90% of the world's data was generated in the last 12 months, and a lot of that data is about the customer you want to reach. Traditional analytics platforms don't handle the new types of big data, and it can take months or years to get it into the hands of marketers. Join us to learn how leading brands are using Wave, the Salesforce Analytics Cloud to: • Understand customers like never before by joining data from applications, databases and even products in a single view • Supercharge marketing personnel by putting the answer to any question in the palms of their hands, on their mobile devices • Shorten the cycle time to innovate by quickly connecting the dots from marketing to sales to service with a single analytical view

1. Analytics for the Rest of Us
Ben Pruden, Product Marketing Director Salesforce Wave
@ben_pruden
Judy Ko, SVP Marketing, Informatica
@judyiko
Llana Giovara, Sr. Director Marketing Operations
@MarketingonWave
Justin Lombardelli, Salesforce Marketing Director Analytics & Events
@jlombardelli

2. 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 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
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Safe Harbor

3. Sales
Service
Marketing
CommunityApps
Analytics
Analytics for the rest of us
Analytics Cloud

4. Our Personal Lives Are More
Data-Driven Than Ever Before

5. Your Customers
Customer Data Lives Across a Variety of Systems
Apps
Service Sales
Communities
Marketing

6. But the Business Struggles to Get the Insight it Needs
How can I get visibility into my pipeline?
How do I grow my existing customer base?
How can I find my next big customer?

7. Legacy BI Was
Not Designed for
You and Me

8. Powered by the Wave Platform
Analytics Cloud: Analytics for the Rest of Us
Mobile
insight on any device
Everyone
gets answers faster than ever
Platform
for any data, any app
Extend the
Platform
Self Service Collaboration Exploration Analytic Apps Search Based Any Data Governance
& Trust

9. Judy Ko
SVP Marketing, Informatica
@judyiko

10. We make great data
ready to use.

11. Your Customers
Customer Data Lives Across a Variety of Systems
Apps
Service Sales
Communities
Marketing

12. 5 Steps to Great Customer Data

13. Proven
3500Customers
130BTransactions a month
2014 Magic Quadrant for
Enterprise Integration Platform as a Service

14. Marketing at Informatica
Loyalty
?
Awareness

15. Where we were two years ago

16. The Marketing Engine at Informatica
informatica.com
“paid”
“earned/paid”
“owned”

17. A Great Engine Needs Great Data and Great Analytics
great data
near-real time,
dozens of sources,
structured and unstructured,
millions of records,
hundreds of millions clicks,
person-accurate
great analytics
ad hoc, reporting, dashboards,
scorecards, mobile
great engine
applications, warehouse,
Hadoop cluster, data lake,
predictive scoring engine, user
experience, communities

18. Operation and Analytic System Development at Informatica
ANALYTICS
Legacy BI
.xls
OPERATIONAL SYSTEMS
Reporting

19. Demo

20. Connect Wave to Any App or Data Source

21. ​ Learn more at booths 132 and 133
​ www.informatica.com
​ @infacloud

22. Llana Giovara
Sr. Director, Marketing Operations, Salesforce
Justin Lombardelli
Director, Marketing Operations, Salesforce

23. Create experiences that accelerate the right deals
Change course after analyzing campaigns
Spot trends & capitalize
Manage with KPIs & best practices
Analytics Need to Deliver Insight that Drives Action
Marketing needs to…

24. The Old World
All totals exclude duplicate leads/opportunities
FY13 GLOBAL CAMPAIGNS SCORECARD Owner: Fergus Griffin
PROGRAM
DETAILS
FUNNEL
METRICS
INFLUENCED PIPE &
ACV
MARKETING
FOUNDATION
Program
# Months in
market (up to
8/1/12)
FY13 Net Spend
Responses
Marketing
Qualified
Lead
(MQL)
Conversion
Rate of
Response
to MQL
Sales
Accepted
Lead
(SAL)
Conversion
Rate of
MQL
to SAL
Cost/
SAL
Influenced
Pipeline
(Total Oppty
Amount)
$M
Influenced
ACV
(Total Oppty
Amount)
$M
Program
Influence on
Pipeline
$M
Program
Influence on
ACV
$M
Program
Influence on
Open Pipeline
$M
Program
Influence on
Projected ACV
$M
Marketing
ROI *
(Influence on
ACV/Spend)
Sales
customers or
prospects who
completed a form
(or were manually
uploaded)
made it through
LEAP
% of responses that
turn into MQLs
Leads put into
"working" status by an
SR
% of MQLs that are
accepted by sales
the cost of getting a
lead to sales
100% oppty amount of
pipeline in room +
created 90 days post
ACV from influenced
pipeline
exclusive share of
pipeline
exclusive share of ACV
exclusive share of
pipeline still open
influence on open
pipeline projected to
close
return on total projected
ACV based on FY spend
to date
Social Sales eBook - Sales for the social enterprise 9.0 $109,155 5,988 3,794 63% 2,775 73% $39 $646.M $126.4M $7.2M $0.8M $4.4M $1.8M 23.9x
Sales for Social Enterprise 8.0 $123,329 17,460 6,815 39% 3,306 49% $37 $510.M $87.1M $46.9M $3.6M $36.4M $14.9M 150.2x
SMB Journey 24.0 $14,250 1,203 1,073 89% 261 24% $55 $26.6M $4.9M $0.2M $0.1M $0.1M $0.M 10.6x
MM initiative - Gate58 Cost Per Lead Prgoram 3.0 $40,000 1,167 1,090 93% 540 50% $74 $79.3M $4.M $4.3M $0.2M $3.5M $1.1M 34.1x
8 key plays for Sales Success 4.0 $32,322 1,539 1,005 65% 809 80% $40 $81.M $3.2M $1.6M $0.1M $1.2M $0.5M 16.7x
APAC Campaigns 3 to 6 $45,000 1,618 1,268 78% 947 75% $48 $64.9M $1.7M $0.5M $0.M $0.4M $0.1M 3.6x
MM Journey 24.0 $750 105 16 15% 1 6% $750 $9.2M $1.3M 0 $0.1M 0 0 73.9x
SMB Initiative - Fireclay Demo 15.0 $100,287 390 216 55% 157 73% $639 $16.6M $1.2M $0.8M $0.1M $0.5M $0.2M 2.4x
JP SMB Promo 6.0 $0 200 118 59% 91 77% no spend $2.6M $0.6M $0.1M $0.M $0.1M $0.M no spend
Canada FS 3.0 $15,000 4 4 100% 2 50% $7,500 $1.5M $0.3M $0.M $0.M $0.M $0.M 1.2x
JP SMB Webinar 5.0 $0 84 55 65% 28 51% no spend $0.3M $0.1M $0.M $0.M $0.M 876 no spend
JP IT Trend 3rd party site 6.0 $2,468 42 33 79% 30 91% $82 $0.1M $0.M $0.M 0 $0.M $0.M 1.6x
UK lead gen campaign 2.5 $15,000 206 181 88% 104 57% $144 $2.2M 0 $0.2M $0.M $0.1M $0.M 2.5x
Total Sales $497,561 30,006 15,400 51% 8,860 58% $56 $666.6M $101.9M $61.9M $5.M $46.8M $18.7M 47.7x
Service
Gartner Magic Quadrant Q1 - Report Download 4.0 $59,300 4,179 1,615 39% 710 44% $84 $703.1M $120.9M $10.8M $0.9M $8.7M $3.7M 77.6x
Customer Service for the Social Enterprise 6.0 $145,619 2,799 1,013 36% 607 60% $240 $217.6M $37.8M $9.8M $1.1M $6.7M $2.9M 27.5x
CRM Awards - Article Download 5.0 $39,998 545 194 36% 102 53% $392 $58.M $9.2M $0.9M $0.1M $0.7M $0.3M 8.8x
Forrester Report 1.0 $23,000 445 89 20% 26 29% $885 $90.3M $8.3M $0.1M 0 $0.1M $0.M 1.2x
ACCE 2012 3.0 $120,000 108 76 70% 8 11% $15,000 $14.M $2.9M $0.9M $0.M $0.8M $0.3M 3.0x
SOS Stuck on Siebel External Campaign 2.0 $64,000 645 184 29% 68 37% $941 $40.6M $2.5M $1.6M $0.M $1.5M $0.7M 12.0x
Customer Service for the Social Enterprise 4.0 $23,678 556 414 74% 166 40% $143 $9.3M $0.4M $0.4M $0.M $0.3M $0.1M 4.2x
IQPC - Call Center Week 2012 2.0 $60,000 406 171 42% 59 35% $1,017 $23.4M $0.1M $1.6M $0.M $1.6M $0.6M 9.6x
EBR Call Down 3.0 $8,000 577 361 63% 361 100% $22 $7.3M NA NA NA NA NA 0.0x
SOCAP 2012 4.0 $27,370 51 23 45% 2 9% $13,685 $3.M $0.1M $0.3M $0.M $0.3M $0.1M 5.4x
Cloudforce SF Dinner 5.0 $26,000 31 0 0% 0 NA No return 0 0 $0.7M $0.2M $0.5M $0.2M 17.3x
JP - IT trend 資料請求 6.0 $8,583 39 36 92% 31 86% $277 $0.3M 0 $0.4M 295 $0.4M $0.1M 10.6x
Total Service $605,547 10,381 4,395 42% 1,669 38% $363 $528.6M $92.2M $27.6M $2.3M $21.7M $9.2M 18.9x
Platform
SAP Campaign 10.0 $226,997 4,440 707 16% 345 49% $658 $443.1M $63.1M $18.9M $0.9M $14.9M $5.6M 28.9x
Site.com Campaign 4.5 $120,000 2,363 1,043 44% 726 70% $165 $121.2M $16.2M $1.4M $0.1M $1.1M $0.5M 4.6x
TCO Calculator Campaign 24.0 $0 207 14 7% 1 7% no spend $66.6M $5.8M $1.7M $0.2M $1.3M $0.5M no spend
SAP demo 3.0 $0 90 53 59% 12 23% no spend $0.9M $0.1M $0.1M $0.M $0.M $0.M no spend
Lotus Notes Campaign - Assessment 25.0 $0 11 8 73% 1 13% no spend $4.M $0.1M $0.M $0.M $0.M $0.M no spend
Developer Webinars 2.0 $0 188 21 11% 6 29% no spend $0.M 454 330 165 165 85 no spend
Lotus Notes Campaign - Commercial 1.0 $29,500 0 0 NA 0 NA No return 0 0 0 0 0 0 0.0x
SAP Assessment Contact Form 4.0 $0 1 1 100% 0 0% no spend $0.2M 0 $0.M 0 $0.M $0.M no spend
Total Platform $376,497 7,209 1,782 25% 1,079 61% $349 $527.9M $77.6M $22.1M $1.2M $17.3M $6.6M 20.6x
TOTAL Sales/Service/Platform Campaigns $1,479,606 47,596 14,078 30% 9,704 69% $152 $1055.3M $153.8M $111.6M $8.5M $85.8M $34.4M 29.0x
FY13 1H Campaigns Scorecard

25. The New World

26. Demo

27. Questions?

28. Thank you