Join us to hear how top health and life science companies are using Salesforce App Cloud to accelerate app development, tackle new challenges, and innovate across their entire organization. Watch the video now: https://www.youtube.com/watch?v=VNWra_JL-FY

2. Salesforce Industries film

3. Introducing: Salesforce App Cloud
FORCE HEROKU ENTERPRISE THUNDER
AppExchange Trailhead
Shared Identity & Data Model Integration Shield
Trusted and Connected Platform
Run all your apps on a trusted platform
Speed and Agility
Every employee can build fast with clicks or code
Complete Enterprise Ecosystem
Best place to learn, build, buy, and sell apps

4. Win one of ten SONOS speakers at the App Cloud Keynote!
App Cloud Product Showcase
Moscone North
IT Ranger Station in the Dev Zone
Moscone West, 2nd Floor
Thursday, September 17, 2pm — Moscone South
Tod Nielsen
EVP, App Cloud
Salesforce
Mike Anderson
CIO
Crossmark
Herry Stallings
AVP App Dev
USAA
Heather Quiqley-Allen
VP Marketing
Bosma Enterprises
Learn more about App Cloud:

6. Innovation Showcase: Top
Healthcare Apps Built on the
Salesforce Platform
Dr. Wolfgang Lippert
Head of Healthcare & Life Sciences EMEA
wlippert@salesforce.com

7. 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 any
litigation, risks associated with completed and any 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
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Safe Harbor

8. 1.1M+Service Hours
1%
Time
$96M+Grants
1%
Equity
26K+Nonprofit Organizations
1%
Product
pledge1percent.org
1:1:1 Philanthropic Model

9. Customer Success Across the Industry
​
PharmaceuticalsMedical Devices & Diagnostics
PayersProviders

10. Regulation Expectations
Affordable Care Act (ACA)
71% of Millennials are
seeking support through
health apps *
76% of patients expect Life
Sciences companies to
provide Patient Services **
$17B: chronic care
management (CCM) Medicare
bonus
estimate for 2015
TechnologyLife Sciences is
Shifting
Toward the Patient
* Salesforce Connected Patient Report
** Accenture Study

11. Smart
Real-time, insightful
decision making
Everywhere
Care everywhere,
always-on wearables
​ 1 to 1
Targeted patient & provider
engagement
Become a Precision Life Sciences Company
Campaign Data HCP Data
Product Order DataTerritory Data
Patient DataSales Activity Data

12. Patient-centricity dissolves boundaries
HCPPharma
Integrated
Provider
Per Treatment
Push to Market
Therapy Outcome
Pull from Patient
Marketing Sales Services
Integrated
Commercial
Services
Product
Field Force
Service
Omni-Channel
Enterprise
Silo A
Enterprise
Silo B
Enterprise
Silo C
Siloed
Intra-Enterprise
Collaborative
Inter-Company

13. The Patient Success Platform for Life Sciences
A competitive advantage in the way you engage and innovate
Employee Physicians SpecialistsR&D Patients Partners
Wearables
EMR
Labs
Radiology
Devices
Apps
Connected
IT SystemsConnected
IT Systems
Complete
CRM
Trusted Multitenant Cloud
Scalable Metadata Platform
Open
Ecosystem
Patient
Rounds
Clinical Trials KOL
Device
Integration
Territory
Management
Claims Data
Industry
Solutions
Clinical Trial
Coordination
Care
Coordination
HCP
Engagement
Patient
Services
AnalyticsCommunityMarketingServiceSales Apps
Health Cloud

14. HR Help Desk
Employee Intranet
Recruiting &
Onboarding
Performance
& Coaching
IT Help Desk / Self-
Service Community
Legacy Applications
Consolidation
Enterprise
Knowledge
Identity Mgmt
Custom Web /
Mobile Applications
Business Agility
Layer (e.g. Claims,
Underwriting, …)
Asset & Facilities
Management
Financial Shared
Services
M&A Enablement
Early Warning
Management
Product Ideas &
Innovation
Pre-Production
Testing
Warrant Coverage
Decisioning
Procurement
Vendor
Management
Transportation
Logistics
Contract
Management
Budget
Management
Contract
Management
Pricing
Approvals
Audit
Management
Connect Every Department on One Platform
Apps
HR Product
Supply
Chain
ITFinanceOps
Regulatory, Legal &
Compliance
Speaker & Event
Management
Clinical Order &
Fulfillment
Reimbursements &
Grants
Clinical Trial

15. Rich Grogut
Director of IT, Emerging Technology

16. All about
Lilly is a global pharmaceutical company
head quartered in Indianapolis with
35,000 employees.
Lilly is centered around 5 Business Units:
Oncology, Diabetes, Bio-Medicines,
Emerging Markets and Animal Health.

17. In the beginning…

18. Why we chose Salesforce/Veeva in 2010
§ In 2010, we started with
Veeva CRM on the
Salesforce Platform
§ Empowered field-based
employees
§ Opened our eyes to the
power of the Salesforce
Platform
Simplified, standardized application with
improved usability, flexibility, and agility
Deliver 90
Countries /
4 BUs
High Run-
Rates
(licencing,
change,
support
costs)
6+ Legacy
CRM Tools
(Reduced
from 23 in
previous
Siebel
systems

19. Our CRM Journey: What we did… the success in numbers
For the first time, the technology promise delivered the results!
• 2.5 years from kick-off to 16,000 users
live on Veeva CRM…
• In 94 countries…
• In addition a Global Medinfo Call
Centre built on Service Cloud…
• In addition: a completely new Global
Master Data platform… and a
complete new Global Activity Data
Warehouse and Reporting…
Benefits:
25%
45%
3x
85%
15
lower cost vs legacy year on year
less staff footprint
quicker vs legacy
user satisfaction scores and NPS scores
25-100% improvement over legacy systems.
customisations only

20. The bigger picture

21. Technology Disruption, an Emerging Threat
Health care is on the verge of a
technology transformation,
traditional company’s need to
adapt or risk becoming obsolete

22. User Expectations Changed Our Reality
Users expect instant access,
tailored experiences, and apps for
everything

23. Our Challenge
New Commercial Model
Deliver a customer relationship that is on equal terms,
enabling personalized content across multiple channels.
Services Beyond the Pill
Providing more than medication, through
companion devices and services.
Patient Support Programs
Offering patient services that improve
individual outcomes.
Next Generation
Development
Accelerating the drug discovery process,
reducing lead times for drug discovery.
FORCE.COM l HEROKU ENTERPRISE l THUNDER
Shared Identity & Data Model l APIs l Multi-tenant Cloud l Shield
AppExchange l Trailhead
NEW
NEW
NEW

24. Success on Salesforce App Cloud

25. Emerging Technology - The Journey
​ In March 2014, we created an organization focused on Emerging Technology; scaling Mobile,
Social and Cloud Technologies in support of our IT Strategy.
​ A service positioning the Salesforce App Cloud as an Enterprise Platform as a Service; enabling
App Dev across every value cycle.
MAY
2014
Timeline
JUN
Process
/
Build
Orchestra<on
8
weeks
Formalize
Organiza3on
Begin
working
through
ini<al
process
design
and
setup.
Early
Adopters
Scale
the
Service
Ci<zen
Developers
Early
Adopters
Start
Building
Just
6
weeks
aKer
kick
off!
First
Go
Live
First
applica<ons
go
Live
JUL
AUG
SEPT
OCT
NOV
DEC
JAN
16
FEB
MAR
APR
MAY
JUN
JUL
AUG
SEPT
OCT
NOV
GMP
&
Pa<ent
Facing
Org
Ci3zen
Developer
Org
Live
4
early
adopter
apps
live
in
30
days
GMP
Org
Go
Live
1ST
GMP
app
target
go-­‐live
in
November

26. First production release July 2014
Our Results
​ April 2015…
• 14 Applications
• Healthy pipeline across all 5 BUs and all
Geographies.
• 12,000+ users live
• 16+ releases, moved to weekly cadence.
• 7 week cycle time from idea to first user.
• Expanded to enable Citizen Developers
​ September 2015…
• 25 Applications
• Healthy pipeline across all 5 BUs and all
Geographies.
• 15,500+ users live
• 40+ releases, weekly
• Successfully launched an Early Adopter
program for Citizen Developers – 4 apps live
• Completed a second internal hackathon.

27. Force.com Key Value Proposition
Marketing
HR
Medical Systems Of
Differentiation
CORE
Systems
Of
Record
Systems Of
Innovation
Mobile
SocialOnline
System Momentum
Supply Chain
Service Cloud
App Exchange
Force.com
Collabora3on:
Informa<on
and
workflow
from
apps
is
aggregated
and
shared
via
ChaHer.
Back
Office:
Unlock
system
of
record
data
like
SAP
and
SharePoint
to
enable
increased
produc<vity.
Customer
Engagement:
Integrated
Sales,
Marke<ng
and
Medical.
Mobile:
Apps
built
in
the
Force.com
pla]orm
are
na<vely
mobile
and
social
for
any
device.
Time
to
Value:
Rapid
development
through
reuse
and
ability
to
deploy
ready
to
go
“apps”
via
the
AppExchange.
Innova3on:
Extend
the
pla]orm
through
the
Force.com
API-­‐Centric
Architecture
and
Open
Standards.
Time
to
Value
Collabora<on
Customer
Engagement
Mobile
Back
Office
Innova<on
Value
Proposi3on

28. Let's take a look… Mercury
Customer Meeting Services
​ Application to support end to end business
process for Customer Meeting Services
(Speaker management, Contracting,
Payment, Delegate Management)
​ Leverages Force.com, SAP, Service Cloud,
Heroku, ExactTarget, DocuSign and
DrawLoop
Key Value Proposition:
§ Customer Engagement – creating a pull
for customers for DocuSign and web
services.
§ Mobile: fully mobile responsive
§ Back Office: Integrates with SAP and
other systems of record.

29. Pangaea
Collaboration Around Real World Data
​ Portal for "Real World Evidence", making
research more robust, and more
collaborative
​ Leveraged Force.com Communities to
optimize collaboration around research
Key Value Proposition:
§ Collaboration – creating a
collaborative tool to increase
productivity, reduce and remove
redundant data sets and facilitate
RWE projects.

30. Let's take a look… Safestart Stories
Taking Safety Awareness Social
​ Leverages Chatter, builds conversations
around Safety Stories to drive safe behavior
into habits within the manufacturing
environment.
​ Delivered fully tested application in just
weeks, under budget and ahead of
schedule.
Key Value Proposition:
§ Collaboration – creating a collaborative
tool to drive safe behaviors
§ Mobile – fully mobile responsive across
any device
§ Time to Value – delivered MVP in 4
weeks!

31. Let's take a look… MyBusiness
Real Data Insights
​ Sales Rep focused solution; custom reports
provide actionable insights individualized to
each member of the sales team
​ Leverages a custom-built UI to deliver the
insights needed in the most clear manner
possible
​ iPad optimised
Key Value Proposition:
§ Time to Value – rapidly create forms in
minutes. Project delivered in 5 weeks!
§ Mobile – fully mobile responsive across
any device.

32. How Did We Get There?

33. ​ People are your most important assets
• Do you have the skills in-house today?
• Or do you need to buy them?
• What will the organisation look like?
Process:
​ Are you already leveraging SCRUM Agile?
​ Do you have Modern App/Dev processes to drive
Continuous Integration?
​ Are they supported by the right tooling?
Sponsorship is also key
Organisation and People
Sponsorship
Technology
People
Process
Emerging
Technology

34. Technology: Set Standards - Global Services Org Architecture
Iden3ty
(Ping
Iden3ty,
SailPoint
IIQ)
Apps
Reusable
Packages
(AppExchange,
Custom)
Salesforce1
PlaTorm
(Core)
Integra3on
Services
(ETL,
ESB,
API)
Open
APIs
Data
(Structured
and
Unstructured)
ChaHer
Experience
(Lightning
UI)
Archive
Backup
Key:
Iden3ty
Layer
Experience
Layer
PlaTorm
Layer
Content
Layer
Salesforce1
PlaTorm
Founda3onal
Services
Iden3ty
Ping
Iden<ty
SailPoint
IIQ
(SCIM)
Integra3on
Services
Informa<ca
ETL
Fuse
ESB
CA
API
Gateway
Salesforce
Lightning
Connect
Heroku
Connect
Enterprise
App
Development
Many
applica<ons,
mul<ple
business
func<ons,
sharing
capabili<es.
Reusable
Components
AppExchange
Packages
Custom
Packages
Security
Model
Pla]orm
Base
Profile
App
Permission
Sets
No
Role
Hierarchy
Group
Sharing
(AD
Sync)
App
01
App
02
App
03
App
…
Data
Model
Shared
and
App
Specific
Namespacing

35. Vision

36. ​ Business Outcomes:
1. By making connections between an individual
patients condition and their broader life, we can
address their unmet needs and inspire better
outcomes.
2. Drive customer engagement; move from multiple
channels to multi-channel. Backed up with insight
and actionable results.
3. Enable a set of digital services, that internally
engage employees, and optimise productivity.
Enabling the vision of “always on, always
connected, work anywhere” ethos.
​ Technology Enablers:
1. Deliver a set of technology capabilities that can
enable patient engagement, built on a secure,
reliable and trusted platform: Force.com (Service,
ExactTarget, Heroku).
2. Enable an integrated set of common technology
components and services that are required to drive
the digital economy at Lilly.
3. Leverage a digital blueprint, orchestrated by
Enterprise Architecture, to establish and enable a
new set of IT services that can “power the
business”. Moving Lilly towards the Modern IT
Ecosystem.
Vision - Where are we heading?

37. No Silver Bullet: Digital Reference Architecture
Workplace
Unified
Communica3ons
Network
Produc3vity
Infrastructure
Founda3on
IT
Automa3on
Containers
Source
Code
Management
Con3nuous
Integra3on
Security
Scanning
Automated
Tes3ng
Monitoring
Integra3on
Fabric
Authen3ca3on,
Authoriza3on,
Accoun3ng,
Reconcilia3on
General
Purpose
Deliver
Content
Manage
Content
Systems
of
Record
Atomic
Design
Polyglot
PaaS
IaaS
Private
Cloud
SaaS
Declara3ve
PaaS
Public
Cloud
Informa3on
Services
Polyglot
PaaS
API
API
API
API
Applica3on
Lifecycle
Management
Discovery
Portal
Social
Collabora3on
Reference
Architecture
Documents
Key:
Iden3ty
Layer
Experience
Layer
PlaTorm
Layer
Content
Layer
DevOps
Tools
DevOps
Tools
Used
to
automate
development,
tes<ng
and
security
and
documenta<on.
A
blueprint
of
enterprise
capabili<es
that
have
been
specifically
posi3oned
to
align
with
the
IT
Strategy.
Goals:
Speed
to
business
Value,
enterprise
reuse,
lower
TCO
and
improved
UX.
Force.com
and
Heroku
Public
Cloud
App
Pla]orms.

38. Key Learnings

39. 5 Key Learnings for Enterprise Transformation
March-­‐May
2014
July
August
September
October
Timeline
November
December
February
March
April
June
January
2015
1. Establish Expectations and Buy in: “enterprise transformation” doesn’t happen over night… set clear
goals, and measure the journey. Be clear on what you can and can’t do. Find those interested in the
bigger picture.
2. Early Adopters, and Quick Wins: Get moving as quick as possible, don’t build in a vacuum. Look for
Early Adopters that can work with you and celebrate quick wins together as a means to build buy in.
3. Organizational Change Management is often under estimated. Use a variety of tactics, including
“hackathons” to drive a healthy Citizen Development program.
4. Clear Architecture and Technology Positioning: Salesforce is one technology, not your only
technology. Leverage a set of principles to ensure a common framework across technologies, reducing
friction and integration cost across the enterprise.
5. Delivering rapid time to value is not achieved through an immediate “sprint”. Speed up release cycles
over time, build confidence and drive a continuous improvement program.
Best Practices for your enterprise

40. The journey to a Modern IT Ecosystem
World Class IT
A heritage of World Class IT!
Health Care Revolution
Technology transformation, coupled
with the shifting of user expectation.
Modern IT Ecosystem
The Modern IT Ecosystem journey
encompasses technology and culture,.
Technology Strategic Accelerator
Positioned as an enabler of new business
models
History + Future
Learning from our history, define
our future….
Making Life
Better

41. Questions

42. Thank you