Organizations are using IoT to transform both internal- and customer-facing processes. However, it is difficult to add significant value without business intelligence, contextualization, and a platform that is accessible to business users. Salesforce IoT and AWS IoT enable you to securely connect a network of devices to your CRM to automate smart actions based on specific events. Easily build orchestrations using clicks, not code.

1. Monetizing IoT
Translating the Promise of the Internet of Things (IoT) into
Business Value & Customer Success
 Mark Relph
– Head of Global Business Development for IoT, AWS
 Lindsey Irvine
– VP, Go-To-Market for IoT, Salesforce

2. Mechanical Connected Coordinated Digital
The IoT Digital Transformation Journey

3. The Promise of IoT

4. Nobody buys “IoT”

5. IoT Solutions are Complex

6. Four major challenges in IoT we are solving
IoT data lacks
customer
context
No easy way to
connect your IoT
data to CRM
High degree
of technical
complexity
Coordinating
data sources
at scale

7. Introducing AWS IoT & Salesforce IoT
The combined expertise of industry leaders brought together to help
you realize the value from Internet of Things
+

8. Securely Connect Devices to AWS with AWS IoT:
Things Cloud Intelligence
AWS IoT
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9. Securely connect
devices to AWS and
other devices at scale
Route, process and
act upon data from
these devices
Enable applications to
interact with devices
even when they are
offline
Fully integrate with
other AWS service to reason
on top of the data
(Analytics, Databases, AI, etc.)
The AWS IoT platform that enables you to:

10. Physics ComplianceEconomics
Value of Processing Data at the Source

11. Moving to the Edge

12. Benefits
Respond quickly
to local events
Local Lambda
Runtime
Operate
offline
AWS-grade
security
AWS Greengrass
Reduce the cost of
IoT applications

13. How do you connect your IoT
Data to your CRM to create
engaging customer
experiences?

14. Unlock Your IoT Data with Salesforce IoT
Connect your IoT Data to your Customer Relationship Management (CRM)

15.  Customer Context
Enrich IoT data with context about your
customer to drive the right action at the
right time
 Low Code Orchestration
Build, test and deploy customer focused
IoT solutions in days, not months
 Proactive Customer Engagement
Turn IoT data into automated actions in
Salesforce, to move from reactive to
proactive customer experiences
Salesforce IoT: The Power of CRM across Every
Connected Device

16. How Salesforce IoT Works
Context
IoT Data
Created by your
Network of
Connected
Devices
Context
CRM data about
the Customer using
your connected
products
Actions

17. Make every employee an IoT Trailblazer
Using the full power of the Salesforce platform
 Compose Smart Logic
Familiar Salesforce UI makes creating IoT
rules and complex, state based logic simple
 Automate actions across Salesforce
Link IoT data to your existing business
applications with clicks not code, and
automatically drive action into any Salesforce
application
 Rapidly test, learn, launch and adjust
Easily modify your business rules and IoT
orchestrations based on customer feedback
and changing business priorities

18.  Proactive Service
Proactively monitor and maintain your products, and
automatically deliver proactive service before an
error occurs
 Proactive Sales
Discover new sales opportunities based on real-time
device data
 Proactive Customer Engagement
Develop new revenue streams and business models
that wrap your products with meaningful customer
services
Deliver Personalized, Connected Customer Experiences
Transform customer experiences
Move From Reactive To
Proactive Engagements

19. Device Management Customer Experience
AWS IoT Salesforce IoT
Connected
Gateways
Connected
Objects
Web Clients Device
Gateway
Communicate
with Devices
Transform
and Route
Rules Engine
Connected
Things
Enrich IoT data
with customer
context
Customer Context
Orchestrations
State based
Orchestration
Engine translates
business goals
into action
Connect with all
Salesforce Clouds
3rd Party Public APIs
 Service
 Field Service
 Sales
 Marketing
Event Data Event + Customer
Context
ACTION
AWS IoT
AWS IoT + Salesforce IoT
Simplified Architecture

20. Salesforce IoT Capabilities
 Enrich IoT data with customer context
to drive the right action at the right time
 Build, test and deploy customer
focused IoT solutions in days, not
months
 Turn IoT data into automated actions in
Salesforce
AWS IoT Capabilities
AWS IoT + Salesforce IoT
 Connect, manage, and operate large
fleets of devices for an application
 Securely share IoT data with other AWS
services and Salesforce Clouds
 Support billions of devices and trillions
of messages

21. Customer Success in IoT Today

22. Customer Success Story: Enel
 Leading integrated electricity and gas
operator
 62,000+ employees
 Operates in ~30 countries
 Only utility listed in the Fortune 2017
Change the World list

23. Customer Success Story: Enel

24. Customer Success Story: Wärtsilä
 Marine engine manufacturing and
services
 18,000+ employees
 Present in 70 countries

25. Wärtsilä needed to predict, with a
high degree of accuracy, when the
marine engines they manufacture
require service. Understanding and
accurately predicting the service
schedule is vital for Wärtsilä to
increase their service and parts
revenue because customers can opt
to use other parts manufacturers and
service companies if an engine
requires service prior to Wärtsilä
knowing about it.
Customer Success Story: Wärtsilä

26. Q&A
 Mark Relph
– Head of Global Business Development for IoT, AWS
 Lindsey Irvine
– VP, Go-To-Market for IoT, Salesforce

27. Get started
 Learn More on Salesforce IoT + AWS IoT
– aws.amazon.com/featured-partners/Salesforce
 AWS IoT
– aws.amazon.com/iot-platform
 Salesforce IoT
– salesforce.com/products/iot-cloud/overview
 Dreamforce 2017: Salesforce IoT + AWS IoT
– success.salesforce.com/sessions

28. Thank you