Get a behind the scenes look at how salesforce.com takes the social app message to market. Join us to learn about keys sales methodologies, strategies, and programs that have inspired and transformed some of our largest customers. This session is primarily for business development, sales managers, and sales operations

1. Selling in a Social World
Mark Wayland, VP Commercial Sales, Salesforce.com
in/markwayland
@mtwayland

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
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 on Form 10-Q for the most recent fiscal quarter ended July 31, 2012. 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.

3. Salesforce.com Coverage Model
Enterprise
Sales Top 2000 Account Families
CMRL – Named
CMRL – GEO
MM 100 - ~3,500 employees
Ve
rt
ica
l
SMB
ESB
Desk & Do < 100 Employees

4. Last Year We talked about our SUCCESS Methodology
S Start with Discovery
U Users Sell for You
C Compelling Demos
C Connect the Dots
E Experience Events
S Sell High and Through
S Show Them the Money

5. SUCCESS was Designed for Cloud Computing
Enterprise
Mainframe Client/Server Cloud Computing
1960s 1980s Today

6. Business is now Social
Our Selling Playbook had to Evolve
Enterprise Adoption of Social Networking

7. At Dreamforce we have embraced the move to Social
DF09 DF10 DF11 DF12
Chatter Collaborate Social Business is
Enterprise Social

8. How do we sell in a Social
World?
Social
Enterprise
RFP

9. Our Approach to Selling in a Social World
The best social enterprise
Social vision presentations
Enterprise resonate with the CEO
Vision
New
Solution Selling VP Sales VP Service CIO CIO CMO VP HR
to Target Buyers

10. Selling Sales Cloud to VP Sales
Priorities Compelling Events
Change in Contract/Renewal
Revenue Growth leadership or M&A Product Launch
Productivity Annual kick offs or
Visibility partner conference
Discovery Plays
Channel structure Day in the life Sales Productivity Forecasting &
Revenue streams Sales process Social Selling Pipeline
Fiscal year Sales tools Management

11. Selling to VP Customer Service
Priorities Compelling Events
Customer Agent Productivity Pending Upgrade/ Industry
Satisfaction Agility legacy technology Support Issue
Keep cost/ PR Failures
interaction Low Change in
Leadership
Discovery Plays
Contact Center B2B/B2C/both Social Customer Self-Service
Types Existing Tools Service
Customer Profiles Operations Multi-Channel
Service

12. Selling to CIO
Priorities Compelling Events
Innovation with Compliance & Data ERP Renewals or Critical CEO/LOB
Social & Mobile Security Upgrades Initiative
Meet Business Reduce Complexity Pending M&A Pent-up Business
Demands Increase Agility Activity Demand/Slow SDLC
Research Plays
CIO Profile Salesforce Social Front Office: Innovation: Market
Technology Footprint SAP Agility at the speed of
Portfolio Customer Profiles Business Process: change
Business Initiatives Developer Days Replace Lotus Cultural
Notes Transformation &
Collaboration

13. Let’s look at an example

14. From Social Intranet Social Enterprise
Social Public
Teammate Social
Network Network
Employee
Recognition Social Media
Social & Mobile
Collaboration
IFE Apps
Social Guest Profile
CyberU Marketing &
Loyalty
Social Social Call
Teammates Center
Corporate Guest Service
Sales Reservations
Customer Social
Network

15. Mark Wayland
VP Commercial Sales
@mtwayland

16. A Few Reminders. . .
Why Work With a PDO Partner Success Experts
Innovation Theater and Lounge
1:1 Success Clinics
Innovation Theater and Lounge
Need to relax? Have a massage!
Check out the Partner Hub
540 Howard Street
Survey (Session Record) Cloud Crawl (Thursday Night)
Follow us on Twitter @partnerforce

17. Partner Hub – Speaker Debrief
Why Work With a PDO
Partner
Success
Clinics
Welcome Desk
Speaker
Debrief
Area