getting the most out of your trial
DESCRIPTION
TRANSCRIPT
Agenda
• Sanj Bharyo, Area Vice President salesforce.com - Introduction & Welcome
• Karl Goggin, Sales Engineer, salesforce.com - Getting the Most Out of Your Trial
• Break, Tea & Coffee
• Perry Offer, Global CFO, Dialogue Group Ltd - Improving Business Efficiency with
Salesforce.com
• Mark Rees, Head of Commercial Sales, Ceterna Ltd - ‘Helping you get your time back’
• Q&A
Become a Customer Company
in/sanjbhayro
Sanj Bhayro Area Vice President
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.
First Enterprise Cloud Company to Reach $3 Billion Fastest Growing Top 10 Software Company
$3B Revenue
Forecast
FY13
#1 in Cloud Computing and Customer Relationship
Management
#1 Sales, Service,
Marketing
Cloud
Computing
Innovation
2011, 2012
Serving Companies of All Sizes
Enterprise
Medium
Small
Benefits of Multi-Tenant Cloud Computing:
Fast Easy Open Flexible Trusted
No Hardware
No Software
Automatic Upgrades
Scalable
Any Device
Data Portability
Transparency
Real-time Status
App Marketplace
Extensible
Enterprise
Cloud Computing
Fast: Time to Value with Cloud Computing
SOFTWARE
TIME
VA
LU
E
Capital Expense
Upgrade Expense
Cloud Computing Value Greater ROI
Low Capital Cost
Automatic Upgrades
Easy: Continuous Innovation with 3 Releases Every
Year
Seamless, Automatic Upgrades
40 Major Releases
Every customization & integration automatically upgraded
Includes features sourced by customer community
No longer do we worry about the upgrades, new releases, and compatibility. We have the
freedom to innovate and solve business problems on-demand.
The Computing Revolution
The Computing Revolution
1960s Mainframe Computing
1970s Mini
Computing
1980s Client Server Computing
1990s Cloud
Computing
2000s Mobile Computing
2010s Social
Revolution
x 10x 100x 1,000x 10,000x 100,000x
The Computing Revolution:
New Ways to Connect with Customers
Social
New ways to
connect
Local
New ways to find
customers
Touch
New ways to
use apps
Big Data
New ways to
discover insight
Community
New ways to
collaborate
Identity
New ways to
share data
Ecosystem
New ways to share
apps
Local
Cloud
Touch Social
Cloud Computing
New ways to connect everything
Sell. Service. Market. Innovate.
World’s #1 Sales Application
Close more deals to grow your business
Proven Market and Product Leader
Market Leadership Customer Success Product Leadership
100,000+ Companies
Across Every Market
Magic Quadrant Leader
Groundswell Award
#1 SFA Market Share
Highest ROI Technology of the Year
Winner – Sales Force Automation 2012
Winner – Enterprise Suite CRM 2012
Innovative Company
Grow Your Business Along Every Major Metric
Average Percentage Improvements Reported by Customers
+27% Sales
Lead Conversion
+32% Sales Productivity
+32% Forecast Accuracy
+44%
Close Rate
+25%
Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, Confirmit, Inc.., on
5,500+ customers randomly selected. Response sizes per question vary.
Service Everywhere
World’s Leading Customer Service App
Build Great Customer Connections Through
Outstanding Customer Service
www.salesforce.com/service
Proven Market and Product Leader
Market Leadership Customer Success Product Leadership
Leader Customer Service
+36% increase in customer satisfaction
+95% increase in customer satisfaction
+28% increase in customer satisfaction
+200% increase in first call resolution
#1 Case Management
#1 Web Support
Leader Contact Center
Leader Social CRM
Market Leader
Champion Customer Service
Management
34,000+ Companies
Agent Productivity
+36% Decrease in
Support Costs
+36% +37%
Customer Retention
+28% Faster Case Resolution
Grow Customer Satisfaction Across Every Major
Metric
Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on
5,500+ customers randomly selected. Response sizes per question vary.
Average Percentage Improvements Reported by Customers
+34% Customer
Satisfaction
Turn insights to actions and connections
into Customers for Life™.
World’s Only Unified Social Marketing Suite
Proven Leader in Social Marketing
Strong Momentum Customer Success Market Leadership
55% of Fortune 100
8 of 10 Largest
Advertisers
Thousands of
customers
#1 Forrester Wave
Leader Gartner
Magic Quadrant
Engagement & Analytics
Success Across All Major Metrics
Source: Radian6 Customer Relationship Survey conducted December 2011, by an independent third-party, MarketTools Inc., on 800+ customers randomly selected.
Improved Brand Marketing
+94%
Improved Competitive Intelligence
+84% +64%
Improved Product R&D
+59% Increased Marketing Campaign
Effectiveness Increased
Social Sales
+44% Decreased Customer
Service Costs
+42%
VP Sales Share
What keeps me up at night…
Driving Forecast
Accuracy
Enhance Data Quality
Improve lead routing/ lead conversion
Create Cross Sell and Up sell
Faster On boarding
Reducing time to sell
Increasing Win Rates
Consistent performance metrics
Competitive/ Market Insight
Account insight
Improve coaching and feedback
Improve automation
Consistent execution
Highlighting gaps/ issues early
Cross functional alignment
More pipeline Rep
productivity
Delivering consistent
growth
Everything We Do We Look For The Impact
• # Calls
• # Meetings
• # Accounts Health Checks
• # Events/ Content
• Pipe Created
• Pipe By Product/ Region/
Segment
• Pipe Progression
• Lead Conversion
• Win rates
• Closed business Trends
• Industry sales
• Cloud sales
Activities Pipeline Revenue
Track Trends based on opportunity
flow and closed business
Measure Sales Team Performance
Drill down into key deals
this month and quarter
Drive Cross Functional Alignment
Understand lead flow trends and
conversion rates; are we following up
on our leads?
Is Marketing Delivering? How is our conversion rate? Why?
Become A Customer Company:
Connect With Your Customers in a Whole New Way
Local
Cloud
Touch Social
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.
Where To Find Assistance During Your Trial
1. Check on-demand demo centre
www.salesforce.com
2. Check best practice centre http://success.salesforce.com
3. Check the available Help & Training section for guides
- Search for “Getting Started with Salesforce.com”
4. Utilise the free basic support for all trial users
5. Salesforce for Dummies
6. Ask AE about the Quick Start Program
Today’s Trials Demonstration:
1. Use & Measure
2. Make It Your Own
3. Collaborate
4. Extend
Demonstration
Where To Find Assistance During Your Trial
1. Check on-demand demo centre
www.salesforce.com
2. Check best practice centre http://success.salesforce.com
3. Check the available Help & Training section for guides
- Search for “Getting Started with Salesforce.com”
4. Utilise the free basic support for all trial users
5. Salesforce for Dummies
6. Ask AE about the Quick Start Program
Break
Improving Business Efficiency
with salesforce.com
Perry Offer
Global CFO
Dialogue Group Ltd
Dialogue Group specialise in delivering mobile messaging and mobile billing solutions for businesses, both large and
small, around the globe. Established in 1994 – a long time in the ever-changing mobile world.
We use our own industry-leading technology to deliver efficient, reliable and secure services. Using either our easy API
tools or online mobile applications, we simply make it work for you. Whether it’s to integrate SMS with SaaS applications,
sending high volumes of messages for text alerts and reminders, or generating revenue through mobile billing, we help
deliver it all.
About Dialogue Group Ltd
The Past – The Push for CRM
The Present - The Global Business & Financial Force
The Future – Driving business efficiency
The Past – The Push for CRM The Present - The Global Business & Financial Force The Future – Driving business efficiency
