119 00:09:15.929 --> 00:09:18.889 to go in and can figure page layouts and lightning. And then, because 120 00:09:20.049 --> 00:09:24.519 we're in such a time crunch, I would definitely have a backup plan to 121 00:09:24.639 --> 00:09:28.639 work outside of sales force if needed, and for that I would plan on 122 00:09:28.840 --> 00:09:33.039 exports today prior to going active, and make sure you include sales force IDs 123 00:09:33.159 --> 00:09:39.509 and those exports and then talk through what your operational plan would be if you 124 00:09:39.590 --> 00:09:43.029 could use sales force the next day. You want to keep the any data 125 00:09:43.070 --> 00:09:46.509 that you do outside of the system in a format that could be easily imported 126 00:09:46.590 --> 00:09:50.470 back into your system as well. So this is a pretty big deal to 127 00:09:50.590 --> 00:09:56.500 be moving to lightning and if they you have a big sales force or any 128 00:09:56.580 --> 00:10:00.740 complex customizations, it really is a good idea to probably get some help with 129 00:10:00.860 --> 00:10:03.779 that, even though you can do the readiness test yourself. Really want to 130 00:10:03.820 --> 00:10:07.809 thank you for being on the show today because this is effect so many companies 131 00:10:07.889 --> 00:10:13.250 and I know that you're working with medium and large size businesses, big health 132 00:10:13.490 --> 00:10:16.809 care organizations, all kinds of companies who grappling with these same issues. So 133 00:10:18.090 --> 00:10:22.720 the fact that you've given such detailed instructions is really, really valuable and we've 134 00:10:22.759 --> 00:10:24.679 loved having you on the show. As I think about what you're saying, 135 00:10:24.720 --> 00:10:28.039 if you could just sort of give us the key points, the sort of 136 00:10:28.120 --> 00:10:33.200 bulleted list of what people should be thinking about moving from sales force classic to 137 00:10:33.240 --> 00:10:37.470 lightning, that would be really helpful. Yes, sure so. Number one 138 00:10:37.990 --> 00:10:43.590 act now and well, if you're still in sales force classic, assess the 139 00:10:43.590 --> 00:10:48.230 damage before the update happens and then, I would say prior entire as your 140 00:10:48.230 --> 00:10:52.860 work items or what is not working between lightning and classic when you're switching back 141 00:10:52.899 --> 00:10:58.379 and forth and have a backup plan to manage your business outside of sales force 142 00:10:58.460 --> 00:11:03.980 as an interim solution. Is that even possible? For some businesses it can 143 00:11:03.019 --> 00:11:09.570 become very complicated and it's definitely painful. You want to move quickly to get 144 00:11:09.570 --> 00:11:13.570 everything things with enlightening so you can remove back. Well, Susann this has 145 00:11:13.610 --> 00:11:16.809 been a really important and timely conversation. I know our listeners are happy that 146 00:11:16.889 --> 00:11:22.039 you went through this for us. If anyone needs help or has questions that 147 00:11:22.200 --> 00:11:24.240 or would just like to connect with you, what can they do to get 148 00:11:24.240 --> 00:11:30.960 in contact? You can reach me at Suzanne at slate CONSULTINGCOM. It's as 149 00:11:31.039 --> 00:11:37.149 US an any at slake slak e consultingcom. Well, Susanne, it's been 150 00:11:37.190 --> 00:11:41.950 a pleasure having you on the show. Really appreciate the detail that you've given 151 00:11:41.990 --> 00:11:46.509 our listeners. This is a really, really important thing, given how many 152 00:11:46.549 --> 00:11:48.740 companies are using sales for us today. Want to thank you again for being 153 00:11:48.820 --> 00:11:54.779 on the show. We really appreciate it. Thank you, Sheila. We 154 00:11:56.059 --> 00:12:00.100 totally get it. We publish a ton of content on this podcast and it 155 00:12:00.179 --> 00:12:03.529 can be a lot to keep up with. That's why we've started the BB 156 00:12:03.730 --> 00:12:07.529 growth big three, a no fluff email that boils down our three biggest takeaways 157 00:12:07.570 --> 00:12:13.169 from an entire week of episodes. Sign up today at Sweet Phish Mediacom Big 158 00:12:13.289 --> 00:12:18.159 Three. That sweet PHISH MEDIACOM Big Three