Sell Together, Win Together How Canada Life deliver Sales Excellence with Salesforce

David Greenall

E-Business Manager

Canada Life

Ben Taylor E-Business Development Consultant

Canada Life

Hosts:- Scott Ivell, Product Marketing Director, Salesforce

John McNamara, Principal Solution Engineer, Salesforce

 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.

Safe Harbor

 1. Opening (5m)

 2. Best Practices that Drive Sales Performance (10m)

 3. Canada Life’s Story (15m)

 4. Sales Cloud in Action (10m)

 4. Q&A & Wrap up (5m)

Agenda for Today

 - All Lines are Muted

 - Please ask questions using the Question feature in the Webinar tool

 - Q&A after the main presentation

Housekeeping

New Research: Sales Best Practices from High Performers

 Global Survey  2,300+ Sales Leaders

Top 15%: High Performers Keep up with changing customer expectations

Sales capabilities outstanding / very good

Growing sales teams over 12-18 months

NEW

4 Best Practices That Drive Sales Performance

High Performers Sell More

with Mobile

Analytics Use Soars Among

Top Teams

High Performers Are

High Tech

Teams That Sell Together,

Win Together

Teams That Sell Together, Win Together  High Performers are 3x More Likely to View Sales as Responsibility of Entire Company

High Performers

Moderate Performers

Underperformers

43%

19%

15%

28%

30%

20%Most of company

Entire company

Teams That Sell Together, Win Together  High Performers collaborate across company to connect with customers

Underperformers

High Performers

Partner/customer or

prospect collaboration

Omnichannel sales

interactions

Analytics and insights

Single view of the

customer

Self-service to live-sales

transition

12% 73%

14% 54%

14% 61%

11% 51%

12% 60%

6.0x

4.5x

5.0x

4.0x

4.7x

10% 20% 30% 60%40% 70%50% 80%

David Greenall

 E-Business Manager

 Canada Life

Ben Taylor E-Business Development Consultant

Canada Life

Important Information. This presentation is for consideration by professional advisers only and is not intended for communication to the general public. It is based on Canada Life’s understanding of applicable legislation as at July 2015 which may be altered and depends on the individual financial and other circumstances of the investor. It is not intended to be tax or investment advice.

Past performance is not a guide for the future. The value of units can fall as well as rise. Currency fluctuations can also affect performance.

Canada Life Limited, registered in England no. 973271. Registered office: Canada Life Place, Potters Bar, Hertfordshire EN6 5BA. Telephone: 08457 226 232 Fax: 01707 646088 www.canadalife.co.uk Member of the Association of British Insurers. Canada Life International Limited, registered in the Isle of Man no. 33178. Registered office: Canada Life House,

Isle of Man Business Park, Douglas, Isle of Man IM2 2QJ. Telephone: +44 (0) 1624 820200 Fax: +44 (0) 1624 820201 www.canadalifeint.com

Member of the Association of International Life Offices.

CLI Institutional Limited, registered in the Isle of Man no. 108017C. Registered office: Canada Life House,

Isle of Man Business Park, Douglas, Isle of Man IM2 2QJ. Telephone: +44 (0) 1624 820200 Fax: +44 (0) 1624 820201 Member of the Association of International Life Offices.

Canada Life Limited is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Canada Life International Limited and CLI Institutional Limited are Isle of Man registered companies authorised and regulated by the Isle of Man Insurance and Pensions Authority. Canada Life International Assurance Limited and Canada Life International Assurance (Ireland) DAC are authorised and regulated by the Central Bank of Ireland.

Our Salesforce Journey

WHY? HOW? WHO?

Engage Peers, Advocates & Partners

Leverage Your Salesforce Team

Give to Get: Share Success

Connect Dispersed Teams

Drive Performance Visibility

Improve Productivity

Foundation First, Complexity Later

Stay Agile

Build on Sales Cloud Best Practice

Our Solution:

Our Approach

“Brilliantly Simple”

Embed Existing Process

Use Best

Practice

Drive Adoption

Get Your Data Model Right

Metrics Drive Accountability

Our Advisers have the Right Content at the Right Time

Competitive Intel

Product Expertise

Related Topics

Insights from Groups

We Collaborate to Convert More Opportunities

Update and share opportunity details as a team

Guide reps according to sales stage

Design custom opportunity management processes

Complete pipeline visibility

Sales Love It! “Sales Cloud is being used for PRE- meeting preparation. It allows an account manager to quickly retrieve information concerning the last meeting, quotes and business and outstanding actions. In the past this would have involved searching through note books and scraps of paper.  It is saving time, and improving the quality of meetings.     In general, if SF was withdrawn tomorrow I feel that my team would miss it”

Next Steps:

•  Grow Collaboration Throughout Distribution. •  Expand Reporting. •  Reinforce Salesforce as the Single Version Of The Truth. •  Build Integration to the Back Office.

Demo

John McNamara, Principal Solutions Engineer, Salesforce

Questions

To ask a question, please use the question box on the Go To Webinar tool…

Grow Sales with the World’s #1 Sales App

Sell Smarter

Sell Faster

Sell from Anywhere

Find Out More?

http://sfdc.co/salesclouddemovideo salesforce.com/stateofsales

NEW

Free State of Sales 2015 Report Available Now

Find Out More?

•  Existing Salesforce customer? please follow up with your AE •  Visit www.salesforce.com/uk/sales-cloud

•  Email on its way with a link to this webinar recording or catch up at www.salesforce.com/uk/events/webinars

Thank you