Meet Pardot—your new marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation, move leads through the funnel, and get the right leads to the right people at the right time. By closing the loop on your ROI machine, you can show marketing’s contribution to the bottom line and improve your go-to-market process. Marketing automation can help: - Generate better leads - Nurture and qualify leads for sales - Increase close rates - Provide marketing insight for your go-to-market team

1. Track: Salesforce for Marketers
#CNX14
#CNX14
Accelerate Pipeline with Pardot
Mathew Sweezey, Marketing Evangelist, Pardot
@msweezey
Kelly James, Product Marketing, Pardot
@pardot

2. Track: Salesforce for Marketers
#CNX14
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. Track: Salesforce for Marketers
#CNX14
The Way Customers Find Information Has Changed
Email
Website
Social Media
Community
References
Customer

4. Track: Salesforce for Marketers
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More than 2 out of 3
buyer journey's started with a Google search.
Jason Bell, Amaze

5. Track: Salesforce for Marketers
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of consumer time online is spent engaging
with custom content. 50%
Hubspot

6. Track: Salesforce for Marketers
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B2B buyers reported using social channels during
the buying process.
.
1/5
Buyersphere 2013

7. Track: Salesforce for Marketers
#CNX14
More Than Ever, Customers Are Educating Themselves
Customers contact sales reps
when they’ve completed
60%
of the purchase decision process
Customer
Interest Begins
Customer Purchase
Decision

8. Track: Salesforce for Marketers
#CNX14
More Than Ever, Customers Are Educating Themselves
More accurately,
60%
of the sales process
just disappeared
Customer
Interest Begins
Customer Purchase
Decision

9. Track: Salesforce for Marketers
#CNX14
More Than Ever, Customers Are Educating Themselves
By the year 2020,
85%
of the sales process
is expected to disappear
Customer
Interest Begins
Customer Purchase
Decision

10. Track: Salesforce for Marketers
#CNX14
Making Marketing Work for Sales is Difficult
Limited
Visibility
Poor Lead
Quality
Not Enough
Leads
Low Lead
Conversion
Missed
Revenue
Target
67% of reps do not make quota
79% of Marketing leads are not pursued
Only 46% of reps win more than half of potential deals
Sales & Marketing misalignment costs companies more than 10% of revenue every year

11. Track: Salesforce for Marketers
#CNX14
“We need to stop interrupting what
people are interested in & be what
people are interested in.”
Craig Davis
Chief Creative Officer, Worldwide
J. Walter Thomson (World’s 4th Largest Ad Agency)

12. Track: Salesforce for Marketers
#CNX14
What if Marketing could
influence the conversation?

13. Track: Salesforce for Marketers
#CNX14
B2B Marketing Automation for Salesforce
Market Smarter. Sell Faster.
Follow up on the best leads faster
Give reps their own automated marketer
Engage Sales earlier into buying process
Integrate with Salesforce CRM data

14. Track: Salesforce for Marketers
#CNX14
How does it work?

15. Track: Salesforce for Marketers
#CNX14
Fill Your Pipeline with a Steady Flow of Qualified Leads
Easily create campaigns to find new
prospects
Send emails that cater to specific
prospect needs
Connect to new leads across
multiple channels

16. Track: Salesforce for Marketers
#CNX14
Enable Sales to Pursue the Best Leads at the Right Time
In-depth prospect tracking and
analytics
Get notified of Sales alerts in real
time through LeadDeck
Access to a complete prospect
profile with Salesforce Integration

17. Track: Salesforce for Marketers
#CNX14
Gain the Insight to Make Better Decisions
Establish accountability between
Sales and Marketing
Measure revenue
contribution and track ROI
Make smarter decisions and justify
marketing spend

18. Track: Salesforce for Marketers
#CNX14
Demonstration
Colin Berta
Sales Engineer, Pardot

19. Track: Salesforce for Marketers
#CNX14
Three Perspectives, Many Benefits
1 2 3
Prospect Marketing Sales
Ron Abelin
VP of Operations, Datatek Ventures
Michelle
Marketing Manager, Career Builder
Chris
Account Executive, Career Builder

20. Track: Salesforce for Marketers
#CNX14
Lisa Schuble
Email and SMS Marketing Manager

21. Track: Salesforce for Marketers
#CNX14
Did you “Win a Trip to Dreamforce on Pardot”?
Check:
Under Your
Chair
Find:
The Golden
Ticket
Win:
A free pass
to #DF14
with Hotel

22. Track: Salesforce for Marketers
#CNX14
Take the after-session survey!
Take the Survey in
the Connections
2014 Mobile App
Join the
Conversation!
#CNX1
4
$50
Starbucks
Gift Card

23. Track: Salesforce for Marketers
#CNX14
Questions?

24. Track: Salesforce for Marketers
#CNX14
CUSTOMER JOURNEY
SHOWCASE
MARKETING
THOUGHT LEADERS
EMAIL MARKETING PRODUCT STRATEGY
& ROADMAP
PERSONAL
TRANSFORMATION
& GROWTH
SOCIAL MARKETING MOBILE & WEB
MARKETING
DEVELOPERS HANDS-ON
TRAINING
INDUSTRY
TRENDSETTERS
CREATIVITY &
INNOVATION
SALESFORCE FOR
MARKETERS
ROUNDTABLES

25. Track: Salesforce for Marketers
#CNX14