The Internet of Things (IoT) produces vast quantities of data that promise a deep, always connected view into customer experiences through their devices. In this connected age, the question is no longer how do you gather customer data, but what do you do with all that data. How do you ingest at massive scale and develop meaningful experiences for your customers? In this session, you learn how Salesforce IoT Cloud works in concert with the AWS IoT engine to ingest and transform all of the data generated by every one of your customers, partners, devices, and sensors into meaningful action. You also see how customers are using Salesforce and AWS together to process massive quantities of data, build business rules with simple, intuitive tools, and engage proactively with customers in real time. Session sponsored by Salesforce.

1. Tweet to Win an Oculus Rift
1 winner will be randomly selected at the end of the session
Your caption of the session
#reInvent #SalesforceIoT

2. © 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.
Bo Mangels
IoT Cloud , Salesforce
@bomangels
Nov. 29, 2016
Salesforce IoT Cloud + AWS IoT
Delighting Customers Through Device Data with
Salesforce IoT Cloud and AWS IoT
Aubrey “Vanna White” Wing
IoT Solutions Lead, Salesforce
@
Antony Passmard
AWS IoT Lead, AWS
@

3. Tweet to Win an Oculus Rift
1 winner will be randomly selected at the end of the session
Your caption of the session
#reInvent #SalesforceIoT

4. Forward-Looking Statements
Statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any
of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking
statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or
service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for
future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer
contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our
service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth,
interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any
possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and
motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-
salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial
results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for
the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor
Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not
be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

5. How many IoT Developers are here?
How many of you are focused on ‘IoT readiness’ within your
company?
Who is just hear to learn about AWS + Salesforce?

6. What to Expect from the Session
 A better understanding of the IoT
Business Landscape
 How AWS IoT helps you securely
manage and ingest data from all
your connected devices
 How Salesforce takes that
aggregated IoT data and makes it
actionable
 Less Talky more Showy: The End-
to-end demo.

7. The Internet of Things is now a Thing
**Gartner forecasts there will be 20.8B connected things by 2020
connected
things
20.8 B

8. IDC, Worldwide Internet of Things Forecast, 2015–2020
*McKinsey predicts 4-11 trillion in, “Unlocking the potential of the Internet of Things”, June, 2015
Potential economic
impact of IoT
$4 - 11
Trillion
Spent on IoT by
2019
$1.3
Trillion
Companies Investing Big in IoT and
Expecting Big Returns

9. The Evolution of IoT
From a Single Thermostat to the Connected House
Mechanical
Device
Digital
Device
Connected
Experience
Connected
Product

10. Lots of Players and Complexity in the IoT Space

11. Value Curve
Maturity Curve
Baseline
Connectivity
6 months 12 months
18 months+
Reactive Alerts – Just Do Its
System failure, alert driver, fleet manager etc
Level 1: Reactive Value
Level 2: Proactive Value
Proactive Alerts – Inspection Needed,
Keep Running
Device has been operating too long
Oil level low or temp remains high,
raise case, create alert
Level 3: Predictive Value
Predictive Examples – Failure May
Occur, Determine Next Best Action
Device is being used incorrectly,
the model tells us it could fail
IoT Implementation is complex

12. Business Logic
Customer Context
Systems of
Engagement
Data Aggregation,
Processing,
Provisioning
Smart Gateways /
Network infra, - Local /
Cellular / Satellite /
Sub-Ghz
12:12
Device Hardware,
Apps, Activity
Things Connectivity Data/Device
Management
Engagement
Engine
IoT from Devices to Customers

13. Your Customer Experience
Engagement systems designed around people
Populated with historical customer data
Built to be accessible by business and ITHard-coded solutions focused on devices
Inaccessible to business users
No context about the customer
Your IoT Solution
Gateway
Edge
Processing
Devices & Device
Management
IoT Transformation Gap
Your Devices are disconnected from your Systems of Engagement

14. Device Connectivity &
Data Management
Action &
Engagement
Bridging the Gap with AWS IoT & IoT Cloud

15. Device Management
Data Connectivity
Data Rules Engine
AWS IoTIoT Data Sources
Salesforce
IoT Cloud 3rd Party Public APIs
Sales Marketing
Native integration with all of
our Core Clouds
Salesforce Clouds
Web hooks to any public API
via HTTP REST
Business Logic
Customer Context
Systems of Engagement
Device Hardware
Gateways
Applications
Service Apps
AWS IoT Works with Salesforce IoT Cloud
A native connection between devices and customers

16. AWS IoT
What is AWS IoT?

17. Managed Service
Native Autoscaling, single entry point for millions of
devices
Security at the core
X509 Authentication, TLS 1.2, Policies & Roles
Multiprotocol
MQTT, HTTPS, Websockets
Device Front Door to The Cloud
Front door to AWS and Salesforce IoT Cloud
Cost Effective
Starts at $5/M message (US)
AWS IoT for Device Connectivity to the Cloud

18. Profiles (Event & Context)
Build 360° views of customers and devices
Journeys (Business Logic)
State-based orchestration engine
Translate business goals into action
Sales
Service
Community
Platform
Analytics
Marketing
Customer Engagement
(Action + Data)
Salesforce Clouds
Connect with Customers on every channel
IoT Cloud For Business Logic and Customers Engagement

19. IoT Cloud
What is IoT Cloud?

20. Rapid Innovation
Low-Code technology accessible to business users
Events Per Day
14B
Customer Context
Combine CRM and device data for IoT decisions
Real-Time Engagement
Connect any device to systems of engagement
Transform Connected Products into Engaging Experiences
IoT Cloud

21. Streaming
Ingestion
Events
Real-time
Processing
Attribute
Groups
Contextual
Data
ARCHITECTURE
Bulk Upload
Triggers &
Alerts
3rd Party API
integrations
Event
Data
Microservices
Context
Data
State Machine
Rules Engine
PROFILES
Build 360° views of
customers and devices
OUTPUTS
Take Action in Salesforce
and other 3rd party apps
UX
INPUTS
Ingest data from
anywhere
JOURNEYS
Translate business
goals into action
Data Transformation
and normalization
Thunder
FTP/ PHP
How Does IoT Cloud Work?

22. Engage through customer journeys
Automatic reorders
Alert service reps of
immediate issues
Integrate external data sources
Connect to custom processes
CRM
Added
Services
Enable partners with communities
Build connected apps
Embed intelligence to identify patterns
Transform Connected Products into Engaging Customer
Experiences
Create Business Value by wrapping connected devices with services

23. EXTERNAL ACTIONSIoT Cloud
Weather
Monitoring
Device Info
Service history
Contractor info
Knowledgebase
documents
End User
Application
Service Analytics
In App
Home Systems
(thermostat,
HVAC)
STREAMINGCONTEXT
PROFILES
Households
Devices
JOURNEYS
Mobile alert sent to installer
of HVAC re: health check
Proactive case creation and
smart prioritization of HVAC
system alert
Customer/contractor
notification if filter is
clogged, part is degrading
Proactive Home Monitoring
AWS IoTDATA SOURCES
Transform
and Route
Connect and
Manage
Things
Communicate
with devices
Device
Gateway
Device
Shadow
12:12
Device
Registry

24. Demo

25. EXTERNAL ACTIONSIoT Cloud
Device Info
Service history
Contractor info
End User
Application
Service Analytics
In App
Solar Panel
Status
STREAMINGCONTEXT
PROFILES
Devices
Owners
JOURNEYS
Automatically clean an
underperforming Panel
Proactive case creation
and smart prioritization
of Solar Panel alert
AWS IoTDATA SOURCES
Connect and
Manage
Things
Communicate
with devices
Device
Gateway
Device
Shadow
Device
Registry
Transform
and Route
AWS IoT + Salesforce IoT Cloud Solar Panel Demo

26. What can you do next?
Need help defining IoT
architecture & use cases?
Have use cases well defined,
and want our help educating
your broader executive team?
Schedule a joint working
session through your Account
Executive
Work with your Account Executive
to schedule a meeting with AWS &
Salesforce
Create the End-to-End IoT Stack for Enterprise Customers

27. Thank you!

28. And the Winner is…..
#reInvent #SalesforceIoT

29. Every Company is Journey to Digital Transformation
Disrupt your business model with technology or be disrupted
Mechanical
Device
Digital
Device
Connected
Experience
Connected
Product

30. Remember to complete
your evaluations!

31. Thank Y u

32. Earn the IoT Cloud badge

33. Business
Logic
Customer
Context
Systems of
Engagement
Data
Aggregation,
Processing,
ProvisioningSmart Gateways /
Network infra, - Local /
Cellular / Satellite /
Sub-Ghz
Device Hardware,
Apps, Activity
Need IoT Investment to Connect Your
Things to Your Customers
ConnectivityThings
Data/Device
Management
Engagement
Engine

34. Every Company is on a Journey to Digital
Transformation
Disrupt your business model with technology or be disrupted
New Idea or
Product
Connect an
existing product
Scale to Millions

35. What we are going to see: Bi-directional Integration of AWS IoT and SFDC IoT Cloud
• Data flowing from solar panel to AWS IoT
• AWS IoT validates unique identity stored on Cryptographic Chip on device (mutual authentication with
certificates)
• Data flows from Solar Panel devices to AWS IoT for transformation and routing to SFDC IoT Cloud
• When Voltage is Low, SFDC IoT Cloud recognizes condition and switches to a monitoring state to looks
for trends
• If trend confirmed, Cleaning Action initiated back to AWS IoT
• Continuous evaluation following automated remediation
• When Voltage low the next time, SFDC IoT Cloud again switches to a monitoring state to looks for
trends and if confirmed, a Service Cloud Case automatically created
• Onsite service performed
• Case is closed and state switches to Customer Confirmation
• Customer confirms fix is good
• Return to Normal
AWS IoT + SFDC IoT Cloud Demo
IoT End To End

36. Flow
• Slides: Lindsey - IoT trends + key customer questions; IoT Cloud Overview and
introduction to AWS partnership
• Slides: Antony - AWS IoT overview (why partner, what does AWS IoT do for customers;
Enel use case introduction
• Demo: Aubrey - AWS IoT + IoT Cloud
• One slide: summary of how this helps customers
• Open Q&A
• Intro Video

37. Customers Expect Smart and Engaging
Experiences
Service
Marketing
Mobile
SalesIoT
Apps
Messaging

38. A Lot Goes Into Building Smart Experiences
ServiceMarketing
Mobile
SalesIoT
Apps
Messaging
Trust & Security
Integrated
Customer Data
Developer Skills
User Experience
Identity
Complex
Integrations
Open APIs
The Geology of IT
Artificial Intelligence

39. Salesforce Customer Success Platform
Run your business
on a trusted platform
Innovate with
clicks or code
Delight customers
with smart apps
Empower employees
to be their best

40. Build Experiences People Love with Salesforce
Everything you need to move faster, trusted and together
Analytics
Mobile
Low
Code
IoT
User Experience
Community
Identity
Data
Logic
Ecosystem
Journeys
No Code Code
Open
Frameworks

41. Salesforce Customer Success Platform
Einstein
Lightning
force.com
Heroku
AppExchange
Thunder
Sales Service Marketing AnalyticsCommunity Apps Commerce IoT
Predictive
Analytics
Machine &
Deep
Learning
Natural
Language
Processing &
Generation
ThunderMultitenant
Infrastructure
Development
Platform
AI Platform
Services
Applications
Email, Calendar
& Social Data
CRM Data
IoT Events
Data
Services

42. The Expanding Salesforce + AWS Partnership
App Cloud on AWS
with Heroku
The Alexa Toolkit for
Salesforce
An Integrated Enterprise IoT Solution:
AWS IoT + Saleforce IoT Cloud
Analyze Amazon Redshift Data
with Salesforce Wave Analytics
On-Prem Apps in Salesforce
Lightning through AWS Photon

43. Salesforce Clouds
Native integration with all of our
Clouds for a seamless experience
3rd Party Public APIs
Webhooks to any public
standard API via HTTP REST
AWS IoT Cloud Connector
Out-of-the-box Connectors to connect
with AWS IoT Device Shadow
AWS IoT Cloud
Device Management
Data Connectivity
Data Transformation
Salesforce IoT Cloud
Business Logic
Customer Context
Action & Engagement
IoT Data Sources
Device Hardware
Apps
Activity
How AWS IoT Works with
Salesforce IoT Cloud
Connectivity between connect devices and customers

44. What is Heroku
A cloud application platform to build modern apps
Best-in-class Developer Experience
Allows developers to focus on code, not
infrastructure
Open and extensible
Build apps in any modern language and leverage
an ecosystem of over 150 add-ons
Connected to Salesforce
Easy connectivity to Salesforce data creates a
single view of the customer

45. Heroku Flow: Staging & Automating App Delivery
Structure, support, and visualize continuous delivery
Heroku Pipelines
Clear and structured workflow for apps that
share the same codebase
Heroku GitHub Deploys
Automatic (or manual) deployment to
staging apps on every push to a specified
branch
Heroku Review Apps
Automatic creation of a disposable “Review
App” for each new GitHub Pull Request
Heroku CI (Coming soon!)
Tightly integrated automated test suite built
right into Pipelines

46. Heroku Connect Syncs Directly to Salesforce Apps
Seamless two-way data flow between Salesforce and AWS
Productivity AppsEngagement Apps
Heroku
Connect

47. Heroku is built 100% on AWS
Heroku serves as a managed service provider on top of AWS, implementing AWS best practices in
architecting, deploying, and scaling enterprise services on top of underlying AWS infrastructure.
Amazon
EC2
Amazon
S3
Amazon
VPC
Amazon
Route 53
Elastic Load
Balancing
Amazon
CloudFront
Amazon
DynamoDB
Amazon
Kinesis
…

48. Developers write code
in Node, Ruby,Java, Go, Python, PHP ...
Uses the CLI, Github, or
continuous integration
to push code to a build system,
which produces an app that's
ready for execution
Apps run in dynos
smart containers with curated,
automatically patched language
stacks
150+ Add-ons
3rd party services extend apps with a
range of functionality such as data stores,
logging, monitoring and more
Heroku Data Services
Heroku Postgres, Heroku Redis,
and Heroku Kafka are fully
managed data services operated
by Salesforce
Users access your app
from any device, over HTTP
(including WebSocket) and API
Router
routes HTTP requests sent to
your app’s hostname(s) to
your app's dynos
AWS Services
Use AWS Services like S3, Redshift,
Cloudfront, DynamoDB,
ElastiCache, Lambda, etc

49. Why add Heroku to AWS?
Accelerate Developer Productivity
Reduce time to market through a rich
set of app and data services, including
continuous integration and continuous
delivery
Lower Ops Complexity and Risk
Reduce cloud operations and lower
your costs on potential outages and
security incidents by letting Salesforce
manage your platformSeamless Extension of your Salesforce Data
Build engaging experiences that extend and
enrich your 360∘ view of your customers,
partners, and employees

50. How about a quick demo?

51. Let’s hear from a customer:

52. OUR ASSETS OUR EXPERTISE
OUR TRACK
RECORD
OVERVIEW
Zayo at a Glance
52
BUILDINGS
24,282
61
ZAYO DATA
CENTERS
EMPLOYEES
3,200FIBER MILES
8.7M 38% dark fiber solutions
45% network connectivity
16% colo & cloud infrastructure
1% other
54% enterprise & content
46% carriers & wireless
$ ~$2.0B revenue
~$1.0B adjusted EBITDA
~$11B enterprise value
$1.1B invested equity since 2007 inception
>$6.7B equity value today; >6x return
38 acquisitions for >$5B
ZAYO
Oct. 2014
NYSE:
PRODUCT MIX - % OF REVENUE
1,031
ON-NET DATA
CENTERS
MARKETS
365 CUSTOMER MIX - % OF REVENUE

53. 53
8.7M Fiber Miles
112,600 Route Miles
61 zColo Data Centers
365 Markets Served

54. CUSTOMER PORTFOLIO
Enabling Communications Infrastructure Customers
54
Customer Mix
Wireline
31%
Wireless
15%
Content
17%
Cloud /
Datacenter
7%
Finance
10%
Public Sector /
Healthcare
8%
Services
8%
Manufacturing /
Transportation
3%
Cloud /
Datacenter
Select Customers
Wireline
Manufacturing /
Transportation
Finance
Wireless
Public Sector /
Healthcare
Services
Content

55. ACQUISITION HISTORY
39 acquisitions since 2007 totaling >$5B
55
CFS Regional
Markets
USCarrier

56. Zayo’s Salesforce Footprint
• Lead-to-Quote-to-Cash: Everything goes in Salesforce and everyone works in Salesforce
• Acquisition integration acceleration: Requires one data source of truth
• 80+ Salesforce and Heroku developers
• CEO/CIO preach "Salesforce Religion"
• Salesforce is a true partner - They trust our bandwidth infrastructure to scale their
business
56
Sales ServiceMarketing AnalyticsCommunity Apps
Customer Success Platform

57. Zayo: Why Heroku?
• Enhanced user experience for Zayo’s Tranzact online tool
• Quote, order, service management portal
• Advanced data analytics on large data sets in real time
• Enhanced features quickly scale with adoption: Users activity drives enhancements
• Seamlessly integrates custom code on force.com with enhancements on Heroku
57
Salesforce Enterprise Apps
Heroku
Connect
Tranzact: Customer Facing

58. 58
DEMO

59. Salesforce + AWS = Better Together
 Salesforce and AWS are strategically aligned as innovators in the cloud market and
leaders in their respective areas
 Salesforce and AWS have announced a new global Strategic Alliance, which will
further simplify and expand how joint customers capture, analyze and take action on
data
 Stop by booth #2046 to learn more about how you can connect with your customers
in a whole new way. Meet the platform that delivers agility, speed & innovation in the
age of the customer.