Instant Stardom: How to Build Executive Dashboards Steve Settelmayer, Neff Rental Kevin Sherman, salesforce.com New System Administrators

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.

Agenda Welcome & Introductions Report Management Dashboard Management Motivating with Dashboards Jump start with the AppExchange The next level: Excel, Crystal and more…

Welcome & Introductions

Report Management

Dashboard Management

Motivating with Dashboards

Jump start with the AppExchange

The next level: Excel, Crystal and more…

Would You Drive at Night Without Headlights? Understand how Reports and Dashboards can help you monitor business goals & performance Understand how Dashboards can be used to motivate and promote success Walk away with specific deployment tips and tricks

Understand how Reports and Dashboards can help you monitor business goals & performance

Understand how Dashboards can be used to motivate and promote success

Walk away with specific deployment tips and tricks

Reports Types and Uses Tabular Tabular reports are the simplest and fastest way to list your data Quick Lists w/out summarization Summary Summary reports list your data with subtotals and other summary information. Avg. Sales per Rep, Total $ Oppty’s Matrix Matrix reports list summaries of your data in a grid against both horizontal and vertical criteria Sales per Rep per FY by FQ

Tabular

Tabular reports are the simplest and fastest way to list your data

Quick Lists w/out summarization

Summary

Summary reports list your data with subtotals and other summary information.

Avg. Sales per Rep, Total $ Oppty’s

Matrix

Matrix reports list summaries of your data in a grid against both horizontal and vertical criteria

Sales per Rep per FY by FQ

Where to Start? Out-of-the-Box Reports - Standard reports across all objects that should be the basis for your custom reports Account and Contact Reports Opportunity Reports Sales Reports Lead Reports Support Reports Campaign Reports Administrative Reports Activity Reports Product and Asset Reports Custom Report Wizard – 6 easy steps Predefined reports

Out-of-the-Box Reports - Standard reports across all objects that should be the basis for your custom reports

Account and Contact Reports

Opportunity Reports

Sales Reports

Lead Reports

Support Reports

Campaign Reports

Administrative Reports

Activity Reports

Product and Asset Reports

Custom Report Wizard – 6 easy steps

Predefined reports

Reports—Creating Custom Reports 1. Select data source Custom objects too! Predefined Relationships between objects FY and then by FQ Acct and then sub-acct Sales Manager and then Rep Record Counts, Avg., Highs/Lows 2. Select report type 3. Select columns to summarize and define custom formulas 4. Select Grouping

Reports—Creating Custom Reports Custom fields located towards the bottom. Don’t forget dynamic date filters! Save for last. “ and ” = Default filter. Use advanced filters link and “()” to create “ or ” filters 5. Select fields (columns) to include 6. Order the fields (columns) 7. Set filter criteria 8. Create chart

Reports - Best Practices Canned reports (most commonly used, starting point for customizing) Train users to understand the difference between SAVE and SAVE AS Create/manage report folders and access Develop folder & report naming conventions Regional Sales Report Folder SE Pipeline, US Marketing, EMEA Lead Gen, etc. Save your reports as your browser “Favorites” Review Tips and Hints for Custom Reports and Maximizing Report Performance cheat sheet

Canned reports (most commonly used, starting point for customizing)

Train users to understand the difference between SAVE and SAVE AS

Create/manage report folders and access

Develop folder & report naming conventions

Regional Sales Report Folder

SE Pipeline, US Marketing, EMEA Lead Gen, etc.

Save your reports as your browser “Favorites”

Review Tips and Hints for Custom Reports and Maximizing Report Performance cheat sheet

Turn the lights on with Dashboards!

Dashboard Basics Based on custom reports 20 elements per dashboard Click to drill into underlying report Can be refreshed anytime Results based on Running User Data has to be there to report on it. Field created, info entered. Reports only as good as the data they are based on.

Based on custom reports

20 elements per dashboard

Click to drill into underlying report

Can be refreshed anytime

Results based on Running User

Data has to be there to report on it. Field created, info entered. Reports only as good as the data they are based on.

Benefits of Dashboards Aggregate multiple report results for easier digestion Provide recognition, foster competition (leader board), provide motivation (wall of shame) Requires time upfront to setup; requires less time to maintain long term Help organizations communicate strategy, monitor and adjust the execution of strategy, and deliver insights to all Standardize the information management decisions are based upon

Aggregate multiple report results for easier digestion

Provide recognition, foster competition (leader board), provide motivation (wall of shame)

Requires time upfront to setup; requires less time to maintain long term

Help organizations communicate strategy, monitor and adjust the execution of strategy, and deliver insights to all

Standardize the information management decisions are based upon

The Components Chart Pie, Line, Vertical or Horizontal ex. Stacked or Side by Side Table Sort by label or value with max values displayed ex. Leader board/Top Reps Metric Stackable with colors ex. Compare multiple reports Gauge Custom breakpoints and colors ex. Quota or Goal attainment

Chart

Pie, Line, Vertical or Horizontal

ex. Stacked or Side by Side

Table

Sort by label or value with max values displayed

ex. Leader board/Top Reps

Metric

Stackable with colors

ex. Compare multiple reports

Gauge

Custom breakpoints and colors

ex. Quota or Goal attainment

Dashboard - Best Practices Setting Up Identify users who will have “Manage Dashboards” permission User folders to organize dashboards and control visibility Ensure that underlying reports are accessible to the run time user Deploying Develop reports and dashboards in personal folders, save to public folders when ready Leverage reports that use “My Team” filters Clone dashboards and change the run time user Create dashboards for others or temporarily grant required permissions

Setting Up

Identify users who will have “Manage Dashboards” permission

User folders to organize dashboards and control visibility

Ensure that underlying reports are accessible to the run time user

Deploying

Develop reports and dashboards in personal folders, save to public folders when ready

Leverage reports that use “My Team” filters

Clone dashboards and change the run time user

Create dashboards for others or temporarily grant required permissions

Dashboard - Best Practices Using Right-click on an individual dashboard graphic to send as an attachment “Email picture …” Add your dashboard to the home page – show top three elements Manage from the application for improved adoption Pipeline Review Calls Board Presentations Departmental Reviews Individual Performance Reviews (One on One’s)

Using

Right-click on an individual dashboard graphic to send as an attachment “Email picture …”

Add your dashboard to the home page – show top three elements

Manage from the application for improved adoption

Pipeline Review Calls

Board Presentations

Departmental Reviews

Individual Performance Reviews (One on One’s)

Steve Settelmayer VP of Sales and Marketing [email_address]

Company Introduction Template In top 10 largest construction equipment renters in US 140 sales reps coast to coast 140 inside sales support 68 branch offices 6 person outbound call center INDUSTRY: Equipment Rental EMPLOYEES: 1,000 GEOGRAPHY: United States PRODUCT(S) USED: SFA, Marketing, Offline Edition, 2 AppExchange Installs # USERS: 317 LOGIN RATE: 95%

In top 10 largest construction equipment renters in US

140 sales reps coast to coast

140 inside sales support

68 branch offices

6 person outbound call center

Importance of Dashboards Keeps everyone focused on key components of success Aids quick spot up of problem areas Helps identify pipeline problems before they impact revenue

Keeps everyone focused on key components of success

Aids quick spot up of problem areas

Helps identify pipeline problems before they impact revenue

Construction Activity Dashboard Provides visibility into construction activity from corporate level down to an individual zip code

Provides visibility into construction activity from corporate level down to an individual zip code

Business Development Dashboard Keeping tabs on our outbound call center while I travel is a snap with the dashboard we built

Keeping tabs on our outbound call center while I travel is a snap with the dashboard we built

Recruiting Manager Downloaded from AppExchange and quickly customized to meet our specific needs

Downloaded from AppExchange and quickly customized to meet our specific needs

Importance of Dashboards We started with a Sales Activity Dashboard in salesforce.com then added Construction Activity Business Development Delivery Survey Hiring Other departments have followed our lead and created their own dashboards on our intranet Training Dashboard Down Equipment

We started with a Sales Activity Dashboard in salesforce.com then added

Construction Activity

Business Development

Delivery Survey

Hiring

Other departments have followed our lead and created their own dashboards on our intranet

Training Dashboard

Down Equipment

THANK YOU STEVE!!!! Clap, Cheer, Standing Ovation!!

Clap, Cheer, Standing Ovation!!

Jump Start with the AppExchange User Adoption Dashboards Usage, Data Quality, Business Performance

User Adoption Dashboards

Usage, Data Quality, Business Performance

Jump Start with the AppExchange Service And Support Dashboards Customer, Rep, KPI, Executive Overview

Service And Support Dashboards

Customer, Rep, KPI, Executive Overview

Jump Start with the AppExchange Sales KPI Dashboard

Sales KPI Dashboard

Jump Start with the AppExchange Lead and Opportunity Management Dashboards

Lead and Opportunity Management Dashboards

Advanced Options The Excel Connector (for PE and EE) Bi-directional synching between Excel and Salesforce.com Partner Solutions on the AppExchange & on-site in the Partner Pavilion Crystal Reports Report Pack Datascope More coming from Business Objects, Omniture, Forcelogix, Visual Mining, JasperSoft, Celequest The Reporting and Dashboard Blog

The Excel Connector (for PE and EE)

Bi-directional synching between Excel and Salesforce.com

Partner Solutions on the AppExchange & on-site in the Partner Pavilion

Crystal Reports Report Pack

Datascope

More coming from Business Objects, Omniture, Forcelogix, Visual Mining, JasperSoft, Celequest

The Reporting and Dashboard Blog

Dreamforce ’06 Analytics Sessions Session Meet the PM – Roadmap Overview Mashboard Shootout Introducing Analytics Mashboards Information Peer Pressure How to Create Top Sales Dashboards Best Practices for Competitive Pipeline Analysis Bulking Up: Large Data Migration, Replication, and Analytics Instant Stardom: How to Build Executive Dashboards Advanced Reporting and Dashboards for Executive Visibility The Path to Achieving 100% Adoption Manage What You Measure: Lessons from Dashboard Pros Hands-On with Executive Reports and Dashboards Track General General IT Sales Execs Sales Opps AppX Developers New Sys Admin EE Sys Admin PE Sys Admin Large Enterprise Deployment Also Visit the Partner Pavilion for Innovative Analytics Solutions Some of these sessions may have already been presented. Look for the archived presentation on www.successforce.com in the days following the conference.

Session

Meet the PM – Roadmap Overview

Mashboard Shootout

Introducing Analytics Mashboards

Information Peer Pressure

How to Create Top Sales Dashboards

Best Practices for Competitive Pipeline Analysis

Bulking Up: Large Data Migration, Replication, and Analytics

Instant Stardom: How to Build Executive Dashboards

Advanced Reporting and Dashboards for Executive Visibility

The Path to Achieving 100% Adoption

Manage What You Measure: Lessons from Dashboard Pros

Hands-On with Executive Reports and Dashboards

Track

General

General

IT

Sales Execs

Sales Opps

AppX Developers

New Sys Admin

EE Sys Admin

PE Sys Admin

Large Enterprise Deployment

Steve Settelmayer VP of Sales and Marketing Kevin Sherman Sr. Customer Success Manager QUESTION & ANSWER SESSION On-off questions can be answered on-site at the Success Clinic Booths!!!

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