1. THE ENTERPRISE OPPORTUNITY
ADAM SELIGMAN
VP, DEVELOPER RELATIONS
SALESFORCE.COM
@ADAMSE

2. Safe Harbor
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 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
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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
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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.

3. A Fundamental
Need for
Better Apps

4. A New Set of
User Requirements

5. The Proliferation of
App Ec systems

7. An Inve$tment Community
Looking to Place Bets

8. The Enterprise App
Revolution is Here

9. 2:20 :40
2009 2012

10. Innovative Companies are Adopting Apps
60%
of Fast Company’s
50 Most Innovative
Companies are Using the
AppExchange

11. 70% of the Fortune 100 Have Installed
an AppExchange App

12. Partners Large and Small are
Building Big Businesses

13. 4 of the Top Ten
Most Popular Apps Come
From Companies with Less
than 25 Employees

14. The #1 Installed App
= 12 Employees

15. Project Management
4 Employees
Secured Kelly Services & NBC as
Customers within 90 Days

16. Data management
13 Employees
$8M Run Rate & Growing

17. Document Management
25 Employees
3000+ customers including P&G,
Medtronic & Hilton

18. Top AppExchange Search Terms
Dashboards SMB Apps
mapping linkedin
Calendar
quickbooks Project management
Recruiting Inventory Management Surveys
Event Management Invoicing
gmail
Chatter
outlook
google Skype
facebook

19. Top Customer Requested Apps
CRM BACK OFFICE
1. Surveys 1. Data integration tools
2. Campaign mgmt 2. Data cleansing
3. Email response mgmt 3. Invoice mgmt
4. Sales performance mgmt 4. Demand planning
5. Mobile sales mgmt 5. Product lifecycle mgmt
6. Lead mgmt 6. Supply chain mgmt
7. Event mgmt 7. Business intelligence
8. Competitive intelligence 8. Big data mgmt
9. Customer chat 9. Purchase order & expense mgmt
10. Incentive mgmt 10. Project mgmt

20. Alex
Lai
Manager,
Sales
Systems

21. What is today about?

22. RETHINKING THE ENTERPRISE:
APPS VS. APPLICATIONS
CHARLES WARREN MARCUS GOSLING
SVP, PRODUCT DESIGN SENIOR DIRECTOR, USER EXPERIENCE
SALESFORCE.COM WORK.COM (RYPPLE)

28. Build. Measure. Learn.

29. Lean Startup in the Enterprise

30. If You
REMEMBER ONE THING
It Should Be

31. THE fastest PATH FROM IDEA TO APP
REID CARLBERG
PRINCIPAL DEVELOPER EVANGELIST
SALESFORCE.COM
@REIDCARLBERG

32. A New Set of
User Requirements

33. INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

34. INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
Tablestakes
Leverage

35. Innovate

36. innovate
Bring something new to the table

37. Build on quality
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

38. Build on quality
Global data centers •
Disaster recovery
60+ Billion transactions/quarter
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

39. Harness Multi-tenancy
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

40. Harness Multi-tenancy
Upgrades 3x/year •
Always up to date •
Automatic
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

41. focus on domain expertise
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

42. focus on domain expertise
Declarative development •
Point & click data modeling
Workflow • Approvals •
Validation rules
Automatic REST & SOAP APIs •
Search •
Analytics
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

43. optimize with code
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

44. optimize with code
Custom user interface • Custom business logic
Any language on Heroku • Any external app with Canvas
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

45. Know your users
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

46. Know your users
Robust identity management •
Deeply integrated
Customer configurable
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

47. Secure everything
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

48. Secure everything
Apps • Objects • Records • Fields
Private Data •
Role Based or Manual Sharing
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

49. Activate collaboration
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

50. Activate collaboration
User profiles • Feeds • Groups • Files
Approvals •
Tasks •
Polls
External users
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

51. Drive mobile engagement
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

52. Drive mobile engagement
Touch SDKs • iOS • Android • HTML5
Enterprise container • App management
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

53. Deliver customer success
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

54. Deliver customer success
Marketplace • Licensing • Billing • Support • Upgrades
INFRASTRUCTURE application SOCIAL TOUCH BUSINESS

56. Other
CRM
10% Extensions
Collaboration
10%
Apps 40%
by
IT & Admin 21% Category
10% 9%
Marketing Service

62. Get Started
See more apps:
www.appexchange.com
See more technology:
www.developerforce.com

63. FROM GARAGE TO GLORY
DAVID HECHT JEREMY ROCHE
FOUNDER PRESIDENT & CEO
SARA VARNI CLOUDAMP FINANCIALFORCE.COM
SR. DIRECTOR, APPEXCHANGE
SALESFORCE.COM BLAKELY GRAHAM STACEY EPSTEIN
@SARAVARNIBRIGHT CO-FOUNDER VP, MARKETING
BRACKET LABS SERVICEMAX

64. The Proliferation of
App Ec systems

65. Our Panel
MODERATOR Blakely Graham David Hecht
Sara Varni Co-Founder Founder
Sr. Director, AppExchange Bracket Labs CloudAmp
Salesforce.com
Jeremy Roche Stacey Epstein
President & CEO VP, Marketing
FinancialForce.com ServiceMax

66. Jeremy Roche •
President & CEO, FinancialForce.com

67. Stacey Epstein • VP of Marketing, ServiceMax

68. Blakely Graham •
Co-Founder, Bracket Labs

69. David Hecht
•
Founder, CloudAmp

70. Our Panel
MODERATOR Blakely Graham David Hecht
Sara Varni Co-Founder Founder
Sr. Director, AppExchange Bracket Labs CloudAmp
Salesforce.com
Jeremy Roche Stacey Epstein
President & CEO VP, Marketing
FinancialForce.com ServiceMax

71. 5 SECRETS:
HOW TO BECOME AN OVERNIGHT APP SENSATION
LEYLA SEKA
VP, APPEXCHANGE
SALESFORCE.COM
@LEYLASEKA

74. 1,700+
APPS
20,000+
CUSTOMER REVIEWS
1,600,000+
INSTALLS

75. 2006 2007 2008 2009 2010 2011 2012
26K 88K 259K 462K 734K 1M 1.6M
These are CUSTOMER installs.
= 1 customer = 100,000+ subscribers

76. $5B $700M
Partner Revenue Partner Revenue
717,000
1,700
Apps Apps

77. $7,000
$400,000
Per App Per App

78. What has made our top apps SUCCESSFUL?

79. Soft Launch Free Pilots Act on Feedback

80. #2 DON’T
KEEP IT A
SECRET
Identify Influencers Encourage Reviews Seed the Community

81. Clean Value Prop Crisp Demo Killer Content

82. Be Responsive Frictionless Trials Over-Communicate

83. User Groups Events DeveloperForce

85. #ENTERPRISE APPS: VC REPORT
ASHMEET SIDANA BRIAN JACOBS
GENERAL PARTNER GENERAL PARTNER
ANTHONY HA FOUNDATION CAPITAL EMERGENCE CAPITAL
WRITER
JOHN O’FARRELL PAT GRADY
TECHCRUNCH
GENERAL PARTNER PARTNER
ANDREESSEN HOROWITZ SEQUOIA CAPITAL

86. An Inve$tment Community
Looking to Place Bets

87. Our Panel
Ashmeet Sidana Brian Jacobs
General Partner General Partner
MODERATOR Foundation Capital Emergence Capital
Anthony Ha
Writer
TechCrunch
John O’Farrell Pat Grady
General Partner Partner
Andreessen Horowitz Sequoia Capital

88. THANK YOU!

89. See moRe apps:
www.appexchange.com
Get technology:
www.developerforce.com
Become a PARTNER:
www.salesforce.com/partners