Salesforce for Sales: Transform Your Business from Lead to Cash

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Salesforce for SalesTransform Sales from Lead to Cash

Trail blazer

Merinda Peppard, B2B Marketing Lead

@Peppard

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.

Forward-Looking Statements

in GDP impact by 2020

$389Bjobs created by 2020

2M

$8.32B FY17 revenue guidance

24Kglobal employees

50Bcustomer interactions per month

“Innovator of the Decade”— September 2016

Salesforce FY2017 revenue guidance provided August 31, 2016: "Revenue for Salesforce’s full fiscal year 2017 is projected to be in the range of $8.275 billion to $8.325 billion.”

IDC White Paper, sponsored by Salesforce, "The Salesforce Economy," August 2016

Together, We’re Building a Path Forward

The world’s most innovative companies

2011 • 2012 • 2013 2014 • 2015 • 2016

R

A Leader in the Gartner Magic Quadrant for SFA

Magic Quadrant for Sales Force Automation

August 2016; Analyst(s): Tad Travis, Ilona Hansen,

This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Salesforce.

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, and is used herein with permission. All rights reserved.

10 YEARS IN A ROW

Joanne Correia, Julian Poulter

The Salesforce Advantage

Multitenant cloud Fast innovation

Scalable metadata platform Rapid customization

Most trusted enterprise cloud Security | Availability | Performance

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Lightning Helps Sales Blaze New Trails

200+ New Lightning Features

700K+ Lightning Users

Too many charts

Experience • Builder • Ecosystem

1000+ Lightning Components

Sales

Be a Customer Trailblazer for Sales “With Salesforce, we are transforming the event industry.”

Matt Rosenburg Chief Revenue Officer

Drive innovation

Empower your team

Focus on customers

David Tinson SVP, Global Communications

Maria Belli Global Salesforce App Manager

86%

of buyers will pay more for a better

customer experience

Customer Experience is the New Battlefield

Timely, knowledgable, and helpful support

Knowledgable and personal sales reps

Fast turnaround on quotes, contracts, and approvals

Relevant marketing emails

Salesforce for Sales

Create Advocates

Close Deals

Grow Pipeline

Marketing Automation

Lead & Opportunity Management

Mobile Sales

Forecasting Quote-to-Cash

Custom Sales Apps

Sales Analytics & Predictive Intelligence

Cross-sell & Up-sell

Sales Data Collaboration & Partner Management

Transform sales from lead to cash

Transform Sales from Lead to Cash

Sell smarter with Einstein Intelligent scoring and insights

Sell faster with Lightning Productivity tools to maximize selling time

Sell the way you want with the Salesforce Platform Connect to your customer from any device

Sell Faster with Lightning

Sell Smarter with Einstein


Sell the Way You Want with the Salesforce Platform





Machine Learning • Deep Learning • Predictive Analytics • NLP • Smart Data Discovery

Sales intelligence from lead to cash

Sales Gets Smarter with Einstein

Discover

Lead, opportunity, and activity insights

Predict

Predictive lead scoring and smart lists

Recommend

Recommended follow-ups and next steps

Automate

Automated activity capture

Get Smart About Your Best Leads and Opportunities

lead conversion

+43%

Prioritize the best leads with intelligent scoring

Discover buying signals and get recommended next best actions

Predictive Lead Scoring Opportunity Insights

See important metrics in one place and take immediate action

Advanced analytics to align with marketing and improve campaign ROI

Wave for Sales Wave for B2B Marketing

Make Intelligent Decisions Faster with Analytics

Eliminate manual data entry Automatically log every email and event

Turn activity into insight Suggested tasks and metrics for coaching

Increase sales collaboration Activity sharing for visibility across your team

Sell smarter from anywhere Mobile and desktop apps

Sell Smarter with Salesforce InboxRelationship intelligence powered by Einstein

more time selling

+25%FPO

Thijs Bokkers

Principal Solution Engineer

DEMO 1





Two Thirdsof sales reps' time is spent not selling

Research leads

Build report

Switch systems

Update info

Sync calendar

Log emails

Reps Face Obstacles on the Path to Productivity

Lightning Takes Sales Productivity to New Heights

200+ New Features

Kanban

Lightning Voice

Global Actions

Docked Composer

Calendar All

Path

Empower reps with marketing automationEngage the Right Leads at the Right Moment

prospect engagement

+38%

Focus only on the hottest leads Automate lead score & lead pass from marketing

Reach out to prospects first Get real-time alerts when leads show interest

Personalize every interaction See engagement history for every lead & contact

Know which emails work best Track and report on email engagement

Run Your Business From Your PhoneMobile apps for every sales user

monthly active users1.5M

Inbox

Wave

Quip

Admin

Marketing

Partner Apps

Desk

Salesforce1

Custom Apps

Thijs Bokkers

Principal Solution Engineer

DEMO 2





Build the Best Sales Experience with Lightning

Build faster with Lightning App Builder Component-based, drag-and-drop framework for any device

Automate your sales process Visual workflow and approvals to close deals faster

Empower every user with 1,000+ Lightning Components Salesforce and partner components for every use case

Create sales apps people love with clicks, not code

Next-generation CPQ and billingAccelerate Deals with Seamless Quote-to-Cash

Close faster with Lightning Configure products, pricing and quotes to maximize cross-sell opportunities

Sell smarter at every stage Automate add-on orders, contracts and renewals

Close from anywhere Easily process invoices and orders from any device

Any sales process, one experience Customize quote-to-cash for how you sell

quote-to-order conversion

+29%

Boost Channel Sales with Partner Communities

Connect faster with Lightning Bolt Proven partner solutions you can roll out in days

Maximize channel performance Track channel sales directly in Salesforce

Empower partners everywhere Enable partners to close deals from any device

Close deals faster Rapid access to data, approvals and support

The leading platform for Partner Relationship Management

Build a Complete View of Your Customer

Connected sales and service on a single platform and experience

Grow sales with service data Access case history to know the right time to engage

Empower service agents to identify new opportunities and drive revenue Coordinate upsell and cross-sell opportunities

Increase adoption Seamless handoff and cross-functional visibility

3,000 AppExchange Apps to Drive Productivity

David Reynders

CTO, Merchant Capital

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Technology

Salesforce for Sales: Transform Your Business from Lead to Cash