Enterprise adoption of software-as-a-service (SaaS) technology is skyrocketing due to the speed, flexibility and agility that SaaS allows. More companies are replacing traditional homegrown and on-premise commerce software platforms with SaaS solutions—especially when it comes to powering revenue-generating, customer-facing experiences like commerce. When markets and customer demands change, SaaS gives businesses the agility and flexibility they need to adapt and scale fast, while staying 100% connected to customers. Guest speaker Liz Herbert, VP and Principal Analyst at Forrester Research, will join Bryan Shelstad, Director of Digital Development at Land O’ Lakes to discuss why enterprises are choosing SaaS solutions to drive digital transformation and B2B commerce success. Shelstad will provide real-world examples and insights on how Land O’ Lakes achieves digital revenue growth, customer engagement and speed to market with a SaaS commerce solution built on Salesforce.

2. Drive Your B2B Digital
Transformation and Drive Revenue
with SaaS Commerce
Liz Herbert, VP, Principal Analyst

3. 3
We work with business and
technology leaders to develop
customer-obsessed strategies
that drive growth.
© 2016 Forrester Research, Inc. Reproduction Prohibited

4. © 2016 Forrester Research, Inc. Reproduction Prohibited 4
Welcome to the age of the customer
Source: “Winning In The Age Of The Customer” Forrester report
Definition: A 20-year business cycle in which the most successful
enterprises will reinvent themselves to systematically understand
and serve increasingly powerful customers

5. © 2016 Forrester Research, Inc. Reproduction Prohibited 5
Businesses must rethink their competitive
advantage . . .
Source: “Understand The Digital Business Landscape” Forrester report

6. © 2016 Forrester Research, Inc. Reproduction Prohibited 6
SaaS enables speed, agility, and
new digital business models

7. 7© 2016 Forrester Research, Inc. Reproduction Prohibited
SaaS Enables The New Era Of Digital Business
SaaS is a key enabler for the
Age of the Customer

8. 8© 2016 Forrester Research, Inc. Reproduction Prohibited
Need for speed drives SaaS adoption
Note: Select response options shown
Source: Forrester’s Business Technographics® Global Software Survey, 2015

9. © 2016 Forrester Research, Inc. Reproduction Prohibited 9
SaaS continues to displace on-premises
systems across categories
Source: “The Public Cloud Market Is Now In Hypergrowth” Forrester report

10. © 2016 Forrester Research, Inc. Reproduction Prohibited 10
SaaS growth continues across categories
Source: Forrester’s Global Business Technographics® Software Survey, 2015; Forrester’s Business
Technographics Global Software Survey, 2014; Forrester’s Forrsights Software Survey, Q4 2013

11. © 2016 Forrester Research, Inc. Reproduction Prohibited 11
But, concerns linger and not all
SaaS is created equal

12. 12© 2016 Forrester Research, Inc. Reproduction Prohibited
57%
say security
is a concern
Source: Forrester’s Business Technographics® Global Software Survey, 2015; January 20, 2015
Base: 972 Global software decision-makers
49%
say cost
is a concern
47%
say compliance
is a concern
Buyer Concerns Still Linger
46%
say vendor lock-in is a
concern
© 2016 Forrester Research, Inc. Reproduction Prohibited

13. © 2016 Forrester Research, Inc. Reproduction Prohibited 13
Four necessary elements to mitigate SaaS
risk
Approach Goals
Due diligence Assess the solution
Recognize the take it or leave it nature of XaaS – and make an
informed decision
Contracting Get legal and financial commitments from the vendor
Clarify expectations on all sides
Add-on tools Plug gaps with add-ons for security, performance, backup, and more
Vendor management Monitor the solution and be informed.
Recognize that the solution will not be static in XaaS models
© 2016 Forrester Research, Inc. Reproduction Prohibited

14. © 2016 Forrester Research, Inc. Reproduction Prohibited 14
You must balance value with risk
© 2016 Forrester Research, Inc. Reproduction Prohibited

15. © 2016 Forrester Research, Inc. Reproduction Prohibited 15
XaaS requires unique buying considerations
Architecture
•Multitenancy
•Approach to
customization
•Programming
languages for
development
•Integration tools
•Control of upgrade
timing
•Data center/ hosting
Financials
•Company size
•SaaS customers
•Growth
•Investors
•R&D
•Platform dependence
Ecosystem
•Technology partners
•Implementation
partners
•Marketplace
•Ease of deploying
add-on solutions
•Community ratings
•Developer community
Security
•Single sign-on
•Disaster recovery
•Encryption
•Access rights
•Physical security

16. © 2016 Forrester Research, Inc. Reproduction Prohibited 16
The future of SaaS

17. © 2016 Forrester Research, Inc. Reproduction Prohibited 17
Clients see long-term value in SaaS
› Rapid scalability
› New customer experiences
› Many-to-many collaboration
› New business models

18. © 2016 Forrester Research, Inc. Reproduction Prohibited 18
SaaS
Ecosystem
IoT
Public
Internet
What’s next: SaaS enables digital ecosystems
SaaS ecosystems connect employees, customers, partners, and
devices – and have the power to disrupt business models

19. © 2016 Forrester Research, Inc. Reproduction Prohibited 19
SaaS ecosystems will disrupt industries
and create new industry leaders
› Smart, real-time engagement with partners and customers
› New business models built for the service economy
› Centralized source of aggregate data creates unique analytics
Winners will own their
markets and create a
high barrier to entry for
competitors

20. forrester.com
Thank you
Liz Herbert
lherbert@forrester.com

21. Welcome to the
Age of the
Customer
@ToddSurdey
Todd Surdey
SVP, Salesforce

22. CloudMainframe
1960s 1980s
Client/Server
Today
New
Technology
Model
New
Business
Model
New
Philanthropic
Model
Benefits of Enterprise Cloud Computing & SaaS

23. Enterprise cloud computing
The Cloud is the Fastest Path to Success
Fast Innovative Open Easy Trusted
No Hardware
No Software
Faster ROI
Flexible
Automatic
Upgrades
Continuous
Any Device
API First
Data Portability
Secure
Transparent
Performance at
Scale
Subscription Model
Real-time
Customizations
AppExchange

24. 24©2016 CloudCraze Software LLC. All Rights Reserved.
The only proven eCommerce platform developed
natively on Salesforce

25. 25©2016 CloudCraze Software LLC. All Rights Reserved.
Completing the Vision of One View of the Customer
Native on Salesforce

26. 26©2016 CloudCraze Software LLC. All Rights Reserved.
Global Growth Across the B2B Commerce Landscape

27. 27©2016 CloudCraze Software LLC. All Rights Reserved.
Proven Global Success Across B2B industries
Consumer
Products
Software, Media,
Publishing
Manufacturing & Distribution
Healthcare & Life
Sciences