Tacy Parker, Symantec Corporation Suzanne McFadyen, Business Objects SA Best Practices for Forecasting with 100% Accuracy Track: Sales Operations

Agenda Forecasting Overview Forecasting Success @ Symantec Forecasting Success @ Business Objects Sharing Forecasting Success

Forecasting Overview

Forecasting Success @ Symantec

Forecasting Success @ Business Objects

Sharing Forecasting Success

Safe Harbor Statement “ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves 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. All statements other than statements of historical fact could be deemed forward-looking, including any projections of 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 the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; 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 CRM service; 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, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . Any unreleased services or features referenced in this or other 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 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, except as required by law.

“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves 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. All statements other than statements of historical fact could be deemed forward-looking, including any projections of 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 the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; 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 CRM service; 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, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor .

Any unreleased services or features referenced in this or other 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 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, except as required by law.

Sales Forecasting Blending Art and Science Past experience Individual judgment Methodology & process Metrics & measurement

Blending Art and Science

Past experience

Individual judgment

Methodology & process

Metrics & measurement

Typical Business Challenges Getting All Data Producing an Accurate View Getting Adoption Tracking the Right Metrics

Getting All Data

Producing an Accurate View

Getting Adoption

Tracking the Right Metrics

Customizable Forecasting Overview Bottom up : Deals based aggregates & roll ups Top down : Hierarchy drill down & number explanation Management overrides of deals or aggregates Dynamic forecast updates Time-stamped forecast freezing Flexible configuration options Deal date vs item date vs schedule date Overall vs product line Quarter vs month Calendar or custom FY Revenue or quantity Sale roles or territories

Bottom up : Deals based aggregates & roll ups

Top down : Hierarchy drill down & number explanation

Management overrides of deals or aggregates

Dynamic forecast updates

Time-stamped forecast freezing

Flexible configuration options

Deal date vs item date vs schedule date

Overall vs product line

Quarter vs month

Calendar or custom FY

Revenue or quantity

Sale roles or territories

Tacy Parker SFDC Global Program Manager [email_address]

Who is Symantec? The global leader in Information Security and Availability 4 th largest Independent Software Company in the world 4,000+ sales reps, 40+ countries Deployed Salesforce in Oct. 06’ to over 3,800 users 22 week sales deployment 2 Phased Approach Account & Opportunity Mgmt Forecasting & Quoting INDUSTRY: Software EMPLOYEES: ~ 16,000 GEOGRAPHY: Global PRODUCT(S) USED: Sales, Marketing & 6 AppExchange applications # USERS: 4,200

The global leader in Information Security and Availability

4 th largest Independent Software Company in the world

4,000+ sales reps, 40+ countries

Deployed Salesforce in Oct. 06’ to over 3,800 users

22 week sales deployment

2 Phased Approach

Account & Opportunity Mgmt

Forecasting & Quoting

Benefits to Integrated Forecasting Sales Rep, District & Regional Managers Proper opportunity management in Salesforce instead of reporting in Excel No more chasing down the “Commit” One source for metrics Salesforce-based territory reviews Regional Directors & Executive levels-up Improved data reliability Metrics they can count on Valid on-the-fly reporting

Sales Rep, District & Regional Managers

Proper opportunity management in Salesforce instead of reporting in Excel

No more chasing down the “Commit”

One source for metrics

Salesforce-based territory reviews

Regional Directors & Executive levels-up

Improved data reliability

Metrics they can count on

Valid on-the-fly reporting

Key Forecasting Challenges Key Challenges Global Consistency Heavily Matrixed Sales Org Reporting Requirements Adoption and Behavioral Adjustments Key Issues Process Inefficiencies Visibility to Revenue Predictions Across Diverse Global Sales Teams Organization’s Trust in Forecasted Numbers

Key Challenges

Global Consistency

Heavily Matrixed Sales Org

Reporting Requirements

Adoption and Behavioral Adjustments

Key Issues

Process Inefficiencies

Visibility to Revenue Predictions Across Diverse Global Sales Teams

Organization’s Trust in Forecasted Numbers

Our Forecasting Solution Divide and Conquer Hierarchy: From Roles to Territories Business Units: Simple first, complex later Gorilla/Phased Approach Small POC first Larger Pilot next Word of mouth promotion Metrics: Both Standard and Specific Standard for revenue and pipeline Specific for regional metrics 400+ deployed today 4 Sales Areas (2 US, 2 Europe) Web/Phone based training Web Based External Reporting Territory Hierarchy will bring ability for Global forecast DEPLOYMENT DETAILS

Divide and Conquer

Hierarchy: From Roles to Territories

Business Units: Simple first, complex later

Gorilla/Phased Approach

Small POC first

Larger Pilot next

Word of mouth promotion

Metrics: Both Standard and Specific

Standard for revenue and pipeline

Specific for regional metrics

400+ deployed today

4 Sales Areas (2 US, 2 Europe)

Web/Phone based training

Web Based External Reporting

Territory Hierarchy will bring ability for Global forecast

Establishing Completeness & Accuracy Implemented comparable sales stages Implemented new forecast categories Ensured tools capability to capture data points required for metrics Moved forecast review process into the tool

Implemented comparable sales stages

Implemented new forecast categories

Ensured tools capability to capture data points required for metrics

Moved forecast review process into the tool

Effective Measurement Analyzing forecast by product segments Dashboards for Quota attainment % forecast committed Top opps/performers Comparing forecast submits with actuals Tracking historical submissions Deal velocity metrics

Analyzing forecast by product segments

Dashboards for

Quota attainment

% forecast committed

Top opps/performers

Comparing forecast submits with actuals

Tracking historical submissions

Deal velocity metrics

Lessons Learned Start small & build a following Draw a line and work both sides Standardize process and metrics Adoption, Adoption, Adoption .xls = Security Blanket

Start small & build a following

Draw a line and work both sides

Standardize process and metrics

Adoption, Adoption, Adoption

.xls = Security Blanket

Suzanne McFadyen CRM Operations Analyst [email_address]

Who is Business Objects? Business Objects is a global business intelligence (BI) software company, with more than 39,000 customers The salesforce.com and Business Objects partnership enables companies to monitor critical business information seamlessly within their salesforce.com deployments INDUSTRY: Software EMPLOYEES: 5,000 GEOGRAPHY: Global PRODUCT(S) USED: Salesforce SFA # USERS: 1,400

Business Objects is a global business intelligence (BI) software company, with more than 39,000 customers

The salesforce.com and Business Objects partnership enables companies to monitor critical business information seamlessly within their salesforce.com deployments

Key Forecasting Challenges Key Challenges Poor accuracy Long turn around times Poor forecast consistency Low adoption Key Issues Low reliability of predicted probabilities and sales revenues Labor intensive and inefficient forecasting process Low visibility to how business is really doing and where it’s going

Key Challenges

Poor accuracy

Long turn around times

Poor forecast consistency

Low adoption

Key Issues

Low reliability of predicted probabilities and sales revenues

Labor intensive and inefficient forecasting process

Low visibility to how business is really doing and where it’s going

Our Forecasting Solution Create standardized, well-defined process for forecasting (timeliness) Standardize definitions – remove some of the subjectiveness Keeping system up to date Provide clear forecasting procedures and responsibilities Accountability - “What gets measured, gets done” Methods to ensure reps keep forecasting information up to date Managers accountable for making reps comply # Forecasting users = 716 Business Units - Worldwide Training – deployed in regional centers Process change – change of terminology Integration points – External reporting Ongoing improvements – Improved tracking DEPLOYMENT DETAILS

Create standardized, well-defined process for forecasting (timeliness)

Standardize definitions – remove some of the subjectiveness

Keeping system up to date

Provide clear forecasting procedures and responsibilities

Accountability - “What gets measured, gets done”

Methods to ensure reps keep forecasting information up to date

Managers accountable for making reps comply

# Forecasting users = 716

Business Units - Worldwide

Training – deployed in regional centers

Process change – change of terminology

Integration points – External reporting

Ongoing improvements – Improved tracking

Establishing Accuracy Enforcing timely data input Weekly forecasting check-ups Check-ups change to daily at quarter-end Forecasting data in single system (salesforce.com) Clear definitions First line manager can override a rep’s forecast

Enforcing timely data input

Weekly forecasting check-ups

Check-ups change to daily at quarter-end

Forecasting data in single system (salesforce.com)

Clear definitions

First line manager can override a rep’s forecast

Establishing Adoption Competitions and rewards for forecasting accuracy Maintaining forecast history for tracking Promoting best practices to sales management Showing the value Increased compliance Better reports supporting forecast process Some issues affecting adoption Formula fields Forecast Category nomenclature

Competitions and rewards for forecasting accuracy

Maintaining forecast history for tracking

Promoting best practices to sales management

Showing the value

Increased compliance

Better reports supporting forecast process

Some issues affecting adoption

Formula fields

Forecast Category nomenclature

Effective Measurement External reporting use Current and historical forecast accuracy Forecasting metrics Salesforce reporting use View direct and cross team forecasts Manager’s reporting Rep’s forecast Opportunity contributors can track the opportunities they are involved with Currently looking at Salesforce customization for partners to forecast opportunities

External reporting use

Current and historical forecast accuracy

Forecasting metrics

Salesforce reporting use

View direct and cross team forecasts

Manager’s reporting

Rep’s forecast

Opportunity contributors can track the opportunities they are involved with

Currently looking at Salesforce customization for partners to forecast opportunities

Key Results & Lessons Learned Benefits Collaboration Simplifies the process Reduces subjectivity Reduces forecasting time Enables better business decisions Allows focus on the right opportunities and activities Assists with account planning Lessons Separate sales methodology from forecasting methodology Separate pipeline analysis from forecasting Need clear process and easy to use tools Promote the value of a clean and accurate forecast Enforce consequences for not maintaining an accurate and timely forecast

Benefits

Collaboration

Simplifies the process

Reduces subjectivity

Reduces forecasting time

Enables better business decisions

Allows focus on the right opportunities and activities

Assists with account planning

Lessons

Separate sales methodology from forecasting methodology

Separate pipeline analysis from forecasting

Need clear process and easy to use tools

Promote the value of a clean and accurate forecast

Enforce consequences for not maintaining an accurate and timely forecast

Sharing Forecasting Success – Q & A

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