As the demand to deliver excellent customer experiences increases, how can a company stay top of mind in the eyes of the customer? Having a complete view of the customer has never been more important than now as well as meeting customers where they want to engage at whatever channel. Join us as we focus on how Salesforce delivers industry-specific solutions in the Manufacturing space to: -Modernize Commercial Operations -Simplify Partner Engagement -Transform the Service Experience -Enable the Workforce of the Future Additionally, TrailblazerDX 2022 (formerly known as TrailheadDX) has just wrapped up and the event didn’t disappoint, we will revisit some of the major takeaways from this TDX22.

1. The Manufacturing Industry First Call Deck
is designed to illustrate Salesforce’s POV on
the manufacturing industry and introduce
our manufacturing solutions.
This deck will be updated as new solutions
and products are launched. Be sure that
your deck matches the latest update date
below.
We take a modular approach so you can
grab what you need “off the shelf”
depending on your account’s needs.
Find more resources and ask questions on
Slack: #industries-manufacturing
FY23 Manufacturing
Industry First Call Deck
Table of Contents
● First Call Deck / POV Slides
● Customer Stories
Highspot Related Spots & Decks
NOTE: All Subverticle Decks are in the related spots below
● Discrete Manufacturing Spot
● Process Manufacturing Spot
● Automotive Spot
● Manufacturing Cloud First Call Deck
● Rebate Management First Call Deck
Last updated: Apr 4, 2022. Comments, questions, feedback? Reach out to Loring Andersen

2. Salesforce for
Manufacturing
Unified Digital Experiences
Across Your Value Chain
depiscope@salesforce.com
Daniel Episcope, Sr Solution Engineer

3. This presentation contains forward-looking statements about the Company’s financial and operating results, which may include expected GAAP and non-GAAP financial
and other operating and non-operating results, including revenue, net income, earnings per share, operating cash flow growth, operating margin improvement, expected
revenue growth, expected current remaining performance obligation growth, expected tax rates, stock-based compensation expenses, amortization of purchased
intangibles, shares outstanding, market growth, environmental, social and governance goals, expected capital allocation, including mergers and acquisitions, capital
expenditures and other investments, expectations regarding closing contemplated acquisitions and contributions from acquired companies. The achievement or success
of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the
assumptions prove incorrect, the Company’s results could differ materially from the results expressed or implied by the forward-looking statements it makes. The risks and
uncertainties referred to above include those factors discussed in Salesforce’s reports filed from time to time with the Securities and Exchange Commission, including, but
not limited to: risks associated with our ability to successfully integrate Slack Technologies, Inc.’s operations; our ability to realize the anticipated benefits of the Slack
Technologies, Inc. transaction; the impact of Slack Technologies, Inc.’s business model on our ability to forecast revenue results; disruption from the transaction making it
more difficult to maintain business and operational relationships; the impact of, and actions we may take in response to, the COVID-19 pandemic, related public health
measures and resulting economic downturn and market volatility; our ability to maintain service performance and security levels meeting the expectations of our
customers, and the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate performance degradation and security breaches;
our ability to secure and costs related to data center capacity and other infrastructure provided by third parties; our reliance on third-party hardware, software and platform
providers; the effect of evolving domestic and foreign government regulations, including those related to the provision of services on the Internet, those related to
accessing the Internet, and those addressing data privacy; current and potential litigation involving us or our industry, including litigation involving acquired entities such
as Tableau; regulatory developments and regulatory investigations involving us or affecting our industry; our ability to successfully introduce new services and product
features, including any efforts to expand our services beyond the CRM market; the success of our strategy of acquiring or making investments in complementary
businesses and strategic partnerships; our ability to compete in the market in which we participate; the success of our business strategy and our plan to build our
business; our ability to execute our business plans; our ability to continue to grow unearned revenue and remaining performance obligation; the pace of change and
innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; our ability to limit customer attrition and costs related to those efforts; the
success of our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth in our customer base and operations;
our dependency on the development and maintenance of the infrastructure of the Internet; our real estate and office facilities strategy and related costs and uncertainties;
fluctuations in, and our ability to predict, our operating results and cash flows; the variability in our results arising from the accounting for term license revenue products;
the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; our ability to protect our intellectual property
rights; our ability to develop our brands; the valuation of our deferred tax assets and the release of related valuation allowances; uncertainties regarding our tax obligations
in connection with potential jurisdictional transfers of intellectual property; uncertainties regarding the effect of general economic conditions; and risks related to our debt
and lease obligations.
Forward-Looking Statements
031621

4. Mentimeter - Poll!
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6. Process
Discrete
Customer Success
Automotive
Clockwise from top: Chris Leong, CMO. Siddharatha Nagavarapu,
Salesforce Expert at Innovation and Incubation. Jean-Pascal
Tricoire, Chairman and CEO.
20+ Years of Customer Success Across Manufacturing

7. What’s Top of Mind for Manufacturers?
Unlock Data for Greater Impact
Become
Easier to Do
Business
With
86%
of C-Suite say
digital
transformation
is a priority*
Improve
Partner
Engagement
Increase
Employee
Productivity
and Agility
Streamline
and
Monetize
Service
* Salesforce Trends in Manufacturing report

8. Unified Experiences Define Market Differentiation
Modernize customer and partner experience
Customers & Partners
Seamless engagement
from the manufacturer
through the channel
partner to the
end-customer
Sales teams maximize the
lifetime customer value
Products and operations
are connected
Focus on
customer experience
Customer engagement
is ongoing
84%
of industrial executives
believe differentiated
experiences that customers
increasingly expect can
boost their competitive
advantage
Accenture, “Industrial Consumerism”

9. Creating Unified Experiences is Hard
Disconnected Processes
and Organizations
Siloed Systems and
Data
Legacy Systems
No Single Source
of the Truth
Manufacturer
Customers
Channel Partners
Suppliers

10. Salesforce for Manufacturing
Unified Digital Experiences Across Your Value Chain
Transform the
Service Experience
Translate Data into Insights and Actions
Enable faster and smarter
service experiences optimized
from the contact center
through field service to the
customer
Simplify Partner
Engagement
Drive greater supplier and
channel partner visibility,
engagement, and
performance.
Enable the
Workforce of the
Future
Enhance employee
productivity, engagement, and
agility with modern
experiences for the
work-from-anywhere world
Modernize
Commercial
Operations
Manage your complete book
of business from sales
opportunity through order to
cash.
Integrate legacy systems and enable better decision making and execution powered by AI, analytics, and the Salesforce platform.

11. Salesforce for Manufacturing
Unified Digital Experiences Across Your Value Chain
Manufacturing for Sales
Core Sales Capabilities for Manufacturers
Marketing &
Journey Mgmt.
Manufacturing
Analytics
&
AI
Manufacturing Customer, Partner and Employee Experience
Salesforce Enterprise Integration Tools or Standard APIs
Enterprise
Account
Forecasting
Sales
Agreements
Channel Incentive
Management
Rebate Mgmt
Target
Setting
Partner
Relationship
Management
Connected Products, Services & Suppliers
Back Office
Financial ERP HR Logistics
ERP
Pricing
PLM
Supply
Chain
Customer Partner (Dealer / Dist.) Service
Sales
Marketer Finance
Contractor Operations Supplier
Salesforce
for
Manufacturing
Digital
HQ
AppExchange
ISV Partners
Manufacturing for Service
Core Service Capabilities for Manufacturers
Service
Forecast
Digital Process
Automation (DPA)
Voice of the
Customer (Surveys)
Sales Cloud Service Cloud
CPQ & Revenue
Management
Commerce &
Order Mgmt
Field Service
Manufacturing Cloud
Asset 360

12. Drive Salesperson
of the Future
Omni-Channel
Customer
Engagement
Partnership
for Success
Tailored Customer
Journeys at Scale
Pricing Guidance
& Self-Service
Integrated C360
Profiles
Vertical Experiences
(Healthcare, At
Risk)
Extend with
Partners
Access Point
Enablement
Proactive CX
Operations,
Drivers
Contextual
Collaboration
Actionable
Customer
Analytics
Connected Sales and
Distribution
Distributor and
Customer Marketing
Self-Service
Ordering
Real Time
Business Insights
Back Office
Visibility
Adoption & Support
Industry Products
& Solutions
Distributor Lead
Management
Workforce and
Partner Enablement
Connected Apps &
Data Driven Services
Productivity &
Collaboration
Customer Service/
Field Service
Unified Digital Experiences
Manufacturing Customer 360

13. Sales
Marketing
Service
Analytics
Success
Health
Platform
Industries
Sustainability
Partners
Commerce
Integration
Manufacturing 360
Adoption & Support
Distributor and Customer
Marketing
Customer Service/
Field Service
Channel
Management
Unified Digital Experiences
Connected Sales and
Revenue Management
Real Time
Business Insights
Health
Industries
Connected Apps &
Data Driven Services
Net Zero Self-Service
Ordering
Back Office
Visibility

14. Salesforce for Manufacturing
#1 CRM for Manufacturing
Manufacturing Cloud extends the World’s #1 CRM to deliver differentiated customer,
partner, and employee experiences.
Accelerate Time to Value
Get on the fastest path to digital transformation with a purpose-built platform for the
Manufacturing industry
Single Source of the Truth
Unify customer information across your business processes to get your customers,
partners, and employees on the same page
Flexible and Scalable Platform
Drive business agility and resilience with a flexible, cloud-based architecture
Proven Customer Success
Drive rapid adoption with an unrivaled ecosystem, trainings on Trailhead, implementation
experts, and a robust peer community.
Unified Digital Experiences Across Your Value Chain

15. A Roadmap to a Unified Customer Experience
Connected Customer & Field Service
Digital Commerce & Online Experience
Marketing Sales
Sales Operations
Operational
Systems
Connected Products, Services & Suppliers
Back Office
Financial ERP HR Logistics
ERP
Pricing
PLM
Supply
Chain
Planning /
Forecast
B2C / B2B
Marketing / Awareness
Customer Portal
& Collaboration
Account Planning
Volume Sales
Agreement
Order Status
Docs & Certs
Product Co-Design
Final Product /
Production Visibility
Negotiation Configure Price Quote
Actuals v. Planned
Early-Warning
Service Level
Monitoring
Product
Validation
Logistics /
Delivery
Field Service
Lead & Opportunity
Management
Customer Service
Requests
Order Capture &
Management

16. Add related Customer Story Slides Here
Honeywell is an example of
where you would put a
customer slide.

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19. Demo

20. Meet Vance.
Channel Sales
Rep
at Badger Parts.
Wants to grow business with his
existing run-rate customers
and track performance to plan.
+
BADGER
PARTS
+
SALESFORCE

21. +
Meet Elliott.
Sales Leader
at Badger Parts.
Responsible for managing a team of
AEs and driving sales. Works with his
S&OP team to ensure Badger
focuses on profitable pursuits.
BADGER
PARTS
+
SALESFORCE

23. Resources
● Trailhead: Manufacturing Cloud
● SFDC Site Hub: manufacturingcloud.com

24. Appendix

25. Customer Story
Slides
Choose the right story for
your audience...

26. Customer Story Mapping (Not for Presentation)
Account Geo Segment Industry Modernize
Commercial
Operations
Simplify Partner
Engagement
Transform the
Service
Experience
Enable the Workforce
of the Future
Translate Data into
Insights and Actions
3M AMER ENTR Discrete ✔ ✔
Chargeurs* EMEA
(France)
CMRL Retail & CG
✔ ✔
DeNora AMER CMRL Discrete ✔ ✔ ✔
Ecolab AMER ENTR Process ✔ ✔ ✔
Fike* AMER CMRL Discrete ✔ ✔ ✔
FlexoConcepts AMER SMB Discrete ✔ ✔ ✔ ✔ ✔
Gemini Power
Hydraulics
APAC
(India)
CMRL Discrete
✔ ✔
Herman Miller AMER ENTR Discrete ✔ ✔ ✔
Honeywell AMER ENTR Discrete ✔ ✔ ✔ ✔ ✔
Kawasaki Engines* AMER CMRL Discrete ✔ ✔ ✔
Koenig & Bauer EMEA ENTR Discrete ✔ ✔ ✔ ✔
Legend Boats Canada SMB Discrete ✔ ✔
Lippert Components AMER ENTR Discrete ✔ ✔ ✔ ✔
Markem-Imaje EMEA ENTR Discrete ✔ ✔
MTI AMER SMB Discrete ✔ ✔

27. Customer Story Mapping (Not for Presentation)
Account Geo Segment Industry Modernize
Commercial
Operations
Simplify Partner
Engagement
Transform the
Service
Experience
Enable the Workforce
of the Future
Translate Data into
Insights and Actions
Saint-Gobain AMER ENTR Process ✔ ✔ ✔ ✔
Schneider Electric EMEA ENTR Discrete ✔ ✔ ✔ ✔
Stanley Black &
Decker
AMER ENTR Discrete
✔ ✔ ✔ ✔
Sutton Tools APAC
(Australia)
SMB Discrete
✔ ✔ ✔
Synergy Equipment AMER CMRL Discrete ✔ ✔
TentCraft AMER SMB Discrete ✔
Wartsila EMEA ENTR Discrete ✔ ✔ ✔

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30. ✔

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32. ✔

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36. Breaking Down Silos Drives Customer
Satisfaction
130
processes
automated
ANALYTICS
Automates and standardizes communication to customers
Improves customer satisfaction with faster response due to immediate data access,
real-time collaboration across the business, and 360-degree visibility
Reduces need for manual data entry and piecemeal analysis of business performance
with accurate sales forecasts and real-time insights for customer, product, and pricing
performance
Enables OEM sales team with visibility and collaborative forecasting across new and
run-rate business to accurately plan production and customer expectations
MARKETING EMPLOYEES
SERVICE
SALES MANUFACTURING

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