Disrupt or Be Disrupted: Success in Media and Entertainment

Disrupt or Be Disrupted: Success in Media and Entertainment

Steve Sobel Global Lead, Media & Entertainment [email protected]

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.

Global Leader in Media & Entertainment Driven by customer success across B2B and B2C media

 Sports and Entertainment  Publishing

 Business Information  Agencies and Advertising  New Media

 Broadcasting and Film

Rapid Revolution in Content Delivery Models

Print Broadcast

Cable

Physical M&E/ Digital Infancy

Digital/OTT Revolution

*OTT = Over-the-top

Digital/OTT Revolution Driving Need for MyMedia

Demand for MyMedia

Contextual Drop in ad revenue

Push toward Consumer

Proactive

Anytime, anywhere

Explosion in ad channels

Rise in direct-to-consumer

While Creating Tremendous Revenue Pressures

TV Ecosystem is Finally Fraying Analyst Says in Downgrade of Big Media Stocks

Suddenly, Plenty of Options

for Cord Cutters

Radio Revenues Dip in First Half

Media Stocks Tank As Analyst Declares,

‘The World Has Changed Too Much’

Media Stocks Sink As Analyst Portrays Murky Future

Media Stocks Hit with a Bundle of Trouble

Companies Have Different Paths To Growth

Optimized Ad Sales

Direct-to- consumer Content

Aggregration OTT

New Channels

Partners as Revenue Channel

One Imperative: Precision Media & Entertainment

Marketing data

Loyalty data Call Center data

Third party data Billing data

Consumption data

1 to 1 Smart Everywhere

IT agility for innovation around precision

Precise content journey

Precise subscription & ad sales journey

? Systems of Record

But Companies Have Invested in Systems of Record Focused on internal operations, not engagement

Internal Focus Content Delivery – Content Management – Infrastructure

Yield Traffic HR Data Warehouse ERP CMS

? Companies Need a System of Engagement

Walker Information, Customers2020 Report

Systems of Record Yield Traffic HR Data Warehouse ERP CMS

Systems of Engagement Mobile Cloud Social

Data Science

Powerful Solutions for Media Precision

Customer Success Platform for Media & Entertainment Cloud Mobile Social Data Science

?

Marketing Resource Management

Media Subscriber Management

EngageMe

NextGen Ad Sales

Precise Monetization Innovation Precise Content

Drive business agility with IT agility

Personalize content journey everywhere Personalize & simplify

subscription journey Super-charge ad sales reps

Marketing Resource Management

Unlock Legacy Data Integrated CMS, ERP, EDW, DMP, traffic, yield management

Engage in New Ways Agile platform to deploy legacy data by building consumer & employee apps

Meet New Market Demands Fast Pre-integrated apps across billing, ad ops, aggregation, catalogs & subscriptions

Drive rapid innovation with IT agility


NextGen Ad Sales

Sell From Anywhere Real-time access to inventory & complex product bundle

Sell Smarter Real-time brand, agency, and media collaboration, opportunity insight

Sell Faster Complete CRM integrated with ad operations & ad inventory data

Super-charge sales reps, drive ad sales


Smart

Everywhere

Usage data Relationship data

Real-time insight Advertising data

Social data Audience data

Time Inc UK is a Precision Enterprise

1 to 1

Unique content tailored to consumer interests

Predictive content, offers, and recommendations

Anywhere, anytime, any channel relationships

Mark McCartney Commercial Operations Director

EngageME

Personalize Content Unique content, offers, & community suggestions triggered by profile, behavior, analytics

Deliver Simple Journeys Everywhere Omni-channel platform for consistent journey across devices

Engage Via Any Content Type Complete CRM integrated with content, ad, & event management system

Personalize & simplify content journey everywhere


Media Subscriber Management

Personalize Subscription Journey 1:1 offers driven by 360o consumer profile, behavior, & analytics

Simplify Journey Everywhere Single omni-channel platform powered by cloud, social, & mobile

Monetize Journey Complete CRM integrated with billing, payment, & eCommerce systems

Personalized & simple subscription journeys


Smart

Everywhere

Inventory data Yield management data

Real-time agency data Traffic data

Relationship data Advertiser data

1 to 1

Financial Times is a Precision Enterprise

Drive quicker cycles with enhanced insights

Real-time agency, brand, media collaboration

#1 app for access to inventory and complex bundle info

Robert Shilston Director of Engineering

thank y u

Technology

Disrupt or Be Disrupted: Success in Media and Entertainment