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ADAM SELIGMAN VP, DEVELOPER RELATIONS SALESFORCE.COM @ADAMSE
THE ENTERPRISE OPPORTUNITY
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.
A Fundamental Need for
Better Apps
A New Set of User Requirements
The Proliferation of App Ec systems
An Inve$tment Community Looking to Place Bets
The Enterprise App Revolution is Here
2009 2012
2:20 :40
Innovative Companies are Adopting Apps
60% of Fast Company’s 50 Most Innovative
Companies are Using the AppExchange
70% of the Fortune 100 Have Installed an AppExchange App
Partners Large and Small are Building Big Businesses
4 of the Top Ten Most Popular Apps Come From Companies with Less
than 25 Employees
The #1 Installed App = 12 Employees
Project Management
4 Employees
Secured Kelly Services & NBC as Customers within 90 Days
Data management
13 Employees
$8M Run Rate & Growing
Document Management
25 Employees
3000+ customers including P&G, Medtronic & Hilton
Top AppExchange Search Terms
Surveys
SMB Apps
Chatter
Recruiting Inventory Management
Invoicing
Calendar
Dashboards
Skype
Event Management gmail
mapping
quickbooks
outlook
google facebook
Project management
Top Customer Requested Apps
CRM 1. Surveys 2. Campaign mgmt 3. Email response mgmt 4. Sales performance mgmt 5. Mobile sales mgmt 6. Lead mgmt 7. Event mgmt 8. Competitive intelligence 9. Customer chat 10. Incentive mgmt
BACK OFFICE 1. Data integration tools 2. Data cleansing 3. Invoice mgmt 4. Demand planning 5. Product lifecycle mgmt 6. Supply chain mgmt 7. Business intelligence 8. Big data mgmt 9. Purchase order & expense mgmt 10. Project mgmt
Alex Lai Manager, Sales Systems
What is today about?
CHARLES WARREN SVP, PRODUCT DESIGN SALESFORCE.COM
RETHINKING THE ENTERPRISE: APPS VS. APPLICATIONS
MARCUS GOSLING SENIOR DIRECTOR, USER EXPERIENCE WORK.COM (RYPPLE)
Build. Measure. Learn.
Lean Startup in the Enterprise
If You REMEMBER ONE THING
It Should Be
REID CARLBERG PRINCIPAL DEVELOPER EVANGELIST SALESFORCE.COM @REIDCARLBERG
THE fastest PATH FROM IDEA TO APP
A New Set of User Requirements
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Tablestakes
Leverage
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Innovate
innovate
Bring something new to the table
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Build on quality
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Build on quality
Global data centers • Disaster recovery 60+ Billion transactions/quarter
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Harness Multi-tenancy
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Harness Multi-tenancy
Upgrades 3x/year • Always up to date • Automatic
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
focus on domain expertise
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
focus on domain expertise
Declarative development • Point & click data modeling Work!ow • Approvals • Validation rules
Automatic REST & SOAP APIs • Search • Analytics
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
optimize with code
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
optimize with code
Custom user interface • Custom business logic Any language on Heroku • Any external app with Canvas
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Know your users
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Know your users
Robust identity management • Deeply integrated Customer con"gurable
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Secure everything
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Secure everything
Apps • Objects • Records • Fields Private Data • Role Based or Manual Sharing
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Activate collaboration
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Activate collaboration
User pro"les • Feeds • Groups • Files Approvals • Tasks • Polls
External users
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Drive mobile engagement
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Drive mobile engagement
Touch SDKs • iOS • Android • HTML5 Enterprise container • App management
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Deliver customer success
INFRASTRUCTURE application TOUCH SOCIAL BUSINESS
Deliver customer success
Marketplace • Licensing • Billing • Support • Upgrades
10%
10%
21%
10% 9%
40%Apps by
Category
CRM Extensions
Service Marketing
IT & Admin
Collaboration
Other
See more apps: www.appexchange.com
See more technology: www.developerforce.com
Get Started
DAVID HECHT FOUNDER CLOUDAMP BLAKELY GRAHAM CO-FOUNDER BRACKET LABS
FROM GARAGE TO GLORY
JEREMY ROCHE PRESIDENT & CEO FINANCIALFORCE.COM
STACEY EPSTEIN VP, MARKETING SERVICEMAX
SARA VARNI SR. DIRECTOR, APPEXCHANGE SALESFORCE.COM @SARAVARNIBRIGHT
The Proliferation of App Ec systems
Our Panel
MODERATOR Sara Varni Sr. Director, AppExchange Salesforce.com
Blakely Graham Co-Founder Bracket Labs
Stacey Epstein VP, Marketing
ServiceMax
David Hecht Founder
CloudAmp
Jeremy Roche President & CEO
FinancialForce.com
Jeremy Roche • President & CEO, FinancialForce.com
Stacey Epstein • VP of Marketing, ServiceMax
Blakely Graham • Co-Founder, Bracket Labs
David Hecht • Founder, CloudAmp
Our Panel
MODERATOR Sara Varni Sr. Director, AppExchange Salesforce.com
Blakely Graham Co-Founder Bracket Labs
Stacey Epstein VP, Marketing
ServiceMax
David Hecht Founder
CloudAmp
Jeremy Roche President & CEO
FinancialForce.com
LEYLA SEKA VP, APPEXCHANGE SALESFORCE.COM @LEYLASEKA
5 SECRETS: HOW TO BECOME AN OVERNIGHT APP SENSATION
1,700+ APPS
20,000+ CUSTOMER REVIEWS
1,600,000+ INSTALLS
2009 2007 2008 2006 2010 2011 2012
26K 88K 259K 462K 734K 1M 1.6M
These are CUSTOMER installs.
= 1 customer = 100,000+ subscribers
1,700
Apps
$700M Partner Revenue
717,000
Apps
$5B Partner Revenue
$7,000 Per App
$400,000 Per App
What has made our top apps SUCCESSFUL?
Soft Launch Free Pilots Act on Feedback
Identify In!uencers Encourage Reviews Seed the Community
#2 DON’T
KEEP IT A
SECRET
Clean Value Prop Crisp Demo Killer Content
Be Responsive Frictionless Trials Over-Communicate
User Groups Events DeveloperForce
#ENTERPRISE APPS: VC REPORT
ASHMEET SIDANA GENERAL PARTNER FOUNDATION CAPITAL JOHN O’FARRELL GENERAL PARTNER ANDREESSEN HOROWITZ
BRIAN JACOBS GENERAL PARTNER EMERGENCE CAPITAL
PAT GRADY PARTNER SEQUOIA CAPITAL
ANTHONY HA WRITER TECHCRUNCH
An Inve$tment Community Looking to Place Bets
Our Panel
MODERATOR Anthony Ha Writer TechCrunch
Ashmeet Sidana General Partner
Foundation Capital
Pat Grady Partner
Sequoia Capital
Brian Jacobs General Partner
Emergence Capital
John O’Farrell General Partner
Andreessen Horowitz
THANK YOU!
See moRe apps: www.appexchange.com
Get technology: www.developerforce.com
Become a PARTNER:
www.salesforce.com/partners