Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted
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Transcript of Dreamforce 2013 - AppExchange Partner Keynote: The Enterprise, Disrupted
The Enterprise, DisruptedAppExchange Partner Keynote
Ron HuddlestonSVP, ISVs & Channels
#DF13@rhuddles1
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 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, 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, 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-K for the most recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information section of our Web site.
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Important Additional Information The information in this presentation is neither an offer to purchase nor a solicitation of an offer to sell any securities – when the tender offer is launched ExactTarget, Inc. stockholders should read the tender offer statement because it contains important information. Investors can get the tender offer statement and other filed documents for free at www.sec.gov. The tender offer statement, including a letter of transmittal and other documents, will also be made available for free by the information agent for the tender offer.
120KRegistrants
World’s Largest Vendor Technology Conference
Sheryl SandbergCOOFacebook
Deepak Chopra, MDFounderThe Chopra Foundation
22Keynotes
1,140Sessions
350Partners
Marissa MayerPresident & CEOYahoo!
Green Day& Blondie
Thank You to Our Top Sponsors
Thank You to Our Top Sponsors
And Thank You to Every Dreamforce Sponsor8x8, Inc
Accelerize 360Accenture
Accounting Seed, Inc.Act-On Software
Actian CorporationActiance, Inc.
Acumen Solutions, Inc.Adallom
AddvocateAdobe Systems Inc.
AdRollAirWatch
Alfresco SoftwareAlteryx
AMC Technology, LLCAnaplan
AppBuddyAppirio, Inc.AppMachine
AppsShop Inc.Apttus
Aria Solutions Inc.Arkus, Inc.AscentERP
AstadiaAVA - Automated Virtual Assistant
Avalara, Inc.Avangate
Axiom Sales Force DevelopmentBackupifyBadgeville
Betts RecruitingBigMachines
BirlasoftBirst
BlackBerry®Blackboard Inc.
Bloomberg VaultBloom!re
Blue Jeans NetworkBluewolf
BMC SoftwareBox
Brainshark, Inc.Brivo LabsBroadlook
Bucher + Suter AGBunchball
C-Level Connections
Cadalys, Inc.CallidusCloud
Cameleon SoftwareCanon Information & Imaging Solutions
CapgeminiCDW
Centerstance, Inc.Centrify
ChikPea Inc.CipherCloud
CitrixClearSlide
ClickSoftware Inc.Clicktools
Cloud SherpasCloudbilt
CloudCoaching InternationalCloudCraze by EDL Consulting
CloudingoCloudLock
CloudSenseCloudSquads
Code 42Cognizant Technology Solutions
Comity DesignsCompendium
Complaints ProConcur
Conference ManagementConga
ConnectAndSellContivio.com
Cornerstone OnDemandCoveo
CRMfusion, Inc.CronSights
CSCCT Consulting
Cvent, IncMatrix velocity by Data"o Consulting Corp.
DatahugDataSift
Dell SoftwareDeloitte
DiscoverOrgDistribution Engine
DocuSign, Inc.Domo
Drawloop Technologies, Inc.Dropbox
Eagle Creek Software ServiceseKuber Ventures Inc
EsriEPM LiveEtheriosEvernote
Experian QASFeedbox
MaaS360 by FiberlinkFielo
FinancialForce.comFingertipFirst DataFirstRainFive9 Inc.
FPXFujitsu
Full Circle CRMFunnelSource
G2 CrowdGainsightGaligeoGenesys
Get SatisfactionGijiG
GoodDataHCL
HexigoHireVueHoopla
HPHYDROUS LLC
IBMIfbyphone, Inc.Improved Apps
inContactIndicee
Infer, Inc.In"uitive
Infogain CorporationInfogroup Targeting Solutions
InforInformatica
InGenius Software Inc.InsideSales.com
InsideViewInsight Partners
InsighteraInsightSquared
Intacct Corporation
Interactive IntelligenceIntrohive
Intuitive Control SystemsRingRevenue
ITA Group, Inc.Jade Global
JitterbitJPW Consulting, LLC
Kenandy Inc.Keste
Kinetic GrowthKona DataSearch
KXEN, an SAP CompanyLaser!cheLastPass
Lattice EnginesLess Software
LevelElevenLevementum, LLC
LexisNexis(R)LinkedIn Sales Solutions
Linkpoint360LiquidFrameworks, Inc.
LiveOpsLogMeIn
Magnet 360Lateral Group
MarketoMarseli
MEDIAmobzMicroStrategy
MicroTekMindTouch, Inc.
MintigoMJG
Anyware by MobileIronMoNimbus Inc.
MophieMphasiS an HP company
MuleSoftNeolane, inc.
NewVoiceMediaNexgate
Noble SystemsNomalys
NTT GroupNuiku
Odaseva TechnologiesOkta
Riva CRM Integration
ON24OneSource Information Services, Inc.
OpDots Inc.Opti!Now
Pardot, an ExactTarget companyPartnerPath
Pegasystems Inc.Persistent Systems
PerspecSysPhonedeckPitcher Inc.
Pitney Bowes SoftwarePointNTime
Postcode AnywherePrintSF
Progress SoftwarePROSPwC
QlikTech International ABQuosalQvidian
ReadyTalkrealSociable
Red Sky SolutionsRedkite
ReliableCodersRingCentralRingLeadRoambi
Rootstock SoftwareSales Navigator
SalesVue LLCSapientNitro
SAVOScanBizCards
Scout AnalyticsScreenSteps
Scribe SoftwareSeal Software Limited
SeismicSelectica, Inc
SelligySerti! eSignaturesServiceMax, Inc.ServiceSource
Sesame SoftwareShoreTelSilverlineSilverpop
Skyhigh NetworksSmarsh, Inc.
solxyz co.LtdSpearFysh, Inc.
SpringCMStandard Register
Stantive Technologies Group Inc.SteelBrick
Steelwedge SoftwareStratitude, Inc
SyncfrogSynova, Inc.
Tableau SoftwareTango CardAvankia LLC
Tata America International CorporationTech Mahindra
TeleTechTenrox by Upland
TerrAlignTerraSky Inc.
The TAS GroupThousandEyes
Thunderhead.comTIER1CRMTinderBox
TOA TechnologiesToutApp Sales Communications
TranseraTreeHouse InteractiveTrifecta Technologies
TrustSphereTwilio
UberConferenceVana Workforce
Velocify, formely Leads360Veterans 2 Work
VidyardViralheatVocalcomVocalnet
VocusWalkme
WebtrendsWipro LtdWoopra
Work-RelayWorkday
XactlyZilliant Inc.ZoomInfo
ZuoraZyme Solutions, Inc.
FY11 FY12 FY13 FY14 (EST)
Total ISV Orders 70%YOY Growth
Your Business is Booming
You Are Building the Largest Cloud Ecosystem
New AppExchange Apps in 2013
400+
You Are Disrupting Every Industry
Industry Apps Added in 2013
90+
You Have Won the World’s Largest Customers
10,000 seatsRemedyForce
Subsidiary-wide, global deployment
Kenandy
4000 seatsAxiom & Cornerstone On Demand
1000+ SeatsServiceMax
2,000 seatsApttus
4500+ SeatsNewEnergy
1000+ SeatsFinancialForce
$1B+ Revenue
Tyler PrinceEVP, Global Alliances
Keith BlockPresident & Vice Chairman
The Enterprise, Disrupted
A $1 Trillion Dollar Transfer in Wealth
The Changing of the Enterprise GuardBest of Breed vs. One Size Fits All Domain Expertise Wins
A Fundamental Need for Better Apps
Easy to Understand, Easy to UseIndustry SpecializationApp-to-App Connectivity
A New Set of User Requirements
Push vs. PullMobile FirstSocial Graph
A Booming Marketplace Economy
Win the User, Win the DealTry Before You BuyFeedback is King
An Investment Community Looking to Place Bets
Enterprise vs. ConsumerNew Models to Accelerate Revenue
Welcome to the Golden Age of Enterprise Apps
The Salesforce1 Customer Platform
Sales, Service and Marketing
Custom Apps and Integrations
AppExchange Apps
Developers ISVs Admins Users
CampaignsCases MoreAccounts
MoreDropbox Evernote
Custom MoreSAP Oracle
Docusign
Customers
Deliver Salesforce1 on Any Device
AppExchange Apps
CRM
Custom Apps
Feed First UI
Noti!cations Platform
Publisher Actions
Salesforce1 Makes ISVs the Center of the Action
Check commissions Escalate Service Tickets Update Work Orders Print Remotely
Scan Contacts Sign Documents Connect with Leads Log Notes
John McGeachieVP of Evernote Business
Launched in 2008“Remember Everything”80M+ Users WorldwideWinner: 2013 Apple Design Awards
THE ENTERPRISE, DISRUPTEDDisrupt with next gen apps
Disrupt with breakthrough technologyDisrupt with a revolutionary business model
Sara VarniSr. DirectorAppExchange Marketing
Salesforce.com Customers Love Apps
1+ App
2+ Apps
3+ Apps
4+ Apps
5+ Apps
Customer Accounts: AppExchange Adoption
63%36%
31%
29%
23%
Innovative Companies are Using Apps
of Fast Company’s Most Innovative Companies Have
Installed an App
60%
Global Leaders Are Adopting Apps
of the Fortune 100 Have Installed an AppExchange
App
70%
Most Requested Apps: Customer Survey Data
CRM Extensions
1. Invoice Management 55%
2. Accounting 47%
3. Expense Management 44%
4. Inventory Management 42%
5. Product Lifecycle Management 39%
6. Payment Processing 38%
7. Supply Chain Management 37%
8. ERP 34%
9. Learning Management Systems 33%
10. Payroll & Bene!ts 32%
Back Of!ce Apps
1. Surveys 56%
2. Data Cleansing 50%
3. Email Response Management 45%
4. Lead Management 45%
5. Mobile 44%
6. Event Management 40%
7. Sales Performance Management 38%
8. Advanced BI 38%
9. E-Signature 36%
10. Competitive Intelligence 28%
Ganesh IyerHead of IT Applications
Founded in 200415K Electric Vehicles, 30+ Countries3000+ EmployeesUses 10+ Apps Across Sales & Service
Salesforce.com’s Core Industry Focus
FINANCIAL SERVICES HEALTHCARE MEDIA & TELCO
RETAIL & CPG PUBLIC SECTOR AUTOMOTIVE
Huge Opportunity in Micro-Verticals
POLICE DEPARTMENTS PLANE LEASING
SCUBA SHOPS
SPORTS SCOUTING
VETERINARIAN PRACTICES
TRAFFIC SIGNALS DAY SPAS
COMMUNITY BANKS
DRY CLEANERS EYE DOCTORS
CAR WASHES
GYMS
CONSTRUCTION
HAIR SALONS
DENTIST OFFICES
Pierre NaudéCEO
Founded in 2012From Salesforce Customer to App CompanyFully Integrated Bank Operating System30+ Customers Nationwide
THE ENTERPRISE, DISRUPTEDDisrupt with next gen apps
Disrupt with breakthrough technologyDisrupt with a revolutionary business model
Leyla SekaVP, Product ManagementAppExchange and Platform
What the Enterprise Can Learn from Candy Crush
Simple to Learn, Easy to Get AddictedSocial SellsSame Experience, All Devices
Win the User with the Salesforce1 Platform
Platform
Cloud . Social . Mobile . Connected
Sales Cloud Service Cloud ExactTargetMarketing Cloud AppExchange
Salesforce1 Platform APIs
Salesforce1 App
Salesforce1 Platform Services
Heroku1Force.com ExactTarget FUEL
A Year of New Products to Grow Your Business
New Mobile Services to Accelerate Development
New Frameworks for Native, Hybrid and HTML5 Apps
Salesforce1 App Salesforce1 SDK
Integrate Your Most CriticalData into the Salesforce Feed
Salesforce Identity Delivers Single Sign-On Across All Apps
• One login for all web, mobile and on-premise apps
• Access any standards-based app
• Integrated App Launcher for quick access
Out-of-the Box Identity Services for Your App
Use Your Own Branding, Look & Feel
Launcher for Quick Access
Now Generally Available
Private AppExchange Lets End Users Get Instant Access to Apps
One-Stop Shop to Distribute Apps to Users
Supports Web, Mobile and Desktop*
Leverage Salesforce Identity Across All Apps
* Coming in 2014
Over 20 NEW Features for ISVs
Flexible Managed Packages
AppExchange AnalyticsEnvironment Hub
Packaging APIData API, Sign-Up Requests
Checkout 2.0Security Review Automation
Faster Order ProcessingProduct Catalog Flexibility
And More....
Jim ThompsonCTO and Co-Founder
Founded in 2008Sales Productivity for the Alcohol and Beverage IndustryCustomers Include Fetzer Vineyards, Jose Cuervo, Pabst Brewing
The AppExchange Has Come a Long Way
2006 Today
AppExchange
AppExchange: The Leading Enterprise App Marketplace
2011 2012
2000+Apps
2013
AppExchange
20102009200820072006
AppExchange: The Leading Enterprise App Marketplace
2M+Customer Installs
2011 2012 2013
AppExchange
20102006 2007 2008 2009
4 of the Top 10 Most Popular Apps on the AppExchange
Come From Companies of Less Than 25 Employees
#1 Installed App = 12 Employees
Bob MarshCEO
Launched at Dreamforce 201112 Employees25% of Business Sourced from AppExchange125 Customers Including OpenTable, The Detroit Pistons, Ceasar’s
THE ENTERPRISE, DISRUPTEDDisrupt with next gen apps
Disrupt with breakthrough technologyDisrupt with a revolutionary business model
Top Investors are Doubling Down on Salesforce Partners
Venture Dollars Invested in
AppExchange Ecosystem
$2B+
Peter GassnerFounder & CEO
Founded in 2007Built Veeva CRM on the Salesforce Platform170+ customers with users in 75+ countriesIPO Date: October 16, 2013
Congratulations to Our Innovation Challenge Winners
€5M Enterprise App Challenge
SPONSORING VCs:
Unveiling: AppExchange AccelerateThe Proven Model for the Enterprise Startup
Expert Advice from Top VCs, Angels and Founders
Free Product to Get Up and Running
Account Support to Build a Pro!table Cloud Business
The First Pay-As-You-Sell Model
UX TECHNOLOGY MARKETING
TALENT MENTORSHIP FUNDING
Take Advantage of the Program Year Round
SALES ALIGNMENT INDUSTRY ALIGNMENTTECHNICAL ENABLEMENT CO-MARKETING & EVENTSEDUCATION
Technical EvangelistsRoadmap Webinars
App AcademyPartner User Groups
AppExchange Marketing ProgramCustomer Company Tour
Integrated PlanningSales Training
Solution MappingIndustry Specialists
Take Advantage of This Week
LEARN100+ ISV Sessions
AppExchange Partner Zone
$1M Hackathon
GET INSPIREDFounders Forum
Mobile Showcase
NETWORKPartner User Group Sessions
AppBash: Weds, 7-9 @ City View
Thank You