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Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted
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Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted


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  • 1. The Enterprise, Disrupted AppExchange Partner Keynote Ron Huddleston SVP, ISVs & Channels #DF13 @rhuddles1
  • 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. 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 developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information section of our Web site. 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 the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements. Important Additional Information   The information in this presentation is neither an offer to purchase nor a solicitation of an offer to sell any securities – when the tender offer is launched ExactTarget, Inc. stockholders should read the tender offer statement because it contains important information. Investors can get the tender offer statement and other filed documents for free at  The tender offer statement, including a letter of transmittal and other documents, will also be made available for free by the information agent for the tender offer.
  • 3. World’s Largest Vendor Technology Conference Marissa Mayer 1,140 President & CEO Yahoo! Sheryl Sandberg Sessions 120K Registrants COO Facebook 350 Partners 22 Keynotes Deepak Chopra, MD Founder The Chopra Foundation Green Day & Blondie
  • 4. Thank You to Our Top Sponsors
  • 5. Thank You to Our Top Sponsors
  • 6. And Thank You to Every Dreamforce Sponsor 8x8, Inc Accelerize 360 Accenture Accounting Seed, Inc. Act-On Software Actian Corporation Actiance, Inc. Acumen Solutions, Inc. Adallom Addvocate Adobe Systems Inc. AdRoll AirWatch Alfresco Software Alteryx AMC Technology, LLC Anaplan AppBuddy Appirio, Inc. AppMachine AppsShop Inc. Apttus Aria Solutions Inc. Arkus, Inc. AscentERP Astadia AVA - Automated Virtual Assistant Avalara, Inc. Avangate Axiom Sales Force Development Backupify Badgeville Betts Recruiting BigMachines Birlasoft Birst BlackBerry® Blackboard Inc. Bloomberg Vault Bloomfire Blue Jeans Network Bluewolf BMC Software Box Brainshark, Inc. Brivo Labs Broadlook Bucher + Suter AG Bunchball C-Level Connections Cadalys, Inc. CallidusCloud Cameleon Software Canon Information & Imaging Solutions Capgemini CDW Centerstance, Inc. Centrify ChikPea Inc. CipherCloud Citrix ClearSlide ClickSoftware Inc. Clicktools Cloud Sherpas Cloudbilt CloudCoaching International CloudCraze by EDL Consulting Cloudingo CloudLock CloudSense CloudSquads Code 42 Cognizant Technology Solutions Comity Designs Compendium Complaints Pro Concur Conference Management Conga ConnectAndSell Cornerstone OnDemand Coveo CRMfusion, Inc. CronSights CSC CT Consulting Cvent, Inc Matrix velocity by Dataflo Consulting Corp. Datahug DataSift Dell Software Deloitte DiscoverOrg Distribution Engine DocuSign, Inc. Domo Drawloop Technologies, Inc. Dropbox Eagle Creek Software Services eKuber Ventures Inc Esri EPM Live Etherios Evernote Experian QAS Feedbox MaaS360 by Fiberlink Fielo Fingertip First Data FirstRain Five9 Inc. FPX Fujitsu Full Circle CRM FunnelSource G2 Crowd Gainsight Galigeo Genesys Get Satisfaction GijiG GoodData HCL Hexigo HireVue Hoopla HP HYDROUS LLC IBM Ifbyphone, Inc. Improved Apps inContact Indicee Infer, Inc. Influitive Infogain Corporation Infogroup Targeting Solutions Infor Informatica InGenius Software Inc. InsideView Insight Partners Insightera InsightSquared Intacct Corporation Interactive Intelligence Introhive Intuitive Control Systems RingRevenue ITA Group, Inc. Jade Global Jitterbit JPW Consulting, LLC Kenandy Inc. Keste Kinetic Growth Kona DataSearch KXEN, an SAP Company Laserfiche LastPass Lattice Engines Less Software LevelEleven Levementum, LLC LexisNexis(R) LinkedIn Sales Solutions Linkpoint360 LiquidFrameworks, Inc. LiveOps LogMeIn Magnet 360 Lateral Group Marketo Marseli MEDIAmobz MicroStrategy MicroTek MindTouch, Inc. Mintigo MJG Anyware by MobileIron MoNimbus Inc. Mophie MphasiS an HP company MuleSoft Neolane, inc. NewVoiceMedia Nexgate Noble Systems Nomalys NTT Group Nuiku Odaseva Technologies Okta Riva CRM Integration ON24 OneSource Information Services, Inc. OpDots Inc. OptifiNow Pardot, an ExactTarget company PartnerPath Pegasystems Inc. Persistent Systems PerspecSys Phonedeck Pitcher Inc. Pitney Bowes Software PointNTime Postcode Anywhere PrintSF Progress Software PROS PwC QlikTech International AB Quosal Qvidian ReadyTalk realSociable Red Sky Solutions Redkite ReliableCoders RingCentral RingLead Roambi Rootstock Software Sales Navigator SalesVue LLC SapientNitro SAVO ScanBizCards Scout Analytics ScreenSteps Scribe Software Seal Software Limited Seismic Selectica, Inc Selligy Sertifi eSignatures ServiceMax, Inc. ServiceSource Sesame Software ShoreTel Silverline Silverpop Skyhigh Networks Smarsh, Inc. solxyz co.Ltd SpearFysh, Inc. SpringCM Standard Register Stantive Technologies Group Inc. SteelBrick Steelwedge Software Stratitude, Inc Syncfrog Synova, Inc. Tableau Software Tango Card Avankia LLC Tata America International Corporation Tech Mahindra TeleTech Tenrox by Upland TerrAlign TerraSky Inc. The TAS Group ThousandEyes TIER1CRM TinderBox TOA Technologies ToutApp Sales Communications Transera TreeHouse Interactive Trifecta Technologies TrustSphere Twilio UberConference Vana Workforce Velocify, formely Leads360 Veterans 2 Work Vidyard Viralheat Vocalcom Vocalnet Vocus Walkme Webtrends Wipro Ltd Woopra Work-Relay Workday Xactly Zilliant Inc. ZoomInfo Zuora Zyme Solutions, Inc.
  • 7. Your Business is Booming Total ISV Orders 70% YOY Growth FY11 FY12 FY13 FY14 (EST)
  • 8. You Are Building the Largest Cloud Ecosystem 400+ New AppExchange Apps in 2013
  • 9. You Are Disrupting Every Industry 90+ Industry Apps Added in 2013
  • 10. You Have Won the World’s Largest Customers 10,000 seats RemedyForce Subsidiary-wide, global deployment Kenandy 4000 seats Axiom & Cornerstone On Demand 1000+ Seats ServiceMax 2,000 seats Apttus 4500+ Seats NewEnergy 1000+ Seats FinancialForce
  • 11. $1B+ Revenue
  • 12. Keith Block President & Vice Chairman Tyler Prince EVP, Global Alliances
  • 13. The Enterprise, Disrupted
  • 14. A $1 Trillion Dollar Transfer in Wealth The Changing of the Enterprise Guard Best of Breed vs. One Size Fits All Domain Expertise Wins
  • 15. A Fundamental Need for Better Apps Easy to Understand, Easy to Use Industry Specialization App-to-App Connectivity
  • 16. A New Set of User Requirements Push vs. Pull Mobile First Social Graph
  • 17. A Booming Marketplace Economy Win the User, Win the Deal Try Before You Buy Feedback is King
  • 18. An Investment Community Looking to Place Bets Enterprise vs. Consumer New Models to Accelerate Revenue
  • 19. Welcome to the Golden Age of Enterprise Apps
  • 20. The Salesforce1 Customer Platform Sales, Service and Marketing Accounts Cases Campaigns More Custom Apps and Integrations SAP Oracle Custom More AppExchange Apps Dropbox Developers ISVs Docusign Evernote Admins More Users Customers
  • 21. Deliver Salesforce1 on Any Device CRM AppExchange Apps Custom Apps Feed First UI Notifications Platform Publisher Actions
  • 22. Salesforce1 Makes ISVs the Center of the Action Check commissions Escalate Service Tickets Update Work Orders Print Remotely Scan Contacts Sign Documents Connect with Leads Log Notes
  • 23. John McGeachie VP of Evernote Business
  • 24. Launched in 2008 “Remember Everything” 80M+ Users Worldwide Winner: 2013 Apple Design Awards
  • 25. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  • 26. Sara Varni Sr. Director AppExchange Marketing
  • 27. Customers Love Apps Customer Accounts: AppExchange Adoption 63% 1+ App 36% 2+ Apps 3+ Apps 31% 4+ Apps 29% 5+ Apps 23%
  • 28. Innovative Companies are Using Apps 60% of Fast Company’s Most Innovative Companies Have Installed an App
  • 29. Global Leaders Are Adopting Apps 70% of the Fortune 100 Have Installed an AppExchange App
  • 30. Most Requested Apps: Customer Survey Data CRM Extensions Back Office Apps 1. Surveys 56% 1. Invoice Management 55% 2. Data Cleansing 50% 2. Accounting 47% 3. Email Response Management 45% 3. Expense Management 44% 4. Lead Management 45% 4. Inventory Management 42% 5. Mobile 44% 5. Product Lifecycle Management 39% 6. Event Management 40% 6. Payment Processing 38% 7. Sales Performance Management 38% 7. Supply Chain Management 37% 8. Advanced BI 38% 8. ERP 34% 9. E-Signature 36% 9. Learning Management Systems 33% 10. Competitive Intelligence 28% 10. Payroll & Benefits 32%
  • 31. Ganesh Iyer Head of IT Applications
  • 32. Founded in 2004 15K Electric Vehicles, 30+ Countries 3000+ Employees Uses 10+ Apps Across Sales & Service
  • 35. Pierre Naudé CEO
  • 36. Founded in 2012 From Salesforce Customer to App Company Fully Integrated Bank Operating System 30+ Customers Nationwide
  • 37. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  • 38. Leyla Seka VP, Product Management AppExchange and Platform
  • 39. What the Enterprise Can Learn from Candy Crush Simple to Learn, Easy to Get Addicted Social Sells Same Experience, All Devices
  • 40. Win the User with the Salesforce1 Platform Sales Cloud ExactTarget Marketing Cloud Service Cloud AppExchange Salesforce1 App Platform Salesforce1 Platform APIs Heroku1 ExactTarget FUEL Salesforce1 Platform Services Cloud . Social . Mobile . Connected
  • 41. A Year of New Products to Grow Your Business
  • 42. New Mobile Services to Accelerate Development Salesforce1 App Integrate Your Most Critical Data into the Salesforce Feed Salesforce1 SDK New Frameworks for Native, Hybrid and HTML5 Apps
  • 43. Salesforce Identity Delivers Single Sign-On Across All Apps Out-of-the Box Identity Services for Your App Use Your Own Branding, Look & Feel Launcher for Quick Access Now Generally Available
  • 44. Private AppExchange Lets End Users Get Instant Access to Apps One-Stop Shop to Distribute Apps to Users Supports Web, Mobile and Desktop* Leverage Salesforce Identity Across All Apps * Coming in 2014
  • 45. Over 20 NEW Features for ISVs Flexible Managed Packages AppExchange Analytics Environment Hub Packaging API Data API, Sign-Up Requests Checkout 2.0 Security Review Automation Faster Order Processing Product Catalog Flexibility And More....
  • 46. Jim Thompson CTO and Co-Founder
  • 47. Founded in 2008 Sales Productivity for the Alcohol and Beverage Industry Customers Include Fetzer Vineyards, Jose Cuervo, Pabst Brewing
  • 48. The AppExchange Has Come a Long Way AppExchange 2006 Today
  • 49. AppExchange: The Leading Enterprise App Marketplace 2000+ AppExchange 2006 2007 2008 2009 Apps 2010 2011 2012 2013
  • 50. AppExchange: The Leading Enterprise App Marketplace 2M+ AppExchange 2006 2007 2008 Customer Installs 2009 2010 2011 2012 2013
  • 51. 4 of the Top 10 Most Popular Apps on the AppExchange Come From Companies of Less Than 25 Employees
  • 52. #1 Installed App = 12 Employees
  • 53. Bob Marsh CEO
  • 54. Launched at Dreamforce 2011 12 Employees 25% of Business Sourced from AppExchange 125 Customers Including OpenTable, The Detroit Pistons, Ceasar’s
  • 55. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  • 56. Top Investors are Doubling Down on Salesforce Partners $2B+ Venture Dollars Invested in AppExchange Ecosystem
  • 57. Peter Gassner Founder & CEO
  • 58. Founded in 2007 Built Veeva CRM on the Salesforce Platform 170+ customers with users in 75+ countries IPO Date: October 16, 2013
  • 59. Congratulations to Our Innovation Challenge Winners €5M Enterprise App Challenge SPONSORING VCs:
  • 60. Unveiling: AppExchange Accelerate The Proven Model for the Enterprise Startup Expert Advice from Top VCs, Angels and Founders Free Product to Get Up and Running UX TECHNOLOGY MARKETING TALENT MENTORSHIP FUNDING Account Support to Build a Profitable Cloud Business The First Pay-As-You-Sell Model
  • 61. Take Advantage of the Program Year Round TECHNICAL ENABLEMENT EDUCATION CO-MARKETING & EVENTS SALES ALIGNMENT INDUSTRY ALIGNMENT Technical Evangelists App Academy AppExchange Marketing Program Integrated Planning Solution Mapping Roadmap Webinars Partner User Groups Customer Company Tour Sales Training Industry Specialists
  • 62. Take Advantage of This Week LEARN NETWORK GET INSPIRED 100+ ISV Sessions Partner User Group Sessions Founders Forum AppExchange Partner Zone AppBash: Weds, 7-9 @ City View Mobile Showcase $1M Hackathon
  • 63. Thank You