Sales Performance Excellence Event: London

Sales Performance Excellence  London, UK  Wednesday 24th June 2015

#SalesforceExcellence

Welcome Gavin Mee, AVP Enterprise Sales, UK, Salesforce

#SalesforceExcellence

Safe Harbor  Safe harbor statement under the Private Securities Litigation Reform Act of 1995:  This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.

 The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

 Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

The New World of B2B Commerce Jeremy Waite

EMEA Head of Digital Strategy

Creating Customer Consensus  Stacey Smith

 Senior Director

 The Future of Sales Performance  William Moxley

 SVP Product Management

 Sales Performance Excellence - London Keynote Speakers

 Mick Hegarty  Director, Customer First Faculty

 Jeremy Waite EMEA Head of Digital Strategy

 Ian Turner  Director Sales

 Stacey Smith  Senior Director

Speaker Panel – Open Q&A Session  Sales Performance Excellence - London

12:30 - Registration & Lunch 13:30 – Welcome Gavin Mee, AVP Enterprise Sales, UK, Salesforce 13:35 - The New World of B2B Commerce – Salesforce Jeremy Waite, EMEA Head of Digital Strategy, Salesforce 14:15 - Creating Customer Consensus - Guiding Diverse Customer Stakeholders Through the Purchase - CEB Stacey Smith - Senior Director, CEB 15:00 - Break & Networking

  15:30 - The Business of Business is Improving The World

  Casey Allred, CEO Effect.Org

  15:40 – Customer Panel   Gavin Mee, AVP Enterprise Sales, UK, Salesforce

  16:15 - The Future of Sales Performance with Salesforce

  William Moxley, SVP Product Management, Salesforce

  16:55 - Wrap-up

  17:00 - Drinks & Canapés

Agenda  Sales Performance Excellence - London

Salesforce Ecosystem for Sales  Sales Performance Excellence - London

The New World of B2B Commerce @JeremyWaite EMEA Head of Digital Strategy Salesforce

#SalesforceExcellence

Digital Marketing Advantages: B2B v B2C?

Forrester: The New And Emerging World Of B2B Commerce, February 2014

“In the future Amazon.com-like B2C customer experiences will define the standard by which all B2B digital experiences will be measured. Moreover, B2B companies must prepare for a world where mobile is integral to the commerce journey of all B2B buyers.”

“The future of B2B will look like the present of B2C”

Forrester: The New And Emerging World Of B2B Commerce, February 2014

Business has only two functions ~

Peter Drucker

Marketing and Innovation

Pursuit of Happiness

Marketing is too important to be left to the marketing dept.

Fragmented ~ 1:Many ~ Untargeted Seamless ~ 1:1 ~ Journeys

77% of consumers don’t want a relationship with a brand?

HARVARD BUSINESS REVIEW

00:2200:22

“4 out of 5 CMOs anticipate a high level of complexity over the next 5 years ~ but

only 50% feel ready to handle it”.

IBM CMO Study

1.  Growing Profitable Revenue

2. Connecting with Customers

3. Competition in the Marketplace

Gartner CMO Spend Survey 2015

Journeys Contacts Content Channels Analytics Apps

Top 3 Marketing Challenges

of CEO’s say… 72% “#1 Priority is better understanding of individual customer needs.”

The Only Agile Omni-channel Platform for Engagement Mobile, Social, Cloud, Data Science

Enterprise Multi-Tenant Cloud for business and IT agility

A Single Omni-channel Platform for effortless journeys everywhere

Cloud Collaboration to harness crowd sourcing and social interactions of employees, customers, partners, and networks

Proven Technology Sales, Service, Marketing, Communities, Analytics, Apps

Complete CRM

Analytics Community Marketing Service Sales Apps

Trusted Multitenant Cloud

Scalable Metadata Platform

Customers Sales Reps Call Center Reps

Field Service

Order Operations Partners

Connected Products

#BigData Faster

Connected Customer

Social Listening

Industry Solutions

Open Ecosystem Orders Services Network Devices Billing

Accounts Assigned Products

75% Executives Ignore Data

PwC

“Your biggest problem is thinking that the current problem you are facing is the problem”. @TonyRobbins

“Companies are no longer competing

against each other. They are competing

against speed”.

YouTube’s 490 million users upload more video in 60 days than the three major U.S. tele

vision networks created in 60 years

“You can’t purchase loyalty”.

Frank Underwood

6 Ways to Grow Your B2B Brand

•  Advertising and politeness are the main levers to get customers.

•  Speak the truth in all your advertising.

•  Don’t focus on “trade” channels if you want to increase your wider influence.

•  Editorial content gets 10x more “eyes” than promotional content.

•  Respect the right to privacy.

•  Attention spans are short. Use big ideas and short sentences.

A 5% Increase in Customer loyalty is everything.

“To Sell “in Norwegian Translates as “Serle” which literally translates as “to serve”.

“Their preferred channel…”

Unnecessary service costs to online retailers due to channel escalation

are $22 million, on average.

Source: Forrester, Embrace Continuous Improvement To Power Customer Service Operations, 11.6.13

Build Relationships. Faster.

#BIGDATA

Volume Velocity Variety Veracity

5B Smartphones

by 2017 Customer Data

Purchase Data

500m+ Social Networks, Blogs

& Forums

Social Data 2.5

Quintillion bytes of data every day

Connected Data

00:05

Thank you

© 2015 CEB. All rights reserved

Creating Customer Consensus

Guiding Diverse Customer Stakeholders though the Purchase

Stacey Smith

#SalesforceExcellence

© 2015 CEB. All rights reserved

Thank You

ceburl.com/Salesforce15

The Business of Business Is Improving The World

#SalesforceExcellence

Salesforce Philanthropic Model

920K+ Service Hours

$85M+ Grants

25K+ Nonprofit Organizations

1% Time 1% Equity 1% Product

Sharethemodel.org

The Business of Business Is Improving The World Casey Allred, CEO Effect.Org

#SalesforceExcellence

Phase  2  

Watch  the  full  documentary    and  donate  now    

www.nepalrises.com  

Speaker Panel

#SalesforceExcellence

 Mick Hegarty  Director, Customer First Faculty

 Jeremy Waite EMEA Head of Digital Strategy

 Ian Turner  Director Sales

 Stacey Smith  Senior Director

Speaker Panel – Open Q&A Session  Sales Performance Excellence - London

The Future of Sales Performance William Moxley SVP Sales Cloud Product Management

#SalesforceExcellence

Safe Harbor  Safe harbor statement under the Private Securities Litigation Reform Act of 1995:  This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.

 The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

 Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

The Way Customers Buy Has Changed

CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014

57 % Through buying cycle before engaging with salesperson

Suspect Prospect Lead Opportunity Order Close

Are you delivering the right message? to the right person? at the right time?

Sales Force Automation is the Foundation for Improvement

Generate More Leads Grow Pipeline Increase Productivity Gain Business Insights

Sales Performance is the Fuel for Growth

Generate More Leads Grow Pipeline Increase Productivity Gain Business Insights

Easier prospecting Full customer insights Sales-ready leads Collaboration Recognition for success

Drive Sales Performance

Sell from Anywhere

Sell Smarter

Sell Faster

Drive Sales Performance

Sell from Anywhere

Sell Smarter

Sell Faster

Engage the Best Leads at the Moment of Interest  Marketing Automation

Create a better pipeline of quality leads

Contact the best leads using lead scoring

Give reps their own automated 1:1 marketer

Educate prospects better with lead nurturing

Boost Inside Sales Productivity with Salesforce Console for Sales  Sales Console

Get all your information on one customer data desktop

Get instant insights pushed to your screen

Deliver your apps and AppExchange apps into the console

Drive Sales Performance

Sell from Anywhere

Sell Smarter

Sell Faster

Salesforce1 Mobile App Sell from Anywhere on Any Device

All Your CRM

All Your Customizations

Productivity Apps

All Your Custom Apps

Notifications Platform

Action Bar

Stay productive on the go

Connect and collaborate anywhere Access CRM, custom apps, and AppExchange Apps Run your business on your phone

Salesforce1 Mobile App Manage Your Day Anywhere with Mobile Productivity Apps

Today Notes Events Tasks News

Drive Sales Performance

Sell from Anywhere

Sell Smarter

Sell Faster

Drive Sales Performance

Sell from Anywhere

Sell Smarter

Sell Faster

Wrap-up  Gavin Mee, AVP Enterprise Sales, UK, Salesforce

#SalesforceExcellence

Thank you