Salesforce on Salesforce

Optimising your high performance team

Matt Loop VP Commercial Sales, Australia & New Zealand

Philip Cleary Director, Sales Productivity APAC

Diana Terry Principal Sales Engineer

Your Optimisers…..

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 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.

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functionality for our service, 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, risks associated with 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 ended

January 31, 2012. This document and others are available on the SEC Filings section of the Investor Information section of our Web site.

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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.

Agenda

Day in the life of a Salesforce User in Salesforce.com

– On my way to work

– In my team meeting

– Preparing for customer meeting

– Heading to customer

Sales Productivity

– Social transformation

– Certification

– Tools

Salesforce Accelerates Productivity & Revenues

Global Sales Success

Productivity improved by 34%

Win rates are up 25 to 50%

New hire ramp time decreases by 50%

Planning tools drives sales alignment

Global Account Collaboration across

geographies & groups

We’ve never seen better tools and programs

designed and delivered for sales in my career.

Top Performing Account Executive

iPad Powered

Sales Force

Social Enterprise

Sales Process

Social Collaboration

2008 2009 2010 2011

We’re continually transforming

Demo – iPad I’m on my way to work

Running My Team Meeting

In the office and its time for my team meeting

Sales Manager Guide Book

Top sales manager reports

1. “Clean your room”

2. Territory leader boards

3. Forecasting

4. Deal reviews

5. Customers for Life

How are my guys performing?

Emails

Meetings

App logins

Customer Outreach

Pipe Created

Pipe By Product

Win rates

Closed business

Industry sales

Cloud sales

Activities Pipeline Revenue

I need to get across all my team’s top deals

Demo – Laptop Running My Team Meeting

Preparing for Customer Meeting

Before my customer meeting I get prepped

Demo – iPad On my way to the customer meeting

Sales Productivity

Philip Cleary

Director Sales Productivity APAC

We Drive Revenue & Customer Success

Lead Development

SR / EBR

Referral Partners

Inside Sales

VSB/SB

MM/GB

Field

Sales

Industry & Commercial

Global Accounts

Customer Success

Services & Support

Consulting Partners

Technical Sales Engineering

Sales Productivity & Operations

Programs & Tools are tailored by role

On-boarding

Training plans

Community

Communications

Views in the app

Subscriptions

Sales kits

Calendar

Individual sales people received

tools in their “language”

Account

Executives

Sales

Engineers

Sales

Reps

Enterprise

Business Reps

Sales

Managers

Demo – iPad

Future of Software

Fan the Block

Manage, Share, Build

Real-Time Cloud

Cloud 2 Social

Enterprise

A young company goes through many transformations

Certification drives this transformation

All sales trained and certified

on Social Enterprise Selling

Phase 2

Certification

Phase 1

Self-Pace

Learning

Phase 3

Hands On

Workshops

Global results from global approach

2,500 people aligned in

teams in 20+ cities

globally over 60 days

Innovate ideas onsite in 2-

day workshops & post

results on Chatter

Share final output –

everyone learns from

everyone else

Sales leadership are empowered act on these results

1. Certification App for scores

2. Report & Dashboard kit

3. Community to share best practices

4. Coaching guide

All Sales & Training assets in one mobile place

Demo – iPad

In 2012, Our Social Enterprise Transformation Continues

SE1K Program

and Training

SE1K

Accounts

WW Executive

Sponsors

Sales Support

SWAT Team

Customer

Interaction &

Validation

Social Enterprise

Sales Certification

Step 1:

Social Enterprise

Video Series and Quiz

Step 2:

Manager Training

Step 3:

Discovery and Exec

Engagement Training

Step 4:

Social Enterprise

Certification Panel

Demo – iPad: Cert Game App

Lessons learned throughout the journey

Develop programs with sales leaders

Give reps tools to prepare

Teach them something new

Use our own technology

Go mobile

Empower sales leaders to certify

Drive everything to the app

Measuring progress gets it done

Community to share best practices

This is a call to action

Start using the Apps

– Chatter for iPad

– Salesforce Viewer

– Mobile Dashboards

Set up Chatter Groups

– With your Teams

– With your Customers

Salesforce Messenger

– GA with Summer ‘12

Thank you

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