Starting a Successful ISV Business with Salesforce Tom Cannon Director, ISV Tech Evangelism, EMEA & APAC @tcann0n

Sarah Whitlock Senior Director, Productivity @partnerforce

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.

Who’s this session for?

Entrepreneurs

Established ISVs Systems Integrators

Salesforce Customers

Investors

Why should I build on the Salesforce1 Platform?

How will I make money?

How do I build it?

How will it affect my funding options?

How do I get started?

? What should I build?

How is it different?

How will you help me succeed?

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Why should I build on the Salesforce1 platform?

1999: Cloud Innovator

Today: Most Trusted Enterprise Cloud

1st Enterprise

PaaS 1st Enterprise

SaaS

1st Enterprise

AppExchange 1st

Enterprise Trust Site

Our Mission: Cloud Computing Driver, Catalyst and Evangelist

The Salesforce1 Platform is Different

Platform Distribution Program

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How is it different?

The Salesforce1 Platform is Different

Platform Distribution Program

The Fastest Path From Idea To App

Canvas APIs Mobile SDK & Dev. Packs

Multi-Language

IDE, Ant & Workbench

VisualForce & JavaScript

<js>

Your Innovation

Declarative Tools

Apex, SOSL & SOQL

Managed Packages

Get It Now Trials &

Provisioning AppExchange Lead & Usage Metrics

Customized Branding

Push& Pull Upgrades

License Management

Go To Market

Remote Support

Sharing, Audit &

Compliance

Customization & Localization

Work-flows & Scripts

Users, ID & Authentication

Dashboard & Report Builder

Enterprise Search

Core Capabilities

Mobile Social Objects & Communities

>99.9% <300ms

Reliability & Performance

Massively Scalable

Security Certified Multi-Tenant 3 Upgrades

per Year Backups

& DR

Infrastructure

Marketing Cloud Heroku 1

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How will you help me succeed?

Distribution Program Platform

The World’s Leading Enterprise App Marketplace

2,500 AppExchange Apps

Revenue for ISVs

$1.9B

2.6M AppExchange

Installs

APP Academy

• Plan • Build • Distribute • Market • Sell • Support

COMMUNITY | WEBINARS | SELF-PACED TRAINING | GUIDES | OFFICE HOURS | EVENTS

Learn more: p.force.com/join

APPEXCHANGE MARKETING PROGRAM (AMP)

4 WAYS TO ENGAGE THE APPEXCHANGE COMMUNITY - TURNKEY MARKETING OPPORTUNITIES

AppExchange Awareness

•  Featured Apps •  Newsletters Promos •  Direct E-mail •  Category Campaigns

Social Content

•  Success Videos •  App Mavericks •  Videos & Blogs •  Social Promotion

Influencer Engagement

•  Sales & Boot Camp Campaign

•  Community engagement •  Live networking events •  Social Campaigns

Demand Generation

•  Compelling Content •  Paid Media •  Form Completes •  Lead Sharing

Learn more: p.force.com/amp

Thought Leadership

Resources

Tools

Networking

salesforce.com/startups

We succeed when you succeed

The Team

Partner Account Executives Tech Evangelists

Solutions & GTM Managers Premier Support

Product Development Outsourcers

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How does it affect my funding options?

“Investments into enterprise software companies of all stripes are soaring. The amount of capital invested in these startups has already surged to over $5.4 billion in the first half of 2014.”

Jonathan Shieber, TechCrunch

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Salesforce Ventures Video: http://bit.ly/SFVenturesDF14

$2b+ Invested in AppExchange

Ecosystem

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What should I build?

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Enterprise Apps

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A fundamental need for better apps

driven by new expectations

Reimagining Business

Mobility

Analytical Insights

Community

Innovation

Interoperability Collaboration

ToDo

Review shifts and timesheets, report

status and schedules

•  Schedule shifts, ask for trades, report status

•  Clock in/out via phone or smart watch

Reimagining Workforce Management

SHIFTEXPERT By ClickSoftware

ToDo

Review shifts and timesheets, report

status and schedules

•  Make and record calls with Sales/Service Cloud integration

•  Enabling remote agents via tablets

CONTACTWORLD By NewVoiceMedia

Reimagining Call Centers

ToDo

Review shifts and timesheets, report

status and schedules

•  Predictive maintenance via sensor data

•  Get symptoms and recommended steps via smart phone or tablet

Reimagining Maintenance

PREDICTIVE MAINTENANCE

By Empolis

ToDo

Review shifts and timesheets, report

status and schedules

•  Make engineers more effective via heads-up display

•  Initiate Case, Access Repair History, Real Time Support & Problem Resolution via Smart Glasses

Reimagining Maintenance

SKYLIGHT By APX Labs

ToDo

Review shifts and timesheets, report

status and schedules

•  Engage brand and products with iBeacon technology

•  Deliver the right message on customer smartphone based on profile, buying intentions

Reimagining In-Store Customer Experience

NEOSPERIENCE ENGAGE By NeoSperience

ToDo

Review shifts and timesheets, report

status and schedules

•  Personalized and differentiated VIP experiences

•  Notification, location, photo ID, key client metrics via smart watch

Reimagining In-Store Customer Experience

PROXIMITY INSIGHT FOR RETAIL By Proximity Insight

ToDo

Reimagining Healthcare

eCareCompanion & eCareCoordinator By PHILIPS

Review shifts and

timesheets, report status

and schedules

•  Connect devices, patients & providers in real time

•  Collaborate & monitor 1000‘s of patients using connected devices

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How do I build it?

3 Types of App

ClickSoftware Fairsail Cameleon FinancialForce

Horizontal

Philips Veeva Kimble Hotel Ninjas

Vertical CRM Super-Chargers

Distribution Engine

CloudApps Evernote LinkedIn

Extending Our App Extending Our App & Our Platform

Extending Our Platform

Customer: Existing Salesforce Users

Customer: ANY User

Customer: ANY User

Native

Salesforce1 Platform APIs

Standard Objects

Custom Objects & Code

Salesforce1 Mobile

Communities

100% Built on Force.com

Composite

REST/SOAP APIs

Processing

Data Storage

Combination of Force.com and another platform

Salesforce1 Platform APIs

Standard Objects

Custom Objects & Code

Salesforce1 Mobile

Communities

Native Mobile Apps

REST/SOAP APIs

Processing

Data Storage

Write one app for each type; User downloads from respective app store

Salesforce1 Platform APIs

Standard Objects

Custom Objects & Code

Salesforce1 Mobile

Communities

Internet of Things

REST/SOAP APIs

Processing

Data Storage

Connect anything via our API

Salesforce1 Platform APIs

Standard Objects

Custom Objects & Code

Salesforce1 Mobile

Communities

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How will I make money?

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Sanu Desai, Silicon Valley Investment Banker

“A $1 Trillion Transfer of Wealth”

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Subscription Model • Per User Per Month • Billed annually • Predictable Revenue

Other models • Site-wide • Per Logon • Consumption

How will I make money?

$1.9bn Partner Revenue

$20bn Partner Revenue

App Store

$15k Per App

= 1,300,000

Apps

$760k Per App

= 2,500

Apps

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How do I get started?

Getting started

1.  Join the Partner Community - p.force.com/join 2.  Get started on the APP Academy 3.  Meet your AE & TE

Distribution Program Platform

15 years’ experience building an enterprise

cloud business

We succeed when you succeed

Focus on your innovation

Check out the new Partner Community

https://partners.salesforce.com

Connect with Partners in the Partner Zone The Westin Hotel, Market Street 2nd Floor – Metropolitan Ballroom INNOVATE with the leading technology •  Demos of new Salesforce technology CONNECT with members of the partner community •  Partner Community Theater •  Networking areas •  Welcome reception and daily lunch service GROW your business with resources •  70+ partner-specific sessions •  ‘Ask the Experts’ consultation stations

AppBash 2014 on Wednesday Night!

While you’re at Dreamforce Designing and building your app: • Building your First Salesforce App – Now! (watch the recording) • Lean Product Management for Salesforce ISVs – Tues 11am •  ISV Beginner's Guide to Building a Salesforce1 Mobile App - Tues 4pm • An ISVs Guide to Building Creative Apps, Next-Gen Apps – Weds 4pm

Salesforce for Startups: •  Meet Featured Startups •  Office Hours @DEVZONE •  Founders Forum Sessions – Mon-Weds @Westin St. Francis •  Fund Your App Business: The New Cloud Funding Model for Enterprise Apps – Mon 3pm •  Investing in Enterprise Startups: with Jeff Clavier, SoftTechVC – Tues 1pm

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