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1. Sales Wave Partner Update
October 19, 2015
Tim Short
Wave Market Development

2. 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
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Safe Harbor

3. Agenda
Today’s topics
● Update on Wave application strategy
● Update on Sales Wave GA release
● Demonstration of Sales Wave
● Sales Wave deployment process
● Review engagement opportunities for partners

4. Action
Data-driven actions
where you work
InsightData
Any data, from any source Instant answers on any
device
Wave Analytics
Actionable analytics for every Salesforce customer

5. Wave Application Ecosystem
Partner developed applications
Best Practices
Industry Expertise
Accelerators
External Data
Source Expertise

6. InsightData Action
NEW
Wave Analytics Platform Wave Analytics Apps
Actionable Analytics for Salesforce Customers
A new wave of analytics

7. Will I hit quota?
When?
What is in my pipeline?
What changed?
Who are top
performers?
Which deals
should I accelerate?
Drive Sales Performance
Coach Your Sales Team
Manage Your Pipeline
Sales Leaders Need Fast Answers to Take Action
Actionable analytics for every Salesforce customer

8. 61%
rely on others to build,
deliver and generate
reports
Slow
Response Time
Outdated
Spreadsheets
Fragmented
Tools
But Answers Are Stuck in Legacy Processes
Actionable analytics for every Salesforce customer

9. Best Practice Templates & KPIs
Dashboards automatically populated
with Sales Cloud data, embedded anywhere
Pipeline Trending
Historical analysis to track pipeline
movement & changes
Instant Actionability, Native Integration
Collaborate, create and update Sales Cloud
records, from the point of insight
NEW
Mobil Embedde CollaboratioDashboard NativActionSelf- TrendinTemplate
Introducing Sales Wave
Actionable analytics for every Salesforce customer

10. Create and edit objects and records within Wave
Share dashboards and collaborate with insight
Native Salesforce integration, security & permissions
Take Action from the Point of Insight
Mobil Embedde CollaboratioDashboard NativActionSelf- TrendinTemplate
Turn Sales Insight into Sales Performance
Actionable analytics for every Salesforce customer

11. Get instant visibility into pipeline changes
Identify historical trends and coach your team
Accelerate key deals to crush your quota
Pipeline Trending & Historical Analysis
Mobil Embedde CollaboratioDashboard NativActionSelf- TrendinTemplate
Get Visibility to Manage and Grow Pipeline
Actionable Analytics for Every Salesforce Customer

12. Sales Wave Out-of-the-Box May Require Wave Expertise
● 12-14 Dashboards
● 10 Datasets
● Pulls fields based on wizard responses
from standard Salesforce objects
● Allows CSV upload for Quota
● Pulls Opportunity history
● Applies role hierarchy for manager roll-up
● Provides standard KPIs
● Mobile compatible
● Bring in custom objects, forecasting object, or
other additional fields
● Support custom fiscal period
● Add more KPIs
● Create / edit dashboards
● Edit display name for manager hierarchy
Sales Wave Success
Sales Wave

13. Pipeline Management
● Will I hit my target?
● What changed?
● What are the top deals by product,
geography, probability, customer?
● Which deals:
○ Are at risk?
○ Can I pull forward?
○ Require more support?
Team Management
● Who is making calls or
attending meetings?
● Who needs coaching?
● Who are my star performers by:
○ Quota attainment %
○ Win rate
○ Forecast accuracy
○ Completion of activities
Performance Management
● Year-over-year growth rates
● Planning for next period
● Top customer profiles?
● How is our product mix evolving?
● Which channel yield the highest
value opportunities?
Sales Wave Application
Sample business value

14. ● Sales Wave addresses 80% of the most common use cases out-of-the-box
● Customers love
○ Salesforce integration and consolidated security
○ Self-service exploration
○ Single source of truth
○ Embedded lenses and dashboards in traditional Salesforce records
○ Cross department visibility
○ Mobile
● Complete a thorough review and exploration before building customizations
○ Review powerful out-of-the-box box content and capabilities
○ Provide a hands on workshop covering out-of-the-box visualizations and navigation
○ Link any customization requests back to true business requirement before adding customization
○ Align with key business stakeholders and SF admin
Sales Wave App Best Practices and Learning
More than 20 pilot engagements

15. Qualify
● Confirm opportunity
● Qualify use cases
● High level demo
Present
● Executive buy-in demo
● Identify business value
● Identify competition
● Confirm baseline scope
Close
● Proposal
● Pricing
● Order form
Deploy
● Configure
● Adjust
● Train
● Extend
Sell and Deploy
Deal process
Validate
● Additional demos as required
● Align business objectives
● Confirm value drivers
● Identify configuration delta
● Begin deployment discussion

16. Sales Wave Deployment Process
Configure and adjust out-of-the-box before discussing customization
Configure
Utilize application configurator and deploy OOTB security, datasets,
and dashboards
Adjust
Incrementally update dataflow for custom objects and fields and re-
link to OOTB dashboards
Train
Provide users hands-on learning to understand breadth and depth
of capabilities OOTB before planning any customizations
Extend
Customize dataflow, queries, and dashboards if required

17. Configure and Adjust Deployment
Ensure future release continuity
Kick-off
Configure & Adjust
Train and Adopt
Phase Status Start End Next Steps
Kick-off Completed DD/MM DD/MM
● Project plan scope template and timeline
● OOTB scope confirmation from sales discovery phase
● Configuration adjustments reviewed and confirmed
Configure & Test In-Progress DD/MM DD/MM
● Utilize application configurator for security, dataflow,
datasets and dashboards
● Adjust datasets and dashboards for OOTB capabilities
● Iterate and test
Train and Adopt Planned DD/MM DD/MM ● End user training and change management adoption

18. Sales Wave
Additional partner opportunities
● Partner bundled service offerings
● Sales Wave deployment training
● Exploration of partner specific applications

20. Appendix

21. ● Default data flow = 24 hour schedule. After your app creation, manually rerun dataflow OR wait for next
24 hour refresh before opening Sales Wave dashboard. Necessary for manager roll-up
● Pipeline trending dashboard doesn’t support custom fields since we are using OppHistory table
● UI date filter doesn’t support relative fiscal dates for Quarter or Year
● Do not have a flexible manager hierarchy widget to support other manager roll-up. (territory hierarchy,
forecasting hierarchy, manager ID)
● Quota and opportunity data is rolled up at the manager level
● Cannot make edits and save dashboards with manager roll-up from the UI. Default start value of “View
As” with user login gets overridden
Sales Wave Application Limits
Sales Wave application considerations

22. Metric Formula Description
Closed Total Closed Won + Closed Lost
Quota Amount planned / committed / targeted for a certain time period
Quota Attainment Closed Won / Quota How much of quota has been achieved
Expected to Close
There are many ways to compute this. We currently enable users to use Forecast Category or Stage
Name to calculate
Forecast Closed Won + Expected to Close Amount that is expected over a time period
Forecast to Quota Forecast / Quota
Need to Close Quota - Closed Won Amount needed to hit quota
Need to Find Quota - Forecast Amount needed to hit quota, after taking into account opportunities expected to close in the future
Open Pipe
Total amount of open opportunities in the pipeline, where Forecast Category does not equal Closed
or Omitted
Open Pipe
Coverage
Open Pipe / Need to Close How much do we have in our pipe to cover what is needed to close
Diff This Year - Last Year Difference between two items
Y / Y % (This Year / Last Year) - 1 Year-over-year growth rate
Avg Selling Price Total Amount ($) / Total Count (#) What has been the average selling price for opportunities, products, etc.
Avg Win Rate by $ Closed Won / Closed Total What has been the success rate on opportunities that have been closed, based on dollar amount ($)
Avg Win Rate by # Closed Won / Closed Total What has been the success rate on opportunities that have been closed, based on dollar amount (#)
Avg Sale Cycle Closed Date - Created Date How long did it take to close the deal
Avg Discount % abs ( (Selling Price / List Price)-1 ) How much was reduced from what was listed
Sales Wave Metrics
Sample calculations