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Introducing: Salesforce App Cloud

FORCE HEROKU ENTERPRISE THUNDER

AppExchange Trailhead

Shared Identity & Data Model Integration Shield

Trusted and Connected Platform Run all your apps on a trusted platform

Speed and Agility Every employee can build fast with clicks or code Complete Enterprise Ecosystem Best place to learn, build, buy, and sell apps

Win one of ten SONOS speakers at the App Cloud Keynote!

App Cloud Product Showcase

Moscone North

IT Ranger Station in the Dev Zone

Moscone West, 2nd Floor

Thursday, September 17, 2pm — Moscone South

Tod Nielsen

EVP, App Cloud Salesforce

Mike Anderson

CIO Crossmark

Herry Stallings

AVP App Dev USAA

Heather Quiqley-Allen

VP Marketing Bosma Enterprises

Learn more about App Cloud:

Innovation Showcase: Top Healthcare Apps Built on the Salesforce Platform

Dr. Wolfgang Lippert Head of Healthcare & Life Sciences EMEA wlippert@salesforce.com

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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.

Safe Harbor

1.1M+ Service Hours

1% Time

$96M+ Grants

1% Equity

26K+ Nonprofit Organizations

1% Product

pledge1percent.org

1:1:1 Philanthropic Model

Customer Success Across the Industry  

Pharmaceuticals Medical Devices & Diagnostics

Payers Providers

Regulation Expectations

Affordable Care Act (ACA) 71% of Millennials are seeking support through health apps *

76% of patients expect Life Sciences companies to provide Patient Services **

$17B: chronic care management (CCM) Medicare

bonus estimate for 2015

Technology Life Sciences is Shifting Toward the Patient

* Salesforce Connected Patient Report

** Accenture Study

Smart Real-time, insightful

decision making

Everywhere Care everywhere,

always-on wearables

 1 to 1 Targeted patient & provider

engagement

Become a Precision Life Sciences Company

Campaign Data HCP Data

Product Order Data Territory Data

Patient Data Sales Activity Data

Patient-centricity dissolves boundaries

Coordinated care, Personalized Medicine and eHealth and require new and more intense forms of collaboration across corporate boundaries

Coordinated care, Personalized Medicine and eHealth and require new and more intense forms of collaboration across corporate boundaries

HCP Pharma

IntegratedProvider

Per Treatment Push to Market

Therapy Outcome Pull from Patient

Marketing Sales Services

Integrated Commercial

Services

Product Field Force

Service Omni-Channel

Enterprise Silo A

Enterprise Silo B

Enterprise Silo C

Siloed Intra-Enterprise

Collaborative Inter-Company

The Patient Success Platform for Life Sciences A competitive advantage in the way you engage and innovate

Employee Physicians Specialists R&D Patients Partners

Wearables

EMR

Labs

Radiology

Devices

Apps

Connected IT Systems Connected IT Systems

Complete CRM

Trusted Multitenant Cloud

Scalable Metadata Platform

Open Ecosystem

Patient Rounds Clinical Trials KOL Device

Integration Territory

Management Claims Data

Industry Solutions

Clinical Trial Coordination

Care Coordination

HCP Engagement

Patient Services

Analytics Community Marketing Service Sales Apps

Health Cloud

HR Help Desk

Employee Intranet

Recruiting & Onboarding

Performance & Coaching

IT Help Desk / Self-Service Community

Legacy Applications Consolidation

Enterprise Knowledge

Identity Mgmt

Custom Web / Mobile Applications

Business Agility Layer (e.g. Claims, Underwriting, …)

Asset & Facilities Management

Financial Shared Services

M&A Enablement

Early Warning Management

Product Ideas & Innovation

Pre-Production Testing

Warrant Coverage Decisioning

Procurement

Vendor Management

Transportation

Logistics

Contract Management

Budget Management

Contract Management

Pricing

Approvals

Audit Management

Connect Every Department on One Platform

Apps

HR Product Supply Chain IT Finance Ops

Regulatory, Legal & Compliance

Speaker & Event Management

Clinical Order & Fulfillment

Reimbursements & Grants

Clinical Trial

Rich Grogut Director of IT, Emerging Technology

All about

Lilly is a global pharmaceutical company head quartered in Indianapolis with 35,000 employees.

Lilly is centered around 5 Business Units: Oncology, Diabetes, Bio-Medicines, Emerging Markets and Animal Health.

In the beginning…

Why we chose Salesforce/Veeva in 2010

§  In 2010, we started with Veeva CRM on the Salesforce Platform

§  Empowered field-based employees

§  Opened our eyes to the power of the Salesforce Platform

Simplified, standardized application with improved usability, flexibility, and agility

Deliver 90 Countries /

4 BUs

High Run-Rates

(licencing, change, support costs)

6+ Legacy CRM Tools (Reduced from 23 in previous

Siebel systems

Our CRM Journey: What we did… the success in numbers For the first time, the technology promise delivered the results!

•  2.5 years from kick-off to 16,000 users live on Veeva CRM…

•  In 94 countries…

•  In addition a Global Medinfo Call Centre built on Service Cloud…

•  In addition: a completely new Global Master Data platform… and a complete new Global Activity Data Warehouse and Reporting…

Benefits:

25%

45%

3x

85%

15

lower cost vs legacy year on year

less staff footprint

quicker vs legacy

user satisfaction scores and NPS scores 25-100% improvement over legacy systems.

customisations only

The bigger picture

Technology Disruption, an Emerging Threat

Health care is on the verge of a technology transformation,

traditional company’s need to adapt or risk becoming obsolete

User Expectations Changed Our Reality

Users expect instant access, tailored experiences, and apps for everything

Our Challenge

New Commercial Model

Deliver a customer relationship that is on equal terms, enabling personalized content across multiple channels.

Services Beyond the Pill

Providing more than medication, through companion devices and services.

Patient Support Programs

Offering patient services that improve individual outcomes.

Next Generation Development

Accelerating the drug discovery process, reducing lead times for drug discovery.

FORCE.COM l HEROKU ENTERPRISE l THUNDER

Shared Identity & Data Model l APIs l Multi-tenant Cloud l Shield

AppExchange l Trailhead

NEW

NEW

NEW

Success on Salesforce App Cloud

Emerging Technology - The Journey  In March 2014, we created an organization focused on Emerging Technology; scaling Mobile, Social and Cloud Technologies in support of our IT Strategy.

 A service positioning the Salesforce App Cloud as an Enterprise Platform as a Service; enabling App Dev across every value cycle.

MAY  2014  Timeline   JUN  

Process    /  Build  Orchestra<on  

8  weeks  Formalize  Organiza3on  Begin  working  through  ini<al  process  design  and  setup.    

                                                                                   Early  Adopters   Scale  the  Service  

Ci<zen  Developers  

Early  Adopters  Start  Building  Just  6  weeks  aKer  kick  off!    

First  Go  Live  First  applica<ons  go  Live    

JUL   AUG   SEPT   OCT   NOV   DEC   JAN  16   FEB   MAR   APR   MAY   JUN   JUL   AUG   SEPT   OCT   NOV  

GMP  &  Pa<ent  Facing  Org  

Ci3zen  Developer  Org  Live  4  early  adopter  apps  live  in  30  days  

GMP  Org  Go  Live  1ST  GMP  app  target  go-­‐live  in  November  

First production release July 2014 Our Results

 April 2015… •  14 Applications •  Healthy pipeline across all 5 BUs and all

Geographies. •  12,000+ users live •  16+ releases, moved to weekly cadence. •  7 week cycle time from idea to first user. •  Expanded to enable Citizen Developers

 September 2015… •  25 Applications •  Healthy pipeline across all 5 BUs and all

Geographies. •  15,500+ users live •  40+ releases, weekly •  Successfully launched an Early Adopter

program for Citizen Developers – 4 apps live •  Completed a second internal hackathon.

Force.com Key Value Proposition

Marketing

HR

                     

Medical Systems Of Differentiation

CORE  Systems  Of  Record  

Systems Of Innovation

Mobile

Social Online

System Momentum

Supply Chain

Service Cloud

App Exchange

Force.com

Collabora3on:    Informa<on  and  workflow  from  apps  is  aggregated  and  shared  via  ChaHer.  

Back  Office:    Unlock  system  of  record  data  like  SAP  and  SharePoint  to  enable  increased  produc<vity.  

Customer  Engagement:    Integrated  Sales,  Marke<ng  and  Medical.  

Mobile:    Apps  built  in  the  Force.com  pla]orm  are  na<vely  mobile  and  social  for  any  device.  Time  to  Value:    

Rapid  development  through  reuse  and  ability  to  deploy  ready  to  go  “apps”  via  the  AppExchange.  

Innova3on:    Extend  the  pla]orm  through  the  Force.com  API-­‐Centric  Architecture  and  Open  Standards.    

Time  to  Value  Collabora<on  Customer  Engagement  

Mobile  Back  Office  Innova<on  

Value  Proposi3on  

Let's take a look… Mercury Customer Meeting Services  Application to support end to end business process for Customer Meeting Services (Speaker management, Contracting, Payment, Delegate Management)

 Leverages Force.com, SAP, Service Cloud, Heroku, ExactTarget, DocuSign and DrawLoop

Key Value Proposition: §  Customer Engagement – creating a pull

for customers for DocuSign and web services.

§  Mobile: fully mobile responsive

§  Back Office: Integrates with SAP and other systems of record.

Pangaea Collaboration Around Real World Data

 Portal for "Real World Evidence", making research more robust, and more collaborative

 Leveraged Force.com Communities to optimize collaboration around research

Key Value Proposition:

§  Collaboration – creating a collaborative tool to increase productivity, reduce and remove redundant data sets and facilitate RWE projects.

Let's take a look… Safestart Stories Taking Safety Awareness Social

 Leverages Chatter, builds conversations around Safety Stories to drive safe behavior into habits within the manufacturing environment.

 Delivered fully tested application in just weeks, under budget and ahead of schedule.

Key Value Proposition: §  Collaboration – creating a collaborative

tool to drive safe behaviors

§  Mobile – fully mobile responsive across any device

§  Time to Value – delivered MVP in 4 weeks!

Let's take a look… MyBusiness Real Data Insights  Sales Rep focused solution; custom reports provide actionable insights individualized to each member of the sales team  Leverages a custom-built UI to deliver the insights needed in the most clear manner possible

 iPad optimised

Key Value Proposition: §  Time to Value – rapidly create forms in

minutes. Project delivered in 5 weeks!

§  Mobile – fully mobile responsive across any device.

How Did We Get There?

 People are your most important assets

•  Do you have the skills in-house today?

•  Or do you need to buy them?

•  What will the organisation look like?

Process:

  Are you already leveraging SCRUM Agile?

  Do you have Modern App/Dev processes to drive Continuous Integration?

  Are they supported by the right tooling?

Sponsorship is also key

Organisation and People

Sponsorship  Technology  

People   Process  

Emerging  Technology  

Technology: Set Standards - Global Services Org Architecture

Iden3ty  (Ping  Iden3ty,  SailPoint  IIQ)    

Apps  

Reusable  Packages  (AppExchange,  Custom)  

Salesforce1  PlaTorm  (Core)  

Integra3on  Services  (ETL,  ESB,  API)  

Ope

n  AP

Is  

Data  (Structured  and  Unstructured)  

ChaHer  

Experience  (Lightning  UI)  

Archive   Backup  Key:    

Iden3ty  Layer  Experience  Layer  PlaTorm  Layer  Content  Layer  Salesforce1  PlaTorm  Founda3onal  Services  

Iden3ty    

Ping  Iden<ty  SailPoint  IIQ  (SCIM)  

Integra3on  Services    

Informa<ca  ETL  Fuse  ESB  CA  API  Gateway  Salesforce  Lightning  Connect  Heroku  Connect  

Enterprise  App  Development    

Many  applica<ons,  mul<ple  business  func<ons,  sharing  capabili<es.    

Reusable  Components    

AppExchange  Packages  Custom  Packages  

Security  Model    

Pla]orm  Base  Profile  App  Permission  Sets  No  Role  Hierarchy  Group  Sharing  (AD  Sync)    

App  01  

App  02  

App  03  

App  …  

Data  Model    

Shared  and  App  Specific  Namespacing    

Vision

 Business Outcomes:

1.  By making connections between an individual patients condition and their broader life, we can address their unmet needs and inspire better outcomes.

2.  Drive customer engagement; move from multiple channels to multi-channel. Backed up with insight and actionable results.

3.  Enable a set of digital services, that internally engage employees, and optimise productivity. Enabling the vision of “always on, always connected, work anywhere” ethos.

 Technology Enablers:

1.  Deliver a set of technology capabilities that can enable patient engagement, built on a secure, reliable and trusted platform: Force.com (Service, ExactTarget, Heroku).

2.  Enable an integrated set of common technology components and services that are required to drive the digital economy at Lilly.

3.  Leverage a digital blueprint, orchestrated by Enterprise Architecture, to establish and enable a new set of IT services that can “power the business”. Moving Lilly towards the Modern IT Ecosystem.

Vision - Where are we heading?

No Silver Bullet: Digital Reference Architecture

Workplace   Unified  Communica3ons   Network  Produc3vity   Infrastructure  Founda3on  

IT  Automa3on  

Containers  

Source  Code  Management  

Con3nuous  Integra3on  

Security  Scanning  

Automated  Tes3ng  

Monitoring  

Integra3on  Fabric  

Authen3ca3on,  Authoriza3on,  Accoun3ng,  Reconcilia3on  

General  Purpose  Deliver  Content  Manage  Content  Systems  of  Record  

Atomic  Design  

Polyglot  PaaS  

IaaS  

Private  Cloud  

SaaS  Declara3ve  PaaS  

Public  Cloud    

Informa3on  Services  

Polyglot  PaaS  

API  

API  

API  

API  

Applica3on  Lifecycle  

Management  

Discovery  Portal  

Social  Collabora3on  

Reference  Architecture  Documents  

Key:    

Iden3ty  Layer  Experience  Layer  PlaTorm  Layer  Content  Layer  DevOps  Tools  

DevOps  Tools    

Used  to  automate  development,  tes<ng  and  security  and  documenta<on.  

A  blueprint  of  enterprise  capabili<es  that  have  been  specifically  posi3oned  to  align  with  the  IT  Strategy.    

Goals:      Speed  to  business  Value,  enterprise  reuse,  lower  TCO  and  improved  UX.  

Force.com  and  Heroku    

Public  Cloud  App  Pla]orms.  

Key Learnings

5 Key Learnings for Enterprise Transformation

March-­‐May  2014  

July   August   September   October  Timeline   November   December   February   March   April  June   January  2015  

1.  Establish Expectations and Buy in: “enterprise transformation” doesn’t happen over night… set clear

goals, and measure the journey. Be clear on what you can and can’t do. Find those interested in the

bigger picture.

2.  Early Adopters, and Quick Wins: Get moving as quick as possible, don’t build in a vacuum. Look for

Early Adopters that can work with you and celebrate quick wins together as a means to build buy in.

3.  Organizational Change Management is often under estimated. Use a variety of tactics, including

“hackathons” to drive a healthy Citizen Development program.

4.  Clear Architecture and Technology Positioning: Salesforce is one technology, not your only

technology. Leverage a set of principles to ensure a common framework across technologies, reducing

friction and integration cost across the enterprise.

5.  Delivering rapid time to value is not achieved through an immediate “sprint”. Speed up release cycles

over time, build confidence and drive a continuous improvement program.

Best Practices for your enterprise

The journey to a Modern IT Ecosystem

World Class IT A heritage of World Class IT!

Health Care Revolution Technology transformation, coupled with the shifting of user expectation.

Modern IT Ecosystem The Modern IT Ecosystem journey

encompasses technology and culture,.

Technology Strategic Accelerator Positioned as an enabler of new business models

History + Future Learning from our history, define

our future….

Making Life Better

Questions

Thank you