LESLIE TOM VP, PARTNER MARKETING SALESFORCE.COM @LESLIEJTOM

THE ENTERPRISE OPPORTUNITY

Safe Harbor

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A Fundamental Need for

Better Apps

An Inve$tment Community Looking to Place Bets

A New Set of User Requirements

The Proliferation of App Ec systems

The Enterprise App Revolution is Here

2009 2012

2:20 :40

Innovative Companies are Adopting Apps

60% of Fast Company’s 50 Most Innovative

Companies are Using the AppExchange

70% of the Fortune 100 Have Installed an AppExchange App

Partners Large and Small are Building Big Businesses

4 of the Top Ten Most Popular Apps Come From Companies with Less

than 25 Employees

The #1 Installed App = 12 Employees

Project Management

4 Employees

Secured Kelly Services & NBC as Customers within 90 Days

Data management

13 Employees

$8M Run Rate & Growing

Document Management

25 Employees

3000+ customers including P&G, Medtronic & Hilton

Top AppExchange Search Terms

Surveys

SMB Apps

Chatter

Recruiting Inventory Management

Invoicing

Calendar

Dashboards

Skype

Event Management gmail

mapping

quickbooks

outlook

linkedin

google facebook

Project management

Top Customer Requested Apps

CRM 1. Surveys 2. Campaign mgmt 3. Email response mgmt 4. Sales performance mgmt 5. Mobile sales mgmt 6. Lead mgmt 7. Event mgmt 8. Competitive intelligence 9. Customer chat 10. Incentive mgmt

BACK OFFICE 1. Data integration tools 2. Data cleansing 3. Invoice mgmt 4. Demand planning 5. Product lifecycle mgmt 6. Supply chain mgmt 7. Business intelligence 8. Big data mgmt 9. Purchase order & expense mgmt 10. Project mgmt

Today is about

Opportunity

#ENTERPRISE APPS: VC REPORT

SARA VARNI BRIGHT SR DIRECTOR, APPEXCHANGE SALESFORCE.COM @SARAVARNIBRIGHT

BRYAN STOLLE GENERAL PARTNER MOHR DAVIDOW

MIKE DODD PARTNER AUSTIN VENTURES

An Inve$tment Community Looking to Place Bets

Our Panel

Sara Varni Salesforce.com

Bryan Stolle Mohr Davidow Ventures

Mike Dodd Austin Ventures

MODERATOR

About Austin Ventures

• Founded in 1979 • 3.9B Under Mgmt • Focused on Early Stage & MM • Key Enterprise Apps:

- BazaarVoice - Mass Relevance - Spredfast

Mike Dodd, Partner

• Joined AV in 2008 • Former Omniture, Ancestry.com Exec • Focus:

- Web-enabled app software - Consumer

About Mohr Davidow Ventures

• Founded in early 80s • 2.5B AUM • 70-80 Portfolio Companies • Focused on Early Stage • Key Enterprise Apps:

- Coupa - Genius - Rally

Bryan Stolle, General Partner

• 6+ Years at MDV • Former Entrepreneur • Bryan’s Top 3:

- Financial Tech - “The Finance of Marketing” - Education

Our Panel

Sara Varni Salesforce.com

Bryan Stolle Mohr Davidow Ventures

Mike Dodd Austin Ventures

MODERATOR

THE fastest PATH FROM IDEA TO APP

SARA VARNI BRIGHT SR DIRECTOR, APPEXCHANGE SALESFORCE.COM @SARAVARNIBRIGHT

A New Set of User Requirements

Mobility

Collaboration

Social UX

Network Effects

Interoperability

Innovation

INFRASTRUCTURE application moBILE SOCIAL BUSINESS

Tablestakes

INFRASTRUCTURE application TOUCH SOCIAL BUSINESS

Global Data centers

60+ Billion Transactions per qtr

True multi-tenancy

INFRASTRUCTURE

Declarative Tools or...

Write in any Language

APIs

Search

Identity

Security & Sharing

INFRASTRUCTURE

application

Tablestakes Leverage

INFRASTRUCTURE application mobile SOCIAL BUSINESS

INFRASTRUCTURE

application

social

Profiles

Feeds

Status Updates

Groups

File Sharing

Approvals

INFRASTRUCTURE

application

social

mobile

Hybrid or HTML5

SDKs

Enterprise Container

Touch

Marketplace

Turn-key Trials

License Management

Billing

Upgrades

INFRASTRUCTURE

application

social

mobile

business

X

Apps by

Category

CRM Extensions

Service Marketing

IT & Admin

Collaboration

Other

See more apps: www.appexchange.com

See more technology: www.developerforce.com

Get Started

LARS NIELSEN SYMPHONIC SOURCE @LARSNIEL

FROM GARAGE TO GLORY

DAVID FRANKLIN VENTAS CONSULTING @VENTASCLOUD

BECCA KRASS APPEXCHANGE CURATOR SALESFORCE.COM @BECSMAY

KIRK VANDERVORT PERVASIVE SOFTWARE @CAPTKIRK1680

The Proliferation of App Ec systems

1,700+ APPS

20,000+ CUSTOMER REVIEWS

1,700,000+ INSTALLS

2009 2007 2008 2006 2010 2011 2012

26K 88K 259K 462K 734K 1M 1.6M

These are CUSTOMER installs.

= 1 customer = 100,000+ subscribers

1,700

Apps

$700M Partner Revenue

717,000

Apps

$5B Partner Revenue

$7,000 Per App

$400,000 Per App

Salesforce.com Helps You

Get To Market Faster

PLAN BUILD

Enable

Free APP Academy Roadmap Insight Business Best Practices

PLAN BUILD MARKET SELL

Enable Distribute

Free APP Academy Roadmap Insight Business Best Practices

AppExchange Marketplace Instant Storefront = Listing Hassle-Free Billing = Checkout

Our Panel

MODERATOR Becca Krass AppExchange Curator Salesforce.com @becsmay

David Franklin Vice President Ventas Consulting @ventascloud

Kirk VanDervort Strategic Alliances Pervasive Software @captkirk1680

Lars Nielsen President Symphonic Source @larsniel

The Enterprise App Revolution is Here

THANK YOU!

See moRe apps: www.appexchange.com

Get technology: www.developerforce.com

Become a PARTNER: www.salesforce.com/partners