Opportunities Ahead for Consulting Partners: Grow Your Business

  • View

  • Download

Embed Size (px)


As a salesforce.com consulting partner, what investment decisions should you be making to grow your cloud computing business? This session puts you right in front of our business development gurus, who'll share their thoughts on what lies ahead for cloud computing and examine the relevant business opportunities that exist for the salesforce.com partner ecosystem. Bring your questions! We've got answers.

Text of Opportunities Ahead for Consulting Partners: Grow Your Business

PowerPoint Presentation

Opportunities Ahead for Consulting Partners Grow Your Salesforce.com BusinessPartner Success TrackSales Cloud: Robert KraynakService Cloud: Mike MilburnCustom Cloud:Tom DivittorioCollaboration Cloud:Matt OConnor

Safe HarborSafe 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 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, 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 intellectual property and other litigation, risks associated with 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 ended January 31, 2010. This documents and others 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 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.2Agenda SlideOverviewYour Opportunity for Each CloudPanel DiscussionSummary3Robert KraynakDirectorCustomer Centric Engineeringsalesforce.com4

Real-timeAccounts & Contacts

Real-time Partner Management

Real-timeMarketing & Leads

Real-timeOpportunities & Quotes

Real-time Analytics

Real-time Clean Data

Sales Cloud Overview

Real-time Email & Calendaring

The Sales Cloud 2 is the worlds leading sales application.

It makes sales people more productive by putting all the tools they need to sell in one place.

Chatter is at the heart of Sales Cloud 2, and pushes real-time updates to you so you dont waste valuable time searching for the info you need.

The Sales Cloud includes all your core sales information with accounts, contacts, leads and opportunities.

You can even supplement your account and contact data with our latest edition to the Sales Cloud family, Jigsaw. Jigsaw will help you find more leads and clean your contact data in real-time.

You can also work seamlessly with your favorite email and calendaring app, whether its outlook, gmail, or lotus notes. No more duplicating work in two systems.

The Sales Cloud also has easy-to-use analytical tools built in to help you analyze your performance in real-time. The Sales Cloud helps you focus your efforts on the things that will move the needle the most

Plus, you can access the Sales Cloud from anywhere any browser, desktop, laptop, or mobile device. Like the iphone, iPad, Blackberry or Android device.

Lastly, the Sales Cloud runs on our Force.com platform, which lets you customize and extend the Sales Cloud to work the way your business works.Customer Master & Territory MgmtCustomer MasterMDMJigsawAll CRM instances get account and contact data no more fake data. Salesforce is instantly usableJigsaw cleans and augments your data. Largest B2B contact databaseJigsaw for Salesforce makes prospecting for new leads/contacts easyTerritory MgmtWhen? How?Custom TM solutionCustom assignment engineImpacts, considerationsVolumes

Real-time Clean Data

6QuotingReal-time QuotesGenerate sales quotes easily in real-timeAutomatically populate customers quote with the right deal informationUpdate customers opportunity from the quote with the click of a buttonCustom workflow and approval processesReal-time reports and dashboards

Quotes Template EditorDrag-and-drop fields, tables and other elements onto your templateCreate multiple quote PDF templatesBrand with your customers logoRich text area supportRepeating header and footerAbility to preview the templateActivate and deactivate templatesField alignment1 or 2 column settings

Real-timeOpportunities & Quotes

7PRMLead ManagementDeal RegistrationSalesforce 2 Salesforce

Real-time Partner Management

8Mike MilburnSenior DirectorVerticals and Specialtiessalesforce.com9The Opportunity with the Service Cloud

Service Cloud is Salesforce.com's fastest growing product line, and our clear second curve in CRM. Every department is integrated into Service Cloud's momentum! Marc Benioff, Chairman & CEOSalesforce Leads the Market with Service Cloud 2Customer SuccessProduct InnovationLeader

3 Releases a Year

Market Leadership~13,000 Service Cloud CustomersMagic Quadrantfor Customer ServiceCall Centers

87,000+ Salesforce.com Customers-13,000+ Service Cloud Customers74,000+Our Customer Base Is Our Greatest ResourceOpportunitiesHelping ~ 13,000 Service Organizations Move to the Cloud

95%Will Continue to Use Salesforce93%Would Recommend to Others75%Have Already RecommendedSource: Independent third party, MarketTools Inc. survey conducted June 2009 across 6,000 customers.


Those 9,000 customers come in all sizes, from small businesses like Saveology.com or Enterasys, who have a small number of employees but want to use the same applications as the enterprises out there.

Or the large enterprises themselves, TD Ameritrade, Qualcomm, and Comcast, also trust us for customer service & support applications.

And one of the things that were most proud of is that these customers are incredibly happy with our service.

According to independent 3rd party surveys that we conduct every few months:

94% will continue to use Salesforce92% would recommend usAnd 77% have already recommended Salesforce to a colleague

Transition:Why is that?

Source: Salesforce.com Relationship survey conducted in Dec. 2008, by an independent supplier MarketTools Inc. Sample size for continue to use = 3220, recommend to others = 3215, and already recommended = 2483, WW respondents, randomly selected. Success rate reflects respondents indicating Definitely will or Probably will continue to use salesforce.com. Would recommend to a Colleague reflects respondents indicating Definitely will or Probably will.)

13What we need our Consulting Partners to do !Know the Service Cloud Message and StatisticsKnow the types of Service that existKnow the industry terms and lexiconsKnow the competition

14Tom DivittorioDirector Platformsalesforce.com15Based on 3rd party analyst estimates

2009$144+B$16+BInfrastructureSoftwareCRMWhy Should I Care About Platform? Does anyone know approximately how large the CRM market is? Anyone care to take a guess at the market for infrastructure software?Defining Platform As A ServicePlatform As A - ServiceAPaaSInfrastructure As A ServiceAn APaaS is provided completely as a service, with no traditional software license, and is often charged for on a metered or utility basis.Servers As A ServiceSource: Gartner Competitive Landscape: Platform As A Service, Worldwide, 201017PaaS can take your customers furtherChangeRewardOn Premise DevelopmentIaaSAPaaSThe emerging PaaS market will almost certainly cannibalize this market(IAAS) to an extent, taking some share from on-premises software, and posing a threat to the business models of incumbent megavendors. Source: Gartner Competitive Landscape: Platform As A Service, Worldwide, 2010Force.com is leading the APaaS Market

Salesforce.com is the vendor with the highest profile at the moment, with its Force.com platform

The market is growing at an extremely fast rate (well in excess of 100% for the last two years)

Source: Gartner Competitive Landscape: Platform As A Service, Worldwide, 2010Force.com: Lower Cost, Faster, Higher QualityCompared to Java and .NET

Cost the cost$560K average savings per appSpeed5x faster overall2.5x faster integrationQuality97% reduction in downtime60% fewer help desk calls2009 IDC Study

IDC just completed a study of 10 Force.com customers and found that on average, developing on Force.com was:less than the cost of on-premise Java or .NET, with an average savings of over $500K per appbetween 4.2 and 6.7 times faster with much lower developer resources needed to build an app, andmuch higher quality than on-premise apps, with 97% less annual downtime and 60% fewer support calls to the IT helpdesk

2009 IDC study of 10 customers in 7 industries & 3 geos; avg. 2.5 custom apps &