Putting the Pieces Together: Jigsaw

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Putting the Pieces Together: JigsawAdministratorsDavid Hughan: salesforce.comKyle Young: SAS 70 Solutions, Inc.Jason Paquette: Kaseya

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.

Before we get started, I need to make mention of our Safe Harbor statement and that you should not make any stock trading decisions based upon what you hear in our session today.2

How Many of You HaveData Quality Issues?


Who Has Stale Out-of-Date Data?


How are Stale Records ImpactingSales/Prospecting?


Who Has Incomplete Data?


How are Incomplete RecordsImpactingRetention?


How are Incomplete Records ImpactingGrowth?


AgendaWhat is Jigsaw?How Can Jigsaw Help You With Your Data?Jigsaw For Salesforce DemoIntroduction of Customer PanelQ&A

9A quick agenda:

I will speak to what Jigsaw is and how we can help with CRM dataWe will show a demo of our integrated product with SalesforceHear from our guest speakers and go into Q&A

What is Jigsaw?


Jigsaw: Business Data Powered by the CloudLargest, Most Accurate Database23 million+ B2B contacts

Crowd-sourced business data 1.4 million+ community members 36,000 new contacts per day

Real-time updates12,000+ contact updates per day by community

At Jigsaw, our vision is to transform the world of data using these same principles.

Today, we have one of the largest, most accurate business & contact databases availableover 23 million peopleAnd its sourced by our massive community of 1.4 million people who collectively add over 36,000 names every day.But they also keep it accurate as data changes, with over 12,000 updates to old records every day.11

The Crowd is More Precise

70% Direct Dial Numbers100% Complete Contacts10xMore TitlesNameTitleExt. 3415Director of MarketingViral MarketingInteractive MarketingSocial MediaCommunityDeptEmailPhoneAddress

beyond just being 100% complete everything you see on the business card Jigsaw has 70% direct dials in addition to the corporate switchboard # and we have 1.5M+ unique business titles No title classification or bucketing The exact title that shows on the business card All of this proves to be very powerful for prospecting and hygiene as well as a key differentiator for us in the market today12

And the Data Stays CleanAutomatically1.4 million + members300,000 updates/monthJigsaw CommunityNative App SharingData Quality Engine

Automated data processes1.2 Million updates/monthOpen APIs for enterprise app data sharing: 300,000 adds/month

Jigsaw has a massive community that is adding and updating our data file to the tune of 300,000 updates/month In addition to the community we have technologies built that are constantly monitoring the file for additional management tasks and finally we have native application sharing that allows data to be shared to the Jigsaw file seamlessly13

How does Jigsaw help drive great CRM data?Prospecting, Hygiene, Adoption & Control!

14So how does Jigsaw help drive great CRM data?

Specifically how does it impact prospecting, hygiene, adoption and control?

Good Data is the Lifeblood of Sales & MarketingCritical for ProspectingRequired for Customer Analysis

Marketing Lists

Sales RepsBusiness Cards

Web Forms

Good data is critical for every sales and marketing organization.Whether we get it by gathering business cards, buying lists, or through web forms, its critical for prospecting for new business and required for any customer analysis.

1Coe, John M. B2B Data Decay The Untold Story. Sales & Marketing Institute. 2002 http://www.b2bmarketing.com.



12 incorrect calls a day wastes 20+ hours a month

70% of CRM Data is out of Date within 12 MonthsFinding the Decision Maker is HardUnfortunately, Good Data is Hard to Find & Maintain


The Cloud Shows Us a Better Way to Manage DataxxxCrowd SourcedxxReal Time

No SoftwareReal-time UpdatesInstant data change notificationsFast, Low Cost50% of softwaredeployments in the cloud*

Millions of Contributors12,568,906 users made395,177,595 edits to20,676,516 articles

*Source: Shaugatuck Technology 2010 Cloud Business Solutions

Just as Wikipedia, Twitter, and even Salesforce has shown usthere is a better way to manage data

Jigsaw Data Cloud: The Leader of Crowd-Sourced Business Data

For Salesforce





The Sales Cloud eliminates all of that painful time wasting, so you can focus on selling. Its the worlds leading sales application.

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

Our new Chatter technology is at the heart of Sales Cloud 2, and it 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, opportunities and quotes.

And you can 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.

Jigsaw Data Services: Cleaning Data for Use Anywhere

Data Services

Jigsaw Data

3rd Party Data

Your Custom Data

Data WarehouseCRM

Custom Lists


Marketing Apps

19Perhaps however you are like most of our customers. You are excited to get Jigsaw into your CRM, but unfortunately you have lots of other data that exists in systems outside CRM.

If this is the case, then we have Data Services where we can use the Jigsaw Data Cloud to help clean any of your other data returning it to you for use in whatever system you prefer.

Turbo-charge Your Pipeline Live feed of 24 Million business contactsFind Influencers Faster32,000 contacts added daily by 1.4 million usersImprove Productivity with Clean DataContinuous checks for account & contact accuracyCrowd-sourcing provides higher quality data, that stays more accurate, at a lower costJigsaw for Salesforce: Automatically Clean Your CRM Data

Our most popular product is Jigsaw for Salesforce. Why is this so popular? Well delivering sales with clean business lead & contact data directly within their CRM means you get into accounts, and close them, faster.

A Sales application is only as useful as the customer information in it, and sales teams typically struggle to get and keep a single, up-to-date picture of valid customer and prospect data.

With Jigsaw