cloud journey- partner advantage

Salesforce Advantage

An Introduction for Partners

Michael Scherbaummscherbaum@salesforce.com

We Know Who We Are And Where We Came From

1999 2016

But Do Others? A Trivia Question.

“Why can’t enterprise technology be as easy as buying a book

on Amazon.com?”

B2B2C

=

Technology is frictionless.

Customers can focus on their core

business & differentiation.

What Did Marc Really Mean?

Technology should not be hard.Getting customers what they need

when they need it is the most important thing.

Together, We’re Building a Path Forward

2009 • 2010 • 2011 2012 • 2013 • 20142014 • 2015 • 2016

September 2016

2011 • 2012 • 2013 2014 • 2015 • 2016

The world’s most innovative companies

in GDP impact by 2020*

$389B

$2.04B FY17Q2 revenue

24K employees

“Innovator of the Decade”

IDC White Paper, sponsored by Salesforce, "The Salesforce Economy," August 2016

2M jobs created by 2020

We Need to “Show Up” As An Aligned Team

Objectives

Clarity of Cloud Technology View

Convey Simplicity

Deliver Authentically

Partner of Choice for Innovation

Sales people, distribution partners & execution partners reflect who we are every day

Who We Are. What We Do.How We Do It.

So What Are The Things That Never Change?Fundamentals to our point of view that guide strategy & execution

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

To Net it Out:

The secret technology sauce: Our meta-data driven, multi-tenant platform that enables us to run a single code base.

Every employee should be able to explainhow that makes us different and what the value is

for our Customers.

Advantage for Partners:

Have confidence and build credibility with C-Suite to create a vision of what is possible with Salesforce

Salesforce Advantage: 8 Core PrinciplesFundamentals to our point of view that guide strategy & execution

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Let’s Drill into Customer Success

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Our Business Model Depends on Customer Success

recommend Salesforce to others

88%

Subscription Model Puts Customers in Control

will continue to use Salesforce in the future

93%

Let’s Drill into Cloud Leadership

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

270Bcloud computing market

in 2020

$

Cloud RevolutionFastest growing segment of our industry

85%of new apps now developed for the

cloud

70%faster time to market

Today’s IT Reality

7 Versions 10 Patches 9 Options

Today’s IT Reality

Cost | Time | Risk | Resource | Maintenance

315 Combinations

472,500 Combinations

23,625,000 Combinations

9,797,760,000,000 Combinations

117,573,120,000,000,000,000,000 Combinations

14 Quintillion Combinations35 Sextillion Combinations

TOTAL

OPTIONS

PATCHES

VERSIONS

PRODUCT

LAYER

250

5

10

5

Oracle DB

Database

1200

5

10

24

RedHat

OS

1200

10

5

24

vSphere

Virtual

41472

9

72

64

Proliant BL

Server

500

10

5

10

NAS3200

Storage

1500

100

3

5

EMC VNX

Storage

315

9

5

7

Nex 5000

Network

10000

10

200

5

Websphere

Middleware

288

2

12

12

Endpoint

Security

60

3

10

2

Java

Developer

35 Septillion Combinations

1 Octillion Combinations

6 Nonillion Combinations (6x1030)

Complexity Is The Enemy at Salesforce

Which Came First?

Platform App

1

Trust Foundational from The Very Beginning

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Without trust in us as a platform and a partner, we are dead.

Not without pain, effort, and constant vigilance…World’s Most Trusted Enterprise Cloud

Performance at ScaleTrusted Security Always On Availability Global Data Centers

99.98%Availability FY15

4.78BDaily Transactions

79%YoY Transaction Growth

11Global Data Centers

Trust: Our Highest Value

trust.salesforce.com Transactions Per Quarter Average Page Time

trust.salesforce.com

234B Transactions in Q2FY1679% YOY Growth (Q2FY15-Q2FY16)

208ms Latency in Q2FY164% Lower (Reduction) YoY

API

Web

Global Enterprise Cloud Data Centers

San Jose (SJL)

SF Dev (SFM) Chicago (CHI)

Washington DC (WAS)

Ashburn (ASG)

London (LON)

Frankfurt (FRF)

Paris (PAR)

Tokyo (TYO)

Phoenix (PHX) Dallas (DAL)

Multitenancy Ensures Every Tenant the Highest Security

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Multitenancy Is the Foundation of True Cloud

Our unwillingness to compromise on this point of

view has been our single best & hardest decision…

Multitenancy Is the Foundation of True Cloud

Comes back to “complexity is the enemy”.

Simplicity is hard, but it is our job to do hard things

well.

Why Should Anyone Care about Metadata?

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

If There’s A Secret Sauce…

What is Our Secret Sauce?

Metadata-driven Multitenancy

Architecture

+

Multitenancy & Metadata Enable 3 Major Releases Per YearSeamless, automatic upgrades for customers. No customizations break.

48 Major releases delivered

Automatic Updates Customization & integration

Features sourced by customer community

How Would You Explain Metadata?

Concepts that matter most:- Configuration vs. Customization- APIs make the magic happen- Upgrades are awesome!

Which Is What Brings Us to Fast App Development…

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Our Platform Strategy Has Set Us ApartFORRESTER:

Enterprise Public Cloud Platforms for Rapid Developers

GARTNER: Enterprise Application

Platform-as-a-Service Vendors

Fast App Dev & Customization

Salesforce

Other PlatformsNetwork

Configuration

Infrastructure Services

Complex Code

Security Controls

AuditingUser Experience

App Servers

Mobile

Metadata Highway

So you can focus on building experiences people love

The Open Ecosystem Has a Multiplier Effect

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

You Are An Integral Part of Our Success Ecosystem

Build with the #1 App EcosystemAn ecosystem of apps, components, and consultants people love

88%

Fortune 100 Use AppExchange Apps

Apps for everyone

Over 3,000 apps for every department and any industry

Apps pre-integrated to extend Salesforce

Lightning, Wave, Marketing Cloud, and Community Cloud

Components to build faster

300+ components to customize pages and build apps

Trusted and secure

4M+ installs and over 60,000 peer reviews

Complete CRM Brings Us Full Circle

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Complete CRM Is Like The Millennium Falcon

Instead of selling the parts

Sell the vision of how it all comes together

Customer Success

Trusted Cloud

Cloud Leader

Multi-tenant Platform

Metadata-driven Platform

Fast App Dev & Customization

Open Ecosystem

Complete CRM

Complete CRM Is Unique to Every Customer’s Definition of Success

Customer Success

Trusted Cloud

Cloud Leader

Multitenant Platform

Metadata Platform

Fast App Development

Open Ecosystem

Complete CRM

Let’s Bring It All Back TogetherCan You Map the 8 Core Principles to the Marketecture?

White boarding Example

CAN YOU DO IT?