The document outlines Salesforce Pardot's advancements in B2B marketing automation, emphasizing the importance of aligning sales and marketing to enhance lead conversion and revenue generation. It discusses challenges in the traditional sales process and presents solutions offered by Pardot, such as personalized marketing campaigns, lead nurturing, and improved data management. The forward-looking statements include potential risks and uncertainties that could impact Salesforce's financial performance and the availability of new services.

1. Accelerate Pipeline with Pardot
Adam Blitzer
Derek Grant
SVP & GM, Pardot
VP Sales, Pardot
@adamblitzer
@derekgrant

2. Safe Harbor
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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
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forward-looking statements.

3. Thank you
To our customers, partners, and employees for
one more amazing year together.

4. Market Leading B2B Marketing Automation
Market Leadership • Customer Success
Forrester Wave Leader
Magic Quadrant Challenger
• Customer Success
Thousands of Companies Across Every Market

5. We’re Committed to Your Success
7 of Top 10 Most Requested Ideas
70% Email A/B Testing
of the top ideas
scheduled within
next six months
Publish to LinkedIn Company page
Nurture: Branch off specific link click
Nurture: Schedule extract time of emails
Nurture: More complex conditions
Multiple vanity domains for landing pages
Customizable columns in reports

6. The Way Buyers Find Information has Changed
Email
Website
Social Media
Community
References
Customer

7. The Traditional Role of the Sales Rep is Changing
% of buying cycle complete before engaging sales
Today 2016 2018 2020
Year
60%
85%

8. Sales People are Now Expected to be Marketers
70%
of prospects want to engage
with a sales rep before they
even decide on their short list.
Source: ITSMA Research
Attract
Engage
Nurture
Convert

9. Making Marketing Work for Sales is Difficult
68%
of companies have
not identified their
sales funnel
79%
of Marketing leads
are never
converted to Sales
Only 46%
of reps win more
than half of
potential deals
Limited
Visibility
10%
of revenue lost per
year due to Sales
and Marketing
misalignment
Poor Lead
Quality
Not Enough
Leads
Low Lead
Conversion
Missed
Revenue
Target

10. Many of Today’s Solutions Are Holding You Back
No
Processes
Disconnected
Systems
Manual
Processes
Misaligned Sales and Marketing
Inefficient marketing
Slow sales cycles
Displeased customers

11. How do you adapt your pipeline to
marketing’s new dynamics?

12. Pardot: B2B Marketing Automation for Salesforce
Market Smarter. Sell Faster. Delight Customers.
Follow up on the best leads faster
Give reps their own automated marketer
Engage Sales earlier in the buying process
Integrate with Salesforce CRM data

13. Market Smarter, Sell Faster, Delight Customers with Pardot
Pipeline Growth Quality Leads High Conversion Better Alignment
More
Revenue
Source: Math Marketing / Sirius Decisions / MarketingProfs
24%
faster three-year
revenue growth
25%
increase in Sales
qualified leads
67%
improvement in
close rates
60%
Increase in follow-up
within 24 hours

14. Market Smarter

15. “We need to stop interrupting what
people are interested in and
be what people are interested in.”
Craig Davis
Chief Creative Officer, Worldwide
J. Walter Thompson (World’s 4th Largest Ad Agency)

16. Fill Your Pipeline with a Steady Flow of Qualified Leads
Targeted email marketing increases click-through rates by nearly 3x
Create personalized, targeted campaigns to
attract new leads
Focus on top prospects with lead scoring & grading
Enrich your database and remove duplicates
with Data.com

17. Gain the Insight to Make Better Decisions
Measure your whole funnel with Native Salesforce reports and dashboards
Establish accountability between Sales & Marketing
Optimize top performing marketing activities
and content
Visualize the lifecycle of your prospects within
Salesforce
Measure channel performance, revenue contribution
& ROI

18. Announcing: Nurturing Studio
Quickly and easily deliver intelligent, personalized interactions at scale NEW
Design sophisticated, branching nurturing campaigns
with ease
Automate personalized content marketing programs
at scale
Analyze the buyer’s journey and find “hot spots”
in your nurturing programs
Test your marketing flows before publishing them

19. Demonstration
Derek Grant
VP Sales, Pardot

20. Sell Faster

21. The Lead Funnel is Too Slow
61%
of B2B marketers
send all leads directly
to Sales.

22. The Lead Funnel is Too Slow
However, only
27%
of those leads will be
qualified.

23. Announcing: Sales Reach
Empower reps with their own marketing machine to help accelerate sales
Track the online activities of every lead from anywhere
Nurture prospects using micro-campaigns
Measure collateral and template effectiveness
Engage 1:1 with top prospects through communities
NEW

24. Demonstration
Derek Grant
VP Sales, Pardot

25. Delight Customers

26. Precor Video Here

27. Doug Johns
Vice President, Global Marketing & Strategy
Precor