ISV Partner Benefits Marketing Benefits by Tier

 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, risks associated with 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 quarter. This document and others are available on the SEC Filings section of the Investor Information section of our Web site.

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Safe Harbor*

*also review your Partner Non-Disclosure Agreement (NDA)

John Richter Director, Partner Community Salesforce Partner Program @partnerforce

Overview

Partner Community  Your one-stop shop for information, education, & collaboration

http://p.force.com/isvprogram

•  New ISV program details

•  App Academy program training for all ISVs

•  Collaborate with program staff & other partners

•  Partner Roadmap Webinar Replay – July 9

•  All ISV Benefit Webinars

•  Office Hours

•  New resources

•  Support

6/16

Program Announcement

Partner Community Resources http://p.force.com/isvprogram

Timeline for New ISV Program

New ISV Program Go-Live

8/1

Initial Partner Tiering Completed

Partner Forum (NYC) Onsite ISV Program

Office Hours

June July August September-October

7/1

Partner Community Office Hours (9am PT)

7/9

Partner Roadmap Webinar: New ISV Partner Program

Partner Newsflash

6/11

Partner Quarterly Update Webinar w/

Tyler Prince

The Salesforce Partner Program  World’s Leading Cloud Partner Program

ISVs

Consulting Partners

Resellers

Digital Agencies

Partner Community

Partner Operations

Partner Marketing

Partner Development

Salesforce Partner Program Tiers Taking success to the next level*

*See Partner Community for terms & conditions.

•  Performance-based criteria

•  ISV & SI Partners

•  Program requirements

•  Benefits by tier

•  Clear path for advancement

Salesforce Partner Program Tiers Performance-based criteria*

Registered SI – PVS < 250 points + fee Registered ISV: ACV < $30K

Silver SI: PVS = 250 – 449 + fee Silver ISV: ACV = $30K - $199K

Gold SI: PVS = 450 – 699 + fee Gold ISV: ACV = $200K - $999K

Platinum SI: PVS = 700 – 1000 + fee Platinum ISV: ACV > $1M

*PVS = Partner Value Score, ACV = Annual Contract Value. See Partner Community for terms & conditions.

Free* Registered Silver Gold Platinum Minimum ACV

Attainment None None $30K $200K $1M+

Technology Access

Technical Enablement Self-Service

Pre-Sales Webinars

Office Hours

Pre-Sales Post-Sales Webinars

Office Hours

Pre-Sales Post-Sales Webinars

Office Hours

Pre-Sales Post-Sales Webinars

Office Hours

Marketing AppExchange Listing

Webinars Office Hours

Access to AMP AppExchange Listing

Webinars

Office Hours Access to AMP

AppExchange Listing

Webinars

Office Hours Access to AMP

AppExchange Listing

PR Promotion, Designated Mktg Support, Webinars, Office Hours,

Access to AMP, AppExchange Listing

Go-To-Market Resources Self-Service Limited PAM Support Full PAM Support

Partner Success Support Business Reviews

Full PAM Support Partner

AE Promotion Partner Success Support

Business Reviews Full PAM Support

Additional Paid Features: Designated Tech Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager

Salesforce Partner Program for ISV Partners Delivering Benefits at All Levels

*Free partners not subject to 25% PNR

Becky de Loryn Director, Partner Marketing salesforce.com

Vision Deck ISV & GTM Alliances Partner Marketing

Trusted Cloud: Transparency and trust in everything we do.

 Cloud Leader: Pioneers, evangelists and catalyst for change.

 Multi-tenant: Build to the Gold Standard, but democratize innovation.

 Open Ecosystem: Extend solutions with apps for just about any business need.

 Complete CRM: Customer at the center of all Clouds drives richer engagement.

Scalable, Metadata-driven platform: Three upgrades per year never break customizations.

 Fast App Dev & Customization: Clicks-not-code allow anyone to build apps.

 Customer Success: We are completely invested in our customers’ success.

8 CORE PRINCIPLES OF THE SALESFORCE ADVANTAGE.

 Our lucky co-marketing crew, here for you:

TBD

Strategic ISV Co-marketing

Amanda Nelson

AppExchange Content & Community

Clayelle Wolf

Strategic ISV Co-marketing

Tori Jensen

AppExchange Media & Analytics

Latrice Barnett

AppExchange Marketing Program

Kat An

Partner Product Marketing

Becky de Loryn

ISV & GTM Co-marketing

 Our extended team of excellent marketers

Josie Chiles

AppExchange Product Marketing

Marcio Garcia

ACD Platform Partner Marketing

Christine Lee

AppExchange Product Marketing

Devon Fenimore

AMP/AppExchange Designer

Rebecca Brown

AMP/AppExchange Writer

Jim Sinai

Platform Product Marketing

 All our favorite words start with co

 community

 All our favorite words start with co

 collaborate

 All our favorite words start with co

 compass

 All our favorite words start with co

 coach

 But our world revolves around this C word

 customer

ISV Partner Co-Marketing Vision

Vision Make it impossible to ignore the impact that ISV partner apps have on delivering world-changing customer success and helping Salesforce dominate the industry. Mobilize an army of the best marketers in technology – within Salesforce and the broader partner community – to create a new standard for customer-first, community-driven marketing. Be the center of excellence for understanding, using, and marketing business apps.

Values Customer-first

Community

Persistence

 But we’re here today to talk about

 you

Marketing Insights & Access for All Types of Partners

AppExchange Listing

AppExchange Listing Analytics

Access to the Partner Community

Partner Marketing Power Hours

Eligibility for AppExchange Marketing Program (AMP)*

Online Demo Jam Participation

App Factor Customer Story

Designated Partner Marketing Contact

Consideration for Platinum+ Dreamforce Sponsorship levels

Prioritized PR Approvals

Gold Platinum Silver Registered Free

* Rev share agreement required

AppExchange Listing in a Thriving Marketplace

Partner Community Access: Marketing Resources

Marketing Resources •  Branding guidelines •  PR Guidelines •  Best Practices •  Sponsorships

542 members today. Personal goal = 1600 by Jan 31 ->p.force.com/marketing

Partner Community Access: Partner Marketing Group

Partner Marketing Group •  Ask us questions •  Engage with peers •  Share best practices & challenges

542 members today. Personal goal = 1600 by Jan 31 ->p.force.com/signup

Partner Marketing Power Hour

Live webcasts every Wednesday at 9am •  20-30 minute expert insights •  AppExchange listing reviews •  Open Q&A

Incredible Insights on Demand •  20 archived sessions with Salesforce

and ecosystem marketing experts

We’ll be back in October! ->p.force.com/powerhour

AppExchange Marketing Program

Turnkey Co-marketing Packages •  Promotion opportunities •  Social & content •  Influencer engagement Amazing Results & Reach •  40%+ Average lift in lead activity •  84 million media impressions •  21 blog posts with 5K+ shares •  9 videos with 10K+ average views * Revenue sharing partners only * Requirements vary by package

->p.force.com/amp

Online Demo Jam Overview What do you get when you combine the Salesforce Community, high-octane demo jams, and a dash of unpredictable fun? A spirited and fun new format to showcase your app and drive awareness! Now happening monthly.

Benefits •  Show off your coolest use case or most exciting new developments to

a live audience of 100+ attendees in a 3-minute speed demo. •  Build a great relationship with your demo coach, a Salesforce MVP or

User Group leader who will help you refine and practice your demo storyline.

•  Enjoy ongoing social exposure because we record, post and promote video from each event.

Availability •  Max of 7 partners per monthly event. •  Max of 1 direct competitor per event. •  Available only to Gold+ ISV Partners.

Full event video

App Factor Customer Story Overview Customer success is the language of Salesforce, and apps from the AppExchange are a major factor in many Salesforce customer success stories – across all types of industries, companies, and departments. We’re going to trumpet that fact loudly and frequently via the all new App Factor story collection. We will produce and promote 1-2 stories per week starting in October 2015. Benefits •  The AMP team will interview the marquis customer of your choice.

You secure the customer and make an intro. We will take it from there.

•  We will create an App Factor Customer Story slide with highlights of how the customers’ success amplified with your app (new, branded template in the works).

•  Once the story is ready to publish, we will share it on all relevant internal and external social channels, including a SlideShare collection and blogs to feature collections of stories with similar impact.

Availability •  This benefit is only available to Gold and above ISV partners. •  We will reach out to each partner individually regarding schedule, in

order of priority determined by ISV management.

Come See Us at Dreamforce

4 Partner Marketing Sessions •  9 marketers •  Broad perspective on marketing

with Salesforce

AMP Office Hours •  Meet Latrice & the AMP team to

learn more about current packages and influence our FY17 roadmap.

Bit.ly/AMPatDF15

Questions

Partner Community  Your one-stop shop for information, education, & collaboration

http://p.force.com/isvprogram

•  New ISV program details

•  App Academy program training for all ISVs

•  Collaborate with program staff & other partners

•  Partner Roadmap Webinar Replay – July 9

•  All ISV Benefit Webinars

•  Office Hours

•  New resources

•  Support

DF15 Partner Zone Guide

http://p.force.com/DF15

Ø  Agenda Builder Instructions

Ø  ISV, SI, & Marketing Cloud Sessions

Ø  Partner Meetups

Ø  Other Track Recommendations

Ø  AppBash Party Details

Ø  Partner Zone Features

Ø  Replay Guide after Dreamforce

Ø  New Updates, Keep Checking!

New ISV Partner Benefits (Summer Series) Deep Dive on Partner Benefits

•  Development Benefits (July 29)

•  Go-To-Market Benefits (August 12)

•  Marketing Benefits (August 26)

•  Technical Benefits (September 9)

http://p.force.com/calendar

Thank you