20 minute presentation on Marketing Automation at Salesforce.com’s Dreamforce. Content includes blueprint for creating a demand generation funnel and key dashboard metrics. For more information visit www.cmo-togo.com

1. Is Marketing Really a Revenue Engine?
Daniel Greenberg, CMO-ToGo

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, 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 on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available
on the SEC Filings section of the Investor Information section of our Web site.
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decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not
intend to update these forward-looking statements.

3. Role of the CMO
Generate Demand
Define & Position “Must Have” Products
Chart a Strategy for Revenue Growth

4. SALES
MARKETING
Demand Generation: The Role of Marketing

5. Moving from Art to Science
Two Trends in Demand Generation
1
2 Emergence of Revenue Performance Management

6. The Funnel is the Blueprint for Demand Generation
Visit
Website
Register
Generating
Revenue
Aware
of TP SatisfiedDeployed
LARGE ACCOUNTS
SMALL & MEDIUM ACCOUNTS
Set-up
Submit
Product
ApprovedLogin
MQL SAL SQL Opportunity Won
Not
Qualified
Not
Accepted Lost
Disqualified
Opportunity
Not
Qualified
Did Not
Submit
Product
Not
Approved
Not
Deployed
Not
Generating
Revenue
Did Not
Set-up
Did Not
Register
Did Not
Visit
Not
aware
of TP
Not
SatisfiedDid Not
Login

7. The Marketing Dashboard Measures Progress
FABRICATED DATA
FABRICATED DATA

8. Dashboard: Measuring Channel Effectiveness
FABRICATED DATA
FABRICATED DATA

9. 1) How are we doing?
– Marketing Influenced Sales over time
– Marketing Influenced Pipeline over time
– MQL’s over time
Popular Key Performance Indicators
2) Where to Invest Budget?
– Which Programs?
– Which Channels?
– Which Sources?
3) Where to Invest Time?
– Which points in the funnel are losing the
highest percentage of prospects?

10. For more information,
please visit www.cmo-togo.com