Meet Pardot, your new sales and marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation and get the right leads to the right people at the right time. Move leads through the funnel and close the ROI loop faster and more efficiently.

1. Accelerate Pipeline with Pardot
Adam Blitzer
Derek Grant
SVP & GM, Pardot
VP Sales, Pardot
@adamblitzer
@derekgrant

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
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.

3. Thank you
To our customers, partners, and employees for
one more amazing year together.

4. Market Leading B2B Marketing Automation
Market Leadership • Customer Success
Forrester Wave Leader
Magic Quadrant Challenger
• Customer Success
Thousands of Companies Across Every Market

5. We’re Committed to Your Success
7 of Top 10 Most Requested Ideas
70% Email A/B Testing
of the top ideas
scheduled within
next six months
Publish to LinkedIn Company page
Nurture: Branch off specific link click
Nurture: Schedule extract time of emails
Nurture: More complex conditions
Multiple vanity domains for landing pages
Customizable columns in reports

6. The Way Buyers Find Information has Changed
Email
Website
Social Media
Community
References
Customer

7. The Traditional Role of the Sales Rep is Changing
% of buying cycle complete before engaging sales
Today 2016 2018 2020
Year
60%
85%

8. Sales People are Now Expected to be Marketers
70%
of prospects want to engage
with a sales rep before they
even decide on their short list.
Source: ITSMA Research
Attract
Engage
Nurture
Convert

9. Making Marketing Work for Sales is Difficult
68%
of companies have
not identified their
sales funnel
79%
of Marketing leads
are never
converted to Sales
Only 46%
of reps win more
than half of
potential deals
Limited
Visibility
10%
of revenue lost per
year due to Sales
and Marketing
misalignment
Poor Lead
Quality
Not Enough
Leads
Low Lead
Conversion
Missed
Revenue
Target

10. Many of Today’s Solutions Are Holding You Back
No
Processes
Disconnected
Systems
Manual
Processes
Misaligned Sales and Marketing
Inefficient marketing
Slow sales cycles
Displeased customers

11. How do you adapt your pipeline to
marketing’s new dynamics?

12. Pardot: B2B Marketing Automation for Salesforce
Market Smarter. Sell Faster. Delight Customers.
Follow up on the best leads faster
Give reps their own automated marketer
Engage Sales earlier in the buying process
Integrate with Salesforce CRM data

13. Market Smarter, Sell Faster, Delight Customers with Pardot
Pipeline Growth Quality Leads High Conversion Better Alignment
More
Revenue
Source: Math Marketing / Sirius Decisions / MarketingProfs
24%
faster three-year
revenue growth
25%
increase in Sales
qualified leads
67%
improvement in
close rates
60%
Increase in follow-up
within 24 hours

14. Market Smarter

15. “We need to stop interrupting what
people are interested in and
be what people are interested in.”
Craig Davis
Chief Creative Officer, Worldwide
J. Walter Thompson (World’s 4th Largest Ad Agency)

16. Fill Your Pipeline with a Steady Flow of Qualified Leads
Targeted email marketing increases click-through rates by nearly 3x
Create personalized, targeted campaigns to
attract new leads
Focus on top prospects with lead scoring & grading
Enrich your database and remove duplicates
with Data.com

17. Gain the Insight to Make Better Decisions
Measure your whole funnel with Native Salesforce reports and dashboards
Establish accountability between Sales & Marketing
Optimize top performing marketing activities
and content
Visualize the lifecycle of your prospects within
Salesforce
Measure channel performance, revenue contribution
& ROI

18. Announcing: Nurturing Studio
Quickly and easily deliver intelligent, personalized interactions at scale NEW
Design sophisticated, branching nurturing campaigns
with ease
Automate personalized content marketing programs
at scale
Analyze the buyer’s journey and find “hot spots”
in your nurturing programs
Test your marketing flows before publishing them

19. Demonstration
Derek Grant
VP Sales, Pardot

20. Sell Faster

21. The Lead Funnel is Too Slow
61%
of B2B marketers
send all leads directly
to Sales.

22. The Lead Funnel is Too Slow
However, only
27%
of those leads will be
qualified.

23. Announcing: Sales Reach
Empower reps with their own marketing machine to help accelerate sales
Track the online activities of every lead from anywhere
Nurture prospects using micro-campaigns
Measure collateral and template effectiveness
Engage 1:1 with top prospects through communities
NEW

24. Demonstration
Derek Grant
VP Sales, Pardot

25. Delight Customers

26. Precor Video Here

27. Doug Johns
Vice President, Global Marketing & Strategy
Precor