Intro to Artificial Intelligencein Sales Cloud andSales Cloud Einstein

For our Partner Success CommunityApril 27, 2017

Kamilla KhaydarovSr. Manager, Product MarketingSalesforce

Erik LueSr. Manager, Product ManagementSalesforce

Forward-Looking Statements

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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 bedeemed 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 mostrecent 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.

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Agenda

• Salesforce and Artificial Intelligence

• Sales Cloud Einstein

• Sales Cloud Einstein demo

• Next steps

• Q&A

Everyone and every thing is connectedToo much data and not enough intelligence

Mainframe /Terminal

Client / Server

100Kmainframes

10MPCs

AI

IoT

Mobile

Social

Cloud

mobile phones

6B 75Bsmart things

For Most Businesses, AI is Too Complex

Data prep & integration at scale

Modeling & data science

Infrastructure

Context

Hidden complexity

What businesses want

The most comprehensive AI for CRM

Salesforce Einstein

Introducing

Machine Learning • Deep Learning • Predictive Analytics • NLP • Smart Data Discovery

World’s smartest CRM

Empowering Sales, Service, Marketing & IT

Everyone can build AI-powered apps fast

The World’s Smartest CRM

Sales Cloud EinsteinEinstein Lead Scoring

Einstein Opportunity Insights

Einstein Account Insights

Einstein Activity Capture

Service Cloud EinsteinRecommended Case Classification

Recommended Responses

Predictive Close Time

Commerce Cloud EinsteinProduct Recommendations

Predictive Sort

Commerce Insights

App Cloud EinsteinHeroku + PredictionIO

Predictive Vision Services

Predictive Sentiment Services

Analytics Cloud EinsteinPredictive Wave Apps

Smart Data Discovery

Automated Analytics & Storytelling

IoT Cloud EinsteinPredictive Device Scoring

Recommend Best Next Action

Automated IoT Rules Optimization

Community Cloud EinsteinRecommended Experts, Articles & Topics

Automated Service Escalation

Newsfeed Insights

Marketing Cloud Einstein

Predictive Scoring

Predictive Audiences

Automated Send-time Optimization

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Sales Cloud Einstein - Spring ’17Maximize sales with intelligence from lead to cash

Einstein Lead ScoringFocus on the highest value leads first

Einstein Opportunity InsightsSecure opportunities and reduce forecast risk

Einstein Account InsightsDiscover key business developments impacting your customers

Einstein Activity CaptureLog data automatically and spend more time selling

6 months of Lead data

Standard and custom

fields

How Einstein Lead Scoring Works

Score & Re-score leadshourly

Build the modelmonthly

Deliver predictive scores

Scoring equationLikelihood of Conversion

= 𝑓{lead fields}

Riley SchultzCOO

How Einstein Account Insights Works

Deliver insights

M&A Activity

Co. Expansion

Leadership Change

100K+ News Sources

Monitored Continuously

Refresh insightsEvery 4 hours

Build the model and update based on

customer feedback

Ex.: “M&A Activity Detected”

6 months of Email &

Calendar Data

All Oppty data

How Einstein Opportunity Insights Works

Model application4 times / day

Build the modelweekly

Deliver insights

Ex.: “Competitor was mentioned”

Predictions

Key Moments

Smart follow-ups

Historical Email &

Calendar Data

(Gmail or Office 365)

New data

How Einstein Activity Capture Works

Populated Activity Timeline

Automatic Association

Leads

Contacts

Accounts

Person Accounts

Opportunities

Crawl user data

Surface intelligence

Demonstration

Erik LueSenior Manager, Product Management

Salesforce

Who to Target

Find customers that...

● Don’t know the best leads to call first

● Lack insights needed to help close deals

● Not up to speed on news affecting their customers

● Spend too much time on data entry

GREAT FITS

Less qualified customers...● Are not on Enterprise Edition &

above

● Do not have Lightning enabled users

● Do not convert Leads to Opportunities or are not using Opportunities today

● Do not convert 20+ leads / month

● Do not have 1,000 leads created over last 6 months

● Not using Gmail or Office 365

THINGS TO CONSIDER

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More Partner Success Community webinarsDate Topic Where to Register

Thursday, May 11

8-8:30am PTApplying Artificial Intelligence to Key

Sales Processes

http://bit.ly/EinsteinSeriesThursday, May 25

8-8:30am PTImplementing Sales Cloud

Einstein: A Hands-on Walkthrough

of Setup

On Demand

Convert Leads Faster with Einstein

Lead Scoring

Reduce Forecast Risk with Einstein

Opportunity Insights

Add Every Email to Salesforce

Automatically with Einstein Activity

Capture

https://sfdc.co/EinsteinLeadScoring-CSCvideo

Next steps + Q&A

REACH OUT to your Salesforce rep for more information

DOWNLOADthe Einstein data sheets

31

bit.ly/EinsteinDS

CHECK OUTour NEW Sales Cloud

Einstein Trail(self-guided learning!)

2

bit.ly/SCEtrail

thank y u