RECRUITING + SALES = SUCCESSThe Salesforce.com Story

MIKE EUGLOW

HEAD OF GLOBAL RECRUITING

JESPER BENDTSEN

VP, GLOBAL GO TO MARKET RECRUITING

The Salesforce.com Story

NEAL NARAYANI

HEAD OF STRATEGY & OPERATIONS, EMPLOYEE SUCCESS

Safe HarborSafe HarborSafe HarborSafe 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 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 ended January 31, 2011 and in our quarterly report on Form 10-Q for the most recent fiscal quarter ended July 31, 2011. 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.

4,800Employees

2010

HEADCOUNT

GROWTH

2Employees

1999

THE STORY OF 2010THE STORY OF 2010THE STORY OF 2010THE STORY OF 2010

52RECRUITERS2010

SALESFORCE IN

HIGH MIX OF 12-MONTH CONTRACTORS

HIGH CHURN

MANAGED CAPACITY BY ‘FEEL’

7.5HIRES / QTR/ RECRUITER

2010SALESFORCE IN

/ RECRUITER

STRONG RECRUITERS

HIRING HORSEPOWER

MOST COMPETITIVE MARKETS

WILD WESTSOURCING2010

SALESFORCE IN

HIRED GUNS

LIMITED METRICS

NO CAREER PATH

LINKEDINAMATEUR HOUR2010

SALESFORCE IN

INDEPENDENT USERS

NO MARKETING

NO STRATEGY

39%REFERRAL RATE2010

SALESFORCE IN

INNOVATIVE PROGRAMS

BLACK HOLE REFERAL PROCESS

LOST TRUST

ZERODATA VISIBILITY2010

SALESFORCE IN

SPREADSHEETS & GOOGLE DOCS GALORE

TIME INTENSIVE

INCONSISTENT DATA

LIMITEDWORK LIFE BALANCE2010

SALESFORCE IN

WE WERE GETTING IT DONE

BUT IT WAS PAINFUL

& UNSUSTAINABLE

FROMFROMFROMFROM

HYPERGROWTH HYPERGROWTH HYPERGROWTH HYPERGROWTH

TOTOTOTO

UBERUBERUBERUBER----HYPERGROWTHHYPERGROWTHHYPERGROWTHHYPERGROWTH

4,800Employees

11,000Employees

2012

COMPANY

GROWTH

2Employees

1999

Employees2010

WHO CANWHO CANWHO CANWHO CAN

HELP?HELP?HELP?HELP?HELP?HELP?HELP?HELP?

NUMBER OF

CUSTOMERS

72,500Customers

2010

3,500Customers

2002

SO WHY NOT SO WHY NOT SO WHY NOT SO WHY NOT

MIRROR SALES?MIRROR SALES?MIRROR SALES?MIRROR SALES?MIRROR SALES?MIRROR SALES?MIRROR SALES?MIRROR SALES?

RECRUITING = SALES?RECRUITING = SALES?RECRUITING = SALES?RECRUITING = SALES?

BOTH HAVE INBOUND LEADS

BOTH HAVE PROSPECTING

BOTH HAVE MARKETING

BOTH HAVE COMPETITION

BOTH HAVE A SALES CYCLE

BOTH HAVE QUOTAS

BOTH HAVE OPERATIONS

BOTH HAVE FORECASTS

BOTH NEED CLOSERS

BOTH HAVE COMPETITION

WHAT WE DIDWHAT WE DIDWHAT WE DIDWHAT WE DID

3 THINGS3 THINGS3 THINGS3 THINGS3 THINGS3 THINGS3 THINGS3 THINGS

RERERERE----ORGANIZED TO ORGANIZED TO ORGANIZED TO ORGANIZED TO

MIRROR SALESMIRROR SALESMIRROR SALESMIRROR SALES1111

MIRROR SALESMIRROR SALESMIRROR SALESMIRROR SALES1111

SALES RECRUITING

PRODUCT

MARKETING

COMPETITIVE

INTELLIGENCE

SALES

COORDINATOR

SALES

OPERATIONS

CAREERS

MARKETING

RECRUITING

RESEARCH

RECRUITING

COORDINATOR

RECRUITING

OPERATIONS

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NEW

NEW

COORDINATOR

INBOUND LEAD

GENERATION

OUTBOUND LEAD

GENERATION

ACCOUNT

EXECUTIVE

BIG DEAL

ACCOUNT EXECUTIVE

COORDINATOR

INBOUND CANDIDATE

SOURCING

OUTBOUND CANDIDATE

SOURCING

RECRUITER

EXECUTIVE

RECRUITING

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NEW

NEW

OUTBOUND

SOURCING

RECRUITER

OUTBOUND

LEAD GEN

ACCOUNT EXEC

EXEC RECRUITERBIG DEAL

ACCOUNT EXEC

OUTBOUND

CLOSERS

WHALES

SALES

RECRUITING

CAREER

PATH

RECRUITING COORDINATOR

INBOUND

SOURCING

INBOUND

LEAD GEN INBOUND

HIRE HERE

SALES

RECRUITING

SALES COORDINATOR

OPSINTELLIGENCEMARKETING

OPSRESEARCHMARKETING

REFRESHED OUR REFRESHED OUR REFRESHED OUR REFRESHED OUR

TECHNOLOGYTECHNOLOGYTECHNOLOGYTECHNOLOGY2222

TECHNOLOGYTECHNOLOGYTECHNOLOGYTECHNOLOGY2222

John

Smith

REFINED OUR ATS TO TRACK KEY METRICS

Smith

John

Smith

John

Smith

John

Smith

Taylor Jones

Taylor Jones

A CRM SEEMED OBVIOUS

BUILT A RESEARCH SERVICE

ALL IN WITH LINKEDIN

STARTED SOCIAL LISTENING

DATA IS THE DATA IS THE DATA IS THE DATA IS THE

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NEW BLACKNEW BLACKNEW BLACKNEW BLACK3333

"If we have data, let's look at data.

If all we have are opinions, let's go If all we have are opinions, let's go with mine."

-Jim Barksdale, former CEO Netscape

MATCHED SALES REPORTING

CAPACITY MODELING FROM ART TO SCIENCE

LINKEDIN RECRUITING ANALYTICS

Com

petit

or N

ames

Hid

den

Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)C

ompe

titor

Nam

es H

idde

n

WE GOT COMPETITIVE

Salesforce / Company X Partnership

Announcement

Company X Key Executive

Hire

CO

MP

ET

ITO

R

AP

PL

ICA

TIO

N

VO

LU

ME

WE GOT DISRUPTIVE

Company X Application Volume at Salesforce.com

MONTH 1 MONTH 2 MONTH 3 MONTH 4 MONTH 5 MONTH 6

CO

MP

ET

ITO

R

AP

PL

ICA

TIO

N

VO

LU

ME

WE GOT PROACTIVE

THE RESULTTHE RESULTTHE RESULTTHE RESULT

21%

PRODUCTIVITYPRODUCTIVITYPRODUCTIVITYPRODUCTIVITY

21% 2010 - CURRENT

28%

CANDIDATE EXPERIENCECANDIDATE EXPERIENCECANDIDATE EXPERIENCECANDIDATE EXPERIENCE

28% LAST 8 QUARTERS

60%

REFERRAL RATEREFERRAL RATEREFERRAL RATEREFERRAL RATE

60% SOURCE OF HIRE

24%

STAFF PROMOTIONSSTAFF PROMOTIONSSTAFF PROMOTIONSSTAFF PROMOTIONS

24% SINCE JANUARY

1/3

ATTRITIONATTRITIONATTRITIONATTRITION

1/3 OF SALESFORCE

AVERAGE

73%

MIKE’S EGOMIKE’S EGOMIKE’S EGOMIKE’S EGO

73% MORE ARROGANT YEAR OVER YEAR

CONFIDENCECONFIDENCECONFIDENCECONFIDENCE

MEETING TARGETS

DRIVING STRATEGYDRIVING STRATEGY

BUILDING TRUST

KEY TAKEAWAYSKEY TAKEAWAYSKEY TAKEAWAYSKEY TAKEAWAYS

• BUILD A SALES ORGBUILD A SALES ORGBUILD A SALES ORGBUILD A SALES ORG

• INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY • INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY INVEST IN A TECHNOLOGY

FOUNDATIONFOUNDATIONFOUNDATIONFOUNDATION

• LEAD WITH DATALEAD WITH DATALEAD WITH DATALEAD WITH DATA