0
The Enterprise, Disrupted
AppExchange Partner Keynote
Ron Huddleston
SVP, ISVs & Channels
#DF13
@rhuddles1
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contai...
World’s Largest Vendor Technology Conference
Marissa Mayer

1,140

President & CEO
Yahoo!

Sheryl Sandberg

Sessions

120K...
Thank You to Our Top Sponsors
Thank You to Our Top Sponsors
And Thank You to Every Dreamforce Sponsor
8x8, Inc
Accelerize 360
Accenture
Accounting Seed, Inc.
Act-On Software
Actian C...
Your Business is Booming
Total ISV Orders

70%
YOY Growth

FY11

FY12

FY13

FY14 (EST)
You Are Building the Largest Cloud Ecosystem

400+
New AppExchange
Apps in 2013
You Are Disrupting Every Industry

90+
Industry Apps Added in
2013
You Have Won the World’s Largest Customers

10,000 seats
RemedyForce

Subsidiary-wide,
global deployment
Kenandy

4000 sea...
$1B+ Revenue
Keith Block
President & Vice Chairman

Tyler Prince
EVP, Global Alliances
The Enterprise, Disrupted
A $1 Trillion Dollar Transfer in Wealth

The Changing of the Enterprise Guard
Best of Breed vs. One Size Fits All
Domain E...
A Fundamental Need for Better Apps

Easy to Understand, Easy to Use
Industry Specialization
App-to-App Connectivity
A New Set of User Requirements

Push vs. Pull
Mobile First
Social Graph
A Booming Marketplace Economy

Win the User, Win the Deal
Try Before You Buy
Feedback is King
An Investment Community Looking to Place Bets

Enterprise vs. Consumer
New Models to Accelerate Revenue
Welcome to the Golden Age of Enterprise Apps
The Salesforce1 Customer Platform
Sales, Service and Marketing

Accounts

Cases

Campaigns More

Custom Apps and Integrati...
Deliver Salesforce1 on Any Device

CRM
AppExchange Apps
Custom Apps

Feed First UI
Notifications Platform
Publisher Action...
Salesforce1 Makes ISVs the Center of the Action

Check commissions

Escalate Service Tickets

Update Work Orders

Print Re...
John McGeachie
VP of Evernote Business
Launched in 2008
“Remember Everything”
80M+ Users Worldwide
Winner: 2013 Apple Design Awards
THE ENTERPRISE, DISRUPTED
Disrupt with next gen apps
Disrupt with breakthrough technology
Disrupt with a revolutionary bus...
Sara Varni
Sr. Director
AppExchange Marketing
Salesforce.com Customers Love Apps
Customer Accounts: AppExchange Adoption

63%

1+ App

36%

2+ Apps
3+ Apps

31%

4+ App...
Innovative Companies are Using Apps

60%
of Fast Company’s Most
Innovative Companies Have
Installed an App
Global Leaders Are Adopting Apps

70%
of the Fortune 100 Have
Installed an AppExchange
App
Most Requested Apps: Customer Survey Data
CRM Extensions

Back Office Apps

1. Surveys

56%

1. Invoice Management

55%

2...
Ganesh Iyer
Head of IT Applications
Founded in 2004
15K Electric Vehicles, 30+ Countries
3000+ Employees
Uses 10+ Apps Across Sales & Service
Salesforce.com’s Core Industry Focus

FINANCIAL SERVICES

HEALTHCARE

MEDIA & TELCO

RETAIL & CPG

PUBLIC SECTOR

AUTOMOTI...
Huge Opportunity in Micro-Verticals

POLICE DEPARTMENTS

SCUBA SHOPS

DENTIST OFFICES

PLANE LEASING

DRY CLEANERS

VETERI...
Pierre Naudé
CEO
Founded in 2012
From Salesforce Customer to App Company
Fully Integrated Bank Operating System
30+ Customers Nationwide
THE ENTERPRISE, DISRUPTED
Disrupt with next gen apps
Disrupt with breakthrough technology
Disrupt with a revolutionary bus...
Leyla Seka
VP, Product Management
AppExchange and Platform
What the Enterprise Can Learn from Candy Crush

Simple to Learn, Easy to Get Addicted
Social Sells
Same Experience, All De...
Win the User with the Salesforce1 Platform

Sales Cloud

ExactTarget
Marketing Cloud

Service Cloud

AppExchange

Salesfor...
A Year of New Products to Grow Your Business
New Mobile Services to Accelerate Development
Salesforce1 App

Integrate Your Most Critical
Data into the Salesforce Feed
...
Salesforce Identity Delivers Single Sign-On Across All Apps

Out-of-the Box Identity Services for Your App
Use Your Own Br...
Private AppExchange Lets End Users Get Instant Access to Apps

One-Stop Shop to Distribute Apps to Users
Supports Web, Mob...
Over 20 NEW Features for ISVs
Flexible Managed Packages
AppExchange Analytics
Environment Hub
Packaging API
Data API, Sign...
Jim Thompson
CTO and Co-Founder
Founded in 2008
Sales Productivity for the Alcohol and Beverage Industry
Customers Include Fetzer Vineyards, Jose Cuervo,
...
The AppExchange Has Come a Long Way
AppExchange

2006

Today
AppExchange: The Leading Enterprise App Marketplace

2000+

AppExchange

2006

2007

2008

2009

Apps

2010

2011

2012

2...
AppExchange: The Leading Enterprise App Marketplace

2M+

AppExchange

2006

2007

2008

Customer Installs

2009

2010

20...
4 of the Top 10
Most Popular Apps on the AppExchange
Come From Companies of Less Than 25 Employees
#1 Installed App
= 12 Employees
Bob Marsh
CEO
Launched at Dreamforce 2011
12 Employees
25% of Business Sourced from AppExchange
125 Customers Including OpenTable, The D...
THE ENTERPRISE, DISRUPTED
Disrupt with next gen apps
Disrupt with breakthrough technology
Disrupt with a revolutionary bus...
Top Investors are Doubling Down on Salesforce Partners

$2B+
Venture Dollars
Invested in
AppExchange
Ecosystem
Peter Gassner
Founder & CEO
Founded in 2007
Built Veeva CRM on the Salesforce Platform
170+ customers with users in 75+ countries
IPO Date: October 16...
Congratulations to Our Innovation Challenge Winners

€5M
Enterprise App Challenge

SPONSORING VCs:
Unveiling: AppExchange Accelerate
The Proven Model for the Enterprise Startup

Expert Advice from Top VCs, Angels and Foun...
Take Advantage of the Program Year Round
TECHNICAL ENABLEMENT

EDUCATION

CO-MARKETING & EVENTS

SALES ALIGNMENT

INDUSTRY...
Take Advantage of This Week

LEARN

NETWORK

GET INSPIRED

100+ ISV Sessions

Partner User Group Sessions

Founders Forum
...
Thank You
Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted
Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted
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Transcript of "Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted"

  1. 1. The Enterprise, Disrupted AppExchange Partner Keynote Ron Huddleston SVP, ISVs & Channels #DF13 @rhuddles1
  2. 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 salesforce.com, 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 non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, 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. Salesforce.com, 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 www.sec.gov.  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. 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. 4. Thank You to Our Top Sponsors
  5. 5. Thank You to Our Top Sponsors
  6. 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 Contivio.com 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 FinancialForce.com 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. InsideSales.com 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 Thunderhead.com 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. 7. Your Business is Booming Total ISV Orders 70% YOY Growth FY11 FY12 FY13 FY14 (EST)
  8. 8. You Are Building the Largest Cloud Ecosystem 400+ New AppExchange Apps in 2013
  9. 9. You Are Disrupting Every Industry 90+ Industry Apps Added in 2013
  10. 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. 11. $1B+ Revenue
  12. 12. Keith Block President & Vice Chairman Tyler Prince EVP, Global Alliances
  13. 13. The Enterprise, Disrupted
  14. 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. 15. A Fundamental Need for Better Apps Easy to Understand, Easy to Use Industry Specialization App-to-App Connectivity
  16. 16. A New Set of User Requirements Push vs. Pull Mobile First Social Graph
  17. 17. A Booming Marketplace Economy Win the User, Win the Deal Try Before You Buy Feedback is King
  18. 18. An Investment Community Looking to Place Bets Enterprise vs. Consumer New Models to Accelerate Revenue
  19. 19. Welcome to the Golden Age of Enterprise Apps
  20. 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. 21. Deliver Salesforce1 on Any Device CRM AppExchange Apps Custom Apps Feed First UI Notifications Platform Publisher Actions
  22. 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. 23. John McGeachie VP of Evernote Business
  24. 24. Launched in 2008 “Remember Everything” 80M+ Users Worldwide Winner: 2013 Apple Design Awards
  25. 25. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  26. 26. Sara Varni Sr. Director AppExchange Marketing
  27. 27. Salesforce.com Customers Love Apps Customer Accounts: AppExchange Adoption 63% 1+ App 36% 2+ Apps 3+ Apps 31% 4+ Apps 29% 5+ Apps 23%
  28. 28. Innovative Companies are Using Apps 60% of Fast Company’s Most Innovative Companies Have Installed an App
  29. 29. Global Leaders Are Adopting Apps 70% of the Fortune 100 Have Installed an AppExchange App
  30. 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. 31. Ganesh Iyer Head of IT Applications
  32. 32. Founded in 2004 15K Electric Vehicles, 30+ Countries 3000+ Employees Uses 10+ Apps Across Sales & Service
  33. 33. Salesforce.com’s Core Industry Focus FINANCIAL SERVICES HEALTHCARE MEDIA & TELCO RETAIL & CPG PUBLIC SECTOR AUTOMOTIVE
  34. 34. Huge Opportunity in Micro-Verticals POLICE DEPARTMENTS SCUBA SHOPS DENTIST OFFICES PLANE LEASING DRY CLEANERS VETERINARIAN PRACTICES SPORTS SCOUTING COMMUNITY BANKS TRAFFIC SIGNALS HAIR SALONS CAR WASHES DAY SPAS EYE DOCTORS CONSTRUCTION GYMS
  35. 35. Pierre Naudé CEO
  36. 36. Founded in 2012 From Salesforce Customer to App Company Fully Integrated Bank Operating System 30+ Customers Nationwide
  37. 37. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  38. 38. Leyla Seka VP, Product Management AppExchange and Platform
  39. 39. What the Enterprise Can Learn from Candy Crush Simple to Learn, Easy to Get Addicted Social Sells Same Experience, All Devices
  40. 40. Win the User with the Salesforce1 Platform Sales Cloud ExactTarget Marketing Cloud Service Cloud AppExchange Salesforce1 App Platform Salesforce1 Platform APIs Force.com Heroku1 ExactTarget FUEL Salesforce1 Platform Services Cloud . Social . Mobile . Connected
  41. 41. A Year of New Products to Grow Your Business
  42. 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. 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. 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. 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. 46. Jim Thompson CTO and Co-Founder
  47. 47. Founded in 2008 Sales Productivity for the Alcohol and Beverage Industry Customers Include Fetzer Vineyards, Jose Cuervo, Pabst Brewing
  48. 48. The AppExchange Has Come a Long Way AppExchange 2006 Today
  49. 49. AppExchange: The Leading Enterprise App Marketplace 2000+ AppExchange 2006 2007 2008 2009 Apps 2010 2011 2012 2013
  50. 50. AppExchange: The Leading Enterprise App Marketplace 2M+ AppExchange 2006 2007 2008 Customer Installs 2009 2010 2011 2012 2013
  51. 51. 4 of the Top 10 Most Popular Apps on the AppExchange Come From Companies of Less Than 25 Employees
  52. 52. #1 Installed App = 12 Employees
  53. 53. Bob Marsh CEO
  54. 54. Launched at Dreamforce 2011 12 Employees 25% of Business Sourced from AppExchange 125 Customers Including OpenTable, The Detroit Pistons, Ceasar’s
  55. 55. THE ENTERPRISE, DISRUPTED Disrupt with next gen apps Disrupt with breakthrough technology Disrupt with a revolutionary business model
  56. 56. Top Investors are Doubling Down on Salesforce Partners $2B+ Venture Dollars Invested in AppExchange Ecosystem
  57. 57. Peter Gassner Founder & CEO
  58. 58. Founded in 2007 Built Veeva CRM on the Salesforce Platform 170+ customers with users in 75+ countries IPO Date: October 16, 2013
  59. 59. Congratulations to Our Innovation Challenge Winners €5M Enterprise App Challenge SPONSORING VCs:
  60. 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. 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. 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. 63. Thank You
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