Salesforce Spring ’19 New Feature Rundown

Salesforce Spring ’19 New Feature Rundown

Flowers blooming, winter chill slowly fading, hibernating bears awaking from their months-long slumber, and, most importantly, Salesforce updates! Spring 19’ is upon us, and with it comes a fresh batch of Salesforce updates that are sure to leave you feeling warm and fuzzy inside about your cloud CRM investment. In this article we venture through the updates that caught our attention from the Salesforce Spring 19 features, first frolicking through quick wins that you can implement in your org today before romping around the denser updates.

Quick Wins

Let’s swing into Spring 19’ with standalone updates we believe will be immediately useful to you.

Email Template Folders

Now you can organize your email templates into sub-folders. You were only allowed a main folder prior to this update. Quick note – you can only implement folder security via the Main folder. Giving access to the main folder also gives access to its sub-folders.

Salesforce Spring 19 feature- email


“Where is this used?” Button (Beta)

Find different metadata references to a field before editing it via the Where is this used button on the field definition page.

Salesforce Spring 19 Feature email beta


Pinned List Views

Set a default list view other than Recently Viewed! Simply click the pin icon next to the list view name to set it as your default view.

Salesforce Spring 19 feature Pinned List Views


Increased Data Storage

Minimum data storage has been increased from 1GB to 10GB. For orgs with fewer users, this will mean a substantial increase in data storage space.

Salesforce Spring 19 feature data


Sales Cadence

Sales Cadence is a High-Velocity Sales App feature enabling managers to specify a sequence of actions for salespeople to take when prospecting Leads/Contacts with a particular set of characteristics. Managers can manually add Prospects to a particular cadence, or Prospects can be automatically assigned to a cadence via Process Builder/Apex, ensuring adherence to best practices when selling to particular Prospect segments. Once prospects are added to a particular Sales Cadence, they are included in the H.V.S.A. Work Queue, where salespeople see what actions they should take on each Prospect in accordance with the logic configured in the Sales Cadence Builder.

Salesforce Spring 19 feature Sales Cadence Builder

Einstein Lead Scoring and Lightning Dialer Features in Salesforce Spring 19 Rundown

When combined with native features like Einstein Lead Scoring and Lightning Dialer, the High-Velocity Sales App is teeming with productivity-enhancing potential. As such, it is only available at an extra cost.

Pardot: Einstein Behavior Scoring

Salesforce Spring 19 feature Pardot: Einstein Behavior Scoring

Behold the advent of Einstein Account-Based Marketing! Spring 19’ brings us the first fruit of Salesforce’s Einstein-driven initiative to align Sales and Marketing in the form of Einstein Behavior Scoring (available for Pardot Advanced license holders), whose central benefit is A.I. powered contextualization of prospect marketing engagement (i.e. what email click-rate percentile a particular prospect is in). Though prospect engagement data was already trackable via Pardot scoring, Einstein Behavior Scoring removes the need for marketers to configure scoring rules governing what interactions increase engagement scores. When used in tandem with Einstein Lead Scoring (which provides the probability of lead conversion based on your org’s historical lead conversion data), salespeople can make extremely informed decisions about which prospects to prioritize.

Pardot: Einstein Behavior Scoring Salesforce spring 19 feature


Reports and Dashboards

The eyes and ears of your Salesforce org, Reports, and Dashboards have also undergone exciting rejuvenations in Spring 19’, the first of which is the addition of Joined Reports to Lightning Experience!

Salesforce Reports and Dashboard Spring 19 feature

Now you can utilize the Lightning Report Builder in the creation of joined reports, making them easier to use and read by end-users.

Conditional formatting has also sprung its way into Lightning Report Builder (as a beta feature). Color your reports to your heart’s content, making metrics of interest easily distinguishable.

Salesforce Spring 19 feature Conditional formatting

Lastly, you can now schedule reports to Groups or Roles. No longer must you replace/add a user from a report/dashboard subscription – simply assign them to the Group or Role configured in the schedule.

Lightning Scheduler

Salesforce Spring 19 feature Lightning Scheduler

Also sprouting from the Spring 19’ release is a native scheduling solution in the form of the new Lightning Scheduler. Create records specifying employee skills and availability, subsequently enabling your customers to schedule meetings with whoever is available at the time of their choosing. Now you can use a scheduling solution that will not only undergo constant innovation as a native part of the Lightning Platform but can also seamlessly hook into your existing workflow automation logic.

Flow Builder

Salesforce Spring 19 Feature Flow Builder

Out with the old Cloud Flow Designer and in with the new Flow Builder! Now you can build powerful automated processes without having to download Adobe Flash. In addition, a refined Toolbox panel replaces the Palette, Resources, and Explorer tabs, enabling easier management of data, logic, and action elements.

Honorable Mentions

While researching for and writing this article, very many productivity-enhancing ideas blossomed in my mind. I hope you’re relishing a similar feeling now. Thank you for reading – now spring forth and try implementing some of these new features in your new org. Let us know your thoughts below.

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Brion Schweers, Board Observer

Brion Schweers is a Senior Vice President of Product Management at Salesforce, currently managing the Revenue Cloud Solution Excellence team. During the past 30 years, Brion has assisted enterprises around the world in transforming their business by focusing on their Product-to-Cash processes. Prior to joining Salesforce Brion was VP & GM, CPQ at Apttus, VP, Sales & Success at A5 Consulting, served on the OAUG ConfigSIG Board and spent 15 years at Oracle in various roles related to their CX and CPQ products. Brion is also the executive Sponsor of Vetforce – Carolinas and is actively involved in the Salesforce Military program where he mentors Veterans and their spouses with actionable, personalized career advice.

Joseph Truhe, Board Member

Joseph Truhe has over 20 years of investing experience. Prior to joining Jefferson Capital in 2013 Joseph was a Portfolio Manager with Whitney Bank in New Orleans, Louisiana, where he oversaw the company’s Trust accounts and served as the Energy sector analyst for the Hancock Horizon Funds. Prior to Whitney, Joseph worked as an analyst and member of the investment committee at HFR Asset Management, a multi-billion dollar hedge fund platform in Chicago, Illinois. There, Joseph reviewed and maintained investment discretion over the firm’s Event Driven and Asia-focused hedge fund allocations. He was also responsible for the expansion of the firm’s Asia-focused fund offerings.  Joseph holds a BA in Economics from Yale University.

Steve Swartzman, Board Member

Steve Swartzman is a Principal and co-founder of CPC. Previously, as a co-founder of C3 Capital, he helped originate and manage over 35 investments, including national brands such as American Apparel, Traeger Grills, and Grunt Style. Steve’s chief focus remains consumer brands and e-commerce enablement businesses, and he currently serves on the boards of Grunt Style, Accel Clinical Research, Spoke Custom Products, Warne Scope Mounts, and New World Natural Brands.

Prior to C3, Steve structured and managed subordinated debt investments at KC Venture Group, and he spent 7 years as a Vice President with Citibank in New York, managing client relationships for emerging markets clients and structuring over $1 billion in complex trade financings. He is a past President of the Midwest chapter of the Small Business Investment Alliance, and he serves on the board of the International Center for Music at Park University in Kansas City.

Steve received a MBA from Columbia Business School and an AB in History and Literature from Harvard College.

He resides in Kansas City, where he was raised, with his wife Evelina and two sons, Harrison and Zandy. When he’s not working, his favorite activities are fishing, golfing, and eating.

Charles Scripps, Board Member

Chad has over ten years of experience investing in dynamic, growing businesses in diverse industries and geographies. His private equity experience includes HIG Capital, which has over $12B in capital under management, and AEA Investors, which manages over $3B of invested and committed capital. While at HIG and AEA, Chad led diligence, structuring, and financial analysis of potential and existing investments, and completed transactions in the industrial products and consumer services industries. Chad also has experience investing in the public equity markets, most notably as a Managing Director at Fox Point Capital, a $1B fund seeded by Julian Robertson of Tiger Management. He invested across a number of industries, including industrials, financials, technology, and consumer products, and led Fox Point’s international research. Prior to focusing his career on investing, Chad was a management consultant at McKinsey and Company, solving strategic problems for the world’s leading companies. Chad earned an MBA with Honors in Finance from the Wharton School at the University of Pennsylvania and a BS with Distinction in Chemical Engineering from the University of Wisconsin-Madison.

Lester F. Alexander II, Board Member

Les Alexander is a partner with Jefferson Capital Partners where he provides mezzanine and equity capital for growth and buyout transactions. Mr. Alexander is a member of the firm’s investment committee and serves on the board of directors of several portfolio companies where he is actively involved in strategic planning and corporate governance. Prior to joining Jefferson Capital, he worked at Advantage Capital Partners where he completed several portfolio company investments and served on the investment committee. Before becoming a private equity investor, Mr. Alexander served as president of Ferrara Fire Apparatus, Inc., a leading fire truck and emergency vehicle manufacturer. At Ferrara, he was responsible for managing a workforce of 450 employees producing over 300 vehicles annually for its domestic and international customers. As an investment banker for 15 years with such firms as Howard Weil, Southcoast Capital, and J.C. Bradford & Co., Mr. Alexander completed over 50 public offerings of debt and equity securities, private placements, and merger and acquisition transactions totaling more than $7 billion for public and private companies in a variety of industries. Mr. Alexander is an adjunct professor at Tulane University and Loyola University where he teaches graduate and undergraduate classes in investment banking, private equity & venture capital, advanced financial management, investments, and entrepreneurship. He is also the board president for Benjamin Franklin High School, a public charter school in New Orleans. Mr. Alexander is the former Chairman Finance of the Association for Corporate Growth (ACG) and served on the global Board of Directors. He is a founder of the Louisiana chapter of ACG and was a recipient of the ACG global Meritorious Service Award and the Louisiana chapter’s Outstanding Service Award. Mr. Alexander received his bachelor of science in Commerce from the University of Virginia in 1989 and his MBA from the University of North Carolina in 1993.

Patrick F. Healy, Board Member

Based in Kansas City, Mr. Healy is a co-founder of C3 Capital. He has been an active private equity investor since 1985 and was a co-founder of C3 Holdings in 1994. Prior to this time, he sponsored and structured equity investments in real estate. He gained extensive workout and restructuring experience as chair of the creditor’s committee of a $1 billion bankruptcy and from being called upon to rescue a publicly-traded company from a major fraud. Mr. Healy was a senior tax partner at Mayer Hoffman McCann, a regional CPA firm, for eleven years. He received a Bachelor of Science in Accounting from the University of Kansas.

Chris Waters, VP of Strategic Sales

As Vice President of Strategic Sales, Chris guides and influences all strategic sales activities at A5 , starting in presales activities, successful sales methodology, sales process, and continued revenue generation and expansion opportunities. Furthermore, he will provide oversight in strategic sales function for the company and develop strategic sales plans that will promote growth in sales and customer satisfaction. Chris has proven his commitment to sales leadership and organizational success through field leadership as National Sales Manager at Deluxe Corporation, Field Sales Manager within the Social / Analytics Cloud at Oracle, US Regional Manager for CPQ Major Accounts at Oracle and now as Vice President on Sr. Leadership Team at A5.

Keith Fox, GM Salesforce Canada

Keith Fox is a software and consulting veteran for the past 34 years. Keith started his career at EDS which was followed by 4-year stint offshore in Bermuda. Keith then returned to Canada where he held a number of progressive sales and technical positions with software companies such as Sybase, BEA, and Oracle. After his stint with Oracle, Keith founded Cloudware Connections, a premier Salesforce consulting partner. 11 years down the line, Cloudware was acquired by A5, and Keith joined as GM for Canada.

Tarun Sharma, Vice President Delivery

Tarun Sharma is Vice President Delivery at A5 and is responsible for customer success, project operations, recruitment, resource utilization, and sales operations functions for Oracle practice. As a business and technology leader Tarun helps businesses develop solution strategies to streamline the sales process and improve customer relations to drive revenues, profits, and build brand loyalty. Tarun has led customers through digital transformation journeys. He has commanded strategic and tactical initiatives to shorten sales cycles, increase deal values and productivity, improve brand awareness and help organizations become easier to do business with. He has helped customers modernize their sales enablement tools and present a single source of information to support an omni-channel sales approach. This includes global roll-out for multiple business units included multi-currency and multi-language. Tarun graduated from Texas A&M University with a Master’s degree in Industrial Engineering.

Adam Rosenfield, VP of Salesforce Practice

As Vice President of A5’s consulting practice – Adam is responsible for both strategic alliances with partners and expanded sales growth through the entire portfolio of A5 services. With over 20 years of Sr. level management consulting expertise – Adam has worn multiple hats in his career including practice development, sales, and client advisory. He has sold & delivered countless enterprise transformational initiatives creating a measurable competitive advantage for his customers. In addition to various technical software certifications, Adam holds an undergraduate and master’s degree in Accounting & Information Technology from the University of Texas at Austin and resides in El Paso Texas with his wife and 3 children.

PJ Alfrejd, CFO

As the CFO, PJ is responsible for all things financial at A5. With over 20 years of experience in financial leadership positions, PJ has worn all the hats required of a growing tech business. His extensive knowledge of the consulting industry, experience with M&A, and strength in operational finance is another catalyst to take A5 to the next level in its growth trajectory. PJ is a CPA with a BS in Accounting from the University of Illinois, Urbana-Champaign, and has held various finance leadership positions at Exodus/Savvis (acquired by Centurylink), Neohapsis (acquired by Cisco), and mFoundry (acquired by FIS).

Vinay Kruttiventi, President & CEO / Chairman of the Board

As the CEO of A5, Vinay plays an active role in all aspects of day-to-day business operations. He is also actively involved in establishing a strategy and vision for the company. As a true customer advocate with Salesforce and Oracle product development, Vinay is actively engaged in various industry user/special interest groups. Since founding the company in 2004, Vinay has grown the business into a leading Salesforce, and Oracle partner focused on multi-cloud transformations.

Vinay has successfully implemented and architected CPQ solutions and multi-cloud complex transformation projects for various Fortune 500 companies since 1996. He has a strong authority over industry, process, and technology in Configure-Price-Quote and ERP applications. Vinay graduated from Osmania University with a Bachelor of Engineering degree and JNTU (Jawaharlal Nehru Technical University) with a Master in Technology degree.