salesforce1 world tour, new york city keynote with marc benioff...

THOMSON REUTERS STREETEVENTS

EDITED TRANSCRIPTCRM - Salesforce1 World Tour, New York City Keynote with Marc Benioff,Chairman & CEO

EVENT DATE/TIME: JANUARY 08, 2014 / 6:00PM GMT

THOMSON REUTERS STREETEVENTS | www.streetevents.com | Contact Us

©2014 Thomson Reuters. All rights reserved. Republication or redistribution of Thomson Reuters content, including by framing or similar means, is prohibitedwithout the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and itsaffiliated companies.

http://www.streetevents.com

http://www010.streetevents.com/contact.asp

C O R P O R A T E P A R T I C I P A N T S

Marc Benioff Salesforce.com - Chairman, CEO

Fergus Griffin Salesforce.com - SVP - Solutions Marketing

Sarah Patterson Salesforce.com - Senior Director of Product Marketing

Amanda Leet ExactTarget - VP - Marketing

C O N F E R E N C E C A L L P A R T I C I P A N T S

Paul Rieckhoff Iraq & Afghanistan Veterans of America - Executive Director

Sandy Kurtzig Kenandy - CEO

P R E S E N T A T I O N

Marc Benioff - Salesforce.com - Chairman, CEO

All right, well, good morning, everybody. Good morning, everybody. All right, good morning. Good afternoon. I'm on Hawaii Time, so I'm minussix hours. It's 7:00 a.m., I'm ready to go. And I want to thank you very much for coming out today. Everybody warned me of the snow and the sleetsand the rain and then it's this gorgeous New York City day, how about that? It can't get better than that.

And I want to welcome you. This is the beginning of our Salesforce1 World Tour. This is our first stop. We just came from Dreamforce in Novemberwhere we had more than 140,000 people registered to come to the show, which was a phenomenal experience.

How many of you were at Dreamforce? Raise your hands if you are there? Oh great, fantastic. Well that was an amazing show. And we wanted totake that energy on the road and to bring it out to you to motivate you, to excite you, to energize you, to inspire you. But mostly, we came to NewYork to thank you. And that's the most important thing that we want to do.

We want to thank you. We want to thank each and every one of you for everything that you do for us every single day. And thank you for a greatDreamforce. Thank you for a great year at Salesforce.com. It's been a great year. And we came here to thank you.

And we recognize that it's you our customers that we are here to serve, that we are in business for. And we just want to take a moment to thankyou. And at the end of the Dreamforce, my team came to me and they did a phenomenal job putting our Dreamforce, it was awesome. And wehad like 1,300 sessions and we have these great keynotes.

We have Marissa Mayer and Sheryl Sandberg and Meg Whitman was there and we had all this great folks. And what did you want to improve? AndI'm like, "Well the speakers were great. The venue was great. The demonstrations were great. The technology was great. And the feedback wasreally positive, really powerful." But they always want to -- we have a kind of Japanese word of Kaizen, continuous improvement approach atSalesforce.com, which I think every business, needs to have.

We're constantly looking to improve to get better, to get stronger. My friend Akio Toyota, the CEO of Toyota has a great phrase, "Better, better,better, never best." And I love that our teams, as they really embraced that, they really include that in how they run their business. We also call thata beginner's mind to kind of be able to step back and say, "We know we can make this better. We know we can make this even broader. We knowthere's something new coming. We know there's some advancement, what else can we do?"

And I said, "Well I guess if I had one thing that I'd really like to do, I guess if I had asked those 140,000 people to each bring a can of food with thembecause we have such a terrible homeless problem and hunger problem in San Francisco, we could have collected a massive amount of food."

2



JANUARY 08, 2014 / 6:00PM, CRM - Salesforce1 World Tour, New York City Keynote with Marc Benioff, Chairman& CEO



And so when we came here to New York, I want to thank all of you for bringing 4,000 pounds of food with you today. It's completely amazing, sothank you.

And I love that part of Salesforce.com and I love that part of business and I love that part of the work that we have with our customers. Of course,I am sure all of you know Salesforce.com has become the number one company and enterprise cloud computing in the world, the number onecustomer relationship management company in the world, the world's most innovative company by Forbes, something we could have neverimagined and now three years in a row, and Fortune's most admired company and that all comes out of our technology model and our businessmodel.

We took this idea that we could create software as a service and also it could be pay-as-you-go, a new technology model, a new business model.But we also said, "Okay, how do we drive that forward? How do we continue to focus on innovation, on growth?" And we've seen just a spectacularresult out of this year.

In fact you probably saw, we had 36% growth driven by tremendous customer success, so thank you for all of that. We delivered our first $1 billiona quarter which is a huge accomplishment for any company but especially in the software industry, there're been very few companies. But as wedeliver that first billion quarter was exciting for us was that we also continued to maintain our pole position and cadence as the fastest growingsoftware company of our size and scale in the industry.

And in our industry, growth is precious and it's difficult to get. And it's something that we value at Salesforce that growth and market share andthe ability to change the world is very much reflected in are you able to get customers on board. Are you able to get those customers to adoptyour technology, to really use the technology to embrace it, to build the ecosystem, to build the partnerships and then to deliver the $1 billionquarter and then to see this tremendous growth rate at the same time for this year has been really fantastic. And I just want to commend my teamand thank them for this great thing.

And it's not just about a new technology model and it's not just about a new business model. Both are very important. It's not just about growth,which is very important because if you're not growing in our industry, you're dying. And so you want to grow. You want to expand. You want tocreate new things. You want to have visions for what's possible, what's coming because in our industry, innovation is a continuum. Things areconstantly getting lower cost and easier to use. So you want to be riding that continuum and to making those changes and those are the keys tobeing successful in our industry.

So you have this awesome growth, but you have to get back to that you can do more with the company than just make money, build products,hire great people, you can also give back. You can also provide service. You can also deliver compassion. You can also deliver generosity back tothe community. And we were so fortunate that when we started our company about 15 years ago, amazingly, 15 years ago, we put 1% of our equityand 1% of our profit and 1% of all of our employee's time into a 51C3 public charity that has become a phenomenal global, non-governmentalorganization, nonprofit organization.

We've given way over half a million hours of community service. We've given away over $50 million of grants. We run over 20,000 nonprofits forfree and we've inspired other companies in our industry and we lectured them and we berate them and say, "You can do this. You can also have1/1/1." So if you're a partner of ours or if you're a friend of ours, do this because you know what, nothing makes you happier, nothing will makeyour life better than actually giving to others and having the generosity.

And when you look back, your company is going to be valued not just by what you've created, but your company is going to be valued by whathave you given back. And that's a great way to value a company.

And so I inspire -- so I want to inspire all these great companies like Google and Dropbox and Box and a lot of companies that are here who havenow adopted this 1/1/1 Model because we need models. We need ideas on how to structure giving back and how to give service.

And this is also my favorite time in these presentations that we do and not just the Dreamforce but around the world, but if you're with a nonprofitor you're with an NGO, would you just stand up and be recognized if you're with a nonprofit or an NGO? Fantastic.

3






Well thank you very much for that. Those are the people who are doing God's work. And the reason that I really want those folks to stand up andbe recognized because it's our commercial customers, the folks who remained seated who can add the most value to those nonprofits and thoseNGOs because you have the time, the talent, the treasure.

You have the ability inside yourself and inside your company to give back so easily to those folks who have dedicated their lives. They're the luckyones actually because the happiest people I know are the ones who have just able to give all the day long, people running nonprofits and NGOs,so partner with them and some of their happiness is going to rob off on you. And those are great organizations.

Anyway, I love -- I love spotlighting one of those. And you come to New York and it's easy to do because there are so many great nonprofits andso many great NGOs here in the New York area. And the one I want to profile today is the Iraq and Afghanistan veterans of America [firm].

I think all of us know, we owe a huge debt of gratitude to all of our veterans for they are putting their lives on the line. I don't think we can doenough for them and sometimes we're not doing enough for them. And this is a great organization. In fact, one of my mentors, General ColinPowell had the opportunity to recently speak to and we mentioned that we're going to be profiling them here in New York City. And he's workedwith them before.

And let's take a look at this great organization the Iraq and Afghanistan Veterans of America.

(VIDEO PLAYING)


All right. Please welcome, Paul. All right, Paul, welcome.

Paul Rieckhoff - Iraq & Afghanistan Veterans of America - Executive Director

Thank you very much. Welcome to New York.


Thank you, Paul and great to be back with you. And as I was mentioning, I was talking to General Powell and he commended your work and I knowyou've had some great interactions with him. Tell us about your organization. Tell us why it's so important and tell us what the people here in thisroom and who are watching online can do to help you?


Our mission is simple, to connect, unite and empower the next generation of leaders. 2.3 million men and women have served in Iraq and Afghanistanand they're coming home to communities nationwide. And we don't think they are charity. We think they are an investment. They're dynamic.They're entrepreneurial. They're tough. They're hard working a lot like Salesforce and they are ready in standing by to be a next generation ofleaders.

And everybody in this room can be involved. We don't want you to just thank us. We want you to join us. So we want your time, we want yourenergy. We need your money. And there are fights ahead and we're going to need all the support of everyone in this room and everyone aroundthis country.

4







Well, that's fantastic. And let me ask you, what's been your biggest surprise working in our ecosystem, with our technology, with our partners, whatdoes surprise you? You've spent a lot of time around us. I think you even were recently in San Francisco, tell us about that.


The energy. I mean everybody cares about our veterans. And they're looking for an on-ramp. And it doesn't matter who you voted for or how youfeel about the war, everyone understands that you have a moral obligation to support this generation of men and women.

And when you put that flag up and you answer, you issue that call, people answer. And I think today in this room, a lot of you are hearing aboutthis issue for the first time, you're going to get involved, you're going to get your families involved and we can create a generation of dynamicleaders who are going to go on to be teachers, business leaders, politicians and they're going to change the world. That's really what we think. Theproblem is the solution.


Okay, tell us one last thing, partners. Are our partners helping? Does the Salesforce or you see the ecosystem also coming to help?


Absolutely, the Salesforce and the entire ecosystem. Salesforce has been a game changer for us. Everything we do nationwide from our events toour suicide prevention networks, to our advocacies all interlinked around the Salesforce backbone. And Salesforce community is going to help uscreate this next generation of a veteran's hall which is going to change the entire landscape, not just for the veteran's community, but for thenonprofit space and we think the entire world.

So it's incredibly powerful and Salesforce is the beans and bullets in our fights ahead to stop suicide and unemployment to get people off thestreets.


All right. Great job, Paul, well done.


Thank you, Marc.


Thank you.


Thank you.

5







All right and are we all on board to help Paul today? Raise your hand if you want to help Paul, if you have an idea to help Paul. All right, we gotpeople here who are going to help you.

All right, I'm going to follow up with each one of them. We are going to make sure that they follow through with you today. It's a great organization.I'm so glad Paul is here and we can talk about that and double down on what we can do to support our veterans. So thank you, Paul for your greatleadership. Thank you for everyone at the IAVA for what you're doing. We worked with them for a while and they're fantastic group.

I want to talk to you now about the most exciting thing that I've ever worked on in my career. This is the most magical time in our industry ever,the most exciting time. It's a phenomenal time. There's never been a time when things have happened faster. We've never seen more innovation.We've never seen more change. We've never seen more advancement.

And this is the third wave of computing. We've been waiting for this wave of computing to hit and it is fully hitting now. And I'm sure anyone herewho recognizes that we are moving into this incredible new time, this we call it obviously the Internet of customers. Others call it about the Internetof things. CES this week is all about the Internet of things. I'm on the Board of Cisco, we call it the Internet of everything.

The power of that, the power of the third wave of computing is that we went through a wave of computing with mainframes that it was importantfrom a technology point of view, thousands of computers and proprietary, S&A networks and terminals. And then we went into the huge clientserver computing revolution and millions of computers and PCs and networks. But we are coming into something that's so huge that I don't thinkwe've ever seen anything like it.

And it's really blowing up really our entire industry, changing everything, putting all the status quo on point and saying, "Hey, we all have to change.We all have to evolve. We all have to move forward. Everything is going to change. We have to change with it."

As individuals we have to change. As organizations, we have to change. And it has a whole new set of characteristics. For me, it started, I'm sureyou know about three or four years ago now where that CEO of Toyota, Akio Toyota came to me and said, "What is the future of Toyota? What isthe future of Toyota?"

And we don't really know about cars at Salesforce. Let's come up with some ideas and then I finally said, "Well, what about this idea?" You've gotthe Toyota Corolla. You've got Toyota Tacoma. What about if your next car is called the Toyota Friends? I've got 5,000 friends on Facebook, why ismy car not my friend? Why is my car not connected?

Now I'm on a one-to-one relationship where I can talk to my car on my phone and check if it's charged and all of that, but why is it that my car isnot my friend on Facebook? Why can I not talk to the dealer? Why can I not talk to the factory? Why can I not talk to other drivers? Why can I notcollaborate and share? And that is what the Internet of things is.

Our idea is simple. It's not just an Internet of things. It's an Internet of customers. But because behind that car is a driver, is a customer of Toyota.Behind that aircraft engine with a phenomenal API, with a phenomenal analytics coming out of the next generation of aircraft engines from GeneralElectric is a customer.

Behind that next generation Caterpillar tractor that is on the network, that has a community of drivers and engineers supporting it, is a customer.And even the Coke machines that we've had at Dreamforce which are on the Internet will be behind everything, behind every tweet, behind everyapp, behind every post, behind everything is a customer.

And this defines the third wave of computing. Its 50 billion connected things. That is amazing. And it's being defined by these changes and catalyststhat we see in our industry like social networks. We now only have 4.5 billion users. And we've been talking about that and these conferences herein New York now for quite a few years talking about how social is really going to change business, change all of our lives, that is a paradigm forcollaboration and sharing that we just didn't have before.

6






And it's about the cloud, which makes things happen faster because you don't have to build your own infrastructure.

And it's about mobile. Today, we have about 1.5 billion smartphones in the world today. I'm sure everyone here has one of these devices on them.It wasn't that long ago that I called for a show of hands, how many people have their phone with them, how many people have their tablet withthem, how many people have their iPad with them. Today everybody has not just one or two, but several devices with them.

And mobile is changing. And we're about to move from 1.5 billion of these devices to where every cell phone is a smartphone and that will be 5billion smartphones. And if you've read [Mark Indreces'] editorial last week in the Wall Street Journal, you saw this tremendous catalyst that'semerging for future growth for our industry. And then as he brilliantly said sensors are the piece dividends of the cell phone wars, 1 trillion connectedsensors, 50 billion connected products.

We have this phenomenal customer called Phillips. I'm sure a lot of you use this. It's a great set of products they have. It's a very diverse company.They have CT scanners and ultrasound machines. We showed their new ultrasound machine at Dreamforce. And of course the product that I nevergo anywhere without is my Phillips toothbrush. And I'm ready because I love the brush and I go and after a major presentation, I'm ready to brushmy teeth and I use this ultrasonic care toothbrush and it's a fantastic product. I picked this up at Costco. And I probably had 20, 30 of these things.

And I'll tell you, what's interesting about it is that the nature of this product is changing. And why is it changing? Why something that's simple asa toothbrush is changing? Well you know every time I go into the dentist, the first thing is he asked me, I sit down on the chair and my Dentist'sname is [Kirk] and I sit down. And he'd go, "Well, Marc, welcome. How are you doing?" "Good." "Have you been travelling? Where were you?" "I wasin New York." "Okay. And did you brush?"

And, I was, I brush, "Oh yes. I've been brushing every day, three times a day. I carry my toothbrush everywhere I go. I got my floss, my toothbrush.I'm ready, Kirk." He goes, "Great job, Marc. Can I have your Phillips login ID so I can just check that? I just want to check so that we have the level oftrust and transparency between you, my patient and me, your dentist. Don't you want to have transparency and trust with me, your dentist?"

And I'm like, "Kirk, here is my login ID for Phillips." And he can see how I've been holding the toothbrush and how many times and any gaps. Andthat's an amazing new world for the relationship between me and my dentist.

But what about my relationship with Phillips? I go to Costco and I buy this because I'm always leaving them in hotel bathrooms. I don't know ifyou've even done that. And do you think my name and my address, my phone number, my email address is in Phillips database anywhere? No.Because I buy them at Costco, it's kind of an anonymous purchase sneaking through the aisle, just grabbing the toothbrush, throwing it in my cart,getting it to check out. I'm gone. I got the toothbrush. I'm in the car. I'm on my way out. I've bought 50 of this.

But now, when I get the new one at home and it will say, when I put your Phillips username and password in and we know who you are. That's theInternet of customers. The Internet of customers is that who is anonymous is known and where there wasn't perhaps the greatest level of transparency,now there is trust. Congratulations.

That's Elizabeth Pinkham. She runs all of our events. How about a huge hand for her? I was at this phenomenal conference this summer and thereis this panel and the panel was all of the sports commissioners, like the football commissioner, the baseball commissioner, the basketball commissionerand the hockey commissioner. And they are making an argument why their franchises will be worth more in the Internet of things than it wasbefore in the last generation of clients over computing. Why would that be?

Well today, let's say, I am a fan of the San Francisco 49ers and I go to a 49ers game, I'm very excited. We're in the playoffs, we've got another excitingplayoff game coming, phenomenal buys and tickets on StubHub and I'm ready to go out. And I've got my cell phone, I'm ready to go. I've got my49er phone and I'm like now dialing in, checking in. Okay, let's go 49ers.

I get to the stadium, coming to the stadium, get to my seat and I'm like checking in. Okay now, let me ask you a question, the last time you got tothe sports stadium, did they say to you, "Hey, thanks for being the 50 yard line owner for the 10 years. Great job. Thanks for coming to the stadium.

7






We're giving you $10 off today all year concession products, your Cokes and your hotdogs and all of that because you're such a great customer ofthe San Francisco 49ers.

Hey half off on your new iPhone case today actually because you're such a great customer of ours. Oh and you want to get connected to othercustomers who are sitting with you that you've been sitting with for 10 years, but you've only known them by their first name, well you can createa community."

And the relationship between the fan and the sports team is going to go from being anonymous to be known. And when I walk in to that stadium,it's going to know me.

When I walk into the fan store, it's going to know me. When I show up on the video game with my new Sony PlayStation 4 or my Xbox 360 and I'mplaying Madden Football and I'm playing the 49er game, it's going to know me.

If I'm on the San Francisco 49er app on my iPhone, it's going to know me. If I'm on the Twitter feed for the 49ers, it's going to know me. And whenI get an email from the 49ers, it's going to know me. We're going to move to this new world of one-to-one marketing, this new idea of one-to-onerelationships. And then this kind of code of B2C, business to consumer, have you heard of that?

B2C also is kind of code of we don't really know who you are, so we have to advertise blankly on television. And we're going to transform B2C fromthis kind of big anonymous world to one-to-one marketing where we actually know we're able to deliver you targeted messages, ideas, productthat's appropriate for you. And of course you've opted in. And this idea about the product, and mobile, and social and Web and the stadium andemailing the store and community is all built exactly for you.

There's huge transformation that's coming in one-to-one. You got to take it to one level further. I actually have this great experience. I was havingdinner with the Stanford football coach before the Rose Bowl game in December and I was hearing about all the incredible and really innovativethings Stanford is doing. It's a little hard for me as USC alumni, but we had a tough year, so I'm happy for him. But we did beat him, but let's nottalk about that.

But here we are, we're having this great dinner. And one of the things he's lamenting is well if you actually talk to these college football coaches,they don't have as many great candidates coming in from high schools. Did you know that? Why is that?

Well it's because of all the concussion marketing that's going on. If you read the news reports, you'll see it's not necessarily great kids getting hitin the head all the time if you're in high school football. But they actually don't have that much data on it yet, but they have a general philosophy,a general theory of why that is.

So let's just take that one step further. How long will it be where the football has a sensor net and when I go out and I start throwing the footballwith my friends, I'm not just saying, "Hey, are we receiving the football at the end of the game? I'll take out my iPhone and I'm going to see everythingthat I did with them. How fast it was going to go. How fast it was going? How many times I've received it? How long it went? What the GPS locationswere of the football?"

And when I put the pads on my shoulders and on my knees and I do all of those things when I'm getting ready to go out onto the field and thenmy helmet it's all a smart helmet and its smart pad, and its smart knees and all of those things.

And the whole transformation, the sports changes not just in the one-to-one relationship with the customer but where all the products becomesmart, the smart baseball, the smart bat, the smart football, all of this, the smart soccer ball and all the software that connects to it to help us manageour sports teams, the high school teams, the junior league teams, the college teams, the little league teams, everything becomes known.

And you get back to that problem that the Stanford coach who's trying to recruit more people in, who's trying to recruit more people in can say,"Well, actually I know that you haven't been hit that many times because you wear one of these smart helmets. And we can see that's not somethingthat's going on with you. You're still green. You're not red yet. You're green." That's pretty transformational.

8






Think about how the whole sporting industry from professional sports, to amateur sports, individual sports changes in the world of the Internetof customers. It's a phenomenal time when everything changes, all of our business change, everything transforms, everything goes forward, all ofus and everything that we're doing.

That's why it's more important than ever for us when we leave an event like this or Dreamforce to go back and ask how do we become a customercompany? How do we transform our business? How do we change out business? How do we evolve? Well how does it have to change with ouremployees? How are they going to collaborate in a new way? How do they collaborate with our partners in a new way?

What about our products? We can be Toyota. We can be Phillips. We can be any company, any industry. How are those connected products goingto change us? And how do we get there before our competitor does? And how to connect to devices change? How do those mobile phones andall the software that needs to make it fun and exciting and easy? I wore one of these great fit devices that really changed my life. And I try to hitmy 10,000 steps every day.

And I try to get on there. My scale is connected to it and the whole thing and it's constantly reading into my phone. That connected device, it'sconnected back to give us that awareness, to give us that motivation, to show us kind of how we're going to hit our goals.

The question is not are we going to make the change? It's are we ready now to make that change? We have to make that change. And when welook at the key aspects of our business whether it's the very people that we work with everyday or how we're providing customer service in a worldwhen everything is connected. Or how are we doing sales when everything is connected? How does it have to change? How does it have to evolve?How are we going to do that marketing? How are we going to do that next best offer in the world of one-to-one?

I have this great customer that I love in Tokyo and the company is called Canon. And I don't know if you've been following a lot of their work, butwe've been working with them really closely. And they're a great company. And Murase San is their Chairman and he's a phenomenal executive.This is our new product.

And I just went to on a vacation and I took this with me. And it's not just a great camera, but it's has a button on it right here which is the connectedproduct button. And you hit this button and it connects automatically to your iPhone, syncs all your photos, connects you to Canon. And the nextstep for them is to do exactly what Amazon had done; a mayday button.

I have problems all the time where I need help directly from Canon. I want to be able to connect to them, get support from them, find out abouttheir next products. I want to become a better photographer. In the world of connected products, how do all those things change? What is theopportunity for Canon to move forward and every company to move forward?

It doesn't matter if you're B2C customer or you're B2B customer, every company is transforming, every company is going forward and this is thegreatest time in our industry ever.

So how do you do that? How do you become a customer company? Well we've been asking this question now for some time. And as we ask itourselves, we recognize our products have to change. We have to change. We have to go forward in Salesforce. And we take these messages homeand we say, "Now, how are we going to transform our work? How do we transform our whole product line?"

And the way we do that is very simply by introducing a dramatically new customer platform. And we did that at Dreamforce with Salesforce1. Andwe've never been more excited, never been more excited about a product like Salesforce1. It is our new customer platform. And the adoption thatit's getting and the momentum that it's getting, the new apps that are getting built on it, the ISV adoption, the developer adoption, the customeradoption has been phenomenal in only a few weeks.

This is a customer platform for the Internet of customers. And it's actually very interesting because in the world of the Internet of customers, there'rea lot of different parts, a lot of different, I would say, constituents that you have to address when you build technology. And I want to talk aboutthat briefly.

9






Now, Salesforce is the number one cloud platform already. And just yesterday, Gartner issued their new Magic Quadrant for enterprise applicationplatform as a service. And once again Salesforce was chosen as the leader. We're number one on the Gartner Magic Quadrant for sales. We'renumber one for the Gartner Magic Quadrant for service and now we're number one on the Magic Quadrant for platinum as a service.

This is a big transformational time for us because when we look at everything that's happening with the cloud, everything that's happening withsocial, everything that's happening with mobile and everything getting connected, how do we rebuild our products at Salesforce because we'vebeen doing this for 15 years, so how do we completely transform?

And it's one thing that we've been doing that's been really interesting, as we've been listening very closely to our customers. We've been iteratingour technology and then slowly, incrementally releasing that to the app store and the Google place toward getting your feedback.

Let's take a look at this video, which talks about some of the advancements in the Salesforce1 platform.

(VIDEO PLAYING)


We're really, really excited about Salesforce1 and I'll tell you that as we've been designing Salesforce1 over the last several years and now that it'sin the market, we really want to talk about the things that all of the software developers need to do to be successful in this new world.

And honestly, it's not that clear. That's why you see some of the large software companies just not able to deliver in this new world. They're notable to deliver this next generation technology. Look at how much enterprise software is really running today on an iPhone or an android deviceor that has a rich ISV ecosystem?

Number one, developers. Developers are more important than ever and the ability to build those next generation apps and giving them the APIsthat they need is more important than ever. And that's why you saw at Dreamforce and also here at this show while we're providing so muchdocumentation to developers, books on how to build as our new APIs, how to build declaratively or programmatically, developers need moreempowerment than ever, more education than ever and they need to be shown how to build these next generation enterprise apps.

And partners, ISVs have a lot of the same challenges, the ability to publish within our platform, within our ecosystem, within our mobile apps sothat they can be successful. And employees or end users, they need the ability to be able to take those new devices and be empowered right awayand productive right away. And admins, admins need their own app. So that's why we've built SalesforceA which gives admins the ability to buildand deliver a Salesforce ecosystem right from their phone and manage their Salesforce implementation.

And also Salesforce# that gives them the ability to provide multi-factor authentication directly in the mobile environment. And finally customershave the ability to operate with our customers in a whole new way.

And each of these five groups has to be taken into consideration. We have to continue to go back and review at Salesforce what are we doing withdevelopers? Are we giving them these next generation application capabilities? That's why we built Visualforce1. That's why we built the nextversion of Apex.

We have to be able to bring 15 years of legacy and then at Dreamforce you could take your existing applications. And all of a sudden, they'rerunning on your mobile phone, all the Visualforce that you've built now running on your iPhone. All the Visualforce you've built now run in on yourandroid device.

This is one of the most sophisticated and complicated parts of being an enterprise software developer, you're building all of these technology.Now, you don't want to somehow provide a [caliber] strategy where your customers lost the applications or lost some implementations or offlineor in another environment and now you've told them to start building in something new.

10






No, we've extended the existing system and we've brought that code forward. We went literally back to the future and we said, "All the apps thatyou have built, all the code that you have written is going to run on these new devices." That's a powerful statement from our company and ourcommitment to the hundreds of thousands of applications that our customers have already developed on the platform and the ability to deliverthose into this new world.

And two, partners. We're more committed to our partners than ever. And we've radically expanded our ecosystem. You've seen them at this show.You saw that at Dreamforce the ability now to publish your apps right inside the Salesforce mobile app.

And with Salesforce1, you have that ability to extend those relationships of the other ecosystem providers you have with a single point ofauthentication and with a mobile user interface. And who benefits? First and foremost, our employees, they get a tremendously new environment.

Much easier to use, modern and with all the capabilities they expect like notifications or social user interface, like Facebook or Twitter but isn't. It'stheir enterprise application. And it's available right on those app stores and they can get it right away as soon as they have their new mobile device.

And admins. Admins, we have to continue to double down. And here we have seen some of the first admin specific apps for enterprise administrators.And finally the customers themselves, they recognized the world has changed. And as they use your applications and your technology whetherit's a community or whether it's an interactive application, they want it to look as great as any other consumer service they're using, but yet you'rean enterprise.

That's why we have to deliver this new platform, a new customer platform for the future. A key platform that enables your customers and thattakes our core assets like the sales cloud, the service cloud, the marketing cloud and our thousands of apps on our app exchange delivering a brandnew Salesforce1 app, thousands of new Salesforce1 platforms APIs and an integrated platform giving us the ability, our Force.com, Heroku andExactTarget Fuel in a cloud social mobile connected world and now rated yesterday number one in platform as a service by Gartner.

I think it's a pretty good statement of evidence that our team did a phenomenal job. I couldn't be more proud of them and please welcome oneof the key people who made all of this happen Fergus Griffin, our Senior VP of Products. Welcome Fergus.

Fergus Griffin - Salesforce.com - SVP - Solutions Marketing

Thanks a lot Marc.


Thank you.


Thank you. So, Salesforce1 is our new customer platform for this Internet of Customers. And that means every company here in this room todaycan make that leap forward into cloud social mobile and the connected world. I'm going to look at the demonstration right now to see how it's allpossible. Kris let's play up the demo.

Well, Salesforce1 is great for every role in your company. We're going to start with the developers like Marc mentioned. Now Marc mentioned howall of your past Salesforce investments, your customization, Visualforce, custom objects, Apex they're all brought forward with Salesforce1. And inparticular for developers, we are now delivering 10 times the API coverage for all of your developers to build killer mobile apps to it.

So, what does that look like? Well here's an example of the app you can build now, here's one that Caterpillar built for its employees, right fromtheir phone to keep all of their employees connected with what's going on with all of their connected devices machines, bulldozers in the field allrunning on Salesforce1 APIs.

11






ADP uses the Salesforce1 customer platform to transform how it sells. They're really making all of their sales people instantly mobile from theirmobile phone even to interact with every customer with all of the power CRM right on the phone.

For Virgin America, they're forming a community out of all their grand staff and flight attendants bringing them all together to make sure they cancollaborate, delivering a fantastic flying experience for every passenger that flies with Virgin.

And last but by no means least, a great local small business store here. The amazing Jewel Leviev that we saw on the video few moments ago,running their business end-to-end on the Salesforce1 customer platform connecting every store assistant in real-time to their global inventory ofdiamonds and precious stones all around the world. So, every customer knows that they're actually gets access to the latest stones for any settingthat their purchasing.

Okay, that's great for developers. You know who else is building killer apps from the Salesforce1 customer platform, our own Salesforce partners.They are building amazing applications. And what's really interesting if you look up here, they're able to deliver them through the Salesforce1mobile application.

Now, here we are in the left hand navigation you can see we're scrolling through the apps that are available. And you can see our partners exactlyconcur Kenandy, their apps are sitting right here in the Salesforce1 mobile app. And it's not just those guys, take a look it also ServiceMax for fieldservice that locks tightly with their own service cloud.

It's also DocuSign for E-signatures right here in your mobile phone, and finally also HP being able to print to any HP printer anywhere in the worldright from your phone. Now that is incredible ecosystem at work on the Salesforce1 platform already right from within this mobile application.

Okay? Let's take a break for a second, we've looked to developers, we've looked to partners, now let's talk about your employees. And when I sayemployees of course I mean your sales reps, your service executives, your marketing executives, any employees that's accessing an app on Salesforce.What does Salesforce1 do for them?

Well let's take a look at this mobile app again. Look down the left hand side, you noticed pretty quickly that all of your CRM functionality is here.All of your accounts, your contacts, opportunities, leads, for customer service -- your customer service cases are here, knowledge articles. And evenif we scroll down a bit more, there are custom objects here as well, any custom app and objects you might have built yourself on the platform.

But for now, let's stay on the rule of the sales person I can quickly tap into my opportunities. Here's all my top accounts recently access, let's openup Phillips take a look, great information all here in the palm of my hand in the Salesforce1 Mobile App. This is all automatic as part of the Salesforce1platform, you get these, it runs automatically on your phone.

Of course, it also supports Visualforce. These are Visualforce cards here, right here sitting the form factor of the mobile device. And of course likeyou'd expect, if you scroll down all of the related list of supporting information for this account, like opportunities, contacts, customer service casesall here on the phone.

Okay. Loads of amazing CRM information right here on your phone, but I want you to take a moment and look at the bottom right hand corner ofthe screen. That little blue plus button, we call the publisher. And we call it the publisher because you can pretty much put any business actionyou want right here behind this plus sign. Now, what do I mean by that? I mean you can comment on items in Salesforce, you can share files andphotos.

But you can now create contacts, opportunities, a customer service case right here from this tray in the publisher. Not only that, all those greatpartners we saw a second ago, they can put actions here in the publisher too like Evernote and Dropbox. They're in here in the publisher as well.And probably the most exciting for everyone here, think of any custom actions that you would want to put here for your employees to get theirhands on right from a phone, just think of what it might be.

12






Maybe you've got an ERP system. You know who you are that you've poured millions of dollars into and you want to surface some value wide open,put it at the fingertips of your employees or if you could put purchase order approval right behind that plus button. How much more effectivecould you be as an organization any custom actions, any business action right here from the publisher, pretty incredible.

One final thing for any lefties in the audience, don't worry, if you don't like the sign as the side the plus is on, you can move it over to the other side,okay? Anyway, we've talked about developers. We've talk about partners and we've looked at employees. But everybody here knows that the heartand soul of Salesforce's customer success is our admins.

An admins benefit like Marc said from the Salesforce1 customer platform with our new dedicated Admin App, let's bring it up. Well for admins, thisis awesome because you can do anything you want right from here. You can unlock the user just like your kid's ball game and you realize someonelocks themselves out from with their password, you can quickly send them a refresh password or sometimes people want to freeze the usertemporarily and unfreeze them again, you can do all that right from the Admin App.

Kris there's one more thing I want to go back and take a look at and that's branding on the Salesforce1 Mobile App. There's an amazing piece offunctionality that we know you all have been asking for. Everybody knows about branding your customer facing apps, well what about the appsthat face your own employees.

We look at the Salesforce1 Mobile App, what we are bringing for is the ability to brand the Salesforce1 Mobile App for you and your employees inthe spring release. First let's take a look and see what that might look like if we did it for a company like Tesla. So just say you're Tesla and you wantto use the Salesforce1 Mobile Application, well there's how you lunch it. It's branded for Tesla, there's a Tesla flash screen, it's got that great Teslabranded red.

And you have the publisher in the bottom right hand corner, has got the Tesla logo and of course to loaded up with all those business actions toTesla wants to put in the publisher for its employees. Pretty great, that's the Salesforce1 Mobile App and the Admin App covered we've got onemore audience. And that's your end customers.

What kind of killer custom apps can you build for your customers, using the Salesforce1 customer platform, let's take a look here. Well LevelUp isan amazingly disruptive innovative company and they are really pioneering in the mobile payments space by turning any android or iPhone intopayments device that can be used at any points of service globally around the world with millions of merchants.

Now another great example, take a look at this, Amp energy drink their power dash app is [datafying] the brand experience for all of their customerson this mobile app also built on the Salesforce1 customer platform. And possibly my most favorite of the bunch here if we'll go on the last onehere, Kris, Lift, I don't know if people know Lift; a super innovative and disruptive right sharing service that lets anybody with the car offer their caras the right sharing service to anybody without a car, and they can do it all through the Lift mobile application again built on the Salesforce1customer platform.

So, we've gone to all of the audience here developers. We've looked at your partners, admins, employees, and customers. Salesforce1 is our newcustomer platform for the Internet of customers that helps you all take that leap forward into the cloud social mobile and connected world. Marc,back to you.


Great job, Fergus. Thank you. Well done. Fergus has done a great job and I tell you that it's not easy number one dealing with me, but number twothat when I came back from these events I'll walk in a meeting with Fergus and I'll say "Look, we want to be the enterprise offer company that hasa 100% of our functionality on my iPhone or my Android device". I want to operate with my phone with the same acuity that I used to operate inmy HTML browser in the PC, you did it. Congratulations. Thank you very much and well done.

13







Thank you, Marc. Thanks everybody. Thank you.


Well it's not enough for us to be successful, we want others to be successful as well. And I'm really delighted to have really phenomenal CEO heretoday. She built a great enterprise software company called ASK and that was in the first generation of computing. Now, she's come back in thisInternet of customers to build an incredible new technology company called Kenandy. Please welcome a great CEO Sandy Kurtzig. Sandy? Greatto have you.

Sandy Kurtzig - Kenandy - CEO

Thank you.


Sandy, you're a legend in the industry. I remember reading your book when I started Salesforce.com. So I was like in the 90s, here you are back withforce entrepreneur extraordinaire, created this amazing new company. Tell us how is it going?


Well, it's going great. I mean, but I certainly get nervous when we say legend. Legends I used to think of dead people --


We saw Neil Young at Carnegie hall last night?


Yes.


-- He is a legend, you are a legend also.


All right. Thank you very much. It's going great I mean I think that clearly on most people know the story that you got me out of retirement, nicelife in Hawaii to come back and do this. I thought you were crazy but everybody already knew you are crazy. Sorry, I guess I have to say that.


I am, I fully admit it.

14







So, I wasn't really in a very good negotiating position if you see the difference in height and so forth between us. So, he said -- Marc said "Just lookat the force platform." and I said well --


Will you stop and just tell people, what was ASK computer. I don't think a lot -- how many people here know what ASK computer is, raise yourhands? Yes, no, so let's talk about it.


So, ASK computer was the last revolution. It was a legacy system that was total manufacturing in financial software --


Dominated the manufacturing industry.


Dominated the manufacturing. We did, they then used to call it inventory, billing materials, purchasing, word of entry and all of the financials.Kenandy is the ERP platform for enterprises. And it's all in the cloud. It's all built on Salesforce native. There's not one line of old legacy code and itis ordered cash. It's a complete purchasing, including E procurement. Its production and it's all global financials. And its multi currency, multilanguage and in fact really the leadership position right now is in the global financials with the production following.


You just have this incredible victory, I know you're not able to say you beat SAP in Del Monte. I'll say it for you, unbelievable. So, that's the advantageof being up here with me.


So much for none disclosure statements.


Give her a hand, it's pretty awesome entrepreneur here. Tell us about that. Tell us about Del Monte.


Well, Del Monte is a very exciting company. I think it's something like a 140 years old and in fact I think the worst part about it is I have a 97 yearold mother, and I said "Well, we just got the Del Monte account" and she said "97 and a half" excuse me I don't want to miss that half. She said "Youbetter take good care of Del Monte. This is a very important company in America". I mean if I had said Apple or CISCO, I mean she would have said"so what". But Del Monte is really important.

15






And the thing is that it's a very innovative company. I mean the CIO, Dave McLain is just apps is fantastic. And they have gone up to totally thinkto the future of what they're doing. And everything is going to be mobile. We're actually coming out with trade promotion management with themas well and so that they can handle their sales people out there on sight with their customer and get all historically and all of the information onthe spot to make decisions because it's all tied into our back end ERP system. And --


I have one question, are you going to update your book? What year did you publish that book?


I don't know, it's a while ago. You passed on your book. I guess I should probably do that. We've talked about it. But I have to run a company rightnow. So, I can't think about writing.


Well, you're doing a fantastic job and we couldn't be more happy to have you here in New York. Please welcome and Thanks Sandy Kurtzig. Thankyou, Sandy. Well done.

That's an entrepreneur, that's a great entrepreneur and she is killing it and because she has re-conceptualize the manufacturing industry, the ERPindustry, the trade promotion management industry, thinking about it in a cloud world, a social world, a mobile world and a connected world.

And now I want to profile another -- a local customer right here, who products we all have at our house. How many people here -- raise your handswe'll see how many folks have a garage full of stuff like I do, have tools that say Stanley on them or Black and Decker, raise your hands if you knowthat company. Anybody here, how about that? Let's look at the future of one of the great companies in this country.

(VIDEO PLAYING)


Well that's a great B2B story, that's a great B2C story, that's a great transformation story, that's about how to take a great brand and make it modernupdate it. Now, I want to introduce you to another great Salesforce executive who's going to show us our sales cloud, our service cloud, our platform,how they've all been updated now on to the Salesforce1 platform and how you can deliver this amazing company transformation. Please welcomeSarah Patterson. Welcome Sarah.

Sarah Patterson - Salesforce.com - Senior Director of Product Marketing

Great. Thank you, Marc.


It's great to have you.

16







Thank you so much. So, with Salesforce we are delighted that we are continually recognized for our market leadership and product innovation.And as Marc just talked about, we have been named the world's number one CRM application and platform by Gartner. This is an absolutelyincredible honor.

So, why is this? Well, this is really because of all of you sitting here in our audience today. Sorry this is the issue that guys don't have because theydon't have as much hair to go with my mics. This is really because of all of you in our audience who are -- it's very nice here right now. Becauseyou're actually pushing us each and every day to make sure that we are innovating on our product so that you can actually have real businessvalue.

And if you look at this chart, you are seeing incredible result across all lines of your business. Your sales teams are not only able to sell more, they'reable to sell faster than ever before and this is leading to an increase in over 28% in sales. Your customer service teams are able to answer yourcustomer questions the right way the first time. And that's leading to over 37% increase in customer satisfaction.

And of course, each of your businesses had unique needs. And you are able to build and deploy custom apps that are suitable for your business.Almost 60% faster than you could before and all well reducing cost. Those are absolutely phenomenal results. But as Marc talked about, you actuallyneed to keep innovating and transforming your company for this new Internet of customers.

That's why at Dreamforce, we announced the Salesforce1 customer platform so that you can connect with your customers in entirely new way. Forservice, this means that you can answer service questions wherever your customers are. Even by embedding service in your products just like wesaw in that video from Stanley Black and Decker.

For sales, this means that you are allowing your sales team to collaborate more effectively with each other and with the rest of your company tosuper charge the way they sell. And of course all of these is made even better by over 2,000 pre-integrated app exchange app.

All right, is everybody ready to see this in action? Okay, let's bring up our live demo. Here we're now looking at Nichole's iPhone. Nichole is a salesrep with Stanley Black and Decker and she is using the power of the platform to super charge the way she sells. When she gets up in the morning,the first thing she does is jump right into her Salesforce1 Mobile App.

Here in her feed, she sees all of her key business update. And when she swipes to the right she can now access all of her CRM data, her contactsand accounts and even her leads and opportunities. And because Salesforce1 is a platform, she can also access custom apps, apps like Today.

Today pulls her calendar into Salesforce1 and seamlessly integrate with all of her CRM data. So, for reps like Nichole, this is a huge boost to theirproductivity because they can now access all of their customer data in contacts with their meetings throughout the day. And Nichole sees righthere that her next meeting is with Pit Stop Service Centers.

Now, this is a pretty big deal for her and one that she needs to close and order to get it closer to her monthly quota. So, she is going to bring herA game, and to do that she dives right into that meeting record. Here she can see that Kris is the contact she's meeting with. And she thinks toherself "You know what, I'm going to give him a call because sometimes these mechanics, they've other things that come up. I want to make surehis still able to meet with me". She can start that call right here from the contact record because this is integrated directly with her CRM data.

And when she ends the call, Salesforce1 automatically prompts her to log that call, and she can even add a comment to remember what she andKris talked about. And Kris gave her some pretty insightful information. He let her know that he was definitely still interested in meeting and thathe really wanted to learn about some of their new diagnostic tools from their Mac tools product line.

So, now, Nichole goes out to the opportunity record. She's going to finish prepping for this meeting and make sure that she's got all of thisopportunity information in her hand. She goes through here and she can see what's stage is this field is still up, when it's expected to close, andshe can even see custom objects right here. And she can see all of the products that Kris is interested in buying.

17






Now, no matter how much we prep for any meeting, what tends to happen when you actually walk in there to meet with your customer prospects?Well, you usually get asked a question you don't know the answer to. And that's exactly what's happening right now. Kris is asking Nichole somepretty specific product question about one of their diagnostic tools, the mentor touch device from their Mac tools product line. But Nichole, she'snot worried at all because she has the power of the Salesforce1 platform right on her phone.

Here she can access not just third-party apps like exactly for intent of compensation or service max for field service. But she can also access customapp and Stanley Black and Decker had build their product catalog right here on the platform. She can now see the entire family of Stanley Blackand Decker brand.

She dives into the Mac tools line and now she's start looking for the diagnostics tools. She can go down and click in to this and now, she keepslooking until she finds at the specific device that Kris was asking about. And there it is, the mentor touch device. Now, while she's still in the meetingwith Kris, she has all of the information at her fingertips to answer his questions. Kris is sold, he loves these products and Nicole can add this to theopportunity right from here.

Now, when she goes back to the opportunity record to show Chris all of the products that he's interested in, we can see that right at the top, there'sthe mentor touch device that he was just asking about. And when Chris wants to close the deal, Nicole doesn't miss a beat.

Using the power of the publisher, she can close this deal right from her mobile phone. Now, as she had added that meeting, and starts to go to hernext one, before she even gets to her car, she can go back out to her feed, and see a real time update in her dashboard, of how she's doing againsther quarterly goal. That is amazing selling power right there.

But we all know that your relationship with your customer, doesn't end when you make the sale. In fact, it's just beginning. So let's jump over now,and see how Stanley Black & Decker is using the Salesforce1 platform to provide unparalleled customer service.

So we're now with Mike. Mike is a mechanic at Pitstop Service Centers, and he is using a number of those to Dewalt connected tools that we justsaw on the video.

And here on his phone, he can access his Dewalt connected toolbox right here, because we live in this world of connected products and devices,he can see all of the information from those specific tools, pushed right to his phone. He can see the monthly usage and the battery level.

But right now, Mike has a question about this. He has been trying to use this one wrench, and it's been losing power. So he's not quite sure whatto do. Well, fortunately, Dewalt has embedded service right here in their app.

He touches that help button in the upper right hand corner, and he can instantly access Dewalt's self service center.

Here, he can look for answers to his question, and we can see that second knowledge article right here, it looks like it's got some interestinginformation.

And what's better than reading about a solution? Well how about watching a video? That's powerful customer service in this YouTube era. Thisvideo, it's a little bit too general for his needs, so he decides that he is going to ask a question to the community.

He goes out, posts his question, and because he wants to make sure that he's getting the right answer the first time, he decides to even going toattach a photo of this specific product that he's using. That's powerful self service. Now, when this post goes out, all of Dewalt's community memberscan jump in, and start help him try to answer that question.

Now, let's switch gears a little bit, and take a look at what's happening behind the scenes at Dewalt's call center. So here, we're now looking atSam's desktop. Sam is a support agent with Dewalt, and we can see that he is using our agent console, to help him manage his workload and caseskill. He can see all of the key information about these cases like their priority and status. And he can even see what channel they're coming in from.

18






And he is getting cases coming in from traditional channels, like email and phone, from social channels, and even cases coming in from thecommunity itself. He clicks into this top case here, and that's the one for Mike, in the middle of the page, he can now see all of Mike's contactinformation.

And below that, this is where he gets his work done. Here, he can see all of the steps that have been taken to date, to solve this case.

And he can start learning about the issue that Mike is having, where he needs to really figure out how to increase the power to this wrench. Well,this is a new case for Sam, this happens all the time in call centers, fortunately, Sam can use the service cloud's new predictive intelligence feature.

This serves up relevant knowledge articles and cases that help Sam find the right answer, the first time. And on the right hand side of the screen,Sam starts reading through these knowledge articles, he notices below this cell, that there is a similar case. He dives into that, and know, if you lookat the middle of the screen right here, what you're seeing is a complete history of how that other agent solved that case.

Sam can now read through all of the steps that that agent took, and he can even view all of the knowledge that that agent used to solve it. Samsees that it's probably an issue with some dust, getting built up inside the barrel of the wrench, and he can see that this article right here showshim exactly how to take that wrench apart, and show Mike where he needs to focus to clean it out, and get his wrench working.

Because customer satisfaction is Sam's number one priority, he decides that he's not just going to send this information to Mike, but he's going toco-browse with him. This is one of our newest features that we talked about at Dreamforce, and what this means is that Sam is actually going toshare his screen with Mike, and walk him through, step by step, exactly what he needs to do.

So Sam makes a post out to the community, and let's go check in with Mike, and see how he's going to follow along. So because this is New York,we decided to do something a little bit different, and you can see that we brought Mike and his Pitstop Service Center right here. Welcome, Mike.

So Mike is on his mobile phone, trying to figure out how to get this wrench to work. When he sees that Sam made that posting back out to thecommunity, Mike quickly jumps on, and clicks the share button to view Sam's screen.

And now, if you look, on the right hand side, we can see exactly what Mike is seeing on his iPhone, and he's viewing Sam's agent desktop. Samnow starts walking Mike through exactly what he needs to do to take this wrench apart, and the piece that he needs to focus on to clean it out,and get it up and running again.

All right, let's check in with Mike and see if he was actually able to fix his wrench. Mike, how's it going?

Unidentified Participant

All right, let me give it a shot here. All right. Now, that's what I'm talking about. Thanks, Sarah.


Fantastic. Are you able to get back to work.


Oh yes. Now, I can fix my little girl's car.

19







I love that. And I love the color too, it suits you.


Thank you.


That is a view at how companies like Stanley Black & Decker are using the Salesforce1 platform to super charge the way they sell, and provideunparalleled customer service. Thank you, everybody, and back to you Marc.


Thank you. Fantastic job. And we have just some great, great, great stories to talk about. We're seeing so many exciting new customer stories nowthat we've released Salesforce1 and we want to have those conversations with you today. I want to dip down now into another amazing storythat's happening with Salesforce1. Let's take a look at Sony.

(VIDEO PLAYING)


All right, well we have a number of great executives here to talk to all of you as the presentation completes a little bit later, and I want to introduceyou to some of those, we have Suzanne DiBianca who runs our foundation this year. Stand up Suzanne.

George Hu is here, our Chief Operating Officer, John Zissimos, our Chief Creative Officer, [David Oneski] who's our Executive Vice President ofEastern Operations, Pam Smith, our Chief Financial Officer, Scott McCorkle who runs technology at ExactTarget. Burke Norton is here, our ChiefLegal Officer, Lynn Vojvodich, our Chief Marketing Officer. And I'm very happy to introduce you to an incredible executive, we have also comingfrom Indianapolis who's now going to show us a phenomenal new piece of technology to Salesforce, ExactTarget marketing cloud, please welcome,Amanda Leet. Amanda, welcome.

Amanda Leet - ExactTarget - VP - Marketing

Thank you, Marc.


Great to see you.


Thank you, thank you. Hello everybody. I am thrilled to be here with you today, and it is a very, very exciting time to be a marketer. Let's think aboutthat for a second. It is a marketer who is combining the people and the processes and the technology to help brands connect with their consumersaround the world.

20






This is an incredible opportunity for marketers. And Salesforce has made a substantial investment in marketing because it is our fundamental belief,that marketers are leading the internet of customers. In today's world where everything is connected, connected products, connected devices,connected to apps, it is the marketer who is leading this business transformation.

The internet of customers have forever changed marketing. Marketing has gone from fragmented, one to many random communications toseamless one to one relevant experiences. And it's truly the smartphone that is driving this transformation. The smartphone has become thedashboard to our lives. When are we without it?

The smartphone allows us, and all of our customers to mover effortlessly across the channels that we use most; sending emails, receiving textmessages, connecting via social networks, using apps and browsing the Web.

The exact target marketing cloud brings together the most powerful digital marketing technologies in the world, the most powerful digital marketingtechnologies in the world. It combines ExactTarget with leading social marketing solutions Radian6, Buddy Media, and social.com.

And together, we are laser focused on inspiring and enabling marketers. And together, we're creating the future of marketing.

I have the honor and privileged of working for such a magnificent company, and the ExactTarget marketing cloud is marketing automation atunrivaled scale. Our customers power over a billion transactions everyday, a billion transactions a day. Facebook posts, tweets, emails, texts, Webimpressions.

In fact, just this past holiday season, our customers power more than one billion marketing messages on Cyber Monday alone. Phenomenal. Ourcustomers range from small B2B organizations, to non-profits, to some of the largest B2C organizations in the world such as Bank of America, Nike,Unilever, and the Gap.

I have the honor and privilege in my role to work with some of the best marketers from around the world. And in our conversations everyday, we'veoften come around three common goals that today's marketers share, standout above the rest. First, it is to build a single view of your customer,to take all of the data that we know, and to truly understand them.

Second, it is to map the customer journey. How many of us find it challenging to know where our customers are in their lifecycle, and how to movethem forward to the next stage.

And third, is to deliver personalized content across every channel so that we're speaking to our customers as the individuals that they truly are.The ExactTarget marketing cloud brings all of these together. Are you ready to see this technology in action? Let's bring up a demo.

We'll begin our demo with Chris. Chris is the Director of Marketing for Sony PlayStation. You saw just a few minutes ago, that video we shared fromthe London based Sony PlayStation team, and they have done some phenomenal work with the ExactTarget marketing cloud. And it is their workthat has inspired today's demo.

So Chris, he starts his day right here in Salesforce1. You can see all of the apps that are important to a marketer, you see Pardot for B2B marketingautomation, and you see Pulse, which is a real time analytics dashboard right in the palm of his hand.

This is all of your data, and I know about you, but as a marketer, I am hungry for more data everyday, so that I can make business decisions to reallydrive our business forward. You can also see all the current campaigns that are running, and how they are performing.

As you can see here, all of Chris' campaigns are in the green, which is a good, good place to be. So now, just last week, Chris and his team were ina meeting, and like many of us, I'm sure you've sat in a room and white boarded out a new campaign idea. So Chris has snapped a shot of thiscampaign idea and he's uploaded it to Chatter.

21






They want to target, Chris, and his team, racing gamers. They are pretty excited about the new release of Drive Club, a new Sony PlayStation 4game. And they want to target racing gamers who have recently won a trophy. And what better time to reach out to a gamer than when they'vewon a trophy, to say congratulations, and thank you, and hey, you should check out the new game drive club.

So Chris and his team have this idea that they have shared within Chatter, and they want to build out this campaign using the ExactTarget marketingcloud. Now before we jump in and do that, I want to quickly orient you to the solution. You can see here, the ExactTarget marketing cloud, andacross the top, you have the channels that marketers use most, email, mobile, social, and the Web.

You also see tools to help you that map to align to the goals I talked of earlier, about the three most common goals that marketers share today,you have data and analytics so that we can truly know and understand our customers, you have marketing automation so we can map our customers'journeys and move them forward in the lifecycle. And you have content so that we can deliver truly targeted and relevant information to each ofour consumers.

You also have Pulse which here, I spoke of earlier, you saw on the mobile device, and this is a dashboard view so you can see all of your data in realtime, in one place. In the upper right hand corner, you see Chatter. Now marketing by its nature, is a very iterative and collaborative process. Andthere is no limit to the creativity that marketers can use when building campaigns in the ExactTarget marketing cloud.

Now Chris and his team are going to take this white board version of their mapped out idea, and we're going to go into the ExactTarget marketingcloud, into Journey Builder, and build a campaign. Now what's important to note here, is that Journey Builder sits on top of all of the customerdata, so you can see how many racing gamers, for example that you have in your database. And Journey Builder is made up of two primarycomponents; you have maps, and you have interactions.

Maps show you where a customer is in the lifecycle, and where they're going next, and interactions are those triggers and the decision points thatwill move a customer forward. So Chris is going to add an interaction. And if you recall, the campaign idea was that when a racing gamer won atrophy, we're going to reach out to them.

So we set up this interaction, and this interaction is going to be comprised of two pieces, either a push notification if we know the gamer hasdownloaded the Sony PlayStation app, or an email notification. We build this with just a few simple clicks, and you can see as we're mapping outthe campaign into Journey Builder, it also is lined very much to the white board drawing that Chris and his team created.

Now what's also incredibly cool, is that as a marketer, if you set up these two campaigns and interactions and your racing gamer doesn't respond,you can set up an automatic reminder email to be triggered three days later so that you can give them a general reminder that they should engagebecause Drive Club is a pretty cool game.

So now, as any good marketer would do, we don't want to start without the end in mind, and we want to have a goal for our campaign. So Chrisis going to go right in here to set up a goal, and he knows the total database of all racing gamers he's going to target, and he wants to set a goalof 7% of those, to preorder the Sony PlayStation game Drive Club.

So once we have our goal set up, we're going to activate this campaign. Now let's jump into the consumer side. So here, you will see Allen, andAllen is an avid racing gamer. His favorite game is Need for Speed. And as he's playing, you can see in the upper right hand corner, that he has wona trophy. If you recall, winning a trophy is the trigger that's going to kick off our communications campaign.

So we jump into Allen's Gmail inbox, and you can see right here that he has an email from Sony, which is awesome, it looks beautiful, its got targetedand relevant information towards Allen, because we know him as an individual. Now, Allen, like many of us, is always on the go, and he has mobiledevices with him most of the time.

I love the feature within the ExactTarget marketing cloud that allows you to create emails that render beautifully across any mobile device becausetoday's marketer, needs that more than anything to communicate with their customers.

22






Now, let's flash forward 30 days. You can see here that the design canvass where we built and mapped out that campaign, has now become ouranalytic canvass. And there's real time data on how our campaign is performing. You can see at the top that we're at 61.8% to goal with our 75%target goal for this campaign.

Now Chris and his team, they're not average marketers, they don't want to stop there, in fact, they've been pretty excited about trying out somegeo targeted marketing. So now, they're going to extend this journey for a racing gamer, by including a trigger, instead of a trophy, to be a geofence. A geo fence is when a racing gamer, for example, enters the physical radius of a certain location. So in this example, it's when a racing gamerenters near a mall, kiosk, for gamers.

We're going to set up these criteria and Chris and his team are going to be able to create a mobile push notification. These folks are on the move,they're at the mall, you can write in the marketing message you want them to receive, and you can see it displayed right here, on the mobile device.

Now we don't want to just to communicate right? We want to engage, so another thing that we're going to set up in here, is a personalized QRcode, so that the racing gamer will be able, be encouraged to engage with the kiosk, and interact with our brand, and hopefully, buy Drive Club.

So we're going to activate this campaign, and since it's -- winter here in New York City, we brought the multi-use so we don't all have to head overto the mall. And join me in saying hello to Allen, our gamer.


Hey, Amanda, how's it going?


Hey, Allen, how are you?


Pretty good. You know, I'm doing a little shopping, and I just got this push notification on my phone. And it says I can log into this kiosk. That'spretty cool. Wow, that's really awesome. I guess I just show my QR code over here like that. And it's got my profile. That's amazing. Pretty cool. Allright. And I love puzzles. Give me a second to work on this one, okay?


Sure thing. Sure thing, Allen. So while Allen gets to work on his puzzle, I want to call out a couple of key things that are happening here. First of all,we are creating customer engagement with the ExactTarget marketing cloud.

Allen is a gamer, he's received a -- push notification, an email notification, he's received a personalized QR code, and he's walked up to a kiosk atthe mall and is engaged with it. And you can see in real time, his contact record is updating with all these information so that we truly know himas the individual that he is. He's even uploaded a pretty cool picture here that he's taking. Allen, very nice picture, very nice picture.


Thank you so much. I thin it's my new profile picture for Facebook.

23







I like it, I like it. The ExactTarget marketing cloud is essential tool for all of you to manage the internet of customers. The ExactTarget marketingcloud manages customer engagement and it is the future of marketing.

Thank you so much for having me here today to show it to you for the first time. Now back to you, Marc.


Thank you, Amanda. Great job. Please give her a round of applause, Amanda Leet from Indianapolis, ExactTarget. Very exciting, I love that product,great job guys. How about a great hand for our demoers over here as well.

Everything you saw today was a live demonstration on our service. We are absolutely thrilled to have you here. This has been the inauguration ofthe Salesforce1 World Tour. And we are now on our way to 20 more cities around the world. We hope we'll see you there.

Thanks for coming, everybody. All the best.

D I S C L A I M E R

Thomson Reuters reserves the right to make changes to documents, content, or other information on this web site without obligation to notify any person of such changes.

In the conference calls upon which Event Transcripts are based, companies may make projections or other forward-looking statements regarding a variety of items. Such forward-looking statements are based uponcurrent expectations and involve risks and uncertainties. Actual results may differ materially from those stated in any forward-looking statement based on a number of important factors and risks, which are morespecifically identified in the companies' most recent SEC filings. Although the companies may indicate and believe that the assumptions underlying the forward-looking statements are reasonable, any of theassumptions could prove inaccurate or incorrect and, therefore, there can be no assurance that the results contemplated in the forward-looking statements will be realized.

THE INFORMATION CONTAINED IN EVENT TRANSCRIPTS IS A TEXTUAL REPRESENTATION OF THE APPLICABLE COMPANY'S CONFERENCE CALL AND WHILE EFFORTS ARE MADE TO PROVIDE AN ACCURATE TRANSCRIPTION,THERE MAY BE MATERIAL ERRORS, OMISSIONS, OR INACCURACIES IN THE REPORTING OF THE SUBSTANCE OF THE CONFERENCE CALLS. IN NO WAY DOES THOMSON REUTERS OR THE APPLICABLE COMPANY ASSUMEANY RESPONSIBILITY FOR ANY INVESTMENT OR OTHER DECISIONS MADE BASED UPON THE INFORMATION PROVIDED ON THIS WEB SITE OR IN ANY EVENT TRANSCRIPT. USERS ARE ADVISED TO REVIEW THE APPLICABLECOMPANY'S CONFERENCE CALL ITSELF AND THE APPLICABLE COMPANY'S SEC FILINGS BEFORE MAKING ANY INVESTMENT OR OTHER DECISIONS.

©2014, Thomson Reuters. All Rights Reserved. 5265381-2014-01-09T18:48:45.620

24






salesforce1 world tour, new york city keynote with marc benioff...

Documents