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.
4. Pardot: Salesforce for B2B Marketers
Follow up on the best leads faster
Give reps their own automated marketer
Engage Sales earlier into buying process
Integrate with Salesforce CRM data
6. We help organizations build highly impactful, elegantly designed Drupal
websites that achieve the strategic results you need.
Design/Theming
● Usability Testing
● Responsive
Design
● Drupal Theming
● Annotated
Wireframes
Development
● Drupal Support
● Custom Module
Development
● Large Scale Systems
Integration
● Security & Performance
Expertise
Digital Strategy
● Content Strategy
● Content Generation
● Result Metrics
● Marketing Automation
Integration
8. Our Experience
• Chair for the Marketing Automation
group within AiMA
• Wrote only Marketing & Drupal eBook
• Featured in “Marketing
Automation for Dummies”
• Organize a monthly Marketing
Automation meet-ups
• Maintain most MA Drupal modules
• 30+ MA resources on Mediacurrent.com
Feature
d in
9. ● More work, less people
● More data, less gut feeling
● More leads, more pipeline
Agenda
11. Marketers are expected to do more.
B2B marketers use, on average, 13 different channels
every day to reach their audience, every day
….compared to the era of Don Draper that just had three
ways - TV, Radio, and Newspaper
Source: MediaBistro, CMO.com
12. Do you feel like
this?
Lead Generator
Content Creator
Analyst
Cheerleader
Fake Smile
Demand Gen
Strategist
Social Media
Manager
20. Sam The Sales Guy
Pain point: Revenue
Key goal: Pipeline
Key terms: Prospect
Activities alerts, Speed-to-lead
MeganThe Marketing Gal
Pain point: Credibility
Key goal: Alignment
Key terms: Nurturing,
ROI reporting
21. Conversio
n
Social
Email
SEO
Events
Web Visits
Pardot
profile
created
Nurture
Assign
to
Sales
Sales
Follow-up(
48
hours)
Nurture
list(-100)
Salesforce:
“working”
Sales
Process
Begins
100 points
Lead Management
22. After
Marketing Automation
● More time spent on
strategic direction
● Lead generating strategies
● Effective Sales Process
24. What story does these stat tell?
88% of B2B CMOs say their C-suite peers turn to them more often
for data and insight needed to strategize and plan
78% agreed that marketing’s influence on corporate strategy is
greater today than it was just two years ago
Source: Forrester Research
35. 5 rapid fire tips to drive leads and pipeline
● Grow Your Email Database
● Help Your Sales Team Sell Smarter
● Provide Relevant CTAs (not just any CTA)
● Share A “true” Customer Story
● Create 1:1 Journeys Based On Buyer Persona
36. Tip 1: Grow Your Email Database
On every
form
On Our Blog
40% increase in
email subscribers
37. Tip 2: Help Your Sales Team Sell Smarter
78% Avg. 87% Avg. Video Engagement OR and 39% Avg. CTR
38. Tip 3: Provide Relevant CTAs
CTA’s on all
blogs
150% growth in
content
conversions
● 1 gated content/month
● 2-3 blogs per week
● Use freelance writers
● Dynamic/Relevant
39. Tip 4: Share A “true” Customer Story
A deal closed in 30 days
41. After
● 53% increase in organic searching
resulting in more whitepaper and eBook
downloads
● 40% increase in our regular e-mail
subscribers
● 23% increase in leads assigned to the
sales team
● 129% year-over-year growth in content
conversions
● Closing on 55% of our viable leads
42. So, what’s the good news for SMB?
The highest paying
marketing jobs are in B2B.
Souce: Glassdoor.com
43. So, what’s the good news for SMB?
The highest paying
marketing jobs are in B2B.
Souce: Glassdoor.com
44. PARDOT KEYNOTE: ACCELERATE PIPELINE WITH
THE WORLD’S LEADING B2B MARKETING SOLUTION
Attend the Pardot Keynote
for your chance to win
a Precor Treadmill.
Wednesday, October 15
12:30 – 1:30 PM
Marriott Marquis
Yerba Buena Salon 9
45. Small & Medium Business Keynote:
Scale, Connect and Grow with Salesforce
Wednesday, October 15th @ 2:00 p.m.
Moscone West, 3rd Floor
Attend to win
1 of 5 GoPros
First 50 attendees
receive signed
“The Big
Picture”