Pre Sales and Sales Cloud Journey Series.

1. Salesforce
Advantage
An Introduction for Partners
​Michael Scherbaum
​mscherbaum@salesforce.com

2. We Know Who We Are And Where We Came From
1999 2016

3. But Do Others? A Trivia Question.
“Why can’t enterprise technology
be as easy as buying a book
on Amazon.com?”

4. B2B2C
=
​Technology is
frictionless.
​Customers can
focus on their core
business &
differentiation.
What Did Marc Really Mean?
​Technology should not be hard.
​Getting customers what they need
when they need it is the most
important thing.

5. Together, We’re Building a Path Forward
2009 • 2010 • 2011
2012 • 2013 • 2014
2014 • 2015 • 2016
September
2016
2011 • 2012 • 2013
2014 • 2015 • 2016
The world’s most
innovative companies
in GDP impact
by 2020*
$
389B
$
2.04B FY17Q2
revenue
24K employees
“Innovator of the
Decade”
IDC White Paper, sponsored by Salesforce,
"The Salesforce Economy," August 2016
2M jobs created
by 2020

6. We Need to “Show Up” As An Aligned Team
Objectives
​Clarity of Cloud Technology View
​Convey Simplicity
Deliver Authentically
Partner of Choice for Innovation
Sales people, distribution partners & execution partners reflect who we are every
day

7. Who We Are. What We Do.
How We Do It.

8. So What Are The Things That Never Change?
Fundamentals to our point of view that guide strategy & execution
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

9. To Net it Out:
​The secret technology sauce:
​Our meta-data driven, multi-tenant platform
that enables us to run a single code base.
​Every employee should be able to explain
​how that makes us different and what the value is
for our Customers.

10. Advantage for Partners:
Have confidence and build credibility
with C-Suite to create a vision of what
is possible with Salesforce

11. Salesforce Advantage: 8 Core Principles
Fundamentals to our point of view that guide strategy & execution
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

12. Let’s Drill into Customer Success
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

13. Our Business Model Depends on Customer Success

14. recommend
Salesforce to others
88%
Subscription Model Puts Customers in Control
will continue to use
Salesforce in the future
93%

15. Let’s Drill into Cloud Leadership
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

16. 270B
cloud computing market
in 2020
$
Cloud Revolution
Fastest growing segment of our industry
85%of new apps now
developed for the
cloud
70%faster time
to market

17. Today’s IT Reality
7 Versions
10 Patches
9 Options

18. Today’s IT Reality
Cost | Time | Risk | Resource | Maintenance
315
Combinations
472,500
Combinations
23,625,000
Combinations
9,797,760,000,000
Combinations
117,573,120,000,000,000,000,000
Combinations
14 Quintillion
Combinations
35 Sextillion
Combinations
TOTAL
OPTIONS
PATCHES
VERSIONS
PRODUCT
LAYER
250
5
10
5
Oracle DB
Database
1200
5
10
24
RedHat
OS
1200
10
5
24
vSphere
Virtual
41472
9
72
64
Proliant BL
Server
500
10
5
10
NAS3200
Storage
1500
100
3
5
EMC VNX
Storage
315
9
5
7
Nex 5000
Network
10000
10
200
5
Websphere
Middleware
288
2
12
12
Endpoint
Security
60
3
10
2
Java
Developer
35 Septillion
Combinations
1 Octillion
Combinations
6 Nonillion Combinations (6x1030
)

19. Complexity Is The Enemy at Salesforce

20. Which Came First?
Platform App
1

21. Trust Foundational from The Very Beginning
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM
​Without trust in us as a platform and a partner, we are dead.

22. ​Not without pain, effort, and constant vigilance…
World’s Most Trusted Enterprise Cloud
Performance at ScaleTrusted Security Always On Availability ​Global Data Centers
99.98%
Availability FY15
4.78B
Daily Transactions
79%
YoY Transaction Growth
11
Global Data Centers

23. Trust: Our Highest Value
​trust.salesforce.com ​Transactions Per Quarter ​Average Page Time
​trust.salesforce.com
234B Transactions in Q2FY16
79% YOY Growth (Q2FY15-Q2FY16)
208ms Latency in Q2FY16
4% Lower (Reduction) YoY
API
Web

24. Global Enterprise Cloud Data Centers
San Jose (SJL)
SF Dev (SFM) Chicago (CHI)
Washington DC
(WAS)
Ashburn (ASG)
London (LON)
Frankfurt (FRF)
Paris (PAR)
Tokyo (TYO)
Phoenix (PHX) Dallas (DAL)

25. Multitenancy Ensures Every Tenant the Highest Security
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

26. Multitenancy Is the Foundation of True Cloud
​Our unwillingness to
compromise on this point of
view has been our single
best & hardest decision…

27. Multitenancy Is the Foundation of True Cloud
​Comes back to
“complexity is the enemy”.
Simplicity is hard, but it is
our job to do hard things
well.

28. Why Should Anyone Care about Metadata?
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

29. If There’s A Secret Sauce…

30. What is Our Secret Sauce?
Metadata-driven
Multitenancy
Architecture
+

31. Multitenancy & Metadata Enable 3 Major Releases Per
Year
​Seamless, automatic upgrades for customers. No customizations break.
​48
Major releases delivered
​Automatic Updates
Customization & integration
​Features sourced
by customer community

32. How Would You Explain Metadata?
​Concepts that matter most:
- Configuration vs. Customization
- APIs make the magic happen
- Upgrades are awesome!

33. Which Is What Brings Us to Fast App Development…
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

34. Our Platform Strategy Has Set Us Apart
​FORRESTER:
​Enterprise Public Cloud
Platforms for Rapid Developers
​GARTNER:
Enterprise Application
Platform-as-a-Service Vendors

35. Fast App Dev & Customization
Salesforce
Other Platforms
Network
Configuration
Infrastructure
Services
Complex
Code
Security
Controls
AuditingUser
Experience
App
Servers
Mobile
Metadata Highway
So you can focus on building experiences people love

36. The Open Ecosystem Has a Multiplier Effect
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

37. You Are An Integral Part of Our Success Ecosystem

38. Build with the #1 App Ecosystem
An ecosystem of apps, components, and consultants people love
88%
Fortune 100 Use AppExchange
Apps
Apps for everyone
Over 3,000 apps for every department and any industry
Apps pre-integrated to extend Salesforce
Lightning, Wave, Marketing Cloud, and Community Cloud
Components to build faster
300+ components to customize pages and build apps
Trusted and secure
4M+ installs and over 60,000 peer reviews

39. Complete CRM Brings Us Full Circle
Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM

40. Complete CRM Is Like The Millennium Falcon
Instead of selling
the parts
Sell the vision of how it all
comes together

41. Customer
Success
Trusted
Cloud
Cloud
Leader
Multi-tenant
Platform
Metadata-driven
Platform
Fast App Dev &
Customization
Open
Ecosystem
Complete
CRM
Complete CRM Is Unique to Every Customer’s Definition of
Success

42. Customer
Success
Trusted
Cloud
Cloud
Leader
Multitenant
Platform
Metadata
Platform
Fast App
Development
Open
Ecosystem
Complete
CRM
Let’s Bring It All Back Together
Can You Map the 8 Core Principles to the Marketecture?

43. White boarding Example

44. CAN YOU DO IT?