Align Marketing and Sales for Revenue Driving Success Suzy Matus, Manager, Customer Engagement & Marketing Salesforce, Pardot James Kenler, Director, Marketing Operations & Technology CareerBuilder

Safe Harbor Safe 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 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.

ABOUT  US   CONSUMER  REVIEWS  

SOCIAL  MEDIA  

COMMUNITY  DISCUSSIONS  

PRICING  PAGE  

CONTACT  SALES  

GOOGLE  SEARCH  

By  2020,  85%  of  the  buyer’s  journey  will  be  completed  before  the  buyer  

reaches  out  to  sales.  

85%  Buyers Are Controlling Today’s Sales Process

Disconnected teams: Marketing and Sales silos

Disconnected tools: Fragmented, hard to access

and use

Disconnected story: No holistic view of buyer makes insights elusive

Most Companies Are Struggling to Adapt to This New Buying Paradigm

James  Kenler  Director,  MarkeDng  OperaDons  and  Technology  

CareerBuilder Marketing in 2013 •  Sales Supporting •  Batch & Blast •  Reactive •  Silo-ed Systems •  Skills and Tools not internal

Customer  

Marketers  

Salespeople  

Where is CB Marketing in 2015? •  Strategic Partner with Sales •  Proactive & Predictive •  Sales Triggered, Automated

Communication •  Center of Customer Experience &

Customer Intelligence •  Building the Pipeline •  Redefining the Market

Marketers  

Salespeople  

Service  

Customer  

Customer  

Incremental change comes from technology.

Breakthrough change comes from people.

- Jesper Lowgren

Align Your Goals Top Level Executive and Sales: •  Grow Software Business

•  Reposition brand à upsell & cross sell •  Create new conversations

•  Lead Generation Secondary •  Focus on existing customers &

winbacks

MULTITASKING “Doing many things poorly”

•  60% less efficient •  10 average IQ drop

It costs 7 times more to acquire a new customer

than retain an existing one. – Bain & Company

Create Consistency, Save Time Outreach Interaction Growth

Alignment Leads to New Conversations

MarkeDng  Strategy   Sales  Pilot  

3x  

Build from the Bottom Up

SHORT TERM GOALS

•  Retain customers •  Scale sales reps

QUICK WINS

•  Sales specialization •  Salesforce

adoption •  Operationalized

processes •  Integrated Data

LONG TERM GOALS

•  Top of the funnel – Lead Generation

•  Expand across the journey

Look Beyond the Sale

Questions?

Join Us For Dreamforce 2015 September 15-18, 2015 | San Francisco, CA

salesforce.com/dreamforce  

Create a Complete Customer Lifecycle •  Retaining customers is less expensive quote here •  Intersection of Sales, Customer Service & Marketing

Update the Process

Update  with  Sales  Process  /Funnel?  

Customer  Life  Cycle  Funnel?    

Use  one  of  these  images?    

How to Use this Deck •  Outline your goals and objectives up front

•  Avoid text-heavy slides. Use images and visual cues to guide your presentation

•  Add your speaker notes to the “Notes” section of the PowerPoint instead of

using additional bullet points

•  Include a recap of your key points at the end of your presentation

•  Allow time for Q&A

Blue Style Quote: Bold statement or quote or statistic related to the session can go

here

White Style Quote: Bold statement or quote or statistic related to the session can go

here

Goals – Presentation Overview

Topic 1 for discussion in today’s presentation

Topic 2 for discussion in today’s presentation

Topic 3 for discussion in today’s presentation

1 2 3

White Style: Example of a Slide with Bullet Points Only

•  Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Mauris eu ligula eu nisl mollis eleifend. Quisque diam urna

•  Praesent varius aliquet enim. Donec interdum lectus a arcu hendrerit venenatis. Mauris lobortis, risus quis rutrum fringilla, velit nunc fermentum mauris

•  Pellentesque tortor elit, imperdiet vel, cursus sed, aliquet et, risus. Nulla vulputate nunc sed ligula. In hac habitasse platea

Blue Style: Example of a Slide with Bullet Points Only

•  Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Mauris eu ligula eu nisl mollis eleifend. Quisque diam urna

•  Praesent varius aliquet enim. Donec interdum lectus a arcu hendrerit venenatis. Mauris lobortis, risus quis rutrum fringilla, velit nunc fermentum mauris

•  Pellentesque tortor elit, imperdiet vel, cursus sed, aliquet et, risus. Nulla vulputate nunc sed ligula. In hac habitasse platea

White Style: Page setup w/ Image Placeholder

Praesent varius aliquet enim. Donec interdum lectus a arcu hendrerit venenatis. Mauris lobortis, risus quis rutrum fringilla, velit nunc fermentum mauris. Pellentesque tortor elit, imperdiet vel, cursus sed, aliquet.

White Style: 2 Text Columns Paired with Images This slide setup provides 2 columns of text boxes that can be used with accompanying images or text only.

Screenshots can be placed within devices. Logos, graphics or photos can be used to make your point.

Description here. Container resizes as needed.

PPT Best Practices •  No more than 10 slides •  Presentations should last no longer than 20 minutes (Q&A should be ongoing,

not held until the end of the presentation) •  Slide titles are set at 24pt Arial Regular and body copy is 16pt Arial Regular

We recommend that you adhere to the styles and do not overload your presentation with copy and lots of individual images.

•  Slides are meant for engaging visuals. Use the speaker notes frame for your detailed talking points.

•  Whitespace is your friend and will make your content much easier to digest. The amount of copy on this slide would be a good benchmark as the MAXIMUM you would want to use in your presentation.