Tim Cummins, IACCM, AribaLIVE 2011 http://exchange.ariba.com/community/events/aribalive

1. Effective Sales Contracting: A Business Imperative and Differentiator © 2011 Ariba, Inc. All rights reserved. S

3. The State of Sales Contract Management

4. In February and March 2011, IACCM ran a survey to explore the current state of sales contract management. Working in partnership with Selling Power, the study sought the opinions and experiences of contracts, legal and sales professionals as they seek to ensure sales contracting processes that support the success of their business in increasingly competitive markets. This presentation is their story ……..

5. No one is very happy ….

6. “ Less than a quarter are confident that their company typically fulfills its contract commitments and almost three quarters acknowledge that their contracting practices may fail to generate a positive customer perception.”

7. The View From Sales

8. “ Only around 10% see contracts as a potential source of competitive advantage, whereas more than 40% see them as a source of competitive disadvantage – overly risk averse, impeding would-be deals.”

9. Sales identify opportunities for improvement

11. “ Many in Sales seek to delay the involvement of their colleagues from Legal or Contract Management.” This contributes to the focus on risk-avoidance terms during negotiations, and a failure to address the real causes of risk …..

15. Single CM application Multiple automated MS office tools Manual / paper-based Single CM application with automated with third-party software provider Timely request, opportunity management Excellent /good 60% 51% 34% 46% 76% Moderate / poor 40% 49% 66% 54% 24% Process delivers value, minimizes risks Excellent /good 56% 47% 46% 41% 82% Moderate / poor 44% 53% 54% 59% 18% Timely, accurate execution, security, audit Excellent /good 74% 62% 47% 57% 76% Moderate / poor 26% 38% 53% 43% 24% Post-award fulfillment, compliance with terms Excellent /good 56% 53% 26% 38% 65% Moderate / poor 44% 47% 74% 62% 35% Renewal management Excellent /good 57% 47% 35% 22% 71% Moderate / poor 43% 53% 65% 78% 29%

18. Ross Eberhart Vice President Strategic ISV and Channel Sales salesforce.com April 12, 2011 for

19. 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 product or service availability, 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, new products and services, 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, the outcome of intellectual property and other litigation, 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 for the most recent fiscal year ending January 31, 2011. This documents and others containing important disclosures 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 presentations, 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.

21. Product Innovation Market Leader Tina Koppe, Sales Analyst Our Sales Cloud is the Leading Sales Application 94% Would Recommend Market Leadership Magic Quadrant Leader Groundswell Award Technology of the Year Innovative Company Customer Success

22. Ten Year Computing Cycles 10x more users with each cycle 2000s Mobile Cloud Computing 1960s Mainframe Computing 1970s Mini Computing 1990s Desktop Cloud Computing 1980s Client/server Computing

23. High Demand for Sell-Side Contract Management Source: Salesforce.com Customer Relationship Survey conducted April 2010 by an independent third-party MarketTools Inc. on 4,000+ customers randomly selected. Response sizes per question vary. On-demand solutions most wanted in the next 12-18 months by salesforce.com customers #6 Top Ten “most wanted” since 2007 Nearly 40% of our customers are asking for contract management functionality!

24. We See Today’s Contract Transactions Are Still Siloed But your contract dynamics are here: You contracts are here: Meetings Mobile Desktop

27. Ariba Contracts on Force.com in Development

30. Questions © 2011 Ariba, Inc. All rights reserved.

32. Effective Sales Contracting: A Business Imperative and Differentiator © 2011 Ariba, Inc. All rights reserved. S