Date post: | 11-May-2015 |
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Xabier OrmazabalSenior Manager, Product Marketing
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 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, 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 quarterly report on Form 10-K for the fiscal year ended January 31, 2010 and our other filings. These documents 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 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.
The Cloud Computing Model
Multi-tenant
Automatic Upgrades
Pay-as-you-go
Real-time
5 Times Faster
Half the Cost
IDC White Paper sponsored by Salesforce.com: “Force.com Cloud Platform Drives Huge Time to Market and Cost Savings”, Doc # 219965, September, 2009
Qua
rte
rly R
eve
nu
e (
$M
)
Revenue through fiscal year ended 1/31/10
Salesforce proved the model works
Annual Revenue Run Rate
$1.4 Billion +
Paying Customers72,500+
Today: A Marketplace of Enterprise Clouds
Cloud Provider Enterprise Customers
2010: #1 Strategic Technology Trend for CIOs
2012: 20% of Businesses will own no IT Assets
The Tipping Point
8
Strong SaaS Momentum Across All CategoriesSaaS ISVs positioned for multiple opportunities
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
2005 2006 2007 2008 2009 2010 2011Years
Mill
ion
s o
f D
olla
rs
Other ApplicationSoftware
Supply ChainManagement
Office Suites
Enterprise ResourcePlanning
Customer RelationshipManagement
Content,Communications andCollaboration
Worldwide SaaS Revenue
Source: Gartner
“By 2012, more than 66% of independent software vendors (ISVs) will offer some of their applications optionally or exclusively as SaaS.”
Over 20% CAGR!
Fastest Way to Build Apps
Savings with Force.com 2009 IDC Research Report
Staffing 76%
Development Time 60%
Changes 78%
TCO 54%
Your Choice Of 1000+ Partner Applications
& Services
Trusted Apps
Reviewed by Salesforce.com
View, Try, Install
Best-in-class CRM & Non-CRM Apps
Services Offered
System Integrators & Consultants
Application Developers
Training
What is the AppExchange?1,000+ Cloud Computing Apps and Services
895 Apps and counting…237 Services and counting…
Four Ways Customers Use AppExchange AppsPre-integrated apps. Install & Deploy in Clicks.
Integration ConnectorsMass EmailMarketing AutomationIncentive Management
CRM Extensions
Agile Project MgtIT Help DeskFinance & AccountingConsulting Services
Beyond CRM
Account HierarchyTime-Off ManagerProject & Issue MgmtExpense Tracker
Starter Templates
Mass Update & Delete Adoption DashboardsBrowser ToolbarsReports
Free & Low Cost Add-Ons
Certified Consulting Partners on AppExchange200+ Expert Solution Providers
PARTNER SUCCESS
Types of Service Listings
Listing Highlights
• Customer Sat Ratings & Reviews
• Areas of Expertise
• # Projects delivered
• # of Certified Developers
• Languages and Regions Supported
• Systems Integration• Custom App Development• Consulting• Training
17
SaaS Model Demands High-Velocity Operations
Go-to-Market Customer Acquired
SolutionDelivered
R&DCycle
SalesCycle
DeliveryCycle
6 months 12 months 18 months 24 months
TR
AD
ITIO
NA
L
SO
FT
WA
RE
Sa
aS
R&DCycle
SalesCycle
DeliveryCycle
Seamless Upgrades Enable Continuous Innovation
32 Major Releases
Every Customization & Integration Automatically Upgraded
Always have the Latest Innovations & Technology
Painless, No Hassle Upgrades
19
A New Business Model Is Needed
2- or 3- TierField SalesSales Model
CommunityAnalysts
Go after all segmentsPick and FocusCustomer Segment
3-4 Months1-3 YearsProduct Cycles
New RuleOld Rule
TransactionalFew, Large DealsSales Mix
Web, BrandingDirect MailMarketing Investment
Inbound OutboundCustomer Acquisition Model
IntegratedSegmentedCustomer Experience
Reliability, Security, ScalabilityPortability, Multi-PlatformR&D Investment
Design for IntuitivenessDesign for ComplexityProduct Design
2- or 3- TierField SalesSales Model
CommunityAnalysts
Go after all segmentsPick and FocusCustomer Segment
3-4 Months1-3 YearsProduct Cycles
New RuleOld Rule
TransactionalFew, Large DealsSales Mix
Web, BrandingDirect MailMarketing Investment
Inbound OutboundCustomer Acquisition Model
IntegratedSegmented / FragmentedCustomer Experience
Reliability, Security, ScalabilityPortability, Multi-PlatformR&D Investment
Design for IntuitivenessDesign for ComplexityProduct Design
Customer Evaluation Model
21
Create a 24/7 Demand Generation MachineWhat’s your strategy for lead acquisition, pipeline and loyalty?
Awareness Loyalty
Free Trials & ReviewsIntegrated Campaigns
Generating Buzz
Purchase
22
OLD WORLD NEW WORLD
C
PR 2.0: Build Awareness Across All ChannelsTraditional Analysts vs. Web 2.0 Universe
23
We Live in an Evaluation EconomyHow do you exploit a community of evaluators?
24
Evaluators Demand a Free Trial
There’s no such thing as a lost customerRe-Acquisition is all about the offer
Where is the Cloud Heading?
2009: Social Networking Surpasses Email
Email Users
Social Networking Users
Glo
ba
l Use
rs (
MM
)
Social Networking Users Surpass Email Users on 7/09
Source: Morgan Stanley Internet Mobile Report, December 2009
Next Generation Devices Changing How We Access the Internet
Ann
ual U
nit
Shi
pmen
ts (
MM
)
2005 2006 2007 2008 2009E 2010E 2011E 2012E 2013E
Desktop
Notebook PCs
Smartphones
Source: Morgan Stanley Internet Mobile Report, December 2009
2010: Why isn’t all Enterprise Software like Facebook?
Fundamental Shift in Cloud Computing
Cloud 1: Computing in the 2000s
Low Cost . Fast . Easy to UseFuture of Software
1. Multi-Tenant, Shared Systems
2. Trusted Reliability and Performance
3. Democratization of Enterprise Apps
4. Metadata-driven Customization
5. Mash-ups
6. Web Service-based Integration
7. Development as a Service
8. Multi-tenant Development
Platform
9. Application Exchanges
10.Multi-Device Delivery
Cloud 2: Computing for the Next Ten Years
CollaborationNew Devices
Real-time
Social Platform
Social Data
Social Apps
Social Content
Easy to Use:
Works like Facebook
Trusted:
Real-time Updates:
Secure, private application
Choose the people, documents, and apps to follow
Introducing Chatter: Real-time Enterprise Collaboration
The Conversation Starts Here.
Five Habits of Highly Effective Clouds
Platform for Business Productivity
Building an Ecosystem
Cloud computing business model
Building a new sales machine
Delivering ongoing value
[email protected]: xormazabal