Presentation from the analyst day at Dreamforce 2013

1. The $10 Billion Playbook
Graham Smith, CFO
David Havlek, SVP, Finance
November 19, 2013

2. Safe Harbor
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 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.

3. The Internet of Customers
Connected
Customers
Connected
Partners
Connected
Products Connected
Devices
cloudsocial mobile
Connected
Employees

4. The Age of the Customer
1900 1960 1990 2010
Age of manufacturing Age of distribution Age of information Age of the customer
Mass manufacturing
makes industrial
powerhouses
successful
Global connections
and transportation
systems make
distribution key
Connected PCs and
supply chains mean
those that control
Information dominate
Empowered buyers
demand a new level of
customer obsession

Source: Forrester Research, Inc.; Competitive Strategy in The Age Of The Customer, October 10, 2013

5. David Havlek
SVP, Finance
Financial Update

6. The First Cloud Computing Company to Deliver a $1 Billion Quarter. . .
Q113 Q213 Q313 Q413 Q114 Q214 Q314
$695
$732
$788
$835
$893
$957
$1,076
$ millions
36%
Q3’14
growth y/y
37%
Q3’14 CC
growth y/y
$81M
Q3’14 contribution
from ET

7. Americas Remains the Dominant Geography
Note: Percentages represent FY’14 YTD constant currency revenue growth. Dollars represent FY’14 YTD revenue by region.
EMEA
+37%
$531M
APAC
+18%
$315M
Americas
+35%
$2.1B

8. Transactions Growth Outpaces Revenue Growth
47%
Q3’14 growth
y/y
99.9%
average availability
in Q3’14
>40%
of transactions are
from API callsQ411 Q412 Q413 Q314
100
0
Transaction volume
in billions

9. Greater Customization Leads to Greater Usage
FY09 FY10 FY11 FY12 FY13 FY14 YTD
Standard Objects Custom Objects
1/4
2/3
Proportion of custom
objects to total objects 64%
total object count
growth y/y
Our Innovation
Our Customers’
Innovation

10. Note: Chart reflects dollar attrition as a percentage of revenue when compared to the year-ago period for Sales Cloud, Service Cloud
and the Force.com Platform.
Q411 Q412 Q413 Q314
Usage and Customization Drive Declining Attrition
17
straight quarters
of decline
<1/2
Enterprise attrition
compared to
Commercial attrition
20%
10%
0%

11. -$1
$0
$1
$2
$3
FY11 FY12 FY13 YTD FY14
Customer Base Supports Continued Revenue Growth
Ratio of Average Annual Attrition to Add-On/Upgrade Sales
Note: Excludes Renewal Business.
For every $1 of attrition, we add
more than $2 of new business
from our existing customers
$1 of Attrition

12. Strong Growth in Deferred Revenue Continues. . .
$ millions
Q113 Q213 Q313 Q413 Q114 Q214 Q314
$1,335 $1,337 $1,292
$1,863
$1,733
$1,746 $1,670
$44
$65
$1,790
34%
Q3’14
growth y/y
34%
Q3’14 CC
growth y/y
ExactTarget deferred revenue
$1,735

13. …and Shift to Annual Invoicing Continues
Note: Annual invoicing dollars as a percent of total invoicing dollars, excluding Heroku and ExactTarget Marketing Cloud.
Q112 Q113 Q114 Q212 Q213 Q214 Q312 Q313 Q314
57%
63%
68%
56%
64%
69%
57%
65%
72%
7 point
improvement
Q3’14 y/y

14. Off-Balance Sheet Backlog Evidence of Increasing Strategic Role
Note: Backlog represents approximate balance of business that is contracted but not invoiced, rounded down to nearest $100M.
1. Represents total booked business on- and off-balance sheet.
Q113 Q213 Q313 Q413 Q114 Q214 Q314
$2.7
$2.8
$3.0
$3.5
$3.6
$3.8
$4.2
$ billions
~40%
Q3’14
growth y/y
>24mo
avg. contract
length
~$6B
Q3’14
booked business1

15. Non-GAAP Margins Reflect Growth Investment Choices
75%
80%
85%
90%
FY10 FY11 FY12 FY13 FY14 YTD
0%
5%
10%
15%
FY10 FY11 FY12 FY13 FY14 YTD
• M&A
• Oracle Agreement
• Services Mix
• Hiring
• M&A
• Events
CRM Total
Sub & Support
Note: Non-GAAP measures exclude the effects of stock-based compensation, amortization of purchased intangibles, and
net non-cash interest expense. A complete reconciliation of GAAP to non-GAAP measures can be found at www.salesforce.com/investor.
80.0%
FY’14 YTD gross
margin
9.7%
FY’14 YTD
operating margin
Gross Margin Operating Margin

16. Employee Base has Doubled Since FY11
FY10 FY11 FY12 FY13 Q314
3,969
5,306
7,785
9,801
12,770 37%
Q3’14
y/y growth
~2,100
from acquisitions
YTD
Full-time employee
headcount

17. Real Estate Remains Largest Single CapEx Category
$45
$ millions
$29
$51 $51 $54
$103
$73
1. Includes data centers, hardware, internally developed software, ExactTarget, IP licensing and other capital expenditures.
CapEx Drivers
• Real estate
• Cap. software
• Datacenters
Q113 Q213 Q313 Q413 Q114 Q214 Q314
Real Estate Other1

18. Strong Operating Cash Flow Growth with Consistent Yield
1. Estimated FY’14 impact to operating cash flow from the acquisition of ExactTarget as of June 4, 2013.
FY10 FY11 FY12 FY13 YTD FY14
YTD OCF Q3 YTD CapEx % of Revenue
$ millions
Q3 YTD OCF Yield
$271
$459
$592 $604
$737
33%
growth ytd
y/y
19%
24%
21% 21% 21%
5% 5%
7%
6%
8%
Q4 OCF
Low-teens
percentage growth
FY’14 OCF guide
~$80M
FY’14 OCF impact
from ExactTarget1

19. Operating Model
Framework

20. Revenue Growth is Our Priority
1. Op. Margin is non-GAAP. Non-GAAP measures exclude the effects of stock-based compensation, amortization of purchased
intangibles, and net non-cash interest expense.
Note: Framework does not take into consideration the impact from potential future acquisitions.
High Growth
Top Line
Priority
>30%
Revenue Growth
Flat to Up Slightly
Op. Margin1
OCF Growth <
Revenue Growth
Growth
Top & Bottom Line
Priority
20%-30%
Revenue Growth
+100-300bps
Op. Margin1
OCF Growth ~
Revenue Growth
Low Growth
Bottom Line
Priority
<20%
Revenue Growth
+200-400bps
Op. Margin1
OCF Growth >
Revenue Growth
Mid-30%
op margin
at maturity

21. Fastest Growing Enterprise Software Company
Growth has always
been our top priority
. . .and it shows
Note: Represents Top 20 largest
enterprise software companies by
revenue. Growth rates based on
analyst consensus.

22. Now the Eighth Largest Enterprise Software Company
But we have much
larger ambitions,
and scale matters
Note: Represents Top 20 largest
enterprise software companies by
revenue. Revenue estimates based
on analyst consensus.

23. We Are Defining an Industry
Largest enterprise
software companies
characterized by:
 Platform standard
 Best-in-class apps
 Broad ecosystem
Note: Represents Top 20 largest
enterprise software companies by
revenue. Revenue estimates based
on analyst consensus.

24. Graham Smith
CFO
The $10 Billion Playbook

25. Investing For Continued Growth
TechnologyMarkets Distribution

26. ERP: $36.8BCRM: $22.1B
The Enterprise Software Landscape in 2013
BI: $22.7B
HCM
$2.9B
6.9%
IT Helpdsk
$1.5B
6.2%
Finance
Mgmt
$10.7B
7.2%
SCM
$9.2B
10.4%
HRMS
$4.3B
6.9%
Travel Exp
Mgmt
$0.7B
6.9%
Asset
Mgmt
$1.5B
6.7%
Manufg /
Ops
$6.0B
7.6%
Analytic
Apps
$5.1B
8.7%
BI Tools
$9.0B
6.5%
Sales
$5.5B
14.2%
Service
$7.5B
12.8%
Marketing
$4.4B
21.0%
E-comm
$3.5B
13.2%
Collaboration:
$8.5B
Platform:
$21.1B
Web Conferencing
$2.3B
10.4%
Enterprise Content Mgmt
$5.0B
10.5%
App Development / Deployment
$17.0B
7.8%
Account & Contact Data $1.2B / 4.9%
Data Integration & Quality
$4.1B
10.5%
DBMS –
Relational
$8.6B
7.2%
Current TAM Emerging TAMTAM (2013)$xxB Not Addressed
CAGR (’13-’17)xx%
Team Collaboration
$1.2B
14.7%
Market Market or Submarket
Source: Gartner, Inc., Enterprise Software Markets,
Worldwide 2010-2017, 3Q13 Update 9.16.13.

27. Our TAM Continues to Grow
Source: TAM includes Sales, Service, Marketing, Platform, Chatter, Data.com and Work.com. Market size data is sourced
from Gartner, Inc., Enterprise Software Markets, Worldwide, 2010-2017, 3Q13 Update 9.16.13.
$58B
2017 estimate in
2013
$40B
2017 estimate
in 2012
14%
#1 CRM market
share in 20122013 2014 2015 2016 2017
$30
$32
$34
$37
$40
$37
$41
$46
$52
$58
2012 TAM 2013 TAM
Salesforce.com
Total Addressable Market

28. Marketing Automation

29. ExactTarget Expands Salesforce TAM. . .
ERP: $36.8B
HCM
$2.9B
6.9%
IT Hlpdsk
$1.5B
6.2%
Finance
Mgmt
$10.7B
7.2%
SCM
$9.2B
10.4%
HRMS
$4.3B
6.9%
Travel Exp
Mgmt
$0.7B
6.9%
Asset
Mgmt
$1.5B
6.7%
Manufg /
Ops
$6.0B
7.6%
Collaboration:
$8.5B
Platform:
$21.1B
Web Conferencing
$2.3B
10.4%
Enterprise Content Mgmt
$5.0B
10.5%
App Development / Deployment
$17.0B
7.8%
Data Integration & Quality
$4.1B
10.5%
Team Collaboration
$1.2B
14.7%
BI: $22.7B
BI Tools
$9.0B
6.5%
DBMS –
Relational
$8.6B
7.2%
Analytic
Apps
$5.1B
8.7%
CRM: $22.1B
Sales
$5.5B
14.2%
Service
$7.5B
12.8%
Mktg
$4.4B
21.0%
E-comm
$3.5B
13.2%
Account & Contact Data $1.2B / 4.9%

30. . . .and Marketing Automation is the Fastest Growing Segment
20%
of 2013 CRM
market
>2x
market size
by 2017
2013 2014 2015 2016 2017
$3.4
$3.8
$4.2
$4.7
$5.2
$4.4
$5.3
$6.5
$7.8
$9.5
2012 TAM 2013 TAM
Salesforce ExactTarget Marketing Cloud
Total Addressable Market
Source: Gartner, Inc., Enterprise Software Markets, Worldwide, 2010-2017, 3Q13 Update 9.16.13.

31. Every Consumer is Now a Customer. . .
Connected
Customers
Connected
Employees
Web Stadium Store Community
Connected
Partners
EmailSocialMobileProduct
Connected
Experiences

32. 5 Billion
Smartphones
by 2017
Your Bank
. . .and They Are Always Connected

33. ExactTarget: Early Success Leveraging Salesforce Distribution
>60%
of total opportunities
from lead pass are
net-new
>50
deals closed from
lead pass to date
Net-New ExactTarget Customer
Net-New Salesforce &
ExactTarget Customer
Net-New ExactTarget Customer

34. Pardot: Early Success Leveraging Sales Cloud and Distribution
~60%
of total opportunities
from lead pass are
net-new
>80
deals closed from
lead pass to date
Net-New Pardot customers
since acquisition

36. Every App Needs to be Connected
1. Source: 2013 State of the CIO Survey; CIO Magazine, January 2013
Complexity Dev. Costs Security Maintainence
65% 65% 63%
48%
CIOs’ Mobility Challenges2
#1
priority of mobility
in CIO survey1
2. Vanson Bourne for Mobile Helix: Survey of 300 UK and US CIOs at firms over 1001 employees; August 2013.
Source: eWeek, Mobile Application Deployment Hampered by Cost, Security Concerns; Nathan Eddy, 08.01.2013
Best in class apps
connected through APIs

37. Sales Service Marketing AppExchange
Cloud . Social . Mobile . Connected
1 Platform
for connecting the next
generation of devices, apps,
and customers
Introducing the Salesforce1 Platform

38. We Built Salesforce1 With an API First Approach
Metadata & UI APIs
Organize Salesforce
data, UI & layouts
Data APIs
Query core CRM
object data
APIs Data in / Data out
10X
increase in API
functionality
230+
calls, services
and methods
+100
core developers
to build S1

39. Salesforce1 is THE Next Generation Customer Platform
Build Apps, Connect Devices
New Salesforce1 APIs
Unify Your Salesforce Experience
New Salesforce1 App
Connect Every Customer 1:1
New Customer Engagement Engine

40. 10%
12%
14%
Q113 Q213 Q313 Q413 Q114 Q214 Q314
Salesforce1 and ExactTarget Drive R&D Investment
35%
R&D headcount
growth y/y
Note: Non-GAAP measures exclude the effects of stock-based compensation, amortization of purchased intangibles, and net non-cash
interest expense. A complete reconciliation of GAAP to non-GAAP measures can be found as www.salesforce.com/investor.
Non-GAAP R&D Expense
as a % of Revenue

42. Proven Enterprise Success with Large Untapped Opportunity
1.Based on Fortune Magazine’s annual ranking of the top 500 corporations worldwide, measured by revenue.
~50%
Global 5001 pay us
$0 a year
<700
Customers pay us
>$1 million a year

43. Proven Distribution Leadership
President and Vice
Chairman
President, Global
Enterprise Sales
EVP, Worldwide
Alliances & Channels
EVP, Industries
Keith Block
Tony Fernicola Tyler Prince
EVP, Commercial Sales
Brian Millham Vivek Kundra

44. Industry Strategy: Speak Our Customers’ Language
Public Sector
Rapid
Response 311
Mobile
Communities
Financial Services
Capital
Markets
Retail
Banking
Healthcare
Healthcare
Providers
Medical
Devices
Automotive Retail Communication/Media
Connected
Cars
Dealer
Communities
Customer
Networks
Clienteling
Applications
Agent
Console
Ad
Management

45. SIs Accelerate Vertical Penetration
“This year, salesforce.com
will overtake Oracle Siebel
as the most deployed CRM
application by large
consultants and SIs.“
– Gartner2
5x
increase in certifications
over 3 years
~200%-400%
y/y growth in bookings, pipeline and
trained resources for SI partners
~$5.2B
IT service market for SIs related to
salesforce.com solutions1
1. Gartner Competitive Landscape
2. Gartner: CRM Applications Deployed by Consultancies

46. ISVs Extend Vertical Solutions
Healthcare &
Life Sciences
+80%1
Mfg &
Supply Chain
+228%1
Public
Sector
+122%1
Financial
Services
+109%1
900 ISVs
>2,000 Apps
>2,000,000 Installs
1. Percentages represent growth in number of apps during FY13.

47. ISVs Extend Horizontal Reach
900 ISVs
>2,000 Apps
>2,000,000 Installs

48. ISVs Building Revenue Momentum
>125ISVs paying >$100k
annually
15
2 yrsTime from launch to
$100K
3 yrs
>15ISVs paying >$1M
annually
1
900Signed ISV
partners 200
>20KNet-new deals
closed by ISVs
7K
FY12
FY14 YTD

49. $1 Billion Quarter on Way to $10 Billion Decade
Q405 Q406 Q407 Q408 Q409 Q410 Q411 Q412 Q413 Q314
Quarterly Revenue
$35m
$1.08b

50. Investing for Continued Growth
Innovation
Secures our future
Speeds up innovation
Depth
Focus on solutions
Enterprise penetration
Breadth
Expands opportunity
Increases customer value