Drive ROI and Revenue with Partner Leads Mike Wallgren, Altiris/Symantec Matt Morris, Salesforce.com Channel and Partner Management

Safe Harbor Statement “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service 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, including our Form 10-K for the fiscal year ended January 31, 2007. 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.

“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service 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, including our Form 10-K for the fiscal year ended January 31, 2007. 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.

Featured Speaker Mike Wallgren Marketing Operations Analyst Symantec/Altiris [email_address]

Lead programs are a challenge for vendors and partners Bad data Poor reporting Quality of leads No forecast integration No ROI Usability No way to track performance

Baptie and CMP learned that all parties are dissatisfied Channel Is Not Impressed With Sales Opportunities or Leads

There is a methodology to overcome these challenges Channel lead program success = Process + People + Technology

Channel lead program success =

Process + People + Technology

Lead Management best practice methodologies Start with a pilot Engage & involve your channel managers Establish program office Balance the carrot and stick Communicate and set expectations Define reporting requirements Get your process right 1 3 2 5 6 7 8 Qualify your leads first 4

All About Altiris/Symantec INDUSTRY : High Tech Software EMPLOYEES : 17,500 (Total Symantec) GEOGRAPHY : Global # USERS : 391 (Altiris Business Unit) PRODUCT(S) USED : SFA, PRM, Altiris was founded in 1998, although our roots first appeared in the early 1990s as a pioneer in system deployment and configuration. On April 6, 2007, Altiris became part of Symantec, combining its endpoint management capabilities with the security and back-up expertise of Symantec to deliver a unique set of solutions to the market. Altiris technology has been recognized by some of the most respected international companies, including Hewlett-Packard, Dell, IBM, Intel, Microsoft and Cisco. For more than six years, Altiris has partnered with these companies and others to innovate solutions that help customers reduce the overall cost of securing and managing their IT assets. In May 2002, Altiris completed a successful initial public offering (IPO) and marked the first enterprise management software company in the previous 18 months to complete an IPO. Altiris has had a successful financial track record even in poor economic conditions, posting eight consecutive years of revenue growth since 1998. Altiris was named the fastest growing software company on the 2006 Forbes "25 Fastest-Growing Technology Companies" list.

INDUSTRY : High Tech Software

EMPLOYEES : 17,500 (Total Symantec)

GEOGRAPHY : Global

# USERS : 391 (Altiris Business Unit)

PRODUCT(S) USED : SFA, PRM,

Altiris Lead Management – Key Challenges Business Challenges No visibility into partners’ lead activities No way to measure marketing ROI Inaccurate channel forecasts Technology Challenges Lack of integration with Altiris’ Salesforce.com org

Business Challenges

No visibility into partners’ lead activities

No way to measure marketing ROI

Inaccurate channel forecasts

Technology Challenges

Lack of integration with Altiris’ Salesforce.com org

Why We Chose Salesforce.com PRM Selection Criteria Simple process for distributing leads Integrates partners into sales process Real-time integration with SFDC org Closed loop lead campaigns Familiarity with system Robust analytics for partner performance Deployment Details CRM & PRM Pilot: 9 Partners Current: 170 Partners

Selection Criteria

Simple process for distributing leads

Integrates partners into sales process

Real-time integration with SFDC org

Closed loop lead campaigns

Familiarity with system

Robust analytics for partner performance

Deployment Details

CRM & PRM

Pilot: 9 Partners

Current: 170 Partners

It all started with a pilot. . . . Pilot Details Two week pilot 9 Partners total (Americas, EMEA, APJ) Process validation Gathered feedback Internal and external users

Pilot Details

Two week pilot

9 Partners total

(Americas, EMEA, APJ)

Process validation

Gathered feedback

Internal and external users

We Created the Program Office Team included: Sales Support Channel Management Channel Operations SFDC consultant onsite for 4 days Process definition System configuration Deliverables: Process flowchart Design and configuration worksheet Best practices for system configuration and administration Training presentations

Team included:

Sales Support

Channel Management

Channel Operations

SFDC consultant onsite for 4 days

Process definition

System configuration

Deliverables:

Process flowchart

Design and configuration worksheet

Best practices for system configuration and administration

Training presentations

We Mapped our Process

Leads are scored, prioritized, and assigned Prioritization & scoring A, B, or C Web leads prioritized automatically Decision-making role Budget Timeline Marketing event leads prioritized based on level of response Assignment Territorial needs Past relationships with customers Historical performance

Prioritization & scoring

A, B, or C

Web leads prioritized automatically

Decision-making role

Budget

Timeline

Marketing event leads prioritized based on level of response

Assignment

Territorial needs

Past relationships with customers

Historical performance

Engaging Channel Managers Accelerated Adoption If Channel Managers are using it, then partners are using it Requirements Reporting Administrator Roles Benefits Buy-in Relevance Collaboration Communication

If Channel Managers are using it, then partners are using it

We demonstrated value to all parties What’s in it for the partner? Qualified leads Meritocracy Ease of doing business Collaboration with Vendor Support What’s in it for the CMs? Timely feedback Full visibility Performance tracking Identify Top Partners Better Territory Management

What’s in it for the partner?

Qualified leads

Meritocracy

Ease of doing business

Collaboration with Vendor

Support

What’s in it for the CMs?

Timely feedback

Full visibility

Performance tracking

Identify Top Partners

Better Territory Management

Communication is Key Prior to roll out Training for CMs and partners Publication of program guidelines Branded portal Marketing messages on portal page content Ongoing Customized lead notification emails Incorporating CM & partner suggestions Additional training provided in CM staff meetings and calls

Prior to roll out

Training for CMs and partners

Publication of program guidelines

Branded portal

Marketing messages on portal page content

Ongoing

Customized lead notification emails

Incorporating CM & partner suggestions

Additional training provided in CM staff meetings and calls

We Defined our Success Metrics And previously unavailable data can now be measured Cost Justifications/ROI now calculable Lead activity reports, conversion rates, tracking by campaign, etc. Channel Ops and Salesforce.com admins provided report templates Lead Status reports--based on partner and stage Channel Marketing -- status of leads from specific events/activities. Opportunity--overall deal registration, and/or by partner or region

And previously unavailable data can now be measured

Cost Justifications/ROI now calculable

Lead activity reports, conversion rates, tracking by campaign, etc.

Channel Ops and Salesforce.com admins provided report templates

Lead Status reports--based on partner and stage

Channel Marketing -- status of leads from specific events/activities.

Opportunity--overall deal registration, and/or by partner or region

Return on Investment Exceeded Expectations Launch and Ramp-up Live in 6 weeks 50% adoption Ongoing Lead follow-up in less than 24 hours Pipeline from program $19M Revenue from program $3.5M

Launch and Ramp-up

Live in 6 weeks

50% adoption

Ongoing

Lead follow-up in less than 24 hours

Pipeline from program $19M

Revenue from program $3.5M

Altiris Partner Lead Portal Demo DEMO

DEMO

What’s next? Get a one on one demo Get it now & start a pilot Learn More

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Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories:

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Additionally, please score each individual speaker on:

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