S C P003 Kuruganti 091707

Adoption Strategies for Channel Success

Kurt Shaver, GFI Software

Brett Strauss, Media Defined

Sales: Channel & Partner Management

Safe Harbor Statement

“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.

The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates.

Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

Kurt Shaver

General Manager, Americas

[email protected]

About GFI Software

• INDUSTRY: Hi-Tech (security and messaging software for SMBs)

• EMPLOYEES: 285

• GEOGRAPHY: Global

• # USERS: 50 CRM and 750 PRM (North America rollout)

• PRODUCTS: CRM, PRM and NetExam

• Channel Structure: SMB reseller channel, switched model to

primarily indirect

GFI’s Channel Challenges

Lead distribution to partners involved a combination of Excel

spreadsheets, emails, Post-It notes,…

We could not track sales progress or forecast business

We had limited mindshare with most partners

We had no formal training and certification program

Why we selected Salesforce PRM

Seamless integration with Salesforce CRM

Market leadership and associated development resources

Extended functionality via the AppExchange

Elements to our channel program success

1. Efficiently distribute leads

2. Introduce Deal Registration

3. Track sales cycle and forecast business

4. Leverage portal as a “billboard” for news

5. Deliver integrated training and certification

We focused on five high-value functions

1. Efficiently distribute Leads

• Facts:

• 26,561 Leads distributed YTD 2007

• 3,347 (12.6%) converted to opportunities

• Out-sourced lead qualification

• Benefit – a central, real-time view for:• GFI management (lead quality, rep performance),

• GFI sales reps (focus areas, partner performance)

• Partners (GFI mindshare, wider partner base)

2. Drive higher deal registrations

Submitted since May 151

Qualified since May 97 (64%)

Avg $ of Qualified $7.62K*

* More than double average sale

Slow start, but we tweaked the program to improve performance

3. Better track sales and forecast business

  AmountExpected

RevenueAge

Stage: Qualified an Opportunity - 20% (625 records) $2,396,204.34 $479,240.87 avg 59.245

Stage: Identify Needs & Budget - 40% (206 records) $1,565,892.91 $626,357.16 avg 92.175

Stage: Formal Quotation - 60% (338 records) $1,784,485.05 $1,070,691.03 avg 77.249

Stage: Renewal 75% (4,856 records) $2,649,722.78 $1,987,292.09 avg 47.829

Stage: Commitment to Buy - 90% (187 records) $396,855.09 $357,169.58 avg 62.198

Grand Totals (6,212 records)      

  $8,793,160.17 $4,520,750.73 avg 52.482

First time ever….forecast visibility summary reports

4. Use the portal as the news “Billboard”

“Drip” communications

Promo banners

News and announcements

4. Define clear and concise channel program and process help

Clear communication

Clear help

Leads are qualified

Brett Strauss

President

[email protected]

About Media Defined

• INDUSTRY: Hi-Tech (e-Learning and Management solutions)

• EMPLOYEES: 4,500

• GEOGRAPHY: Global

• # USERS: 585

• PRODUCT(S) USED: AppExchange partner

5. Build a robust training and certification program

Training

courses

Registration

Online delivery

Testing

Certification performance integrated with partner account profiles and incentives

Partner certification tracking

Lead assignment rules tied to certifications

More margin offered to certified partners

Want more information on how you can create killer training and certification solutions for your partners?

Brett Strauss

President

[email protected]

GFI channel program in action

A day in the life….

Elements of our channel program success

1. Efficiently distribute leads

2. Introduce Deal Registration

3. Track sales cycle and forecast business

4. Leverage portal as a “billboard” for news

5. Deliver integrated training and certification

We focused on five high-value functions

Gotchas to Watch Out For

Data entry: Lower your expectations. Partners have their OWN CRM system and do not want to update multiple systems.

CRM and PRM not the same thing: Prior 3rd party integration with Salesforce does not guarantee integration with PRM.

Rotting Leads: We addressed with workflow. 7 days to make contact or lose Lead. 45 days with no activity, lose it.

Train-train-train: You need to constantly reinforce SOPs with Webinars, documentation, CAM calls and visits…

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Kurt Shaver

General Manager, Americas

Brett Strauss

President

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