How to Effectively Leverage the AppExchange

Amit Saxena, salesforce.com

Rob Lamb, Clickability

Michael Kostow, Ingres

Track: Sales - Operations and Performance

Safe Harbor Statement

“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.

The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.

Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

Key Takeaways

Learn from AppExchange stories from customer

How to effectively leverage the AppExchange for

Sales Operations applications

Must know AppExchange Apps for Sales

Operations and Performance

Best Practice: 5 Step process for evaluating and

implementing AppExchange application

“I learned so much at Dreamforce, and I think

our biggest problem now is figuring out what we

want to do next. You know, of all the different

options, which ones will we roll out first?”

- Segway

Agenda

AppExchange?

Case Study – Electronic Contract Management

Case Study – On-demand Sales Analytics

Navigating your way on AppExchange Directory

Killer Apps you MUST know

Best Practice

Q&A

What is the AppExchange?Your One-Stop Shop for Business Applications

Find Evaluate Install & DeployLearn

Maximize the value of your CRM investment Come fully pre-integrated with Salesforce CRM and the Force.com Extend the same on-demand success to other departments and functions

Q2'05 Q3'05 Q4'05 Q1'06 Q2'06 Q3'06 Q4'06 Q1'07 Q2'07 Today

31,500+

Customers Love the AppExchange

Customer Installs to Date

Why is Everyone So Excited?

700+ Applications

13 Application Categories

13 Industry Verticals

35,000+ Developers

With AppExchange, we can immediately begin test driving and installing new applications to leverage the best ideas and new development without reinventing the wheel. —Jan LaHayne

CIO, Littelfuse

Top Ten Innovations of 2006– Forbes Magazine

Use of Salesforce Has EvolvedHow AppExchange Fits with the Platform and CRM

2World’s first multi-tenant language & development platform

3World’s on-demand applications marketplace1World’s most

trusted enterprise CRM

What Opportunities Does The AppExchange Present?

• Email Marketing• Integrated Telephony• Data Quality• Configuration Tools

• IT & Operations• Human Resources• Finance & Administration• R&D

• Pre-sales Processes• Sales and Marketing Productivity• Vertical Expertise• Post-sales Business Processes

Pre-Integrated Solutions

Automate More Business Processes

Extended CRM

Rob Lamb

Director, Customer and Partner Development

rlamb@clickability.com

Case Study 1: Electronic Contract Management

• INDUSTRY: Media/Marketing/Software

• EMPLOYEES: 40

• GEOGRAPHY: US / EMEA

• # USERS: 38 (100% Login Rate)

• PRODUCT(S) USED: SFA, Service & Support, AppEx Recruiting, EchoSign

Clickability is an SaaS provider of Content Management Solutions to large media and enterprise marketing customers.

Key Points

Identifying Potential Business Leverage Points

Solution Overview

Implementation Strategies and Results

Identifying Sales Process Opportunity

Sales Process Opportunities are generally the

result of the identification of a current bottleneck

and are in response to pain.

Predicting and preparing for a business tipping

point is much cheaper and less painful than waiting

for it.

Don’t build a process for where you are. Build a

process for where you want to be.

Contract Management – Key Challenges

3 Key Challenges to our business

Control

Workflow /Accountability

Improved Customer Experience

#1 Goal is close more business

EchoSign – EchoSign for Salesforce.com

Kathy Lord, Vice President of Sales, Intacct says: “A Must for Any Sales 2.0 Organization -- EchoSign is an absolute must for any sales team looking to survive in a Sales 2.0 world. After our initial roll-out, our time to signature went from days to just minutes. Even more surprisingly our reps and services team have embraced it like fish to water. Additionally, our order management is now completely digital and almost 100% automated.”

Solution Highlight

Complete signature automation within

Salesforce.com View contract history

Signed contracts saved with opportunity or

contact

Accelerate the sales process

Track every deal in real-time access

Decrease post-sale administration

Improve customer signing experience

Close deals faster!

What the customers are saying:

Implementation Statistics:# of customers: 400 customers; 100,000 usersAvg. implementation time: 1 hour

Want to learn more? Check out Partner pavilion.

Why EchoSign?

Integrated contract signature management insides Salesforce.com Contracts sent out from Salesforce.com

Contracts stored with Opportunity or Contact

Accelerates the Sales Process

Track Every Deal in Real time

Delivers accurate forecasts

Decrease post sale administration

AppExchange certified with positive reviews

EchoSign: Seamless Integration with Salesforce.com

Key Value: Control

All Contracts PDF format.

Universal and Operating System Independent• Avoid Office 95, 97, XP, etc.

ReadOnly• Removes risk of intentional or unintentional contract

modification

Email Authentication & Password Protection• Completely secure

Key Value: Workflow / Accountability

Supports existing workflow/business process

Not changing flow, just effectiveness

Contracts stored within SFDC opps

All parties involved automatically notified throughout

Reminders of contract tasks

Auto send of executed contracts (Sorry FedEx)

Visibility

Immediate access of authorized to see status of contracts

Sales can sell not provide updates

Key Value: Improved Customer Experience

“The first fax machine was invented by Scottish mechanic and inventor Alexander Bain. In 1843, Alexander Bain received a British patent for “improvements in producing and regulating electric currents and improvements in timepieces and in electric printing and signal telegraphs”, in laymen's terms a fax machine.”

Today we are NOT going to party like its 1843 If your product is moving to the next level so should the

processes that support it. (Is there paper in the fax?)

I-Phone Bills, Online Banking

Implementation and Results

Planning Illustrate and Involve

Resistance to change Sticks, Carrots or Value

Speed 11 Minute Contract Turnaround

5 Days can make a difference

Savings Time – End of Quarter Fax Watch

Resources – Paper

Michael Kostow

VP, Business Operations

mike.kostow@ingres.com

Case Study 2: On-demand Sales Analytics

• INDUSTRY: Software

• EMPLOYEES: 275

• GEOGRAPHY: Global

• # USERS: ~120

• PRODUCT(S) USED: Salesforce.com SFA, Intacct, LucidEra

Ingres Corporation is the world’s leading provider of business open source services and solutions for companies of all sizes. Ingres Corporation offers a product family of enterprise-class, highly scalable databases and tools that are currently being used by more than 10,000 major global customers and partners.

Ingres Corporation – Key Challenges

Business Challenges

• Global business/limited resources – operating in over 20 countries

• Inherited customer base with limited information

• No 360 degree view of our customer

Technology Challenges

• Implementation and integration between SaaS systems

• No consolidation point between Intacct and Salesforce

• Global phased roll-out

Ingres Corporation – The Solution

How did we address these challenges?• Full SaaS solution – Salesforce, Intacct, LucidEra

• 360 degree customer view using LucidEra as the consolidation point between Intacct and Salesforce

• Manage the business via dashboards for all key metrics

LucidEra – Revenue Cycle Analysis

Solution Highlight

Visibility across systems

Integration with financial data

Focused analytics – answers, not static

reports

Simplicity of design (drag and drop

interface)

AJAX rich-client experience

Fast implementation time

BI platform (vision beyond CRM)

What the customer are saying:

Implementation Statistics:# of deployments: 20+Avg. Implementation Time: 30 days

Other Solutions:• Sales Analysis (SFDC + Excel data analysis)

Want to learn more? Check out Partner pavilion.

“LucidEra really simplifies the overhead required of IT when rolling out a BI solution.”- Blackduck

“LucidEra has transformed how we do analysis in our business.”- Vertical Response

INGRES Sales Operations Applications

Salesforce CRM

Excel Financials

IntacctERP

LUCIDERA BI Appliance

LucidEra Dashboards

Opportunity Name from Salesforce.com

Opportunity Amount from Intacct

LucidEra Dashboards, cont.

Why LucidEra?

SaaS solution consistent with our corporate strategy

Integration to Salesforce & Intacct

Ability to use Excel in conjunction with apps Budget, quotas, and other data in spreadsheets can be integrated

User friendly analysis Dynamic slice and dice interface

AppExchange certified with positive reviews

LucidEra Implementation

Phase 1 (Live)

Intacct – Live in US – using LucidEra to

consolidate pipeline between Intacct “sales

orders” and Salesforce “opportunity products”

Using LucidEra to provide full year history

consolidating Intacct “sales orders” and

“opportunity product” details

LucidEra Next Steps

Phase 2

Global rollout

Consolidation of Intacct/Salesforce/2008 budget via

Excel

Executive dashboards capturing key metrics including:

• Pipeline

• Booked Business – Actual/Quota

• Revenue – Actual/Forecast

• Costs – Actual/Forecast

• Detail by Customer

Navigating your way on AppExchange Directory

AppExchange Kick-off

1. AppExchange 101 Webinar

2. AppExchange Essentials

3. Customer Success

4. Top 10 Applications

5. RSS Feeds/Blogs

How do I get to THESE?

AppExchange for Sales: Operations and Performance

Key Categories

Compensation and Performance Management

Contract Management

Forecasting

Quoting and Orders

Other (Collaboration)

Free Sales Components

How do I get to HERE on AppExchange?

Killer Apps for Sales Operations

Killer Apps for Sales Operations

Compensation

Management

Contract

Management

Collaboration

Data Quality

Killer Apps for Sales Operations

Quoting and

Orders

Sales Analytics

Forecasting

AppExchange App Implementation Best practice

Identify Needs

RolloutPilotResearch on AppExchange

MeasureAdoption

Compile Top 3 pain

points/ideas

Existing monthly sales

meetings etc

Identify Actors

Research on AppExchange

Test Drive / Demo

Shortlist Apps/ components

Negotiate contract

Customize the application

Train users

Deploy application

Reports and adoption

dashboards

Reward top users

Write reviewWork with Administrator

Install on Sandbox

Download Apps to Production

Deploy to Pilot users

More Ways to Experience

1. AppExchange GatewayYour portal to 200+ partner boothsLet our staff help you navigate!Booth 301 in the Expo Hall

2. AppConnection Game ShowFind the app of your dreams!Play or watch to win fabulous prizes.Demo Theatre, M12:30pm & T2:30pm

3. Demo StationsLet our experts show you howeasy it is to find, try, and install appsSE Corner of Campground

4. Seven Other AppExchange SessionsSee Conference Guide

1.

2.

3.

EXPO HALL

CAMPGROUND

ROB LAMB

Director, Customer Development

MICHAEL KOSTOW

VP, Business Operations

AMIT SAXENA

Sr. Manager, Business Operations

QUESTION & ANSWER SESSION

salesforce.com

Seed Questions

How do I get to AppExchange? Do I need a login? Can anyone download an App? What is AppExchange Certified application? How do find all Sales Ops applications? Can I start with trial before purchasing? What methodology should I use for AppExchange application

implementation? Can I share my thoughts/discuss with other users? How are rating driven? I have my own app/widget, how can I share with others? Can I uninstall an AppExchange app?

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