Lightning is Salesforce's new user experience and development platform that is designed to make users more productive and customize applications faster. It provides an intuitive interface that works across devices and uses reusable components to accelerate app development. Early adopters have seen significant benefits like 25% increased revenue, 24% higher win rates, and 50% faster customization times. Customers can move to Lightning by having their admin complete the Lightning readiness check and then encourage users to try the new experience.

1. How to Position
Lightning
Transform Your Business With
Lightning Now
mscherbaum@salesforce.com
@mscherbaum
​Michael Scherbaum
​Snr. Mgr. Partner Field Development

2. Forward-Looking Statements
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 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 and in our quarterly report on Form 10-Q for the most
recent fiscal quarter. These 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. IoT
Our Journey Began with a Passion for Simplicity
Cloud
Mobile
Social
Cloud
AI
1999
Why isn’t enterprise software as easy as
buying a book on Amazon?
2017Why aren’t enterprise software
experiences as fast and easy as
consumer ones?

4. Customers Demand Fast, Easy Experiences
Sam Jones
Kathy Baker
Personalized Frictionless Intuitive

5. We Reflected on Our Customer Commitment
Engaged
THOUGHT LEADERS
Analyzed
17 YEARS OF EXPERIENCE
Partnered
WITH OUR CUSTOMERS

6. #lightningnow
We took 17 years of experience in CRM…

7. We Listened Closely

8. Common needs
More
seller productivity
Sell
from anywhere
Less
data entry
Information
at fingertips
Contextual
recommendations
More
user adoption
Different roles
Sales Leader Deal Closer Data Expert Pipeline Builder Trusted Advisor
Modern technology
Intuitive user
experience
Frictionless
mobile
Artificial
intelligence &
personalization
Component-
based
configuration
Faster Smarter The Way You Want
And We Learned

9. #lightningnow
So what is Lightning?

10. #lightningnow
Lightning is three things
Experience
Framework

11. Introducing Salesforce Lightning Experience
​A connected, intuitive user experience on any device
Work Faster
Easy-to-use app experience
to maximize productivity
Work Smarter
Analytics and in-line intelligence
to drive precision
Work The Way You Want
Get a customized, consistent
experience across every device

12. We Will Innovate Faster, Together
PossibilitiesNew Lightning
Features Coming in
2017
500+
Lightning
Features
Today
250+

13. #lightningnow
Lightning is also a new UI framework

14. #lightningnow
The Lightning UI is made of components

15. #lightningnow
Components are arranged using the App Builder

16. Lightning is for Everyone, Now
Matt Rosenburg
Chief Revenue Officer
Eventbrite
Jennifer Hall
Chief Customer Care Officer
Intuit
Carlos Frias
Salesforce Admin
Pearl Capital
Carrie Mantione
Salesforce Developer
Oppenheimer Funds
Eric Wu
Co-founder &
Chief Strategy Officer
Bracket Labs
Sales Service Admins Developers Partners

17. #lightningnow
Great. Why should we use it?

18. #lightningnow
Productivity

19. ​Maximize sales from lead to cash
Sales Cloud Lightning
Sell Faster
Accelerate sales cycles with less data entry
and more sales productivity everywhere
Sell Smarter
Optimize sales impact with relevant information
& recommendations at sellers’ fingertips
Sell The Way You Want
Create a culture of success with consistent
processes in a unified customer view
+25%
increase in
revenue

20. Sell Faster
​Accelerate sales cycles
Prioritize the Best Actions
Minimize searching and put contextual
information at sales reps’ fingertips
Eliminate Data Entry
Capture and log email and calendar
engagement data automatically
Go Mobile
Increase meaningful engagement with
customers, anywhere your sales reps are
+30%
lead
conversion
2017
Mobile World Congress award winner
“Best Mobile App for Business”

21. “Salesforce has allowed us to streamline our
order processing from 11 days down to two
hours.”
Pauline Mulvey, VP of Enterprise Business Technology
Salesforce Helps Mitchell Stake out New
Territory in Claims Management
​Mitchell simplifies and accelerates claims management and collision repair processes
​Lacked single view of customers and a single platform to support its growing lines of business
​Deployed Salesforce to achieve end-to-end process accessible on the road with Salesforce1
​Accelerators assisted Mitchell with deploying out-of-the-box and custom Lightning features
​Salesforce allowed Mitchell to streamline their order processing from 11 days to two hours

22. Sell Smarter
​Optimize sales impact
Know Which Leads to Pursue
Create processes and rules that prioritize
the best leads and nurture the rest
Put Critical Insights Front and Center
Get important updates on key sales records
right where they’re needed
Secure Forecasted Opportunities
Close more deals faster by securing
forecasted opportunities
+24%
increase in
win rate

23. “We implemented Lightning and Salesforce1 seamlessly
in just 120 days. That’s value delivered faster!”
Katrina Bonner-Witt, Mercury Program Leader, Deloitte Consulting
Deloitte Improves Adoption 25% with
Lightning
Enables Deloitte leaders to collaborate, sell, and deliver as one
integrated firm; providing client purchasing insights and enabling them to lead with ideas
Promotes a sales-driven culture, which is integral to Deloitte’s efforts to scale their Global Consulting
business from $13.1B to $20B by 2020
Empowers Deloitte leaders to create and collaborate from anywhere – real time pipeline management via
mobile capabilities

24. Sell The Way You Want
​Create a culture of success
Accelerate Through Repeatability
Drive performance through consistency; provide
guidance and best practices at every step
Lead with Data-driven Insights
Make informed decisions based on a complete
view of your customers
Run Hyper-productive Team Meetings
Conduct strategic discussions and reinforce
consistent sales processes
+35%
sales
productivity

25. “Today, we’re not wasting time on details and
routine updates in our sales pipeline calls.
We’re focused on strategy and our goals.”
Diana Holland, Executive Director of Marketing and Services Sales
Merchants Fleet Gains Insight Faster with
Lightning Experience
​Specialize in developing fleet solutions for businesses and government agencies
​Struggled with limited pipeline insights due to difficulty extracting data from legacy system
​Spent too much time in weekly sales calls catching up on details instead of building strategies
​Deployed Path and Kanban to gain stronger insights to better inform their sales process
​Accelerates sales productivity via transparent sales processes

26. Customize Faster Than Ever
​Create sales apps people love with clicks, not code
Build Faster
Access out-of-the-box, reusable components,
plus thousands more from the AppExchange
Embed Best Practices
Customize every screen with the drag-and-drop
App Builder
Design Once, Deliver Everywhere
Build apps and customizations once and
access them anywhere with Salesforce1 Salesforce customers using
Lightning will experience
50% faster app development times.
- IDC

27. “Lightning changes everything.”
Brad Kelley, AVP of Information Technology, Elements Financial
Elements Financial is mobile-ready with Sales
Cloud Lightning
​Federal Credit Union uses technology to scale a smaller team and
​help members reach financial wellness
​Needed one central view of credit union members and a strong mobile solution
​Moved users to Lightning in 6 months, saving an estimated 43% in development cost
​Help members from anywhere with mobile-ready Lightning applications and a complete view of members

28. And More Customer are Seeing Transformational Results
Sales reps
save 5-10
hours each
week
Transforms
member
experience in
90 days;
100% user
adoption
Set single
week sales
record one
week after
deploying to
375 users
Increased call
volume by
almost 30%;
achieved
100% user
adoption
Selected
Lightning for
customer-
centric
platform and
open
ecosystem

29. Next Steps
​Make the move from Awesome to Supercharged Awesome!
CHECK OUT CONNECT ENCOURAGE
the Trailhead module
“Getting Started with
Salesforce” for Sales
your Admin with great
resources to learn about
Lightning Experience
your Admin to run the
Lightning Experience
Readiness Check

30. Questions?