Surprising and delighting your customers is foundational to marketing, but focusing only on campaigns to achieve this can create disconnect with customers. Companies must make the most out of every customer interaction by transforming single moments into personalized journeys. The CMO is now the Customer Journey Officer, whose role is to define and optimize the customer journeys across ALL touch points – marketing, sales, service & product experience.
2. SAFE HARBOR
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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
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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.
4. #1 in Cloud Computing and CRM
#1
Salesforce:
World’s #1 CRM
Cloud Computing
Market Share
#1
World’s Most
Innovative Company
2011, 2012, 2013
#1
#1
Market Leader:
Enterprise, MidMarket,
SMB & Sales Force
Automation
5. 1%
Time
Equity
Product
624,000+
Hours
Service
$65M+
Grants
22,000+
Non-profit
Organizations
1/1/1 Model
Adopted by
6. 50 Billion Connected “Things” THIRD WAVE OF COMPUTING:
“INTERNET OF THINGS”
LAN/WAN
Client
Server
Millions
Thousands
Mainframe
SNA
Terminal
LTE
Cloud
Social . Mobile . Cloud . Connected
7.
8. HOLIDAY SHOPPING Q4 2013 VS PRIOR YEAR
46%
increase
in mobile
commerce
35%
of online
traffic
30%
of
purchases
IBM Digital Analytics Benchmark (10/1/13 through 12/31/13), Jan. 2, 2014. E-Commerce Pulse data for the 2013 holiday season
9. MOBILE ALMOST AS UBIQUITOUS AS TV
% of
Population
Global Users (MMs)
SOURCE: Mary Meeker Internet Trends 2014
15. THE SWISS ARMY KNIFE FOR MODERN LIFE
% of time
spent in
mobile
SOURCE: Flurry Analytics, April 2014.
16. A GAME CONSOLE IN YOUR POCKET
Time spent on iOS and Android devices
SOURCE: Flurry Analytics, April 2014.
Gaming
32%
17. A PARTY IN YOUR POCKET
Time spent on iOS and Android devices
Social
apps 28%
SOURCE: Flurry Analytics, April 2014.
Gaming
32%
18. THE RAPID RISE OF THE MOBILE ADDICT
Worldwide daily app usage distribution (Millions)
SOURCE: Flurry Analytics, April 2014.
Regular Users
Super
Users
19. THE RAPID RISE OF THE MOBILE ADDICT
Worldwide daily app usage distribution (Millions)
SOURCE: Flurry Analytics, April 2014.
Regular Users
Super
Users
20. THE RAPID RISE OF THE MOBILE ADDICT
Worldwide daily app usage distribution (Millions)
SOURCE: Flurry Analytics, April 2014.
Regular Users
Super
Users Addicts
21. WOMEN OVER INDEX AS “MOBILE ADDICTS”
Mobile Addicts vs. Average Mobile Users (by
SOURCE: Flurry Analytics, April 2014.
Gender)
Average
Mobile
User
Males
Female
s
22. THE BATTLE FOR THE MOBILE ADDICT IS ON
Mobile Addicts vs. Average Mobile Users
SOURCE: Flurry Analytics, April 2014.
Femal
es
Sports fan
Gamer
Parent &
education
Moms
23. THE BATTLE FOR THE MOBILE ADDICT IS ON
Mobile Addicts vs. Average Mobile Users
Femal Males
es
Catalogue
shopper
SOURCE: Flurry Analytics, April 2014.
Sports fan
Gamer
Parent &
education
Moms
Gamer
Parent &
education
Auto
enthusiast
24. YET MARKETERS JUST STARTING TO “MOBILIZE”
% of time spent in media vs % of advertising spend
Global Users (MMs)
SOURCE: Mary Meeker Internet Trends 2014
26. Internet of Customers Has Changed Marketing Forever
Consumer
Fragmented 1:Many Anonymous
Customer
Seamless 1:1 True identity
27. Internet of Customers Has Changed Marketing Forever
Consumer
Fragmented 1:Many Anonymous
Customer
Seamless 1:1 True identity
Cookies & Pages People & Connected Products
37. WELCOME TO THE
REWIRING OF GLOBAL
BUSINESS (AND THE
CUSTOMER IS AT THE
CENTER!)
38. Buzzfeed
• 130MM UVs (3X Y/Y)
• 50%+ mobile
• 75% social
• 50%+ age 18-34
• $100MM+ revs
SOURCE: Mary Meeker Internet Trends 2014
News
39. Entertainment
Sky Does Minecraft
• 10MM subscribers
• 2B views
• Zero overhead
• Direct relationship with
customers and brands
40. Transportation
Uber
• 43% of population now
served in just 4 years
• 20,000 jobs created every
month
• $90,766 (NYC) median
income
• Contributes $2.8B/yr to U.S.
economy
• $18.2B valuation
SOURCE: Uber blog (http://blog.uber.com/uberimpact)
45. SOURCE: Exact Target Marketing Cloud / Deloitte “Bridging the Digital Divide” report. April 2014.
46. MOST COMPANIES
FEEL UNPREPARED
66%
of companies lack an
in-depth
understanding of their
customers
IBM Study of 1,700 CMOs
“From Stretched to Strengthened”
53. Job description
To define and optimize the
customer journeys across ALL
touch points – marketing,
sales, service & product
experience.
Do you know your customer?
Do you know where they are in their journey?
Do you know the next step for customer?
Can you measure the business impact?
Meet the Customer Journey Officer
67. SONY BUILDS A SINGLE VIEW OF THEIR CUSTOMERS
Launched PS4 & player community
Complete visibility into the customer journey
Engaging and publishing relevant content across mobile, social and in-game experience
75. “We’re using technology that enables rich
one-to-one relationships. Our entire
company is built around making every
interaction feel human”
- Brian Spaly, CEO
TRUNK CLUB CONNECTS CUSTOMERS & EMPLOYEES WITH MOBILE APPS
Personalized clothing service runs its entire business on mobile
Employee mobile app gives stylists insight into member interest, preferences, and fits
Integrated sales, service & marketing provides unified view of the customer
76. TRUNK CLUB VIDEO:
HTTP://WWW.SALESFORCE.COM/CUSTOMERS/STORIES/
TRUNK-CLUB.JSP
77. “To win in today’s marketplace you have to have a
centralized consistent experience from every touch
point you have with your customers.”
Jamie Womack, VP Corporate Marketing
REIMAGINING THE CAREER SITE THROUGH A CUSTOMER-CENTRIC VISION
• Largest U.S. Online Job Site: More than 24M users/month
• 24/7 notifications of new positions on mobile devices
• Unified marketing efforts and 1,000+ sales reps
• Report $8M annually ROI from Salesforce efforts
80. “We need to better serve our current
customers, and increase our share of wallet.”
better serve our current customers
First
Purchase
Repeat
Purchase
Loyal
Customer
Anonymous
Browsers
Key Takeaway:
The success of our customers has propelled us to #1. Our commitment to innovation allows our customers to be innovative so we are proud about the award from Forbes as the most innovative company 3 years in a row.
Talk Track:
Our customers have responded to our cloud computing offerings with lots of enthusiasm. Their success has propelled us to be #1 in enterprise cloud computing and #1 in CRM according to IDC and Gartner.
And while we’re excited about our business momentum, our ongoing focus is grounded on a firm commitment to innovation. This is why in addition to being pleased with industry analyst recognition from IDC and Gartner, we’re particularly excited to be cited by Forbes Magazine as the world’s most innovative company for three years in a row.
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Additional Context on accolades:
Forbes “Most Innovative Companies in the World” is awarded to the company offering the most “Innovation Premium” - The Innovation Premium is a measure of how much investors have bid up the stock price of a company above the value of its existing business based on expectations of future innovative results (new products, services and markets) . Members of the list must have $10 billion in market capitalization, spend at least 1% of their asset base on R&D and have seven years of public data.
The FORTUNE World’s Most Admired Companies study surveys top executives and directors from eligible companies, along with financial analysts, to identify the companies that enjoy the strongest reputations within their industries and across industries.
In Dec 2012, the Economist awarded salesforce.com and Marc Benioff the award for innovation in the process and service category
Forbes “Best Companies to Work For” – salesforce.com was awarded #7 for 2013. The ranking of the top companies was determined by taking cumulative average ratings from the half-million employees who responded to the 18-question survey between Nov. 24, 2012 and Nov. 13, 2013.
CRM Market Leader Awards: The Market Leader Awards rate the top five vendors in categories based on a composite score that includes revenue, revenue growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction.
And when I’m not platying games, I’m communicating with my friends … These are social devices, connecting me to my friends, coworkers and colleagues in ways we couldn’t imagine just a few years ago.
And mobile addicts represent some of the most attractive consumers today. Women addicted to their phones are …
Here’s what it looks like on Facebook. All money spent to try to sell a new camera owner another camera. How much of our marketing budgets are wasted like this? We can do better.
And that’s why digital is a top three imperative for 100% of CEOs.
We live in an exciting time. But it’s not easy for existing companies to reorganize around people. We asked 200 of the largest marketers in the world what the new landscape means for their teams.
53% said they now have greater revenue growth responsibility.
More than half said they need more people to drive data-driven marketing strategies.
And nearly half said they now have greater ownership of all customer-facing teams and channels.
Marketers are no longer responsible for the distribution of messaging.
Customer experience management is dead.
The Sony Playstation 4 is a connected device. It’s an internet device that you use for much more than gaming, though gaming is at its core.
This is what matters. It’s personalized, connected …
Let’s take a look at how Careerbuilder has reinvented how it does business by putting its customer in the center.
Let’s take a look at how Northern Trails Outfitters uses the ExactTarget Marketing Cloud to join their customers on their journey. NTO came to us and said “We need to better serve our customers and increase our share of wallet”. As they looked at their business, they broke out 4 important segments of customers. Anonymous browsers, first time purchases, repeat purchases and loyal customers.