Killexams Salesforce-Certified-Advanced-Administrator Practice Questions with Free sample questions. Salesforce-Certified-Advanced-Administrator practice test comprises of Complete Pool of Questions and Answers with Practice Questions confirmed and tried alongside references and clarifications (where relevant). We want to make you alright with your Certified Advanced Administrator information that you see all tips and deceives with our Salesforce-Certified-Advanced-Administrator Test Prep.

Exam Code: Salesforce-Certified-Advanced-Administrator Practice exam 2022 by team
Salesforce-Certified-Advanced-Administrator Certified Advanced Administrator

Content: 60 multiple-choice/multiple-select questions and 5 non-scored questions
Time allotted to complete the exam: 105 minutes
Passing score: 65%
Registration fee: USD 200 plus applicable taxes as required per local law
Retake fee: USD 100 plus applicable taxes as required per local law
Delivery options: Proctored exam delivered onsite at a testing center or in an online proctored environment. Click here for information on scheduling an exam.
References: No hard-copy or online materials may be referenced during the exam.
Prerequisite: Salesforce Certified Administrator credential

The Salesforce Advanced Administrator exam measures a candidate’s knowledge and skills related to the following objectives. A candidate should have hands-on experience as a Salesforce Administrator and have demonstrated the application of each of the features/functions below.

Security and Access: 20%
Given a scenario, determine the implications to record and field data access (Sharing model, controlled by parent, grant access by hierarchies, profile vs. sharing rules, communities’ security settings, field and record level access, sharing rules, field level security, and record types).
Describe the capabilities of Enterprise Territory Management and the implications for the sharing model.
Compare and contrast the capabilities of custom profiles, permission sets, and delegated administration.
Extending Custom Objects and Applications: 8%
Describe the appropriate use of relationship types when building custom objects (master-detail, lookup).
Auditing and Monitoring: 6%
Given a scenario, determine the appropriate tools for monitoring and troubleshooting system activity (debug log, set up audit trail).
Sales Cloud Applications: 10%
Explain how to customize and maintain products, price books, schedules, and quotes.
Describe the capabilities of forecasting (categories, hierarchy, quotas).
Service Cloud Applications: 10%
Explain how to create and maintain Salesforce Knowledge (article record types, data categories).
Explain how to create and maintain service entitlements and entitlement processes.
Describe the features of Salesforce which enable interaction between support agents and customers (chat, case feed, Service Cloud console, communities, omni-channel).
Data Management: 10%
Explain the tools and best practices for improving and enriching data quality (validation, managing duplicates, enriching, archiving).
Content Management: 3%
Explain how to set up and maintain Salesforce Content.
Change Management: 10%
Describe the options available to move metadata between environments (change sets, Salesforce extensions for Visual Studio Code).
Describe the capabilities and best practices for using change sets to move metadata between environments.
Analytics, Reports and Dashboards: 10%
Given a scenario, determine the appropriate analytic tools to meet complex reporting requirements (custom report types, reporting snapshots, complex charting, custom summary formulas, bucketing, joined reports, cross filters, dynamic dashboards, dashboard filters).
Process Automation: 13%
Given a scenario, troubleshoot an approved process.
Given a complex scenario, determine the solution using a combination of automation tools to solve a business problem (Process automation, formula fields, and when to use Visualforce and Apex triggers).

Certified Advanced Administrator
Salesforce Administrator guide
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Mon, 25 Jul 2022 22:40:00 -0500 en text/html
Killexams : Salesforce Expands Its Financial Services Platform

Salesforce has announced an expansion to its Financial Services Cloud to help financial advisors build deeper relationships with clients and become more productive by automating relevant client information from disparate IT systems.

Two years in development, the Financial Services Cloud platform offers advisors profiles of clients, their households and extended networks. Modules include Client Life Goals which allow advisors to create collaborative financial plans for the client based on life goals such as budgeting for college or buying a vacation home and Wealth Home Page which automates administrative tasks so advisors can quickly scan their daily agendas, prioritize client tasks and track client opportunities.

Salesforce seems to believe that CRM (customer relationship management software) and artificial intelligence (AI) using APIs can overcome the silos that have bedeviled retail financial services firms for decades.

In its announcement, Salesforce said that “decades of mergers and acquisitions, evolving products that grew up in silos, multiple core systems across different lines of business and an explosion of data have created redundancy and a fractured view of the customer and their needs.”

To access the customer information in those silos, Salesforce is relying on a exact acquisition, MuleSoft, which uses APIs to extract customer information from disparate older systems and provide it to bank employees in an easily understood dashboard. Salesforce's commercial banking app provides relationship managers with a complete view of every customer's business and commercial accounts, and empowers them to identify and grow the most profitable relationships and streamline the onboarding of new clients. It also lets the commercial bankers make referrals to other parts of the bank, including wealth management and retail banking.

“For the first two years we focused on B2C now we are extending to B2B,” said said Rohit Mahna, senior vice president and general manager of Financial Services at Salesforce. "Customers wanted more repeatable action plans like passing a lead from the retail bank to the commercial bank.”

Since it started, Salesforce has done well with the financial services industry. It was being used by big players like Merrill Lynch, Goldman Sachs and Deutsch Bank, companies focused on ultra high net worth investors, like Bessemer, and four- and five-person shops across the country.

But, discovered Simon Mulcahy, it was getting the wealth management industry wrong.

Mulcahy, now the chief innovation officer, was running the company’s financial services groupwhen a conversation with one wealth manager made him realize that, as does occasionally happen with software companies, there was a huge gap between what Salesforce delivered and what wealth managers needed.

“I went back to Marc (Benioff) and the leadership team and they said to go deep. I ended up on the road." He visited more than 100 wealth management offices to learn more about what they needed.

“The industry is turning on its head,” Mulcahy said. “We had been helping them sell and they have a desperate need to do service-based selling. We have to help them change their operating and business model."

Millennials and female investors are being underserved by the current wealth management model, he added.

In the old model a client would bring a stack of paper to the financial advisor who would send it off to headquarters to get a financial plan in the form of a long paper-based document.

“The millennials are now 35 at the top end, entering the high earning time in their life and they need advice. The people who are getting advice are not getting it how they want. In other industries everyone is being retrained, and then you look at the staid experience of wealth management and it is like something out of Jeeves.”

“The industry model is a butler service,” Mulcahy said. “I am the advisor, tell me what you want and I will take care of everything. The relationship is binary — either provide everything to the advisor and she does it all or do it yourself. You have all these people who aren’t being advised. The attitude is that it is too complicated for the client.”

The process is also product-centric. The advisor is going to sell the client some products and then have quarterly face-to-face reviews where the client faces more documentation than the average person can consume. But that’s probably not a big loss since the documents are out of date by then anyway.

Decades of complexity are slowing transformation, said Mahna.

“Complexity internally has created fragmented a view of the customer, they don’t have a holistic view of the customer.”

MuleSoft has built flows specific to financial services, which allows the Salesforce financial services platform to unlock all of a firm’s back office data sitting in core or policy administration servers, Mahna added.

Alyson Clarke, principal analyst for digital business strategy at Forrester Research, said Salesforce has been building this broad solution over several years. They started with the financial services cloud for financial planners, then did banking, then lending and small business.

“Now they have brought it all together,” she said, “with this great interface and they leveraged connectivity to services firms us like digital account opening. The new solution brings it all together across the organization —retail banking, lending, wealth management, commercial banking, SMB banking —  to help you better serve customers in a customer-centric way.”

The problem for banks is not just that these are different businesses, they also use different technology for servicing the customer.

“If you have a customer who cuts across multiple lines  of business, then the poor customer gets a very disjointed experience and the employees don’t know what is going on elsewhere. They can’t see that a wealth customer was talking to the firm about an SME loan. It brings the ability to integrate with a lot of existing systems and be able to connect the dots.”

“The financial services cloud is trying to make that employee’s job easier," Clarke added. “It will drive productivity and enable deeper and better conversations. If I can spend 10 minutes on administration and and 90 minutes on the conversation, and I can see other conversations you have had with other parts of the bank, it feels like I know you when I am talking to you. One benefit for the cloud is usability, the customer experience and how it makes the employee’s job a lot easier. It can pull together all the customer information in one spot.”

Next year, she added, Einstein will add artificial intelligence (AI) which will start to make the relationship management more deeply engaged and be able to suggest the next best action to an employee.

“I like its great usability. Salesforce is trying to understand the employee’s needs and it created an interface that allows you to customize and create a great experience for that person.”

The industry needs that help for employees, said Mulcahy, the innovation leader.

The advisors are in the mid to late 50s, they have a book of business and they really don’t want to sell any more.

“You are dealing with a business that starts with retirees and they end up dying. You have a high attrition rate which is not being addressed.” The advisor tends to have a  relationship with the patriarch of a family, and when he dies, an average of 70 percent of client-heirs take their business somewhere else.

Wealth management firms face a challenge of how to stem the outflow of assets and retain the business.

Mulcahy’s research revealed that most investors — well over 50 percent — are dissatisfied. That’s something to worry about because the nation faces an enormous wealth transfer in the next five years — more than $2 trillion.

“The transfer is going on and the industry is not set up for it. It is still selling, not servicing.”

“You have to transform the experience of the advisor,” Mulcahy said. “Now it is so onerous. The  advisor spends half a day preparing for a client meeting using 20-30 apps they have to swivel between. How do you make that easier?”

State Farm, for example, uses Salesforce to support agents in handling claims. When a claim is submitted, Salesforce provides a complete view of the customer and automatically creates an intelligent action plan that helps them prioritize their tasks. It also updates the customer by email or text message of the status and progress of their claim.

Among the partners supporting the launch are Athene Group and Envestnet | Yodlee for account aggregation, DocuSign and OneSpan for document management and electronic signatures, Informatica and MuleSoft to extract and integrate data from multiple systems, Orion for new billing capabilities and Advisor Software for portfolio rebalancing.

Sat, 02 Apr 2022 17:26:00 -0500 Tom Groenfeldt en text/html
Killexams : The Best Cities for International Business Trips
02 August 2022

A new study demonstrates the top ten cities around the world that accommodate for business travel.

In 2020, business travel decreased by 61 per cent but still added £382 billion to the economy. According to Deloitte’s corporate travel report, the top drivers for a return to international travel are sales visits, leadership meetings and client project work.

Additionally, popular “work from anywhere models” demonstrated by brands such as Spotify, Twitter and Salesforce have created a new workforce of “digital nomads” who can vary their working location throughout the year. Indeed, in 2020 an MBO Partners study showed that almost 11 million American workers consider themselves “digital nomads”. This is up from 4.8 million in 2018.

What Makes a City Suitable for Business Trips?

The top 50 most populated cities around the world were scored on key metrics including the cost of a three-course meal, average obtain speeds and the number of WeWork spaces.

The research, commissioned by Dojo, also took into account average hotel costs and ratings, closest airports, average taxi fares and reported crime rates.

Watch the Video

1. Singapore

Singapore takes the top spot with an overall index score of 79.3 out of 100. This city is considered a global hub for industries like telecommunications, finance and education. It’s also a popular choice for regional HQs for the Asia-Pacific area, with more than 40 per cent of Fortune 500 companies choosing it as their APAC headquarters.

Singapore has a high average internet speed of 85.4 Mbps and 14 WeWork spaces to choose from.  A three-course meal will set you back £45.

2. Seoul

Seoul, located in South Korea, came in a close second place with a score of 79 out of 100. This city offers rapid internet speeds of 116.86 Mbps, and is home to 17 WeWork spaces. The average airport rating is 7.66 and hotel rating is a high 8.17 out of 10.

The International Trade Administration warns business travellers that, as traffic congestion is a persistent problem within the city, this should be factored in when travelling to business appointments.


Picture: a photograph of Seoul's skyscrapers behind a "Seoul" sign. Image Credit: Pexels

3. Tokyo

Home to some of the largest companies in technology and the automotive industry, Tokyo comes in third overall with the highest internet speed of 146.53 Mbps. The average hotel rating in this city is 8.21, and it has a very low crime score of 23.37/100.

Corporate Traveller notes that Japan is still very much a cash-based society, so it’s advised that you have cash ready to pay for meals and taxis.

4. Delhi

Delhi ranks in fourth with an overall index score of 72.3 out of 100. The price of your dinner in Delhi is one of the cheapest costing only £15 and a taxi journey is also affordable at only £1.29. However, the internet speed is just 28.59Mbps which might mean your work takes a little longer than usual.

A survey by OYO, carried out among 1,300 people in June 2022, found that Delhi was the most preferred destination for business travellers in India, closely followed by Bengaluru, Mumbai and Hyderabad.

5. Hong Kong

Hong Kong followed with an impressive 68.5 points out of a possible 100 making this city the fifth best in the world. Internet speeds of 81.97Mbps are slightly above average.

Hong Kong’s key characteristics include its open trade and investment climate and its proximity to Asian markets.

6. Warsaw

Poland is a popular location for business processing centres, shared services centres, and research and development operations.

Businesses are attracted to Poland due to its large population, competitive workforce and location affording access to the wider European Union market of 447.7 million citizens.

A night in Warsaw will cost around £61, and a three-course meal averages at £27.66.

7. Beijing

Scoring 65.3 out of 100, Beijing is home to the largest number of Fortune Global 500 companies in the country.

A major part of Beijing’s economy belongs to the service, financial services and IT sectors.

8. São Paulo

São Paulo is Brazil’s financial capital and one of the fastest-growing cities in the world. The São Paulo Stock Exchange has become one of the ten largest exchanges in the world in market capitalisation.

9. Madrid

Approximately 15 per cent of all tourists in Madrid are visiting for business, and the city welcomes more than one million corporate travellers every year.

The city is also seventh in the International Congress and Convention Association (ICCA) rankings for association meetings by participant numbers and the sophistication of the conference venues.

In Dojo’s list, Madrid scored 62.8 out of 100.


Picture: a photograph of Madrid city from a height. Image Credit: Pexels

10. Bangkok

Rounding off the top ten list is Bangkok, Thailand’s capital. This city has a particular business focus on manufacturing, property, transport and retail.

Business travel is not recommended to Bangkok during monsoon season, but instead during the dry months of November to February.

Picture: a photograph that shows a colourful map of the world on a chalkboard. A hand can be seen holding a toy plane across the North American area. Image credit: Pexels

Article written by Ella Tansley | Published 02 August 2022


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Mon, 01 Aug 2022 20:51:00 -0500 en text/html
Killexams : See Which Of The Latest 13F Filers Holds Salesforce No result found, try new keyword!Before we proceed, it is important to point out that 13F filings do not tell the whole story, because these funds are only required to disclose their long positions with the SEC, but are not required ... Wed, 27 Jul 2022 02:46:00 -0500 text/html Killexams : Scratchpad Launches Scratchpad Studio

Scratchpad today released Scratchpad Studio, a revenue operations toolkit to help companies trust that processes are followed enthusiastically by sales reps, gain visibility into every update in Salesforce, forecast more accurately, and ramp reps faster.

"Most companies believe managing complexity requires more guardrails, processes, tools, and people. But what many don't realize is they are solving for the symptoms of complexity rather than the root cause," said Pouyan Salehi, CEO and co-founder of Scratchpad, in a statement. "We launched Scratchpad in 2018 with a mission to make salespeople happy and to help them produce more revenue by reducing complex admin work. We're now doing the same for revenue operations teams with Scratchpad Studio; a new experience for configuring frictionless processes reps love, designing workflows for seamless handoffs, driving data hygiene best practices, and bringing the revenue team together to collaborate in one place that's always connected to Salesforce."

Scratchpad Studio's functionality includes the following:

  • Role Designer: Revenue operations can custom design frictionless workflows for every salesperson through a tailored workspace that follows processes needed to Strengthen data hygiene in Salesforce.
  • Cards: Revenue operations and sales enablement teams can create battle cards, sales playbooks, and competitive intel, giving reps contextual information helpful during customer calls.
  • Automations: Revenue operations can send actionable alerts to Slack and the Scratchpad Inbox to help teams celebrate wins, notify reps of opportunities missing next steps, alert revenue operations to opportunities missing fields, deals with no activity, and more.
  • Notes Sync: Revenue operations can configure Scratchpad notes to automatically sync changes to sales notes with Salesforce.
  • Conditional Highlighting: Revenue operations and enablement can instantly see which opportunities are missing methodology details instead of drilling into every opportunity one by one.
Wed, 27 Jul 2022 02:04:00 -0500 text/html
Killexams : HubSpot CRM

HubSpot has been on our customer relationship management (CRM) radar for several iterations, and its platform has steadily improved. Some CRMs are moving toward integrating their suites with digital marketing tools, while others are doing so with help desk tools. This time around, HubSpot has done both. Neither its marketing features nor its service features are part of this review, but the fact that you can get pricing bundles for both with the CRM will be a big draw for any mid-size companies looking for a one-stop shop for all customer interactions. Better yet, HubSpot is easily configured, too. 

Unfortunately, for its price, HubSpot doesn't deliver as rich a feature set as our Editors' Choice winners, Salesforce Sales Cloud Lightning Professional and Zoho CRM. Still, HubSpot is a compelling choice for midsize businesses for many reasons.

HubSpot CRM Contact view

Getting Started With HubSpot CRM

As with all the CRMs we've tested, we started our HubSpot test with two initial steps: adding other team members and importing contacts and opportunities. Adding team members happens under Account Settings. Once you fire up the Users & Teams view, you can either enter users one at a time using their email addresses or do it in bulk with a CSV import. You can also set up permissions, which HubSpot makes easy with a default list or customizable, role-based permissions. The process is short and wizard-like, in terms of execution.

The team members you add each receive an invite in their inbox with a login link, which prompts them to fill in their full name and job role information. Then they receive a second email with a multi-factor authentication (MFA) code. Once they confirm that, they can set up their passwords. From the team members' perspective, this whole process takes about two minutes. They're then presented with a screen prompting them with potential first steps, such as importing their contacts or reviewing a user guide.

Importing contacts also happens in a wizard-like fashion. From the Contacts view, just hit import and select whether you're importing from a local file or another source. Like Zendesk Sell, HubSpot supports more than just CSV imports—but in this case, the only other option is Excel. If you're a Google Sheets user, you must change formats, and your import must be a single-sheet file (no tabs) and no larger than 512MB.

Newcomers might get thrown a little by the next screen, where the wizard asks how many files you want to import (you'll select a single file). Then it asks how many objects that you want to import. If it's a CSV file with a list of contacts, you might think it's asking you how many contacts you want to import, so you'll hit "multiple," but it's really just asking a database classification question. You need to hit "one" here unless you're matching several spreadsheets together, such as if you're importing both contacts and leads. Push through that, and you'll be able to select and import your file.

But here, again, HubSpot is a little trickier than some of the other CRMs we tested, especially the more small business-oriented packages, like Insightly. In those, you're usually presented with a screen that shows the first line of your imported spreadsheet. Then there's a list of drop-down options next to each of the cells in your row. You just match the data in your row to the data field the CRM understands. So, if you've got "Oliver" in the first cell and "Rist" in the second, you'll match the first one to First Name and the second to Last Name and repeat. Pretty easy.

HubSpot, however, is more particular about how this data is arranged. So much so, in fact, that there's a separate tutorial on how to format your CSV or Excel files before you import them and how to handle errors. There's some useful information there if you're importing more complex relationships, like matching Contacts to Deals, for example. Still, this whole process is just confusing enough that we'd recommend running through the tutorial at least once, even if you're just importing a single contact sheet with basic data like we were. It'll get you up and running much more quickly. 

Your last setup steps are user-focused, namely attaching an email address, a business voice over IP (VoIP) system, or social media account(s) to your HubSpot user account. While the last two are optional, attaching an email is mandatory if you want the most out of any CRM. As long as you're using a Google Workspace or Microsoft 365 email address, HubSpot has made this a two-click process that you can do on the fly the first time you need to send an email. The same goes if you're setting up a meeting and need to sync your calendar.

If you've got another email provider, however, you'll have to enter POP/SMTP data, so it's best to have your IT admin do this for you. From their side, this is configurable individually or in bulk, which will make their lives easier, too. 

There's an additional option to install what HubSpot calls a Sales Extension. This is a widget integrates with either Google or Microsoft's apps, and provide tools inside those suites that will work back and forth with HubSpot, instead of just one way. By default, you can send an email out of HubSpot using, say, the Gmail address you've synced, but you won't be able to do it from Gmail and have it tracked in HubSpot. 

HubSpot CRM Contact detail view

Contacts and Communications

Contacts and Communications are the two major function headings you'll start with in HubSpot. Once your data is imported, HubSpot's interface resembles Insightly or Zendesk Sell's. All data pertaining to the view you're looking at is available, so if you're looking at a contact, then any directly related data, such as communications, documents, and notes, are visible. But so is all associated data, like the contact's company record, tasks you must complete for this contact, deals they're involved in, or outstanding trouble tickets if you're also using HubSpot's help desk system

You can add or modify any of those points directly from the contact record. You can also move it along in the pipeline, add a new deal or a new task, and send an email or make a call if you've got an attached phone system. Unlike importation, this process is easy to understand from the jump. The only niggle might be that if you create a separate record directly from the contact's detail view, like if you're adding the company record for the organization where the contact works, you'll be dropped into the company record screen when you're done. They all look alike, so it's easy to get a little lost here until you get the hang of it. 

Unlike Salesflare, HubSpot doesn't separate leads and contacts. Instead, every contact is assigned a deal stage indicator (New, Open, Unqualified, and a bunch more), and you'll indicate the contact's status that way. It's not quite as straightforward as separating leads from contacts and then moving them forward with a satisfying click, but then again, it saves you having to manage a separate screen. 

HubSpot CRM pipeline creation

Beneath Contacts, Company, and Activity Feed (see below), you'll see a Lists option. This is a nice feature that you can mirror in other CRMs, but HubSpot puts it front and center, which is handy. Lists make use of all the filters in your HubSpot database, including ones you're using by default and custom ones you created as you went along. Just select the filters that are important to you, and save them as a separate list. 

Under Communications, HubSpot has several options, including Chatflows, Snippets, and Templates. Chatflows refers to any conversations a customer or lead has had with a chatbot on your website, and it requires a plugin on your webserver to use. Snippets is a handy way to save oft-used blocks of text, such as common email responses or notes. Templates is where you'll create any email templates you need. The tools available from here are fairly basic, though. If you intend to use more advanced email templates, HubSpot's email marketing suite—available separately—has much better tools for this purpose. In a nice touch, you can integrate them with the CRM if you use both services. 

The handiest option under Communications, though, is Inbox. This has every communications channel you've synced with HubSpot (email, webchats, phone calls, etc.) sorted in one spot. You can sort through all of it here, and the list updates dynamically as new messages come in. You can sort based on customer channel, whether they're assigned or not, open or not, and several other filters. This is probably the best default screen for people who don't need to see a dashboard view immediately upon launching HubSpot.

HubSpot CRM inbox

Sales and Deals

Before you get into deals, it's best to edit your pipelines. You can do this from Settings or from the default Deals screen. HubSpot has a generic pipeline by default, but you can edit that and save different versions (or create an entirely new version). That's an important first step, as HubSpot places emphasis on organizing deals around your pipelines.

Another good area to hit prior to deals is your product library, provided you're at a high enough pricing tier to have the option. This is where you'll enter the list of products or services you're selling, and all associated data (SKU, unit or subscription price, margin, etc.). It's a good idea to have this entered prior to setting up deals, because you can use it during importing. That lets you sort products later when you're looking through deals. It'll also be mandatory for reporting if you've paid for that feature. 

The basic Deal view defaults to a list just like Contacts, but you can also opt to have it organized using a card-based kanban view, too. That's not only more attractive, but it's also interactive, so you can move deals forward in the pipeline just by dragging them. This is nice, but you'll find the same capabilities in most of our other contenders save the ones with stodgier interfaces, like Act!.

Both the card and list-based views let you modify the data you're shown, edit that data on the fly, and save whatever lists or views you'll need most often. That's good for long deals, deal packages, or deals across multiple pipelines. And, as with contacts or companies, you can filter particularly long lists or even enter new data filters as you go. 

HubSpot CRM Deals kanban view

Reports and Dashboards

Reporting and dashboarding are basically the same thing in HubSpot. You can select one of several canned reports HubSpot supplies by default, modify that report, and save it with another name. Unlike several of our smaller contenders, such as Pipedrive or Salesflare, HubSpot lets you create entirely customized reports from scratch. 

The custom report builder takes a little getting used to, but it's essentially a two-stage process. Stage one covers the basic data you're looking to access (Sales, Marketing, Service, and so on), and which subcategories you want (Contacts or Deals, for example, if your report is for Sales). Once that's selected, you move to a fairly intuitive report builder that lets you match the data fields you need in your dashboard to how you want that dashboard to look (a pie chart versus a bar chart, for instance). The dashboards aren't cutting-edge affairs from a visual aspect, but it's nice to create a completely customized report. 

What we missed, however, was a default dashboard view in a landing screen format. There's no such thing in HubSpot. By default, when you log out and log back in, you're dropped wherever you last left off. If you want to see dashboard data, you'll need to click over to Dashboards to see it. Assignments and tasks? That'll be in something called your Activity Feed under the Contacts menu. This shows exact activity, as well as upcoming meetings or emails that need to be sent. If you want to always be dropped into a specific screen upon login (like the dashboard screen), you can configure that in your user profile under Settings. 

HubSpot CRM Report selection and creation

Automation and Analytics

Automation and Analytics are advanced options in HubSpot, and you won't be able to access them without paying for the higher pricing tiers. Automation lets you create either sequences or workflows. Sequences revolve around chaining email autoresponders, so they happen either in a certain order or according to certain triggers. You can grab a default sequence and use it as-is, or modify it and save it for a custom use. You can also create a sequence from scratch. The builder is just a series of data entry boxes that ask for the type of communication, the trigger or response, and the order in which you need them to happen.

The workflow builder looks similar to sequences, except it's oriented toward tasks and notifications that face inward, rather than out toward customers. Managing an approval process, notifying sales reps about a new lead, and similar workflows can all be built out here, so they'll happen without intervention. Just like sequences, HubSpot has a library of default workflows already configured that you can use or modify, or you can create your own from scratch. Both look intuitive, but building either from scratch requires some time with the HubSpot user knowledgebase or the appropriate video in the HubSpot Academy series (all free). 

Analytics is a more advanced form of reporting and dashboarding, but again, only at the higher pricing tiers. Fortunately, if HubSpot CRM is all you need, then Analytics probably isn't a priority; it's heavily oriented toward marketing. Using it, you can track a variety of website visitor metrics and match that to all your other marketing channels, such as content, email, or events. It's presented with excellent graphics, and the reports are fully customizable. Again, though, unless you're integrating your marketing with your CRM, this won't be super useful. Plus, it's not something you'll be able to use right out of the box; you'll need some learning time. 

How to Buy HubSpot CRM

Unlike most CRMs that only offer a free trial, HubSpot has a free version, and it's surprisingly generous. Really, the only noticeable limits are the one-user account and lack of advanced features (namely teams, document storage, and website integration at the low end, and automations and analytics at the high end). An one-person shop probably won't need those, and what you get in the free version should more than suffice. 

Small shops will want the Starter tier. This is $45 per month for two users, though you can ratchet that up at about $23 per additional user. One of the differences here from the free version is support for the new Payments feature, which we couldn't test. This one lets you manage online payments, and see them in the CRM as data points. You've also got an SDK to integrate a phone system, and the ability to store documents in your HubSpot accounts. 

At the five-user level, you'll be eligible for the Professional tier, which will run you $450 per month, with any additional users costing around $90 each. This is where the more advanced stuff becomes available, such as support for different sales teams, the aforementioned analytics, customized reporting, forecasting, integrated video messaging, and product library. For an end-to-end CRM that rivals the features in our Editors' Choice winners, this is the tier where you want to start. 

Finally, there's an Enterprise tier for at least 10 users that'll run you $1200 per month, with additional users costing over $100 each. This contains all the goodies in the Professional tier plus some really advanced features, such as predictive analytics, artificial intelligence for conversation analytics, more granular permissions, and custom objects . 

Bottom line, HubSpot definitely isn't the cheapest CRM offering, but its free version is rich enough to be enticing for those just starting out. At more than $20 per user for the lowest-cost paid tier and over $100 for the highest, however, it's not nearly as price-competitive as Editors' Choice winner, Zoho CRM, for example. Even Zoho's tippy-top Ultimate tier only runs $52 per user per month, compared to HubSpot's $100. Zoho also has a deeper feature set than HubSpot, though the latter's capabilities at the higher tiers should satisfy most users. But where Zoho really beats HubSpot, aside from price, is its near-total customizability via its Canvas drag-and-drop interface editor, and a more mature and accessible artificial intelligence layer with Zia. HubSpot hasn't answered those features yet, though it may in the future. 

HubSpot custom Report builder

Full-Featured CRM With a Premium Price

Yes, HubSpot lags behind Zoho, as do most of the other CRMs we've tested (other than our two other Editors' Choice picks, Apptivo CRM Salesforce Sales Cloud Lightning Professional). Still, it's one of the top choices for one reason: It shines with medium-sized organizations that want to get up and running quickly. You'll probably need some help with importing large datasets and setting up a big user count. Plus, your users will need some basic training to understand how data moves around the system. But neither of those hurdles will take nearly as long to leap as they will with Salesforce and Zoho CRM. 

HubSpot customers can be up and running their CRM probably within a week or two of purchasing. Zoho CRM and Salesforce customers will have a much longer lead time. So, if fast and fairly easy is what you need, and a not-so-rock-bottom price isn't a blocker, HubSpot is definitely a platform to investigate. Double down on that if digital marketing and help desk are in your future, too.

Tue, 26 Jul 2022 12:00:00 -0500 en-au text/html
Killexams : UK Government signs procurement memo of understanding with Salesforce, but are more needed to prevent a cloud oligopoly?

The UK Government’s Crown Commercial Service (CCS) procurement body has signed a Memorandum of Understanding (MoU) with Salesforce to make it easier and cheaper for public sector organizations to buy from the supplier.

According to Philip Orumwense, Commercial Director and Chief Technology Procurement Officer at CCS:

The agreement will further ensure increased collaboration and aggregation of government and wider public sector spend to achieve increased automation, forecasting, reporting and customer engagement management tools.

The main items on the Salesforce MoU are:

  • A discount on licences (Salesforce, Mulesoft, Tableau & Slack) and services for eligible UK public sector bodies, including health bodies.
  • Free experimentation projects, so that eligible bodies can test and learn how Salesforce solutions can be used to meet their requirements.
  • Direct access to a panel of Salesforce’s SME implementation partners.
  • Discounted training and support.
  • A discounted trial of Salesforce’s Net Zero Cloud, supporting the UK government’s drive towards Net Zero.

Salesforce has a number of UK public sector customers, including the Health Service Executive, Department for Works & Pensions, various local authorities and CCS itself.

More MoUs

CCS has signed a number of such MoUs in exact years with cloud suppliers, including the likes of Oracle, Google and Microsoft. Oracle’s agreement was first signed as far back as 2012 with an updated  and expanded deal signed last year. At that time, Orumwense commented:

This enhanced Memorandum of Understanding will continue to deliver savings and benefits for new and existing public sector customers using Oracle's cloud based technologies. It will continue delivering value for money whilst supporting public sector customers' journey to the cloud.

Expanding the list of suppliers offering cloud services has become a political agenda item in the UK as legislators have queried the amount of business that has gone to Amazon Web Services (AWS). As of February last year, some £75 million of contracts had been awarded in the previous 12 months.

Lord Maude, who previously ran the UK Cabinet Office where he waged a war on excessively priced tech contracts and essentially began the MoU process in earnest as part of his reforms, was quoted as warning:

When it comes to hosting, we've regressed into allowing a small group, and one vendor, in particular, to dominate. If you take a view of the government as simply as a customer, it makes absolutely no sense for the government to be overly dependent on one supplier. No one would sensibly do that.

The Salesforce MoU looks well-timed as CCS recently launched a tender for a range of cloud services in a set of deals that could be worth up to £5 billion in total. Procurement notices have been issued under the G-Cloud 13 framework, covering cloud hosting, cloud software and cloud support, with a further lot for migration and set-up services to follow. Contracts can last for 3 years with an option to extend by a further year.

Eligible suppliers must be able to offer services in the following capabilities:

  • Planning - the provision of planning services to enable customers to move to cloud software and/or hosting services;
  • Setup and Migration- the provision of setup and migration services which involves the process of consolidating and transferring a collection of workloads. Workloads can include emails, files, calendars, document types, related metadata, instant messages, applications, user permissions, compound structure and linked components.
  • Security services - Maintain the confidentiality, integrity and availability of services and information, and protect services against threats.
  • Quality assurance and performance testing - Continuously ensure that a service does what it’s supposed to do to meet user needs efficiently and reliably.
  • Training
  • Ongoing support - Support user needs by providing help before, during and after service delivery.

My take

Having a wider range of potential providers operating under such MoUs is crucial for government to deliver value for taxpayers money.

Those of us who lived through the crusading days of Maude insisting that tech vendors - mostly large US systems houses and consultancies - come back to the negotiating table, tear up their existing contracts and start from scratch, have been dismayed, but not surprised, that the so-called ‘oligopoly’ simply had to sit it out and wait for a change of government/minister to get things back to ‘normal’.

There were successes that linger. The UK’s G-Cloud framework was a triumph when set up and continues to do good work. As an aside, and given this article has been triggered by a Salesforce announcement, I do remember talking to CEO Marc Benioff in London prior to the formal announcement of G-Cloud and how it would work.   

At the time there was a heavy push from certain quarters to make G-Cloud all about virtualization and private cloud rather than the public cloud push it was to become. I asked Benioff if he thought this was the right direction of travel and got a very firm rebuttal as he told me:

The UK government is way behind in this, and way too much into virtualization…Government needs to stop hiding behind the private cloud.

I was in good company - Benioff had been in at the Cabinet Office the previous day and given Maude the same message.  Thirteen years on, the Public Cloud First policy that was shaped later that year still stands, but progress hasn’t been made at the rate that was promised back in those heady launch days and which needs to be achieved.

In 2022, there’s the risk of a different sort of oligopoly, as the concern around AWS' grip on government contracts suggests - and not just in the UK -  but unfortunately there’s no sign of a Maude to take charge this time and bang the negotiating table.

Instead the Secretary of State with responsibility for digital thinks the internet has been around for ten years and retweets memes of politicians being stabbed. Meanwhile a putative, unelected new Prime Minster has just announced that she (somehow) intends to redesign the internet into adults-only and kid-friendly versions. Sigh. 

Mon, 01 Aug 2022 23:26:00 -0500 BRAINSUM en text/html
Killexams : Certinal is recognized as a “Representative Vendor” in the 2022 Gartner® Market Guide for Electronic Signature

Press release content from Business Wire. The AP news staff was not involved in its creation.

WILMINGTON, Del.--(BUSINESS WIRE)--Aug 1, 2022--

Certinal announces its inclusion in the 2022 Gartner “Market Guide for Electronic Signature ” report as a Representative Vendor. Whereas the Market Guide states that, “there are hundreds of electronic and digital signature providers globally, and increasingly there is little functional distinction between them.” Certinal was one of the 22 listed as “Representative Vendors,” which according to Gartner, “are most commonly mentioned in inquiry with global Gartner clients.”

Certinal has grabbed the attention of enterprise businesses with its full-service enterprise-grade digital signature solution, which includes SES, AES, and QES signature types, for over two decades through its association with the parent company Zycus. Certinal’s digital signature solution offers enterprise-grade security with a flexible and competitive pricing model of ‘High Volume, Low Price.’ In addition, Certinal aims to achieve maximum client satisfaction through its complex enterprise management, New Age UI and Cognitive Assistance.

“Certinal has been delivering the promise of being the most secure and globally compliant digital signature software time and again by delivering our solutions to leading large enterprises across the world and will continue to deliver our promises through our ever-evolving solutions,” said Certinal’s CEO, Aatish Dedhia .“We believe thatthe recognition from Gartner is an appreciation of our full-service enterprise-grade digital signature solution, motivating our leap towards becoming the most secure and customer-centric digital signature solution.

Certinal offers its customers a flexible and scalable model fit for large global enterprises which require seamless multi-region deployment. Some key benefits of adopting Certinal include

  • Industry-leading UI and UX: Certinal prides itself on having an easy-to-use and intuitive user interface that allows organizations to quickly adopt the solution and administrators enhanced visibility for better compliance and control.
  • Highest levels of Security: Certinal is the only player in the market with a TSP (trust service provider) agnostic hub built into the system. This allows higher levels of signer identification when required. The solution also supports MFA and AI checks for attached documents, which help it achieve the highest levels of global security standards.
  • Robust Workflows: Certinal not only allows modification of current workflows, but the system also allows modification of future workflow sequences. Combined with our state-of-the-art UI, enterprise-level visibility is now a breeze.
  • Global and Local compliance: Certinal provides real-time status updates and signed contracts and audit reports. Contract author details from CLM solutions, Salesforce, and other integration platforms are visible to signers and auditors. Comprehensive and detailed audit reports with tamper evidence and field-level audit to fulfill enhanced compliance needs.

Gartner Disclaimer:

Gartner, “Market Guide for Electronic Signature”, James Hoover, Tricia Phillips, 6 July 2022. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

About Certinal:

Certinal is a wholly owned subsidiary of Zycus, the pioneer in Cognitive Procurement with over 21 offices globally. A familiar name and market leader with years of experience managing critical contracts and agreements, Zycus boasts over 350+ enterprise clients including Fortune 1000 enterprise and deployments of procurement and sourcing suite of products. In addition, Digital Signing has always been a focus area for Zycus. Thus, Certinal was born to offer a best-in-class Digital Transaction Management solution that will be easy to use, 100% secure to deploy, and legally compliant in 70+ countries.

View source version on

CONTACT: Ankit Aggarwal

Associate Director, Marketing



SOURCE: Certinal

Copyright Business Wire 2022.

PUB: 08/01/2022 11:20 AM/DISC: 08/01/2022 11:22 AM

Mon, 01 Aug 2022 03:22:00 -0500 en text/html
Killexams : How MDA uses FinancialForce to capture the 'moment of truth' that drives results

In any job, it's always satisfying to know that your role is having an impact on how the organization performs. At a non-profit like the Muscular Dystrophy Association (MDA), there's the extra satisfaction of knowing that your efforts are helping to change people's lives. After making savings of $14 million in annual running costs in the past three years, Mike Kennedy, Chief Financial Officer of MDA, knows that extra money has gone into research and care for people with muscular dystrophy and other neuromuscular conditions, including facilitating clinical trials that have led to FDA approval for new drugs for the condition. He says:

I spent a big part of my career making other organizations or individuals wealthy. It's nice to say I can definitely feel for the last four years, I've dedicated those same efforts to impact this mission, which is actually helping so many people...

It's not just about saving $x million. I hope my $x million helped approve one of those FDA drugs, because that's where it's at. I didn't move a share price. I didn't provide somebody else a bigger bonus. Every dollar saved goes right down into helping all the people we serve.

Real-time business data

The four-year journey started with the implementation of FinancialForce as the non-profit organization's finance system, running alongside CRM apps from Salesforce, which also serves at the underlying technology platform for FinancialForce. Kennedy says:

Salesforce is more my operating system now, where my sales teams and my mission teams record everything they're doing, and then we see through dashboards are they progressing along? And then FinancialForce becomes the report card, general ledger, and a processing machine to do procurement and payables.

The purpose of bringing all the key information together in a single platform was to provide much better visibility of real-time business data. Kennedy explains:

With the speed of change today, you can no longer tolerate front- and back-offices, you have to have a single flow. You just need to be able to trust your information, to be able to use your information, and then to be able to guide your future strategy ...

What FinancialForce has been able to do for us is, I'm capturing all that information, whether it's revenue coming in, or it's expenses going out the door, at the point that we're making that decision. I have 'moment of truth' information ... I'm looking at the facts right from ten minutes ago.

Immediate impact

This is a huge contrast from the past, when the organization had to rely on financial reporting that was a month out-of-date by the time it was ready, and didn't have the same granularity that's now possible. He continues:

When I first got here that didn't exist. It was like you were waiting for 30 days to be told what you did 30 days ago, and you had no read on what was the likelihood that anything was going to improve.

Now I know what appointments are being made. I know what sponsors are connected. I know what stream they are in the stages of getting a sponsor — we have seven stages of cultivating a sponsor, and so depending on what stage they're in, I know exactly what the likelihood of that is going to mature this year, next year, or maybe not mature at all.

You truly start changing your fundraising team into a sales organization and you start driving your senior management to start connecting the strategy they wanted to the real activities that are going on, and are they driving them? Many times you find out, 'Hey, wait a minute, there's something going on here that's not according to our strategy.' Before it becomes something bigger, when you don't have information, we've already said, 'Where are you going here? That's not our strategy. Let's bring the focus back.'

Some of the most immediate changes came from being able to see revenues and costs for each of, at the time, 93 regional offices. For the first time, it became possible to see that some offices were spending more than they were bringing in, and take actions to either Strengthen fundraising or reduce costs. Kennedy also used the new system to centralize procurement for fundraising events, freeing up massive amounts of time each team had been spending on sourcing materials locally. Instead, teams use the cloud-based system to request what they need for the event, the central office orders the items from its preferred suppliers, and arranges delivery at the right time. This has also led to new contracts with suppliers to Strengthen pricing or service levels.

Effecting changes like these requires persistence, says Kennedy. It's important to watch out for people trying to introduce workarounds to keep doing things the way they're used to doing them. Top-level backing for the new program is essential. He adds:

You need your CEO and you need your board to have the faith that when it gets tough, when the complaining starts, that they're not going to back off. Because it's not easy to make that change. People's routines are changing.

Change in three stages

He believes that successfully bringing in this kind of change to an organization is a three-stage, two-year process. For the first six months after the new system goes in, it's crucial to keep it on track and be alert for often subtle resistance from people trying to slide back to how they've done things in the past. Ultimately, some may not be willing to stay and be a part of it. Then comes the second stage, when everyone's accepted that the new system is here to stay but they're still building confidence in how it works. The final stage is when they start to take ownership of it. Kennedy says:

Until the benefits start coming in, until my finance team start seeing the time savings they're getting and the the authority they now have in the organization — suddenly their pride factor goes way up, because they're a go-to organization now for facts, where before they were the last place to go to because they didn't have any facts that were going to help the organization ...

You get into that 10, 11, 12 months of that second phase. Now they're starting to see the benefits. And the last six months, you've gained apostles in the whole process. They're recommending changes. That's where I get to pull back, to try to get them to own the process.

The FinancialForce implementation was completed in time to go live in January 2019, after a seven-month build process. By 2020, people were engaged and starting to take ownership. Then COVID hit. Kennedy says:

I put the system in not knowing COVID is around the corner. But if I didn't have it, we'd be out of business. We literally had 60% of our revenue go away overnight, we had to go virtual instantly. I'm sitting here with a cloud-based system, everybody's able to work from home. I know exactly where to adjust my expenses.

Operating virtually

It was a challenging time, but the organization was able to trim its losses and bounce back strongly in 2021. One key factor was that it gave an opportunity to review spending on office occupancy, which resulted in a savings of $8 million a year on office rentals. Many existing offices dated back to the days of telethons, when there was an office next to every TV station. Pre-COVID, staff felt very attached to those offices, and there was a lot of resistance to closing them. That has now changed. He says:

Now quite frankly, they don't want to go back — especially the employees with small families, It became very productive for them to be able to manage the at-home life, and schools that at a moment's notice, saying 'Your kids are going home right now, in the middle of the day.' You're home working, and it's not so disruptive, where if you're an hour or an hour-and-a-half away commuting, what are you going to do when you get that call?

With a cloud-based system, MDA is able to operate virtually, and will only need office space from time to time, for example when the finance team needs to get together and go over the monthly or quarterly figures. He comments:

You can't do this unless you have that backbone, where, when I let everybody go virtual, I'm able to still rely on the information that's coming. I don't have to peer over the cubicle to make sure the information is right. I can see it, my team can see it, we can evaluate it. That's the backbone of everything we've done, having that platform of information.

At the same time, standardizing processes in Salesforce has meant that sales and mission staff are able to use their time more productively. New relationships with suppliers have produced other savings, totaling around $3 million annually. This is not just about driving down prices, says Kennedy. He gives the example of a conversation with MDA's T-shirt supplier, which yielded the information that restricting logos to three spots on the shirt would have a major cost impact. Sponsors were perfectly happy with this level of choice, while having a standard template reduced production costs. He comments:

They actually came up with the idea of how to drop our price. Now I have a partner.

Seeing the drivers

Improvements to FinancialForce reporting are adding a final crucial element, along with the combination of Salesforce with Tableau. MDA has previously used a third party for reporting but having it all integrated as one system is more in tune with Kennedy's single platform philosophy. He explains:

That allows me to marry up the operational data with the financial data, so that we get the view of the organization. You see what we're doing, and you see its impact, and then the results. It's important from the executive level team to understand that these activities that those team members are in charge of, how it connects directly to our results.

If I just tell somebody revenues are up or down, quite frankly, it doesn't mean anything. Revenue is a math, it's this times this is revenue. You have to get down to the drivers. What did you do to make that revenue number move?

That's what these systems of the dashboards, and the Tableau and FinancialForce reporting do, it gets you to the drivers ... If I start seeing the drivers of what the dashboards are telling me, what the individuals are doing, and how that's building up into a pyramid of their activities, now we're looking at real stuff. Now we're looking at things we can question and guide. It makes a world of difference, plus it brings a level of transparency.

All of this advances MDA's work, which has invested more than $1 billion in research in its 70 years of existence, and is now accelerating efforts with a program to help target clinical trials, along with its long-established series of free summer camps for kids in its community along with other care, advocacy and education initiatives. Kennedy concludes:

Ten years ago, there were no FDA approved drugs. And now we have the sixteenth one was approved just recently, which is altering people's lives. Now you're seeing people who had a very short pre-teen lifespan, graduating from college, going into industries, being productive members of society, because of this billion-plus that we were able to get to research, and the tools we've built.

Thu, 21 Jul 2022 12:00:00 -0500 BRAINSUM en text/html
Killexams : Dow up 525 points on gains in Microsoft, Salesforce Inc. stocks No result found, try new keyword!Shares of Microsoft and Salesforce Inc. are seeing positive momentum Wednesday afternoon, propelling the Dow Jones Industrial Average rally. The Dow was ... Wed, 27 Jul 2022 07:37:00 -0500 en-us text/html
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