21st Century Marketing: It’s An On-Demand World Tien Tzuo, Chief Strategy Officer Salesforce.com October 9, 2006 Track: Ma...
Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This pr...
The New 21st Century Rules
What is On-Demand?
Answer: The Internet
<ul><li>No DSL, Cable Modems, or high speed bandwidth in homes </li></ul><ul><li>56K dial-up in hotels </li></ul><ul><li>S...
 
My World Today Salesforce Credit Cards Blogs Open Table Blackberry My Yahoo / RSS Google NY Times Brokerage Banking
If it’s a  World, what does that mean for us marketers?
Are You an  On-Demand  Company? The 60 Second Test
<ul><li>How many people came to your website yesterday? </li></ul><ul><li>How many of them did you capture? </li></ul><ul>...
Invest in your Web Properties <ul><li>Flash Videos </li></ul><ul><li>Breeze Presentations </li></ul><ul><li>Blogs </li></u...
Offer a Free Trial
Invest in Search Marketing
Build Your In-House List
Develop a Telesales Channel OR
Build a Predictable Sales Model Web Traffic Capture % Leads Conversion % Opportunities Bookings Pipe to Close %  X = Leads...
Focus on All Customer Segments <ul><li>World-class performance & scalability for  any-size  business </li></ul><ul><ul><li...
Create Packaging Flexibility $49,750  $29,150
Create Evangelists Source: Independent survey by Customer Sat in April 2005.  Percentages for “Will continue to use” and “...
Create Communities
Build Your Brand
Product Design Makes a Difference
Don’t Spend Too Much Money <ul><li>Find a sliver of enterprise process that has not been done </li></ul><ul><li>Raise an A...
 
SESSIONS Become An Expert: Campaign Management & Website Integration Top Five Demand Generation Strategies Developing Inte...
Are You an On-Demand Company?
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21st Century Marketing

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What's the key to unprecedented marketing success in an on-demand world? In this Google era, your prospects and customers get information, make decisions, and communicate in an entirely new way. Which means you need new ways to catch their eyes and their business. Don't get left behind! Attend this session to learn the secrets of marketing and differentiating your company in the 21st century.

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  • 21st Century Marketing

    1. 1. 21st Century Marketing: It’s An On-Demand World Tien Tzuo, Chief Strategy Officer Salesforce.com October 9, 2006 Track: Marketing Executives
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results 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. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . </li></ul><ul><li>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 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, except as required by law. </li></ul>
    3. 3. The New 21st Century Rules
    4. 4. What is On-Demand?
    5. 5. Answer: The Internet
    6. 6. <ul><li>No DSL, Cable Modems, or high speed bandwidth in homes </li></ul><ul><li>56K dial-up in hotels </li></ul><ul><li>Simple HTML interfaces </li></ul><ul><li>No Blackberries or Treos or iPods </li></ul><ul><li>No digital cameras, USB Keys, or Flash Memory </li></ul><ul><li>No Google </li></ul>The World in 1999
    7. 8. My World Today Salesforce Credit Cards Blogs Open Table Blackberry My Yahoo / RSS Google NY Times Brokerage Banking
    8. 9. If it’s a World, what does that mean for us marketers?
    9. 10. Are You an On-Demand Company? The 60 Second Test
    10. 11. <ul><li>How many people came to your website yesterday? </li></ul><ul><li>How many of them did you capture? </li></ul><ul><li>What percent of them came from Internet Search? </li></ul><ul><li>What will those metrics be tomorrow? </li></ul>
    11. 12. Invest in your Web Properties <ul><li>Flash Videos </li></ul><ul><li>Breeze Presentations </li></ul><ul><li>Blogs </li></ul><ul><li>Podcasts </li></ul><ul><li>Message Boards </li></ul><ul><li>RSS Feeds </li></ul>
    12. 13. Offer a Free Trial
    13. 14. Invest in Search Marketing
    14. 15. Build Your In-House List
    15. 16. Develop a Telesales Channel OR
    16. 17. Build a Predictable Sales Model Web Traffic Capture % Leads Conversion % Opportunities Bookings Pipe to Close % X = Leads X = Opportunities X = Marketing Qualifiers Closers YOUR SALES MODEL
    17. 18. Focus on All Customer Segments <ul><li>World-class performance & scalability for any-size business </li></ul><ul><ul><li>Same Features </li></ul></ul><ul><ul><li>Same Performance </li></ul></ul>SOHO SMB Enterprise <ul><ul><li>Same Scalability </li></ul></ul><ul><ul><li>Same Reliability </li></ul></ul><ul><ul><li>Same Global Solution </li></ul></ul>
    18. 19. Create Packaging Flexibility $49,750 $29,150
    19. 20. Create Evangelists Source: Independent survey by Customer Sat in April 2005. Percentages for “Will continue to use” and “Would recommend to a friend” reflect respondents indicating “Definitely will” or “Probably will.” April 2005 Third-Party Customer Satisfaction Results Have already recommended to a colleague Would recommend to a colleague Will continue to use 77% 94% 93%
    20. 21. Create Communities
    21. 22. Build Your Brand
    22. 23. Product Design Makes a Difference
    23. 24. Don’t Spend Too Much Money <ul><li>Find a sliver of enterprise process that has not been done </li></ul><ul><li>Raise an A round so that you can spend 18 months building a product </li></ul><ul><li>Raise a B round so you can hire an expensive ex-Oracle sales VP </li></ul><ul><li>… who can hire an expensive ex-Oracle sales rep </li></ul><ul><li>Raise a C round to hire Gartner to create a 3 letter acronym that describes “your space” </li></ul><ul><li>Cross Your Fingers that your high priced sales guy can close HP, or Fidelity, or Cisco – and prove you can do 6 or 7 digit deals </li></ul><ul><li>Raise a D round to “build out the sales team” </li></ul><ul><li>Start managing to quarter close </li></ul>The Old Model
    24. 26. SESSIONS Become An Expert: Campaign Management & Website Integration Top Five Demand Generation Strategies Developing Integrated Marketing Reports and Dashboards Bridging the Sales and Marketing Divide Enhancing Your Marketing Organization with the AppExchange Getting the Most Hits: Search Engine Marketing Best Practices Open It, Read It, Buy It: Email Marketing with the AppExchange Hands-On with the AppExchange for Marketing Executives Building an Effective Community Strategy with On-Demand and Salesforce How Salesforce.com Uses Marketing
    25. 27. Are You an On-Demand Company?

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