three events, three takeaways, three to-dos...dreamforce 2013 devzone 20k enterprise dev attendees,...

Three Events, Three Takeaways, Three To-DosIoT & The Connected Device PresentIoT & The Connected Device Present

Reid CarlbergDirector, Evangelism

@ReidCarlberg

in/ReidCarlberg

Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded services ortechnology 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 anddelivering 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 oursecurity measures, the outcome of any litigation, risks associated with completed and any possible mergers andacquisitions, 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, ourlimited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Furtherinformation on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual reporton Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter.These documents and others containing important disclosures are available on the SEC Filings section of the InvestorInformation section of our Web site.

Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and doesnot intend to update these forward-looking statements.

Safe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded services ortechnology 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 anddelivering 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 oursecurity measures, the outcome of any litigation, risks associated with completed and any possible mergers andacquisitions, 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, ourlimited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Furtherinformation on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual reporton Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter.These documents and others containing important disclosures are available on the SEC Filings section of the InvestorInformation section of our Web site.

Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and doesnot intend to update these forward-looking statements.

#1 in Cloud Computing and CRM

#1 World’s #1CRM

CloudComputing

201120122013

Market LeaderEnterprise,

MidMarket, SMB &Sales ForceAutomation

Innovation

Connect with your customers in a whole new way

• Freezers contain genetic enzymes and are primary touch point with customers.• End-to-end customer service, sales, marketing & inventory app runs on Salesforce.• Mobile freezer app and telematics reporting built on Heroku and stored in Force.com.

Mobile Apps on Salesforce1 Platform Allow NEB to reachScientists Through Connected Freezers

Watch on YouTube.

Core Principal:

Behind Every Device Is a Customer.

Three Events, Three Takeaways

Event #1: The Connected Device Lab

Dreamforce 2013 DevZone20k Enterprise Dev Attendees, 15 Partners, 21 Workshops,Arduinos, Raspberry Pis, ARM mbeds, sensors, actuators,

2 Product Launches,1 Open Source Robotics Library Release

Event #1: The Connected Device Lab

EnterpriseEnterprise devsdevs are notare not IoTIoT ready.ready.Don’t get devices, sensors or business use cases.Don’t get devices, sensors or business use cases.

Event #2: ThingMonk

Produced by RedMonkLondon, ~20 Presentations (all on YouTube),

Maker/Hacker focused: Lots of really creative thinking.Best question: “Does your project deserve to exist?”

Event #2: ThingMonk

Makers are not enterprise ready.Makers are not enterprise ready.Don’t get scale, monetization, long term.Don’t get scale, monetization, long term.

Event #3: Executive Lab

Global Organization, C LevelReally intelligent, extremely business savvy.

Focus on highly polished products.

Event #3: Executive Lab

Executives don’t quiteExecutives don’t quiteunderstand possibilities.understand possibilities.

Love “Love “IoTIoT”, pretty vague on the details.”, pretty vague on the details.

My 3 Takeaways:

Developers aren’t ready. Makers aren’t ready.

Executives aren’t ready.

My Real Takeaway:

It’s a GREAT timeto be in the IoT business!

Three To-dos

#1 To-do: Play

Hands on experience with consumer productsdrives alignment. Tie features to business value.

#2 To-do: Hack

Hacking drives engagement, interest and curiosity.Curious developers make incredible progress.

#3 To-do: Make

Make habit of turning ideas into prototypes and iterating.Looks for internal interest, hire unusual candidates.

Get to Know Our Partners

@ReidCarlberg ~ [email protected]

References on next slide. Deck on SlideShare.

References

• Every Internet of Things Thing at Dreamforce 2013

• Things Do in the Connected Device Lab

• DIY Wireless Sensor Network

• Dreamforce 2013 Internet of Things Kickoff

• New England BioLabs Story

• Philips Puts Customers at the Center of Their Company

• ThingMonk Videos

• Every Internet of Things Thing at Dreamforce 2013

• Things Do in the Connected Device Lab

• DIY Wireless Sensor Network

• Dreamforce 2013 Internet of Things Kickoff

• New England BioLabs Story

• Philips Puts Customers at the Center of Their Company

• ThingMonk Videos

© Copyright 2013 Etherios. All rights reserved. Customer confidential. Do not distribute.

Larry Jovanovic,VP Cloud SolutionsLarry Jovanovic,VP Cloud Solutions

www.etherios.comTwitter: @etherioswww.etherios.comTwitter: @etherios

Safe Harbor

Etherios, Inc. is a division of Digi International Inc. (the“Company”). Actual results, performance, or developmentscould differ materially from those expressed or implied bythe forward-looking statements contained in thispresentation as a result of known and unknown risks,uncertainties, and other factors including those identified inthe Company's Form 10-K and other periodic filings withthe Securities and Exchange Commission.


Etherios, Inc. is a division of Digi International Inc. (the“Company”). Actual results, performance, or developmentscould differ materially from those expressed or implied bythe forward-looking statements contained in thispresentation as a result of known and unknown risks,uncertainties, and other factors including those identified inthe Company's Form 10-K and other periodic filings withthe Securities and Exchange Commission.

2

A Proven and Trusted Partner

Service Offerings:• Advisory Consulting• Salesforce.com• Wireless Design• Internet of Things

SaaS Offerings:• Device Cloud by

Etherios™• The Social Machine®

600+ Employees deployedacross the globe

40+ Consecutive quartersof profitability (DGII)

Global Presence

© Copyright 2013 Etherios. All rights reserved. Customer confidential. Do not distribute. 3

Service Offerings:• Advisory Consulting• Salesforce.com• Wireless Design• Internet of Things

9.9/10 CSATas surveyed by salesforce.com

40+ Consecutive quartersof profitability (DGII)

25+ Years of tribalknowledge in M2M

The Internet of Things is Here


Evidence of a Market Opportunity

10x Return on investment

25-30% Reduction in maintenance costs

70-75% Elimination of breakdowns

35-45% Reduction in downtime

20-25% Increase in production


10x Return on investment

25-30% Reduction in maintenance costs

70-75% Elimination of breakdowns

35-45% Reduction in downtime

20-25% Increase in productionSource: US Department of Energy

5

Then… Now… Next…

REACTIVE PROACTIVE PREVENTATIVE

The Dawn of a New Era in Service


SERVICE AGENTSERVICE AGENT CUSTOMERCUSTOMERCUSTOMERCUSTOMER

ATEK’s TankScan Solution OverviewUse Case ATEK TankScan Solution

Monitoring allowed for truckusage efficiency to increase from50% to over 85%

Customer Problem

Increased transportation costs ledto remote customers becomingunprofitable

Real-time monitoring of tankingfluids increased efficient inventorymanagement & production up-time

Operational inefficiency &increased drilling down-time due totanks being depleted of inventory

Optimization of large fuel distributorships

Mobile tank monitoring solutions


Real-time monitoring of tankingfluids increased efficient inventorymanagement & production up-time

Operational inefficiency &increased drilling down-time due totanks being depleted of inventory

Cost savings of unnecessary ,expensive trips to refill fuelingstations, and improvements inemployee safety

Opportunity cost of strandedhelicopters and high operationalcosts of remote fueling stationmanagement

Helicopter services to the worldwide off-shore energy industry

7

ATEK’s Problem Statement

ATEK Customer ServiceATEK Customer Service

Proprietary SolutionProprietary Solution


Slow Expensive Proprietary InflexibleHardwareSoftware

Bandwidth

MaintenanceUpgradesPersonnel

ClosedLimiting

Crushing Data

CustomNot Scalable

ATEK’s vision is to provide more information, new solution offerings,and better customer service to its global customer base.

ATEK’s Vision


ImproveCustomer

Satisfaction

Identify NewStreams and

Increase Revenue

ConsolidateSiloed, Disparate

Systems

Single Platform Preventative Services Provide Unique Value

Streamline Processes Increase Competitive Advantage Reduce Customer Churn

ATEK’s M2M Solution3. Engage

Send Proactive Alerts toCustomers and EngageChannel in New Ways

2. ControlManage Health and Connectivity

of Devices at CustomerLocations in real-time

1. ConnectRemote Sites and

Equipment on WidelyDeployed Solutions


EasyAutomatic Upgrades

Clicks Not Code

Fast TTMNo HardwareNo Software

FlexibleExtensibleScalable

OpenAny Device

Any Network

TrustedSecureReliable

Benefits:

Business Value Realized

Drive DownOperational Costs

ProactivelyIdentify Issues

IncreaseEfficiency

ImproveCollaboration


=

11

ProactivelyIdentify Issues

Increase CustomerSatisfaction

ImproveCollaboration

ResolveIssues Faster

3. EngageBusiness Process Applications

1. ConnectSeamlessly Connect

2. ControlGather & Integrate

Etherios: Anatomy of an M2M Solution

Three Pillars of an End to End Solution


Hardware WirelessDesign

Salesforce.com(CRM)

The SocialMachine®

Device Cloudby Etherios™

Advisory & Consulting Services

CustomApplications

12

@etherios

in/etherios

/etherios

@etherios

in/etherios

/etherios

Thank You


@etherios

in/etherios

/etherios

@etherios

in/etherios

/etherios

Learn more at www.etherios.comLearn more at www.etherios.com

Achieving a Preventative Service Model

Old Process New Process• Customer Reported Issues• Calendar Based Service Model

• Asset Initiated Alerts & Alarms• Remote Maintenance Capabilities

1. 2. 1.


ATEK CSRATEK CSRField ServiceField Service ATEK CSRATEK CSR Field ServiceField Service

3.4. 2a. 2b.

CustomerCustomer

three events, three takeaways, three to-dos...dreamforce 2013 devzone 20k enterprise dev attendees,...

Documents