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Einstein & the Future of
AI on the Platform
Tim Long
Salesforce Customer Success Platform
Einstein
Lightningforce.com
HerokuAppExchange
Thunder
Sales Service Marketing AnalyticsCommunity Apps Commerce IoT
Predictive Analytics
Machine & Deep
Learning
NaturalLanguage
Processing & Generation
ThunderMultitenant
Infrastructure
Development Platform
AI PlatformServices
Applications
Email, Calendar & Social Data
CRM DataIoT Events
DataServices
Maximize sales with intelligence from lead to cash
+21%faster sales cycle times
DiscoverInsights about every lead, opportunity, and activity
Predict How you’ll hit your quota, every time
RecommendNext best steps to close deals faster
AutomateActivity capture so you can spend more time selling
Sales Cloud EinsteinIntroducing
`̀
Key capabilities in Winter ‘17
Predictive Lead ScoringConvert more leads faster
Opportunity InsightsMaximize every selling moment
Automated Activity CaptureBring the power of CRM to email and eliminate data entry
Pilot in Winter ‘17
Pilot in Winter ‘17
Beta in Winter ‘17
Predictive Scoring
Predict True Engagement
Score customers based on their predicted behavior
Understand Customer Behavior
Pinpoint patterns and trends that lead to success
and measure customer health
Take Action on the Data
Use scores to create targeted campaigns
Score Every Customer’s Likelihood to Engage
Predictive Audiences
Create Optimal Audiences with Predictive Scores
Predictive scores enable marketers to discover and
target segments who share common features, all
with one simple attribute
Increase Segment Fidelity
Use true indicators of customer behavior and intent,
to build and target audiences versus approximating
which attributes matter
Build Smart Segments Based on Predictive Scores
Automated Send Time Optimization (pilot)
Learn the Optimal Send Time
Discover when emails are likely to be opened and
clicked by every individual subscriber
Automatically Deliver at the Right Time
Use Email Studio to deliver messages to millions
of customers when each is most likely to engage
Earn the Top Spot in Every Customer’s Inbox
Predictive Content and Product Recommendations
Infer Customer Preferences
Build a profile of preferences for every customer
Create a “Segment of One”
Leverage preferences profile algorithms to
determine next best content for everyone
Automate across Channels
Seamlessly drag and drop into your campaigns
Deliver the Next Best Product, Offer or Content
Josh WeckesserDirector of Business Development, Xactly
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
This presentation and the accompanying oral presentation contain “forward-looking” statements that are based on our management’s current expectations and projections about
future events and trends that we believe may affect our business, financial condition, operating results and growth prospects. Forward-looking statements include all statements
other than statements of historical fact contained in this presentation, including information relating to future events or our future financial or operating performance, such as our
future product release dates. Forward-looking statements are subject to substantial risks, uncertainties and other factors. These factors, together with those that may be described in
greater detail in a registration statement (including a prospectus) that we may subsequently file with the Securities and Exchange Commission (“SEC”) for the transaction to which this
presentation relates, may cause our actual results, events, or circumstances to differ materially from those described in our forward-looking statements. You should not rely upon
forward-looking statements as predictions of future events. Our forward-looking statements relate only to events as of the date on which the statements are made. We undertake no
obligation to update any forward-looking statements to reflect events or circumstances after the date of this presentation or to reflect new information or the occurrence of
unanticipated events, except as required by law.
In addition to financial measures prepared in accordance with generally accepted accounting principles in the United States (“U.S. GAAP”), this presentation includes certain non-
GAAP financial measures. We believe that these non-GAAP financial measures are useful as a supplement in evaluating our ongoing operational performance and enhancing an overall
understanding of our past financial performance. The non-GAAP financial measures included in this presentation should not be considered in isolation from, or as a substitute for,
financial information prepared in accordance with U.S. GAAP. A reconciliation between each non-GAAP financial measure and its nearest GAAP equivalent is included at the end of
this presentation.
We are an “emerging growth company” as defined under the Securities Act of 1933, as amended (the “Act”). This presentation and the accompanying oral presentation are intended
to qualify as communications permitted pursuant to Section 5(d) of the Act. We may file a registration statement (including a prospectus) under the Act with the SEC for the
transaction to which this communication relates. In the event we conduct an offering, before you invest you should read the prospectus in the registration statement and other
documents we file with the SEC for more complete information about us and the offering. When available, you may get these documents for free by visiting EDGAR on the SEC
website at http://www.sec.gov.
SAFE HARBOR
15
Josh WeckesserDirector of Business Development Strategic Alliances
Xactly Corporation
@joshweckesser
www.xactlycorp.com
LinkedIn | Facebook | Twitter
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
Xactly’s vision is to change the world of incentive compensation.For more information, visit www.xactlycorp.com
©2016 Xactly Corporation. All rights reserved.
Leading provider of cloud-based incentive compensation solutions for employee and sales performance management
Company founded in 2005
870 customers worldwide*
More than 425 employees
Locations in San Jose, Denver, Washington D.C., UK, and India
Company Overview
*As of January 31, 2016
©2016 Xactly Corporation. All rights reserved. 18©2016 Xactly Corporation. All rights reserved.
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 19
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 20
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
Instant visibility into goals and incentives
Xactly gives reps the information they really want.
©2015 Xactly Corporation. Proprietary and confidential. All rights reserved.
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 22
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 23
Xactly Gmail Incentive Estimator
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 24
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 25
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 26
Xactly Incentive Estimator for CPQ
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 27
Best of Breed Lead to Cash
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 28
Sales Intelligence
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 29
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 30
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
This presentation and the accompanying oral presentation contain “forward-looking” statements that are based on our management’s current expectations and projections about
future events and trends that we believe may affect our business, financial condition, operating results and growth prospects. Forward-looking statements include all statements
other than statements of historical fact contained in this presentation, including information relating to future events or our future financial or operating performance, such as our
future product release dates. Forward-looking statements are subject to substantial risks, uncertainties and other factors. These factors, together with those that may be described in
greater detail in a registration statement (including a prospectus) that we may subsequently file with the Securities and Exchange Commission (“SEC”) for the transaction to which this
presentation relates, may cause our actual results, events, or circumstances to differ materially from those described in our forward-looking statements. You should not rely upon
forward-looking statements as predictions of future events. Our forward-looking statements relate only to events as of the date on which the statements are made. We undertake no
obligation to update any forward-looking statements to reflect events or circumstances after the date of this presentation or to reflect new information or the occurrence of
unanticipated events, except as required by law.
In addition to financial measures prepared in accordance with generally accepted accounting principles in the United States (“U.S. GAAP”), this presentation includes certain non-
GAAP financial measures. We believe that these non-GAAP financial measures are useful as a supplement in evaluating our ongoing operational performance and enhancing an overall
understanding of our past financial performance. The non-GAAP financial measures included in this presentation should not be considered in isolation from, or as a substitute for,
financial information prepared in accordance with U.S. GAAP. A reconciliation between each non-GAAP financial measure and its nearest GAAP equivalent is included at the end of
this presentation.
We are an “emerging growth company” as defined under the Securities Act of 1933, as amended (the “Act”). This presentation and the accompanying oral presentation are intended
to qualify as communications permitted pursuant to Section 5(d) of the Act. We may file a registration statement (including a prospectus) under the Act with the SEC for the
transaction to which this communication relates. In the event we conduct an offering, before you invest you should read the prospectus in the registration statement and other
documents we file with the SEC for more complete information about us and the offering. When available, you may get these documents for free by visiting EDGAR on the SEC
website at http://www.sec.gov.
SAFE HARBOR
Xactly Big Data PlatformMBOs
Compensation Benchmarks
Quota Coaching
Analytics
11©2016 Xactly Corporation. All rights reserved.
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
PayrollCeridian, ADP, Paychex
MobileReal-time Visibility for Reps
Xactly Insights™Benchmarks & Best Practices
32
BENCHMARKS AND INSIGHTS DERIVED FROM RICH
DATA SOURCES
©2016 Xactly Corporation. All rights reserved.
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 33
In golf, a caddy (or caddie) is the person who carries a player's bag and clubs, and gives insightful advice and moral support. A good caddy is aware of the challenges and obstacles of the golf course being played, along with the best strategy in playing it.
Introducing: Salesforce App CloudBuild connected apps fast
Tailormade for Your Unique ProcessesRun all your apps on a connected, trusted platform
Speed and AgilityEvery employee can build fast with clicks or code
Complete Enterprise EcosystemBest place to learn, build, buy, and sell apps
FORCE HEROKU ENTERPRISE THUNDER
AppExchange Trailhead
Shared Identity & Data Model Integration Shield
`
ConnectedDriver
ConnectedExecutive
Precision Media
Connected Farmer
ConnectedShopper
ConnectedFamilies ConnectedP
atients
Connected Fan
Expectations are elevated – by both employees & customersConnected. Seamless. Personalized.
What is the Technology Experience in Your Organization?
Slow to buildHard to integrate Disconnected data model
ERPOn Prem
Ops
Billing DB
HR Apps
ITMobile
SCM
Leading Companies Run Apps for Every Department
Human Resources
Employee Collaboration
Employee Intranet
Recruiting & Stock Plans
Recruiting
Healthy Workplace
Employee Intranet
60 HR Apps + Intranet
Employee Intranet
Operations
Asset Management
Product Lifecycle Management
Inventory Management
Field Services
Field Services
Field Inspections
Brand Auditing
Marketing & e-commerce
Website(Europe)
Mobile Commerce
Franchise Websites
Website
Deliveries
Budgeting
Marketing Collaboration
Franchise Management
Event Management
With Pre-Built Apps, Companies Can Go Even FasterAppExchange is the #1 Business App Marketplace
Customized for Salesforce
Trusted and Secure
Reviewed by Peers
Over 2,800 apps 3 million installs
Now Business and IT Can Innovate Together. Faster.
Develop, package and instantly deploy apps
Access rich APIs and frameworks
Code in your favorite language: Ruby, Java, Apex
Add fields, design layouts, and manage users with clicks, not code
Point-and-click workflow & business logic
Drag-and-drop reports and dashboards
Program for Advanced Functionality Configuration for Rapid Development
Salesforce App Cloud is Your Fastest Path From Idea to App
Idea
Idea
Legacy App Dev 6-12 Months
App
Build App withmodern frameworks Connected Desktop and
Mobile Apps
install complex software
build app
make it mobile &
social
build & test security
buy & setup hardware
define user access
setup reporting &
analytics
55 %
+
Fasterdeployment
37 %
+
Increasein sales 45 %
+
Customersatisfaction
43 %
+
MarketingROI
45 %
+
Customerretention
Engaging With Customers Delivers Success
Source: Salesforce Customer Relationship Survey conducted March 2015 - May 2015, by an independent third-party, Confirmit Inc., on 4,600+ customers randomly selected. Response sizes per question vary.
Average Percentage Improvements Reported by Salesforce Customers
Extending the Power of the Platform
40+Lightning Components on AppExchange
3 Billion+Transactions/ Day
5.5 Million+Applications
100,000+ Trailhead Badges
2,800+AppExchange Apps
2,300,000+Salesforce Developers
“Can you export this to Excel?” = manual, error prone, point-in-time snapshot
Needed a better way for the sales rep and manager to collaborate and review/update quotas
Integration with SAP actuals
The Problem: Revenue Forecasting The Solution:
Built needed functionality fully within SFDC
Can be reviewed through the Forecast Grid or standard dashboards /reports.
Leverage workflow rules & alerts, approval processes & all other SFDC automations.
The Solution
One place to enter all types of orders
Consistent look and feel across platforms, browser and mobile
Full integration with ERP system
Approvals and workflows to automate the entire process
Various objects and for each order type
Different page layouts
Difficult reporting
Needed a simpler way
The Problem: Custom Ordering & Billing
Little to no visibility into Consignment Inventory
Production needed to know demand
Reps need to know what is sitting on the shelf
The Problem: Inventory Reconciliation The Solution
Custom simple interface
Same look and feel across platforms, browser and mobile
Approvals & workflow to automate the process
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 49
SalesService
Marketing
CommunityApps
Analytics
Customers
48 %+
Faster Resolution Time
43 %+
Increased Partner Sales 46 %-
Less Time Finding Experts
Resellers Employees
Connect
Faster
Connect
Smarter
Connect to
Business
2,700+ Partner Apps
Open Ecosystem
WorkflowData &
Objects Identity
Fast App Dev & Customization
AnalyticsCollaborationMobile UI
Scalable Metadata Platform
Trusted Multitenant Cloud
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