1.
#intalent
Disrupt Everything:
Use Data, Analytics, and Culture to Disrupt Where, Who, and How You Recruit
Ana Recio – SVP, Global Recruiting, Salesforce
Ernest Ng - Senior Director, Employee Success, Salesforce

2.
#intalent
Salesforce was built on a disruptive vision
New Technology Model New Business Model New Philanthropy Model
Trusted Multi-Tenant
Public Cloud
Subscription Service 1% Time
1% Equity
1% Product

3.
#intalent
And we never stop disrupting
CLOUD
1999
Born Cloud
SOCIAL MOBILE CONNECTED ANALYTICS
2009
Realized the feed
was the future and
pivoted
half our dev
resources
to create Chatter
2012-2013
Took everything we
did for the desktop
and made it run
perfectly and
natively in the
mobile world
2013
Accelerated
our ability
to help our
customers connect
with their customers
by acquiring
ExactTarget
2014
Launched Analytics
for the rest of us
with our new
Salesforce
Analytics Cloud

4.
#intalent
Today we are $5B company with 15,000 employees
FASTEST GROWING MOST INNOVATIVE BEST PLACE TO WORK
Of the world’s
top 10 largest enterprise
software companies
According
to Forbes magazine
According
to Fortune magazine

5.
#intalent
What does it take to innovate and grow? Engaged employees!
But bringing people in and keeping the happy is getting tougher by the day
SOURCE: Gallup “State of the Global Workforce” 2013.
230K
employees
in 142
countries
13% ENGAGED 24% ACTIVELY
DISENGAGED
63% DISENGAGED

6.
#intalent
Ready to get disruptive?

7.
#intalent
When seeking to disrupt, DATA is the differentiator!
Change people’s long standing beliefs and bring them around to new ways of thinking

8.
#intalent
Disrupting Recruiting
DISRUPT WHERE DISRUPT WHO DISRUPT HOW
Tech Location Strategy
AE Market Maps
AE Success Profile
Salesforce Ambassadors
Culture Playbook

9.
#intalent
Disrupt Where
Use data to change our technology leaders’ biases on location strategy
T: 6k
Pursued 6%
T: 32k
Pursued 9%
T: 5k
Pursued 11%
T: 28k
Pursued 3%
T: 7k
Pursued 2%
T: 9k
Pursued 4%
T: 10k
Pursued 5%
T: 2k
Pursued 2%
T: 87k
Pursued 23%

10.
#intalent
Disrupt Who
Addressable market/penetration to bust recruiter excuse “we’ve talked to everyone”

11.
#intalent
Disrupt Who
Use data to change our sales leaders’ biases on Account Executive hiring profile
Common traits of Top 100
- Monthly Close Cadence
- Storytelling Training
- CRM Power User
Software
Sales Only

12.
#intalent
Christian Scott
AVP – General Business Sales

13.
#intalent
Disrupt How
Integrate culture as core to recruiting the right people with Salesforce Ambassadors
Aloha Spirit
Passion
Customer Success
Evangelist
Disruptor
Teamwork
Innovation
Foundation
Trust

14.
#intalent
Disrupt How
Automate the flow of culture context to the new hire – don’t leave it to chance!
Pre-Arrival Week 1 First 30 Days First 90 Days
Vision and Goals Due
90 Day Survey
Our Culture Story
Corporate Pitch Training
Trust & Security Training
Employee Programs
Volunteer
Onboarding Essentials
Onboarding Checklist
Quick Start Guides
Where to Find Help
Learning the Lingo
Welcome to the Salesforce
Ohana
Top 3 Tips
to Get to Know Us
7 Ways to Feel
Like a Local Fast
85% open rate on New Hire Success Emails = 3X the standard open rate

15.
#intalent
Disrupt How
Engage employees to share your culture story with their networks = high referral rate
CASE STUDY
FORTUNE Best Companies to Work For list
announcement - Day 1 results
ü Dominated the socialsphere
ü 3.5M impressions on Twitter, FB, LI
ü 33% Share of Voice for tweets
about list – 4X more than #1 Google
and they have 4X the # employees
ü 330% increase in job board traffic
ü Highest applicant day ever

16.
#intalent
Putting all together to do really interesting things
Developing an early warning system for attrition and accurately forecast against it
EARLY WARNING
SYSTEM
AT T R I T I O N
HEAD COUNT
FORECASTS
RECRUITER
CAPACITY

17.
#intalent
Disrupting Recruiting
DISRUPT WHERE DISRUPT WHO DISRUPT HOW
Tech Location Strategy
AE Market Maps
AE Success Profile
Salesforce Ambassadors
Culture Playbook

18.
Thank you
#intalent