Salesforce.com Partner Meetup - Atlanta -10/31/12

@partnerforce

Salesforce.com Partner Meetup - Atlanta The Future of Enterprise Apps

Ron Huddleston SVP, ISV & Channel Sales @Rhuddles1

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.

Salesforce.com Partner Meetup

Welcome and Program Overview

Building Apps with the Salesforce Platform

Break

Salesforce Platform Live Demo

Comity Designs – Scaling Your Business

Partner Panel – Advice for Getting Started

Our Mission: Cloud Computing Driver, Catalyst and Evangelist

Mainframe

Today 1960s

Client/Server

1980s

Enterprise Cloud Computing

Cloud, Mobile and Social are Revolutionizing Enterprise Apps

1960s Mainframe Computing

1970s Mini

Computing

1980s Client Server Computing

1990s Cloud

Computing

2000s Mobile

Computing

2010s Social

Revolution

x 10x 100x 1,000x 10,000x 100,000x

Social Business is Transforming Our Customers

Cloud • Mobile • Social

But Social Business Isn’t Possible Without Apps

Cloud • Mobile • Social

Our Customers are Asking for More Apps

But They Want Those Apps To Do More

Source: 2012 IDC “Worldwide Collabora7ve Applica7ons 2011-‐2015 Forecast

Social Networking

SCM Content Management Web

Conferencing

CRM BI ERP Office

Project Management

47% annual growth in spend

for social networking

Pandora Delivers Social Business with Apps

Social Profile: Music

Genome Project

Traditional Apps Keep Users and Information Siloed

Product Apps

Customer Apps

Employee Apps

Partner Apps

They Want Apps to Connect Across Their Business

Connected Products

Connected Customers

Connected Employees

Connected Partners

The Future of Enterprise Apps

The Right Marketplace

The Right Program

The Right Technology

RE-IMAGINATION OF NEARLY EVERYTHING* - POWERED BY NEW DEVICES + CONNECTIVITY + UI + BEAUTY

MARY MEEKER KLEINER PERKINS

Source: Internet Trends, D10 Conference, May 30, 2012

Today’s Apps Aren’t Built with Yesterday’s Platforms

Data silos Long implementation Painful integration

Deploy in hours Open APIs Instantly mobile & social

Social Drives a New Set of User Requirements

Collaboration Are you bringing information or people together in new ways?

Social UX Does your app prompt people to engage?

Network Effects Is your app more powerful as more people use it?

Mobility Can data be accessed anywhere, from any device?

Innovation Are you transforming your category/industry/niche?

And Key Elements of Best-in-Class Apps Are Clear

Interoperability Do you connect to other apps easily, push processes forward?

The Salesforce Platform Makes These New Apps Possible

Database.com

Force.com Heroku Site.com

App

Exc

hang

e

Chatter

Touch

ISV Business Services

Identity

Not Just About the App, the Customer Experience Across All Apps is Becoming Paramount

Platform Z

App

Platform X Platform Y

Customer Experience

X

Social Feed

Mobile UI

Upgrades

Licensing

App

Social Feed

Mobile UI

Upgrades

Licensing

App

Social Feed

Mobile UI

Upgrades

Licensing

Customer Experience

Y

Customer Experience

Z

Customers Are Asking for a Simplified Experience

Unified Customer Experience

App App App

Shared Data Across Apps

Mobile UI

Single Sign-On

Upgrades

Social Feed

Platform Z Platform X Platform Y

Future of a Social Business with Apps

Social Profile: Music

Genome Project



The Right Program


AppExchange Marketplace – Leading Cloud Ecosystem

1700+ Apps 1.4M Installs

$700M Revenue

70% of the Fortune 100 have installed an app

•  Security Review

•  Customer Reviews

•  Free Trials

•  Optimized for Mobile

•  AppExchange Checkout

Gain Instant Access to 100K+ Salesforce.com Customers

And List for Your Target Audience

Categories Collections Industry Solutions

Introducing AppExchange Checkout

A new channel for lightweight apps Turn-key billing Trial management

checkout



The Right Program


Our Partnership Model is Built on Shared Success

We Succeed When you Succeed

ü  Designated Account Managers

ü  PNR Pricing Model

ü  Embedded Distribution Model

ü Go-to-market Planning

With Resources to Ensure Success APP Academy

Tech Enablement & Roadmap Planning

Co-Marketing - #apptitude Campaign

Chatter Groups with Direct Sales

1100+ ISVs Already Finding Success with Our Program




Break




Stuart Bernstein ISV Technical Evangelist @stu_bermstein

Proven Market and Product Leader

Proven Leader Customer Success Trusted Platform

#1 PaaS for Developers #1 PaaS for Business Experts

#1 PaaS for ISVs

Leading Cloud Platform

1.6 Million+ apps

1 Million+ installs on AppExchange

All Major Certifications

56 Billion+ Transactions/Quarter

What Are You Building?

Custom Application CRM Extension

Need Screenshot + Logo

•  eSignature, Email Marketing etc.

•  Extending Salesforce CRM

•  Standard + Custom Objects

•  Accounting, supply chain, inventory etc.

•  No reliance on Salesforce CRM

•  Custom Objects

Who Are You Selling To?

New Users? Existing Salesforce Users?

•  Beneficial to CRM users

•  Typically across many industries

•  No dependence on CRM

•  Often targets vertical market

Native Architecture

•  Runs 100% on Force.com

•  Multitenant by design

•  Managed, scalable, secure services

•  Native app building blocks

•  Built-in distribution services

ISV Managed Package

Distribution Technologies

trials licensing upgrades support

workflow collaboration analytics apex

custom objects accounts contacts

Hybrid Architecture

ISV Managed Package

Distribution Technologies

trials licensing upgrades support

workflow collaboration analytics Apex

custom objects accounts contacts

Ope

n A

PIs

External Services

Data

Logic

Presentation

SOAP API Apex Web Services

Metadata API Bulk API

REST API Toolkits

Client Only Architecture

REST API Toolkits

Mobile External Apps Data ETL

SOAP API Apex Web Services

Metadata API

Bulk API

Integrate Any Cloud App with Salesforce Canvas

Salesforce Canvas Bring your app seamlessly into the Salesforce UI Leverage single sign-on

ISV Business Services Deep-Dive

How do I protect my intellectual property?

How do I manage upgrades and

versioning?

What about trials?

How will I market my app?

How will I provision new customers?

ISVs Have Specific Business Needs

ISV Business Services Are the Solution for Your Entire App Lifecycle

Plan

Partner Academy Success Manager

Technical Architects

Build

Heroku Force.com

Chatter Mobile Apps

Distribute Sell Support

AppExchange Branding

Trials Upgrades

World Class License Management

Provisioning

Subscriber Debugging Tools

Login As

Distribution Options

Your Company Website

Create a Seamless Customer Experience

•  Pre-configured trials

•  Easy distribution via AppExchange or your own website

•  Manage customer licenses

•  Know when someone installs your app

•  Seamless upgrades

•  Push bug fixes to subscribers

Provision Free Trials and Manage Licenses Customers ISV

Try out the app

Creates a Lead

Operations Sales

Manage licenses Create opportunities

Revenue recognition

= Buy licenses

Sign up for a trial

§  Package upgrades and patch bug fixes

§  Automatically deploy to subscribers

Package Upgrades

Support Your Customers

Debug Your Code

Building Your Brand into Your Application




Break







Break




Demo




Break




Dushyant Pandya Founder & CEO @comitydesigns In/dushyantpandya




Break




Brooke Foster ISV Regional Manager @brookefoster

Meet Our Partner Panel

Bob Morrell Co-Founder & CEO @Riskonnect

Scott Fanin VP of Consumer Services @GreenwayMedical

Roger Bottum VP Marketing @springcm

Tips for Success

1.  Join us at Cloudforce Atlanta tomorrow and visit the AppExchange Partner Program Pod on the expo floor

2.  Complete the follow-up survey to be entered

to win an iPad Mini ($350 value)

3.  Get to know your designated salesforce.com

ISV Account Executive

4.  Prepare your business plan and product

roadmap

5.  Check-out the AppExchange Partner Program

APP Academy in our Partner Portal

Unwind After Cloudforce Atlanta

What? Invite-‐only cocktail recepBon to network with our team and other partners to help fuel your success When? Tomorrow – Thursday, November 1 Where? STATS Atlanta (just one mile from Cloudforce) When? 5:30pm

THANK YOU

Documents

Salesforce.com Partner Meetup - Atlanta -10/31/12