The document discusses the transformation of businesses into social enterprises, emphasizing the importance of connecting with customers through social networks. It outlines a marketing and sales playbook tailored for today's digital and social environment, highlighting strategies for content creation, customer engagement, and team collaboration. Additionally, the document addresses potential risks associated with business operations and provides guidance on developing social profiles for customers and employees.

1. THE SOCIAL REVOLUTION!Connecting with Today’s CustomerGeorge Hu@GeorgeHuSFBrian Halligan@bhalligan

2. Safe HarborSafe 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 April 30, 2011. 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. GEORGE HUEVP Marketing & Platform Salesforce.com@GeorgeHuSFBRIAN HALLIGANCEO & Co-FounderHubSpot @bhalligan

4. 4#SocialRevolution4Questions?

5. 5Today’s Agenda2The Social Enterprise1The New Marketing Playbook3The New Sales Playbook

6. THE SOCIAL ENTERPRISETHE SOCIAL PROFILE21

7. Ten Year Computing Cycles10x more users with each cycleSocial Apps2010 Post PC RevolutionMobile Apps2000s Mobile Cloud Computing1990s Desktop ComputingWebApps1980s Client/server ComputingProcess Automation Apps1970s Mini ComputingBusiness Logic Apps1960s MainframeComputingData Management Apps

8. The Social Revolution: Today’s Customer22% of time spent on the internet is social24% more userson social networksvs. emailMore time spent on mobile apps vs. web browsers200% more active on Facebookmobile vs. desktopSources: Comscore, January 2011Nielsen Wire, January 2011Gartner Research; Smartphone, Tablet, and PC Forecast, December 2010Source: comScore, Alexa, Flurry Analytics

9. The social revolution has created a social divide.

10. The Social Divide: Customers and CompaniesYour customers and employees are social.What about your company?Communities

11. How does your enterprise bridge the social divide?

12. Delight Your Customers through a Social EnterpriseCustomer Social NetworksEmployee Social NetworksSocial ProfileProduct & PartnersCollaborateConnect &SellMobile &MarketingService &EngageListen & AnalyzeAutomate & Extend

13. Benefits of theSocial EnterpriseSource: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds its payday.” Survey of 4,394 executives. December 2010.

14. Social ProfileThree Steps to Create Your Social EnterpriseStep 1: Develop aSocial CustomerProfileStep 2: Develop anEmployee Social Network Step 3: Develop a Customer Social Network

15. Social ProfileStep 1: Develop a Social Customer ProfileWho are your customers?What do they like?What are they saying?Who are they connected to?

16. Step 2: Develop an Employee Social NetworkEmployee Social NetworksSocial ProfileCollaborateConnect &SellService &EngageAutomate & Extend

17. Today, It’s Too Hard to Get the Information We Need"The #1 complaint from sales reps is they can't find the content their company has."- IDC Content Management Enablement Study

18. In Facebook, the Information Comes to YouStatus Updates . Profiles . Feeds . FiltersBob IgerCEO, The Walt Disney CompanyFortune Brainstorm Tech 2009

19. The Social Enterprise: The Information Comes to YouNo matter who has the answerAcross all levels of the hierarchyEven when you don’t know to ask

20. Groupon Grows Sales 22,000% Selling as a Team5,000 sales people22,000% revenue growth Sharing strategies for new GrouponsCollaborating on contracts

21. Step 3: Develop aCustomer Social NetworkCustomer Social NetworksSocial ProfileProduct & PartnersCollaborateConnect &SellMobile &MarketingService &EngageListen & AnalyzeAutomate & Extend

22. Difficult to Track Conversations Across Customer Social NetworksWhat are your customers saying?110milliontweets/day1.5 billionFacebook posts/dayBillionsof blogs & communities

23. Listen to and Analyze on Customer Social NetworksCustomer social networksTracks 22,000+ conversations / dayMonitors 11 languages13,000 employees trained in social mediaIdentifying opportunities to market, sell, service, and engage

24. Toyota Brings Cars & Dealers into the Customer Social NetworkCustomer social networksMaintenance notifications Dealer collaboration Connections with friendsLocation sharing

25. Delight Your Customers through a Social EnterpriseCustomer Social NetworksEmployee Social NetworksSocial ProfileProduct & PartnersCollaborateConnect &SellMobile &MarketingService &EngageListen & AnalyzeAutomate & Extend

26. Twitter Poll Question #1If your company became a “Social Enterprise”, how impactful would it be to your business?1)Very impactful2) Somewhat Impactful3) Not very impactful4) Not impactfulExample Answer:

27. THE NEW MARKETING PLAYBOOK2

28. The Marketing Playbook

29. The Marketing Playbook IS BROKEN.CALLER ID

30. OUTBOUNDINBOUNDVSPUSHPAIDRENTINTERRUPTINVENTORYPULLEARNEDOWNINTERESTASSET

31. The New Marketing ProfileDigital CitizenAnalyticalReachContent CreatorD ARC

32. 6 Key Plays of Social Marketing1) Create content2) Optimize3) Promote4) Convert5) Segment & Nurture6) Analyze

33. Case Study: Social Media as Part of Content Creation80 employees12,000 views on YouTube40 Leads from Wikipedia3333

34. 34Twitter Poll Question #2How often do you publish sharable content via social media?1) Once a week2) Once a month3) Once a quarter4) Once a yearExample Answer:

35. THE NEW SALES PLAYBOOK3

36. 36The Sales Playbook

37. The Sales Playbook IS BROKEN.CALLER ID

38. 38The Rub“Today, 70% of a customer’s buying decision is made before a sales person gets involved.”Eric Berridge, Co-founder of Bluewolf

39. ONE-to-MANYMANY-to-MANYVSCOLD CALLINGEMAIL BLASTSROLODEXOUTSIDELINKEDINBLOG POSTSREACHINSIDE

40. The New Sales ProfileS RISSocialCitizenReachInsideSolutions

41. 5 Key Plays of Social Selling1) Listen2) Build Your Brand3) Fill your social pipeline4) Gather social intelligence5) Sell as a team

42. 42Case Study: Increased Enrollment

43. 43Case Study: Building Your Personal Brand and Pipeline $50MM Quota2 good leads generated from every new tweet43

44. Align Sales & Marketing with Shared Metrics

45. 45Twitter Poll Question #3Have you ever found and connected with a prospect using social media? 1) Yes2) NoExample Answer:

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47. THANK YOU.GEORGE HUEVP, Marketing & Platform Salesforce.com@GeorgeHuSFBRIAN HALLIGANCEO & Co-FounderHubSpot @bhalligan