Cloud Academy: Planning for Success as a Consulting Partner Annie Berkery SI Senior Partner Associate @Annie Berkery

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.

Annie Berkery SI Senior Partner Associate

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Top Ten: What Makes A Successful Salesforce Consulting Partner

Top Ten: What Makes a Successful Partner

1.  Practice focus - industry and/or product expertise 2.  Ability to scale - # of certified consultants and types of certification 3.  Salesforce Partner Cloud Alliance Tier Achievement 4.  Track record of successful implementations 5.  Track record of high customer satisfaction scores 6.  Existing relationships with customer 7.  Registers leads & projects 8.  Local presence 9.  Up-to-date on our technology releases 10.  Marketing Strategy & Outreach

1. Practice Focus – Product Expertise

• Understanding your practice’s value proposition, differentiators, and customer base

• Are you a new practice focused on custom platform development?

•  Is your existing customer base heavily weighted towards contact centers & customer service?

1. Practice Focus – Industry Expertise

“As we look to grow to $10 billion and beyond, our new industries strategy is a huge opportunity for salesforce.com to expand our footprint within existing customers and reach new enterprise customers.”

- Keith Block, President and Vice Chairman, salesforce.com

• The types of certifications your employees hold should correlate to your salesforce.com practice focus

• Understanding your practice’s differentiators helps determine your certification path

2. Ability to Scale - # of Certified Consultants

Pillars of Success ACV

SOURCED ACV INFLUENCED ACV

EXPERTISE

CERTIFIED INDIVIDUALS

CUSTOMER SUCCESS

CSAT CUSTOMER STORIES

3. Salesforce Partner Cloud Alliance Achievement

4. Track Record of Successful Implementations

• Ability to scope project correctly

• Ability to execute & manage customer expectations

• Customer success stories & references

• Grow deals through deep understanding of the customer

5. Track Record of High Customer Satisfaction Score

• Customer Success is a top priority

• CSAT Scores are visible on your appexchange listing

• CSAT Scores are generated when you register and complete your projects in the partner community

Salesforce1 Platform APIs

Salesforce1 App

Force.com Heroku1 ExactTarget Fuel

Sales Cloud Service Cloud Marketing Cloud AppExchange Customer Apps

Salesforce1 Platform Services

6. Existing Relationships with Customers – Think Beyond CRM

“Salesforce is a platform company. Period.” Alex Williams, TechCrunch

7. Register Leads & Projects

•  Lead & project registration are key metrics used to track partner success

•  Lead: New business uncovered by partner and submitted

•  Project: –  Tracks implementations delivered by

partner –  Kicks off CSAT survey process upon

completion

•  Leads & projects are submitted through the Partner Community

8. Local Presence

• Your local network is an advantage

• Leverage proximity to drive business • Walk the halls

• Local Partner User Groups –  Be a thought leader –  Build your network –  Grow your pipeline

Automatic Upgrades

42 Major Releases

Multi-tenant Infrastructure

Single Code Base and Shared

Infrastructure

Trusted

Transparency Real-time status

Unbreakable Customizations

Integrations and customizations auto-upgraded

6BLines of

Apex Code

500MAPI Calls Per Day,

28 Versions

15MCustom

Database Tables

12MVisualforce

Pages

technology

9. Stay up to date on technology releases

• Partner Community Resources –  Partner Roadmap Webinars –  Release Notes for Partners –  Collaboration Groups: –  Release for Partners –  Release Readiness

• After each release you must pass the release exam to maintain your certification –  Certified Administrator –  Certified Force.com Developer

9. Stay up to date on technology releases

10. Marketing Strategy & Outreach • Build your core message • Create shareable content

• Outbound marketing program

• Events –  Webinars –  In person

• Run PR and social media campaigns

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demo, video, Q&A, etc. Key Resources

Key Resources •  Partner Community: https://partners.salesforce.com

•  Partner Community Release Support: https://p.force.com/releases •  Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog

–  @partnertraining.com credentials

•  Developer website: https://developer.salesforce.com/?language=en

•  Developer forums: http://developer.salesforce.com/forums

•  Success Community: https://success.salesforce.com/

•  Salesforce Certification website: http://certification.salesforce.com/

Check out the new Partner Community

https://partners.salesforce.com/

Connect with Partners in the Partner Zone The Westin Hotel, Market Street 2nd Floor – Metropolitan Ballroom INNOVATE with the leading technology •  Demos of new Salesforce technology CONNECT with members of the partner community •  Partner Community Theater •  Networking areas •  Welcome reception and daily lunch service GROW your business with resources •  70+ partner-specific sessions •  ‘Ask the Experts’ consultation stations

AppBash 2014 on Wednesday Night!

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