Breakout session: Onko jo älykkään myynnin aikataulu

1. Tervetuloa
Onko jo älykkään myynnin aikakausi?
#SalesforceBasecamp

2. Sami Lampinen
RVP Enterprise Sales

3. Forward-Looking Statements
This deck contains forward-looking statements about our business. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and
assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s 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 and uncertainties associated with the company’s anticipated acquisition of MuleSoft, Inc., including when
and whether the transaction closes, the company’s ability to successfully integrate MuleSoft’s operations, realize expected synergies, realize the expected benefits of the transaction at all or
within the expected time period, maintain business and operational relationships, and bear significant transaction costs; risks associated with the effect of general economic and market
conditions; the impact of foreign currency exchange rate and interest rate fluctuations on our results; our business strategy and our plan to build our business, including our strategy to be
the leading provider of enterprise cloud computing applications and platforms; the pace of change and innovation in enterprise cloud computing services; the competitive nature of the
market in which we participate; our international expansion strategy; our service performance and security, including the resources and costs required to prevent, detect and remediate
potential security breaches; the expenses associated with new data centers and third-party infrastructure providers; additional data center capacity; real estate and office facilities space; our
operating results and cash flows; new services and product features; our strategy of acquiring or making investments in complementary businesses, joint ventures, services, technologies and
intellectual property rights, including the anticipated acquisition of MuleSoft; the performance and fair value of our investments in complementary businesses through our strategic
investment portfolio; our ability to realize the benefits from strategic partnerships and investments; our ability to successfully integrate acquired businesses and technologies, including the
operations of MuleSoft; our ability to continue to grow and maintain deferred revenue and unbilled deferred revenue; our ability to protect our intellectual property rights; our ability to
develop our brands; our reliance on third-party hardware, software and platform providers; our dependency on the development and maintenance of the infrastructure of the Internet; the
effect of evolving domestic and foreign government regulations, including those related to the provision of services on the Internet, those related to accessing the Internet, and those
addressing data privacy and import and export controls; the valuation of our deferred tax assets; the potential availability of additional tax assets in the future; the impact of new accounting
pronouncements and tax laws, including the U.S. Tax Cuts and Jobs Act, and interpretations thereof; uncertainties affecting our ability to estimate our non-GAAP tax rate; the impact of
expensing stock options and other equity awards; the sufficiency of our capital resources; factors related to our outstanding convertible notes, revolving credit facility, term loan and loan
associated with 50 Fremont; compliance with our debt covenants and capital lease obligations; current and potential litigation involving us; and the impact of climate change.
Any unreleased services or features referenced in this deck or any other press releases, decks, presentations, or public statements are not currently available and may not be delivered on
time or at all. Customers who purchase Salesforce applications or securities should make their purchase decisions based upon features that are currently available.
Further information on these and other factors that could affect the company’s 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 the company’s website at
www.salesforce.com/investor.

4. Trailblazers
Drive customer success in the Fourth Industrial Revolution
Customer
Innovators
Technology
Disruptors
Global
Shapers

5. The Fourth Industrial Revolution
1784 1870 1969 TODAY
2nd Industrial Revolution
Electricity1st Industrial Revolution
Steam
3rd Industrial Revolution
Computing
4th Industrial Revolution
Intelligence

6. The Four Sales Revolutions
1818 1946 1995 TODAY
2nd Sales Revolution
Telesales1st Sales Revolution
Door-to-Door
3rd Sales Revolution
Sales Force
Automation
4th Sales Revolution
Intelligence
“Your deal is
trending down.”

7. Customer Expectations Have Changed
The Fourth Revolution means new demands on sales reps
80%
of B2B buyers expect
a B2C experience

8. World’s #1 Sales Platform
Empower sales from lead to cash
Sales Force
Automation
Pardot
PRM
Sales
Analytics
CPQ
B2B
Commerce
SALESFORCE PLATFORM
EINSTEINTRAILHEAD LIGHTNING ANALYTICS APPEXCHANGEHEROKUIoT
Jesper Klang
CRM Specialist, St1
Trailblazer

9. Johan Flykt
VP Enterprise Sales

10. S L I D E S
D N A

11. S L I D E S
D N A

12. S L I D E S
D N A

13. S L I D E S
D N A

14. S L I D E S
D N A

15. S L I D E S
D N A

16. S L I D E S
D N A

17. Welcome
BASECAMP HELSINKI
#SalesforceBasecamp

18. Johan Flykt
VP Enterprise Sales

19. Katarina Berg-Wallin
Manager Commercial Excellence

20. Kirsti Laasio
VP Business Development &
Global Marketing

21. Jan Ropponen
CEO & Principal Consultant

22. Onko jo älykkään myynnin aikakausi?
Paneelikeskustelu

23. Asiakkaan odotukset ja niihin vastaaminen
Onko jo älykkään myynnin aikakausi?
SECOND ANNUAL
Stateof
SalesInsights and trends from over
3,100 global sales trailblazers
7State of Sales
Customer Expectations Race to the Top of Sales ChallengesThe changing customer climate is proving
difficult for sales teams to acclimate to —
new technologies, roles, and processes
that extend beyond the confines of
the sales organization are needed to
truly succeed in this new age. Today,
sales reps — and other parties they
increasingly collaborate with — must be
proficient not only at selling products or
services but also at understanding and
anticipating customer needs. Otherwise,
companies will forfeit loyalty
to competitors that do.
There is a stark cultural and structural
shift that sales organizations need to
undergo in order to exceed customer
expectations and avoid disruption. In
fact, the top two process challenges
sales organizations face are meeting
customer expectations and dealing
with competitive concerns.
Meeting customer expectations is listed as the top overarching challenge to a sales
organization’s process. Of the sales teams that cite it as a top challenge, the growing
sophistication of customer needs is listed as the top reason. Here are the top six reasons, ranked.
Ranked Reasons Why Meeting Customer Expectations Is a Top Challenge for Sales Teams*
Customer needs have
grown more sophisticated
1
Customers have become more
experienced with competitive,
disciplined bidding
2 Customer motivations have
shifted from price to value
3
Customers expect the same
level of service in every
interaction (e.g., speaking
with sales or customer service)4
Customers expect sales to
be available 24/7
5
Customers expect sales to
be a trusted advisor (e.g., go
beyond a sales rep role to be
consultative to customers)6
Introduction
Sales Teams Shift to Match the Connected Customer Mindset

24. Tuottavuuskuilu ja mobiliteetti
Onko jo älykkään myynnin aikakausi?
SECOND ANNUAL
Stateof
SalesInsights and trends from over
3,100 global sales trailblazers
Salesforce Research
19State of Sales
Mobile technology is a critically important
element of the modern sales toolkit. It
enables sales organizations to lean into
the culture of immediacy and meet
customers where they are. Over the past
12—18 months, 70% of sales teams
have become more focused on providing
customers with real-time response
and feedback as a result of changing
customer expectations. When reps have
data, analytics, and automation in their
hands, they can interact with customers,
collaborate, and close deals from
anywhere, at any time.
Top teams are already mastering mobile.
Successful sales teams have a robust
mobile strategy in place and are able
to arm their reps with apps that allow
guided selling, real-time visibility into
analytics, and instant collaboration.
High-performing sales teams are 3.5x
more likely than underperformers to
rate their mobile sales capabilities as
outstanding or very good.
Sales Teams Adopt a Mobile Mindset*
Mobile not only allows reps to meet the new real-time mandate, it also enables anywhere, anytime
selling and collaboration among reps.
03
To connect with customers on the go
53%
To collaborate with team members on the go 44%
To support selling in customer-facing situations 49%
To get notifications/alerts on important customer/sales
information 46%
Percentage of Sales Teams Who Use Mobile Apps in Their Sales Process in the Following Ways**
Selling from anywhere 60%
Faster selling 53%
Access to data from anywhere
66%
Real-time communications with customers 59%
Real-time communications with team members 55%
Percentage of Sales Teams Who Cite a Major Benefit from Using a Mobile Sales App
“A mobile selling environment is far more than putting a cell phone in the hands of every member of your team. It’s about understanding and
embracing a completely new way of doing business.” — COLLEEN FRANCIS, OWNER, ENGAGE SELLING SOLUTIONS ***
The Productivity Gap
Top Sales Teams Turn to Tech and Training

25. Älykkäät kyvykkyydet myynnissä
Onko jo älykkään myynnin aikakausi?
SECOND ANNUAL
Stateof
SalesInsights and trends from over
3,100 global sales trailblazers
22State of Sales
Salesforce Research
Intelligent technologies open the gates
to a smarter, more efficient sales process.
Forward-thinking teams are already
planning how to use these technologies
for a leg up in the Age of the Customer.
For instance, high-performing sales
teams are 2.3x more likely than
underperforming teams to currently
use guided selling.
Although current adoption is nascent
(see page 54 for the current adoption
rates), smart technology adoption is on
everybody’s roadmap. In the next one
to three years, sales teams will embrace
an entirely new, smarter sales process
powered by automation and intelligence.
Soon, product recommendations,
lead scoring, email response, and even
day-to-day administrative tasks will be
effortlessly and autonomously integrated
so that sales reps can focus on delivering
the best customer experience.
Major Growth Expected for Sales Intelligence and Automation
Sales teams are making a shift toward intelligent technologies to streamline processes. Triple-digit
growth for smarter capabilities like predictive intelligence and guided selling. Artificial intelligence is
the top growth area for sales teams — 139% plan to use it in the next three years.
Sales Teams’ Anticipated Growth in Usage of the Following
Intelligent Selling Capabilities Over the Next Three Years
04Smarter Selling
Intelligent Sales Takes Off
Artificial intelligence to automatically
recommend products to customers
based on their preferences 139%
Deep learning to classify, predict, and
react to patterns within data 122%
Predictive intelligence (e.g., lead scoring,
predictive forecasting, etc.) 118%
Automated lead-to-cash process 115%
Marketing automation 110%
Guided selling and coaching (i.e., adaptive
intelligence on next best activity) 98%
Next-step analysis to anticipate
customer needs and prioritize tasks 96%
Email sentiment analysis (i.e., whether email is
good or bad for the opportunity) 96%
Sales automation 83%
Configure, price, and quoting (CPQ) 72%

26. Welcome
BASECAMP HELSINKI
#SalesforceBasecamp

27. #SalesforceBasecamp
www.salesforce.com/suomiblogi