The Cure for Sales Information Overload:
How to Empower Reps and Win More Deals
Sales II: Advanced Strategies
Bill Rozier
Gregg Johnson

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.

Agenda
 The Problem: Sales Information Overload
 Case Study And Demo: Ciena
 Benefits and Tips
 Q&A

Salesforce = A Sales Rep’s Best Friend
Activities
Accounts
Forecasts
Opportunities
Calendar
Contacts
And more….
profe ssional se rvice s

Why? Salesforce Provides the Ultimate ROI
“It’s all about closing deals…”

But, You Need to Manage a Lot More Data
Business Information
Breakdown by Type
Unstructured Data
85%
Documents
Spreadsheets
Presentations
Phone Calls
Unstructured data Video
doubles every 2 months Every file on your desktop…
Sources: Merrill Lynch, IDC Corporation

The Right Information is Supposed to Help
Educate Prospects
Highlight New
on Needs
Product Features
Speak Intelligibly About
Knock Out
Industry Trends
Competitors

But It is Easy to Become Overloaded
Competitive templates
Contract
Quoting studiesmaps
PriceTerritory snapshots
Customer
ROI tools
calculators
Case papers
White boilerplate
Analyst decks
Competitiveresearch
Productlists alerts
SalesRFPbrochures
Order presentations
instructions
Webinars
Datasheets
Training podcasts

Information Cycles Are Also Shortening
Tuesday, 1PM Wednesday, 10AM
Los Angeles, California Baltimore, Maryland
“Your competitor launched a new “How does this stack up against
product yesterday. the new product your main rival
How does this compare?” released earlier this week?”

Traditional Solutions Have Failed Sales Teams
Content Management Intranets Have Not Been
Products Are Too Complex Successful Either
87%
44%
I find what I I find what I
need on my need on the
company’s Internet
Intranet

Lack of Self-Service Slows You Down
What You Have Today What You Want
Call or email marketing Find it fast
Ask peers Better yet, deliver!
Worst case – guess!

Sales Information Overload Impacts Everyone
 Sales
- Lower productivity
- Lower win rates
 Marketing
- Reduced efficiency
- Ineffective positioning
 Customers
- Poor experience

BILL ROZIER
VICE-PRESIDENT OF GLOBAL MARKETING
brozier@ciena.com

Our approach
Ciena Builds the World’s Great Networks
Voice
Mobility Video
Data Storage
Global network
as the common delivery vehicle
for all services
Compliance
VOIP
tv
Grid
! BC/DR

Our company
The Company We Keep We are experienced
 Two-thirds of the
world’s largest
service providers
rely on Ciena
 A leading supplier
of optical Ethernet
to cable/MSOs
 Chosen for
mission-critical
networks for Global
2000 enterprises in
retail, healthcare,
financial,
transportation and
other industries
 World’s largest
government
network and
numerous R&E
networks
 World-class, global
partners

Supporting Our Customers Wherever Our company
We are global
They Are
Corporate headquarters
 Linthicum, Maryland, USA
R&D centers
 Linthicum
 Acton, Massachusetts
 Alpharetta, Georgia
 Ottawa, Ontario
 Gurgaon, India
Sales, service and support
 
Denver Moscow
 
Kansas City Paris
 
Plano Stockholm
 
Tulsa Warsaw
 
Buenos Aires Beijing
 
Mexico City Delhi
 
Brussels Mumbai
 
Frankfurt Seoul
 
London Shenzhen
 
Madrid Singapore
 
Milan Tokyo
Approximately 1,700 Ciena employees Partners
around the globe  Worldwide

Our Business is Complicated and Dynamic
Global, Multi-Language Sales Team
Complex Products and Solutions
Fast-Moving Market and Competitors

We Needed Better Document Management
Content Consumers Content Publishers
 Do not know whether people
 Cannot find documents
actually use the content
 Do not know know when
 Do not know which content most
content is updated
popular/helpful
 Do not know the best
 Are not notified of errors in their
materials to use for a given
presentations
customer interaction
 Waste time collecting and
downloading documents from
network drives or online

Imagination (Sales) Can Use
Imagine if each time you …you had the knowledge of
prepared to talk with a your entire company at your
customer… fingertips

Corporate Content Management Meets Web 2.0
Share Tag Subscribe Rate
Bringing the Wisdom of Crowds to Sales and Marketing

We’re Using the Best of the Consumer Web
Powerful Tag
Preview Content
Keyword Search Content
Filter Search Rate and Create Custom
Results Review Alerts

Product Demonstration

Ciena - Salesforce.com Solution
 Ease of use and adoption was critical
 Helps put the best content in the hands of our sales
reps on every deal
 Enabled us to assign content “review dates” and
better maintain documentation

Tell Your Colleagues Back Home
Marketing Library for Resource for Shared Space for
Campaign Materials Service / Support Remote Services Teams
Human Resources Repository for Knowledge
Forms and Policies Customer Contracts Management

Product Availability
 Available to a limited number of customers
beginning in December
 If interested:
 See your AE, SE, or CSM
 Stop by the Salesforce Content demo booth
 Contact a member of the Salesforce Content team

To Learn More…
www.salesforce.com/content
Campground Map
Gregg Johnson
gregg.johnson@salesforce.com
Bill Rozier
brozier@ciena.com

Session Feedback
Let us know how we’re doing!
Please score the session from 5 to 1 (5=excellent,1=needs
improvement) in the following categories:
 Overall rating of the session
 Quality of content
 Strength of presentation delivery
 Relevance of the session to your organization
Additionally, please score each individual speaker on:
 Overall delivery of session
We strive to improve, thank you for filling out our survey.

Questions?