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Below is the Dreamforce 2012 Keynote from Salesforce CEO Marc Benioff.  The full transcript of the Dreamforce 2012 keynote is pasted below.  Enjoy!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Good morning. Good morning, everybody. (Inaudible-technical difficulty) excited that you are all are here with us. We are here to excite you, we
are here to energize you we are here to motivate you, but mostly what we are here to do is to open a door. We are here to open a door and we are
all going to walk into it.

It’s a door to the future so that we can see what is going to happen in the future and how all of us, all of us in this room will benefit, how our
companies will benefit, and how we will all go to an incredible new level. This is an amazing conference, the largest technology vendor-led
conference in the industry. Amazing. You created it.
You’re doing — isn’t that amazing? It’s awesome. But before I go on, before I start this presentation, before I go in and do all of those things and
show you all the technology, and to really connect with you, to really bring us all together, before I do all of those things, there’s something very
important that I have to do, and that is I have to thank you.
I have to thank each and every one of you for everything that you’ve done for us and that you continue to do for us every single day. We are so
grateful. We are so grateful, for how do you support our company, how you support our industry, how you support everything that is happening
here at this conference. Thank you, everybody. Thank you very, very much.
I am so grateful because you have done it. You’ve created the world’s largest technology event. Over 90,000 people are registered to attend the
show this week. Incredible — amazing. And we have over 800 sessions put together for you. There’s over 350 partners here. There’s going to be 10
keynote sessions. This is just the beginning of an unbelievable week with all of you. We are really delighted.
For over 13 years I’ve been pounding stages like this, all over the world with one message, and that message is very simple, the Cloud is coming.
Of course, we saw the mainframes from the ’60s and we moved into clients over computing in the ’80s, but here we are squarely in the 21st Century
with the Cloud today, and it’s been an amazing experience.
And 13 years ago — 13 years ago we started our company with a fundamental premise, a new technology — two new technology models, multi-tenant
shared systems, a new business model based on subscriptions, and a new philanthropic model based on our idea of 1% of our equity, 1% of our
profit and 1% of all of our employees time into a 501c3 public charity.
Today you can this incredible company that all of you have created. It’s the number one company recognized by Forbes 2 years in a row as the
innovator of the year — Most Innovative Company now 2 years in a row. Thank you for that.
Fortune Magazine recognize us as one of the very best places to work, with their feature story on us this year, and as of yesterday we are recognized
by 1 of 12 organizations — 12 individuals doing substantial philanthropy right here in the United States. Thank you for all of your great support.
Before I move on into the presentation, before I move on into the technology and the visions that we have put together — all of us together for the
industry, I want to tell you about the best decision I ever made 13 years ago, it was a decision to put 1% of our equity, 1% of our profit and 1% of
our time into a 501c3 public charity. That was very easy at the time — we had no equity, we had no profit, we had no time. It was very easy.
But today it’s been an incredible advancement in philanthropy. Many companies have also modeled this as well. And you’ll see that we’ve now
given back 350,000 hours of community service through all of our employees and mentoring and volunteerism. We’ve given over $40 million away
in grants, and over 16,000 nonprofit organizations. 16,000 nonprofits now use our services for free.
And this is my favorite moment in the whole keynote, in my favorite day of the whole year at Dreamforce. This is when I get to say, well everyone
who is with a 501c3, public charity, nonprofit or non-governmental organizations please stand up to be recognized. Stand up if you’re with a 501c3,
nonprofit or non-governmental organization. Thank you.
These are the people who are doing God’s work, and the reason that I ask you, our commercial customers, to pay special attention to all of these
people is because you can really help them. With your technology resources, with your vision, with your leadership, with your financial resources,
you can really support these great, great contributors to our society. So, please help them.
Now, in addition to all these great organizations we are here to reinforce participating, I’m also very happy to tell you that in honor of Dreamforce
X we are giving $10 million away to the city of San Francisco, to District 10 — a redevelopment district here — to 5 very worthy organizations to help
them in their own development. Thank you for giving us this opportunity.

And through all of your help, tomorrow night at our special concerts — our third one with Lady Antebellum — we’ve raised it another $4 million for
the UCSF Children’s Hospital. Thank you. Now you’ve raised over $12 million over the last 3 years with a concert associated with this conference.
It’s so exciting.
Your great work, your dedication to this industry, to the advancement in this technology have created the first Cloud company now to reach over
$3 billion in a revenue run-rate in this current quarter. It’s amazing. You have continued to invest in this Company and grow this Company, advance
this Company and that is why we are so grateful and so thankful for everything that you’re doing for us.
But we recognize this, we recognize and this is also why I love my job. We are standing on the shoulders of giants; those who have come before
us, the leaders of our industry, the profits, the visionaries, those who created the mainframe like Thomas Watson, Jr., or Ken Olsen of Digital
Equipment Corporation, or the incredible leadership of Bill Gates and Larry Ellison in creating client/server computing. And also, the incredible
work to create the Cloud, with Larry Page and Sergey Brin who created Google, and Jeff Bezos with Amazon.com.
Then we moved into this century and we saw this incredible vision for mobile computing, that was brought to us by the late great, Steve Jobs, an
incredible visionary, prophet of our industry. And we miss you, Steve, so much.
And now here we are — here we are in the 21st Century and we have this incredible new social revolution that we are participating in. It’s amazing.
And this social revolution — this social revolution being led by many new prophets. People like Mark Zuckerberg and Jack Dorsey who are creating
these incredible new companies for us to participate in; changing the world, changing society.
And let me tell you the amazing thing — the amazing thing about our industry, it’s a continuum. Technology continues, lowest cost and easier to
use — we are moving forward in that continuum. Innovation continues we are participating — we are creating the innovation. That’s why we are
here at this amazing conference.
But let me say this to you. This social revolution that’s going on right now — and we’ve been talking about this now for several years — it’s unlike
anything we’ve ever experienced before. You don’t have to go any farther than the news this morning to see how a single video on YouTube can
cause massive disruption around the world. It’s a social revolution.
And that amazing social revolution is really touching society, it’s touching all of us, it’s touching our personal lives, it’s touching our companies,
every aspect of our world is changing. That’s the social revolution. That’s why this is the most exciting thing that has ever happened to our industry.
I’m sure everyone here remembers in Dreamforce 2008, when we had Sheryl Sanberg from Facebook here. And then we have Starbucks on stage.
And we’ve said, ladies and gentlemen, business will indeed be social. That was quite a few years ago, but today let me ask you a question, how
many companies here — how many companies here use some aspect of social computing in their businesses today?
How many of you have used social networking or social media or some aspect of this new social computing today in your business? Raise your
hand, if you’re social in your business today in some way. Isn’t that amazing? Look around the room? Do you want to know why that is, because
70% of all businesses are now using social in their business. Business is social.
In fact, McKenzie says it’s going to be a $1.3 trillion addition to our economy. That’s an amazing addition — an amazing incredible technology
addition. And why have we been so fascinated with this for the last 5 years since we really saw it spread into the consumer world? Let me tell you
why. It’s because of this. It’s because it’s the fastest-growing segment of our industry — 47% annual growth according to IDC. That is awesome.
Nothing touches social in our industry.
And let me also mention this to you at the same time. How many of you — let ask you a question, how many of you have had a customer interaction
– how many of you had a customer interaction on a social network from your business? Have you talked to your customers through a social network?
Raise your hand. Isn’t that amazing?

If you want to know why that is, because there’s 123% growth in the social customer interaction, In fact today — today there is 150 million
conversations
happen in a day in social media with customers. This is a customer revolution. It’s a customer revolution.
And let me tell you also something that’s really incredible. There’s our Japanese audience (speaking Japanese). Very nice to see all of you here. Let
me now tell you something else that’s amazing. Every — it’s without fail, on a regular and consistent basis, I will see something, I will hear
something,
I will read something that further gives me insight or clarity into Salesforce’s role in our industry, and it happened again this year. And I’m going
to tell you about it.
It happened again this year. I was reading this incredible IBM study, it’s called the IMB CEO 2012 Study. And this study which is so amazing really
went through a discussion of what 1,709 CEOs think about what’s happening in the technology industry. And do you want to know what their
most significant revelation was? It was this — that right after their sales forces that social has become the most important way to connect with their
customers.
They said this in their studies. CEOs believe that social will become one of the top two ways to engage customers mainly at the expense of traditional
approaches. That is awesome, and that is something that we’ve got to think about. Social and sales forces — well I love that sales forces (inaudible)
piece, and then social.
That IBM Study went on to say this — it said, for some time businesses have been refining and optimizing their network to suppliers and partners.
Now we all know that. We all know that because we made these major investments with ERP systems and general ledgers and back office systems,
and payables and receivables, and all of these things.
But then the study went on to say this, but something just as revolutionary has been happening, the sudden convergence of the Cloud social and
Mobile’s spheres, connecting customers, employees and partners in new ways — 1,709 CEOs. And that for me was when a light came on. And it
further clarified our role, our mission, what we are doing in this industry and what is so important about this conference and why all of you are
here, and why we are going to double down again on this terrible vision.
Because we believe so strongly that Salesforce.com’s mission — we believe so strongly that Salesforce.com’s mission, that our core mission is to
help you our customers — to help you, our customers, to connect — to connect with your customers in a whole new way.
And this slide really came from that study, this is when we said, you know what? This solidifies our vision, what we are doing, why we are here,
what’s going on, why we are creating Dreamforce again. Because it is a customer revolution, it is a partner revolution, it is an employee evolution,
it is a product revolution. It’s an incredible time.
It’s a spectacular time, but it’s also a time that’s so unusual because it’s not just about why we are connecting. It’s not just about how we are
connecting or when we are connecting, it goes deeper — deeper. It goes even deeper because this nature of connecting with our customers in a
whole new way — well let me tell you, ladies and gentlemen, it gets down into our core.
It gets down into the fundamental interaction between each one of us — between each one of us, it’s getting down into our core because we are
changing how we are doing business. The interactions we are having at conferences like this, the interactions that we are having with our fellow
employees, the interactions we are having with our customers, the interactions that we are having with our partners the kinds of products that we
are building — it’s incredible what’s happening.
It’s getting down to a fundamental change in business. Now we understood this ourselves, because about 5 years ago we went through an incredible
transformation at Salesforce. It was the transformation of our company when we recognized that we ourselves had to change our core values. We
had always doubled down and made sure that customer was number one, that the customer success was our highest value, but we saw something
else — we saw something else.
We saw that to really be successful in this new time — to really be successful in this new time, that we would have to really become a company that
customers could trust, and that there would be more openness and more transparency than ever before.

We saw things were going faster, we saw things were open, but to have openness and collaboration we would have to have a level of transparency
never before seen. And, in addition to that, this trust and transparency would focus on individuals, giving them greater alignment, greater leadership
than ever before, but all of it was based on one core idea that we would have to get to a level of trust as a company as an industry, as a set of
customers.
A level of trust deep inside ourselves would have to come out so that we could take our whole new industry to a new level. We saw this on the
social networks, we saw this in our own behavior, and that is why this social revolution is indeed a trust revolution.
Now, as we going forward — as we move forward to this next generation, of the next generation of computing based on this incredible value of
trust, we see something incredible happening around it, and that is this whole idea that we are connecting our customers in a whole new way.
The question — the question that we see is the question that we’ve asked now in the last several Dreamforces. Are you and your company going
through a social revolution? We believe that this question will denote who is successful and who will fail going forward, because we see that your
customers, your employees, and your partners are all connected.
They are all connected, but what about your company? What about your company? At Dreamforce every year we like to celebrate a customer who
we see best exemplifies our vision and what we are talking about, and last year something amazing happened.
And what happened was this. At the end of Dreamforce I got a phone call, and it was from the office of Jeff Immelt who is Chief Executive Officer
of General Electric. GE wanted me to come to their Crotonville, New York, training facilities to present to Jeff, and also to present to his 40 top
managers of his companies on what the future of General Electric would look like. Now I have to tell you, that’s actually quite an intimidating task.
I don’t know a lot about General Electric, I had never Jeff before. It’s a highly diversified company. There’s GE Capital, there’s GE Healthcare, they
make locomotives, they make energy products, it’s not exactly my core competence. But I went, but I said I’m going to need a little bit of prep time.
And where I was fortunate is that I got 30 minutes — I got 30 minutes with Jeff Immelt in Columbus, Ohio, the month before to talk to him about
the future of GE.
And I said, Jeff, what do you think the future of GE is? And he said, well, I want to hear your vision, Marc. I said, well give me a couple clues. He
said,
well, there are two things that are really on my mind. One, I believe the future of GE is around the main machine interface.
It’s around the main interface, because GE makes machines, they make tax scanners, they make locomotives, they make turbines, they make aircraft
engines. They make a huge number of machines, and those machines are becoming more and more intelligent and we want to have more
information, more collaboration, more communication between those machines.
I said, that is right squarely in our vision. And then he said, and then we believe that the future of our revenue and our profitability is around GE
becoming a great customer service company around these machines, but we need greater clarity. And so, I’ve asked each of the CEOs of the 5
largest technology companies to come to Crotonville to present their vision. I said to Jeff, no pressure.
So we went to Crotonville. We presented an idea called GE Share that a GE engineer would be able to communicate and collaborate with a GE
product like an aircraft engine. And the key is that these next-generation GE aircraft engines, called the GEnx engines, they have APIs, application
programming interfaces to them, and that these GE engineers are working with those engines, but they could start collaborating with those engines
if they brought that information into a feed and had status updates, and they could even focus on specific posts from those engines.
And if they could bring other GE engineers as well into that network, and then they could also bring in their customer engineers, they could even
bring in their end users into that network, and they could create a social network around an aircraft engine. It was an unusual idea. That they could
have a social network around a turbine, they could have a social network around the CT scanners.
But they will be able to organize the customer service information in a structured way, that they could collaborate in a structured way. They could
make their products more tightly integrated with their employees, their customers, their partners, and that through that they would have a new emphasis
– a new level of focus on customer service. And that GE presentation we did at Crotonville called GE Share, well, I’m so excited to tell you
that they actually saw some ideas that made sense to them.
I was worried at the time. Jeff, at the end of the meeting got up and said, well, I asked these other CEOs to come and present the future of GE, they
pitched their products. You came to present the future of GE and you showed us our future.
Well, General Electric is an amazing company. I’ve learned so much about this company in the last 10 months. Barron’s Most Respected Company,
Fortune’s Most Admired Company, $147 billion in annual revenues, 300,000 employees. Their CEO, Jeff Immelt is going to be here tomorrow to
speak in an unpaid keynote on how he does see the future of our industry. And their Global CIO is here. Their Global CMO is involved in this project.
The whole management team is working on this project.
It’s such an exciting project. It’s so reminiscent of what we shared with you last year with Toyota friends, where we asked if your car could be your
friend. The same kind of transformational project — we love this. We love this opportunity to come into a company and be able to say, how do we
transform the company, how do we transform all of us?
Because at the end of the day the reason why I love this story so much is this, we believe so much that our role here at Dreamforce is to transform
all of you, to open a door to the future, to give you the new skills and capabilities for the future, and that it will let you go back on your
organizations
and take them to a new level. And when you actually do it, it’s the greatest, best feeling we have. It is awesome. I want to show you inside General
Electric.

GE is a company that’s all about making things that matter. We have this core belief that business is social. One of these areas is that social
technology
is going to change the way we do business, it’s not just a consumer application it’s a business application. And one of our goals 2 years ago is we
want to get our sales team 100% digitized, and the best thing for us was to go to Salesforce.
It’s been key for us to understand not only how do we connect our employees, but how do we connect our employees to our customers, and
ultimately what’s very exciting for us is how do we connect customers, employees to our team.
In a company like GE, most of our customers have multiple GE businesses they organize, and so you need all the touch points of the company to
understand that customer. Wherever you are you have the brains of the company, the brains of what’s going on for the customer right at your
fingertips. It’s changing the way we work and the way our customers work. As we become more digitized we are getting access to more data, we
are seeing data from customers, we are also seeing data from our machines.
I think the idea of connecting a machine to a social network is pretty exciting. What if my jet engine could talk to me, and what would it say? Chatter
is turning out to be a nice tool in that, because what it does is it aggregates community, in this case a community service reps. We can get our sales
people plugged in, and they were actually able take some of the data feed from our GEnx engine and that was installed in Dreamliner for Japan
Airline.
In real time the service teams of Japan Airlines and GE, were able to look at the data and be able to say, what are we seeing, what are we experiencing?
And it has translated into real action that helps the business run better.
Social and Salesforce help connect the dots for the company. They speed us up and make us more approachable. If you’re a business you need
social because it’s going to get you closer to your customer — humanizing. The ability to query somebody real time and get feedback and to get
people to help make what you do better; I mean, that’s the marketer’s dream.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
I just love that story. Isn’t that a great story? I love that story and I’ll tell you why. It just exemplifies to me why we are all here. It shows the
kind of
things you can learn here, participate in, transform yourself, transform your company, add value to your industries, that’s what we are all about.
We love that. We love that. And I’m so delighted to welcome, Charlene Begley, who is here, who is the Global CIO of General Electric.
And, Charlene, would you stand up please? Thank you so much for being here, we are so delighted to have you. Welcome to Dreamforce.
Charlene Begley – General Electric – Global CIO
Thank you. It is great to be here. It’s overwhelming actually, I thought we had big customer meetings.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Charlene, you’re the Global CIO, probably one of the most respected and most well known companies in the world, you have a history of innovation
that we so respect at Salesforce, starting with Thomas Edison moving all the way to Jeff Immelt today, to have this incredibly diversified set of
businesses. You have a huge vision around GE share that we work together to build.
Charlene, can you tell us, what does the future look like to you?
Charlene Begley – General Electric – Global CIO
Sure. Just, it changes the way we do business. I mean, for social, for me it gives us new revenue streams, new ways to bring value to customers. For
me it’s really simple, it’s about accelerating learning, it’s about accelerating communication, it’s about connecting the right people to the right
information at the right time, on any device anywhere in the world. For GE with 300,000 employees, with huge installed bases, it’s really, really
critical that we have efficient communication.
So, again, it’s accelerated learning, it’s finding new ways to bring value to customer, the data on our equipment tells us enormous amount of
information, if we can quickly grab that data, turn it into information for a railroad to run their locomotive better. For an airline to have better
fuel
efficiency, that’s huge value. And so, this just unlocks that for us.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, it’s just awesome, we’re so thrilled to work with you and, Charlene, welcome to Dreamforce 2012.
Charlene Begley – General Electric – Global CIO
Thank you, glad to be here.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Charlene Begley, everybody. You know, it’s an incredible vision. We feel so strongly about this — connect with your customers in a whole new way.
You could see through Charlene’s vision in her comments, the video, the story, it’s a customer revolution, it’s a partner revolution, it’s an employee
revolution, it’s a product revolution. When your aircraft engine is on your social network that is amazing.

And that’s what this conference is all about. It’s helping you to see where you fit in this future; where your company fits in this future. We set this
conference up for you so that you can ask questions of yourselves and your company, your organization, you colleagues, your employees. And,
Charlene, and the 100 employees from General Electric that she’s brought here to Dreamforce, we know that that’s what they’re looking for.
At the CEO level, they know their future revenue streams, their profitability depends on this transformation, and I am convinced that is true for
each and every one of us in this room and around the world — our entire customer base is also joining us online. Everybody is up on Street at
Dreamforce Park, this is what we are rallied around.
We want to ask them key questions. Have you transformed the way that you service? This is a new world, have you transformed the way you sell?
Have you transformed the way that you sell? Have you transformed the way that you service your customers? Have you transformed the way that
you market to your customers? Have you transformed at the very core level, this core idea of how do you transform the way that you collaborate
with your customers?
And have you transformed how you fundamentally work inside your organization? And have you transformed — and you can see that in the video
and you’re going to see this over and over and over today. And I think at some level, we do have some authority that we say — Forbes has chosen
us two years in a row as the most innovative company in the world. We want to pass on some of those skills to you.
We want to get our customers to innovate and create in a new way. That’s why we are profiling customers today who are innovating, because have
you transformed the way that you innovate?
These six things; sales, service, marketing, collaboration, work and innovation, we believe that this is the core to the fundamental customer
interaction
in a company. That this is the new social front office. This is where that trust revolution lives. And what we want to show you is why our customers
who have made the decision — who made the decision right now to make this change, to make this transformation in their lives and their businesses
that it creates a level of success like we’ve never seen.
In so many key areas, sales productivity and customer satisfaction and campaign effectiveness, and employee productivity and employee innovation.
And our customers tell us through our own surveys of them, that they are now growing 48% faster than their peers through the use of this technology.
We saw this in the McKenzie Study, we see this in our own studies. It’s amazing.
So, how do we communicate this to you? How do we transform you? How do we transform you and give you these skills so that you can go back
and transform your companies? We believe it’s telling you a set of stories. And over the next 2.5 hours what I want to do in this keynote presentation
is tell you six stories. I want to tell you six stories of 6 companies.
Some of these companies we’ve told you the story before, and want to update you. Some of these stories are new stories. Great companies. You’re
going to hear about Rossignol, you’re going to hear about Activision, you’re going to hear about the number one bank in Australia, Commonwealth
Bank. You’re going to hear about Virgin America, you’re going to hear about Facebook and you’re going to hear about Coca-Cola.
I’d like to start the storytelling today with a story about a great company called Rossignol. Now Rossignol is an amazing company, an amazing
sports maker, I’m sure many of you have Rossignol’s skis, or your have seen those products, going down the slopes. One of the things about
Rossignol that they learned as a great B2B seller, is that selling becomes a team sport.
When selling becomes about selling to their distributors, to their dealers, but somehow integrating their consumers back into the product cycle,
something that was made possible by this transformation that we are talking about. Rossignol is an amazing company, it’s an amazing organization.
They are the leader in sports equipment, $135 million in revenue, 1,600 employees, the number ski brand on Facebook.
And what I’d like to do with you right now, is I’d like to introduce you to this great company. Let’s take a look at Rossignol.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Isn’t that a great story? It’s a great story because it’s really about the next generation of selling, the great, great, great next level of sales
excellence
that’s available to all of us.
And to help us open that door and walk into that, I’d like to introduce you to our President, Hilarie Koplow-McAdams. Hilarie, welcome to Dreamforce.
Hilarie Koplow-McAdams – Salesforce.com Inc. – President, Commercial, SMB Unit
Good morning, everyone, and welcome to Dreamforce X. It seems so fitting on this 10-year anniversary of this event, to kick it off talking about our
Sales Cloud, our flagship product where it all began so long ago in that small apartment in San Francisco.
And as you saw in the Rossignol video, a lot has changed in 10 years. Sales is now social, and that’s why our sales application is number one in the
world. Number one in market share, number in the Gartner Magic Quadrant 5 years running. But, you know what? The most important thing is that
you our users are seeing real results, an average increase of 27% increase in sales, and that’s what counts.
Now a year ago at this conference you came to us — you came to the leadership team and you asked us to be true to our core mission around
customer success and product — feature enhancement and product innovation. And I am here to tell you, along with the rest of the product leaders
that you will hear from at this conference, that we have done this. We have delivered hundreds of new features across all of our products.
In the Sales Cloud alone, we’ve delivered things that you’ve been wanting, shared tasks and activities, exception reporting, collaborative forecasting.
The list goes on and on. We recognize this data is now social. So now with Data.com not only can you clean your data in one click of a button and
import new targets, but we’ve got something new and amazing. Now using our social key you can link the identities of your customers from the
social Web to the information in your corporate systems, now you know who they are.
But you also came to us and asked us for something bigger — much bigger. You said, why can’t I take Salesforce on the road with me? Why can’t I
take all of Salesforce on the road with me, and ladies and gentlemen, I’m thrilled to announce, now you can. Announcing Salesforce Touch, the
first [fully] mobile sales application in the world.
Now you can access your Salesforce data at the touch of a fingertip. Designed for a mobile experience built on the power of HTML5, you can run
Salesforce on any device that you want, the choice is yours. Isn’t that amazing?
Now we’ve delivered connected customers to you and we’ve delivered connected employees, but you had one more ask, and that was connected
partners. Why? Because partners are social too. So I’m excited to announce Chatter Communities for partners. Selling is a team sport, and now you
can sell with your resellers, your distributors or any Channel partner. This isn’t a portal experience, this isn’t a static one-way interaction; this is
where your partners become a member of a live social vital community where they can interact.
Think of this as Facebook for partners, but private and secure. And I’d like to show you how Rossignol is using partner communities to sell today.
So I will be joined today on stage for a live demo with somebody you all know and love, Mr. Dan Darcy, my partner in crime. Are you ready, Dan?
So here we are in the Rossignol Partner Community. Now as a partner this is where I would come every day. This is where I would look at my orders.
This is where I would look at the marketing campaigns coming out of Rossignol Corporate. This is where I would see product information. But now,
today, this is where I can join a community and see what’s going on amongst the partners in the Rossignol community, and I can see there’s
something hot going on right now.
There’s a new ski release, the Squad 7, here’s a video and it’s going viral. Everybody is chattering about this, up and down the feed, and I know I
need to consider this product for my winter line. So I send a note off to my sales reps, and I send that note right from the community. I don’t email
her, I don’t get on the phone, I’m connected to my sales reps from partner communities right into the sales [cloud]. And I let her know that at that
upcoming meeting, I want to hear more about this Squad 7 Ski.
Now, let’s look (inaudible) for a second, in the sales cloud, and she’s looking. Here she is looking at the REI opportunity in the sales cloud. She can
go into the private Chatter feed, attach to that opportunity and immediately sees the message from REI saying, bring that information to our next
meeting, I’m excited about the Squad 7 ski, and she can respond right there.
She can also use Chatter as the place to collaborate with the team around the world that’s supporting REI, this is where they can think about the
product presentation. It’s for the upcoming meeting, they can finalize pricing. They can put together the final agenda for the meeting.
And this is also where she sees late, breaking news, like this news, from Daniel Roland, who confirmed the meeting only to find out that there’s a
new decision-maker at the meeting. A new Senior Vice President of Retail Marketing named [Monica Healy], somebody our sales rep has never
heard of.
So what does she do, our sales rep? She does what any good sales rep would do — what you and I would do. She goes into the system to see what
information she has about Monica Healy, and there’s not a lot three. But now with Data.com, using the social key, she can unlock Monica’s true
identity.
She can see her social identity, she can see where she works, and she can see snippets of information coming out of the social Web that give her
tremendous insight, like this press release from REI announcing that Monica was just hired last month, or this recent tweet from the past weekend,
that indicates that Monica was just trying out the new K2 Skis, the big competitor of the Squad 7, and she likes them.
What this tells our sales rep is, she’s got a competitor on the deal. So armed with these insights, our sales rep is ready to go to her meeting.
Fast-forward to the meeting day, we are about to win a deal.
Here she is sitting in the lobby or REI, getting ready for the meeting, and like any good sales rep she’s just freshening up the facts, prepping for the
meeting. Now she’s not trying to fire up her laptop searching furiously for a wireless network — no. With the power of Salesforce Touch she’s got
everything she needs in her hand.
She can see her Chatter feeds, she can see her accounts, she can see her contacts, her opportunity, she can see the custom objects like orders, and
inventory status. She’s ready to go. So up to the boardroom she goes, and she’s not carrying a pile of PowerPoint, in fact there’s no PowerPoint in
this meeting. Instead, she’s using the digital sales aid, built on the Salesforce platform. And she’s handing the presentation over to Monica and
bringing Monica into an interactive presentation complete with video, putting her on the slopes with the Rossignol equipment, deep-diving into
the Squad 7 skis and answering all the questions on the fly.
Monica and her team are blown away. We have a win. Monica has agreed they’re going to buy 200 sets of skis for the winter season, and you’re
sitting in there in the audience, and you’re thinking we are done. We are not done; we do not have the order. Our sales rep hands Monica her iPad,
captures her signature there and then in the room, and sends the order directly through to Salesforce. And now we are done, and we are [won].
And bells and whistles go off all over Rossignol. Bruno, our CEO in [Paris] is notified on his iPad of the win. And our sales rep colleagues all over
the
globe are notified on their different devices, on their Kindle Fires, on their Android tablets, on their Dell tablets, on their iPhones, on their Droid.
The list goes on and on.
That is social selling. So, ladies and gentlemen, what you’ve just seen is partner communities integrated into the sales cloud, you’ve just seen the
power of social data, and you’ll see in the world’s first mobile sales application. This is social selling at Rossignol.
Back to you, Marc. Thank you.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. Hey, how about a big hand for Hilarie? Great job, Hilarie. You know, what I love about that demonstration is that it just fully opens up my
ability to carry any device, use anything that I want, and as the world changes I’m changing with it all the time, I just love Salesforce Touch. I love
the ability because I have this problem all the time where I’m on Twitter, I’m on Facebook, especially when I’m on Twitter and there’s a customer
complaining they can’t get a product working, they need feature support, they want me to help them right away, and I can’t figure out who that
customer is, so they’re somewhat anonymous.
On Twitter I hit a button, it tells me exactly who that customer is, it links me directly to that customer record. I light up our customer support
organization by escalating the case, drop the tweet into the case, and off it goes. Awesome work by our technology team.
And it’s not over. The fundamental inclusion of partners with that seamless integration between Salesforce Chatter which is what I live on every
day inside the Company, and then the ability to easily get out into the community and bring that Chatter feed in and communicate back with the
partner. It’s a whole new world.
Let me introduce you to a great Chief Executive Officer, the great CEO of Rossignol. Please welcome Bruno Cercley. Bruno, welcome to Dreamforce.
Bruno Cercley – Rossignol S.A. – Chief Executive Officer
Thank you. Thank you very much.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We are so excited to have you here and to be working with your company. You have such a great product and such a great respected global brand.
Can you tell us, when you look at it from your perspective, what does the future look like for you?
Bruno Cercley – Rossignol S.A. – Chief Executive Officer
Okay. Thanks for your questions [for] this brand, I think we [are] the [same]. Thanks for the good marketing work, I would say my only target today
is to make you feel like skiing for next winter. And the products we were talking about is the Squad 7, so memorize it.
Time, or I would say, trading time, has been always the DNA of Rossignol. When you do reasoning, of course, the hundreds of seconds is going to
make you very sad or very happy. You know, business, and I’m sure in any business it’s the same, time is the essence, if we lose one day we may
lose one season.
We have seasonal products, we have 2 years development processes, so we need to understand the business as quick as possible. And the old way
to get information from the sales guys, to transfer it to the marketing, to go to the R&D, to production, it’s gone. I think we have no time for that.
We need to understand instantly what’s going on, and this is what we feel is going to make us win in the future. So for doing that we need a vision,
we need a tool. I think we both have the same vision and we have a great tool, and I have to thank you for that.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Bruno, thank you so much for being here at Dreamforce.

Bruno Cercley – Rossignol S.A. – Chief Executive Officer
Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We’re thrilled to have you. Please welcome Bruno Cercley, to Dreamforce 2012. Thank you, Bruno.
Next (technical difficulty). And I think it’s going to give you a huge competitive advantage. Can you tell us what does the future look like to you?
Bradley Peterson – Charles Schwab – Chief Information Officer
Sure. Thanks, Marc. And as you know, we share a heritage. Our company was founded to disrupt our industry and we’re right down the street from
you. What I’m excited about is the future. I think we share a vision of business being social. And we’ve been a leader in the Web with mobile. And
at the end, when people give and trust their money with you, it’s a social process, it involves people.
So even though we’ve been aggressive at introducing all the new and latest technologies, I love what you said about trust and our industry is really
in need of trust. Our brand is one of the core tenets of trust, second is service, and third would be technology. So I think to be a social business,
you have to have the DNA of your company supported. So we’re pretty bullish about the fact that we have 7,000 advisers that have build their
business on the Schwab platform. I believe we’re working on that together, aren’t we?
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Absolutely.
Bradley Peterson – Charles Schwab – Chief Information Officer
Yes. So Salesforce is a big part of that. And what we have is a lab of these advisers that’s the fastest growing part of financial services. So when you
talk about change, the evidence of change, it grows. I think you can always look there. This is the fastest part of financial services, and our advisers
have built communities. So they have the direct relationship with clients. It’s very complex, though.
So we have the opportunity with the social platform to make that relationship simpler and actually more responsive. So the things we’re doing
together with independent advisers, I think, watch out, when we look back five years from now, we’re going to go this is exactly how it should’ve
been for all these years.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Brad, we couldn’t be more thrilled to have you at Dreamforce. Welcome.
Bradley Peterson – Charles Schwab – Chief Information Officer
Okay, thank you.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Thank you very much. You know what I love about Brad’s comments is when I look at customer like Charles Schwab, there’s a remarkable amount
of similarities going on between our businesses, cloud-based businesses, with trust as our highest value, with integrated products, with lighting
up the employees and the customers and the partners.
It’s a remarkably similar vision, and even with (inaudible) again it’s remarkably similar that companies are moving into the cloud for their own
products. And I think that’s why, that’s why this conference has become so important, because we together can become this authority on how to
do that.
So we’re telling you a series of stories today, we’re telling you a series of stories to help you transform yourself and to help you to transform your
organizations. And the next company I want to tell you about is I’ve been a customer of this company since 1979 when I was video programmer
myself right down at Burlingame High School a few miles from here.
Activision is the number one game publisher in the world. I love this company. I love this company. I love this company, $4 billion in sales, a great
CEO, Bobby Kotick, 7,700 employees, Call of Duty, Skylanders, it is awesome. And to see a company like this to transcend technology paradigms
and to still have the number one brand in the world, there’s something to learn here. Let’s go inside and take a look at this great organization.
(Video Plays)
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
I’m so excited to show you this incredible change, this transformation of customer service. Please welcome Fergus Griffin, our Senior VP of Product
Marketing. Welcome, Fergus.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Thank you, Marc. So we’ve just seen this fantastic social transformation at Activision, and for the customer service piece of that, Activision is using
the Service Cloud from Salesforce.com. Now the Service Cloud has over 34,000 customers now and Gartner Group consistently recognizes the
Service Cloud as the undisputed hands down leader in its Magic Quadrant for customer service and support.
Now, just as Hilarie mentioned the importance of our True to the Core initiative for the Sales Cloud, True to the Core is just as critical for how we
shape our three Service Cloud release this year and all the features that go in those releases. Now these are brand new features that you have all
asked for, like our new case management feed, our new Service Cloud console, and our new federate search functionality, sunlight search. This is
the ability to let you search across your knowledge all those old repositories and legacy file systems in one click.
Now, we’ve also heard from small businesses, and you’ve asked us how can we take our service to the next level. And that’s why we’ve introduce
our new Desk.com. Desk.com is our service side for small business, and there are already thousands of companies of all shapes and sizes us Desk.com
for their customer service help desk.
But there is one other area where you’ve given us a ton of feedback, and that’s in the area of customer self-service. You’ve asked us, how do, as
part of the social transformation, take the self-service experience to that next level for your customers. And that’s why here today at Dreamforce,
I’m thrilled to introduce our new Chatter Communities for service.
Now, we are really excited about this one because it’s a complete game changer for the self-service phase. It combines the best of social networking
together with you customer self-service processes. So now you can quickly create communities for your customers to come together, ask each
other questions, share ideas, fixes, workarounds, all in one place, and they can even collaborate with your service agents whenever they want to.

Now, this is great and one of the great companies we’ve seen that’s taking advantage of everything that service has to offer is of course Activision.
Now we all saw in the video that Marc shared that Activision gamers can already reach out for help on channels like phone and email and mobile
channels, YouTube, Facebook. But in our demonstration here today, powered by [Dan Dacry] and his team — thanks, Dan — here’s a gamer who’s
looking for help on Twitter.
Now [Paul Woods] is a passionate fan of one of the most famous games of all time, Guitar Hero, from Activision. Most people here have probably
played it or know someone who has played it. Now, Paul just bought a guitar and he can’t get it to work with the game. Now, he’s out on Twitter
tweeting about the guitar and the store that he bought it at [GameShop].
Now GameShop is a local small business and they’re using our Desk.com to track all of their customer service issues here. So on the left, there’s
Paul who tweets about his guitar, and on the right, that’s GameShop using Desk.com. Now, at GameShop we know enough about this type of issue
that we know it’s probably a technical problem between the guitar that Paul bought and the version of the game he’s using, and we’re probably
going to need Activision to help on this one.
So right from within Desk.com, we can open up the case here and we can do two things at once here. We can escalate this tape over to Activision
and automatically let Paul know in Twitter that we’re working to solve the problem. Now, as soon as we do that, back on the left, when Paul gets
the update on Twitter, he can see that GameShop is on the job.
Okay, so far so good, but we haven’t solved the case yet. So let’s go over to Activision and see how they handle the case from here. Now, we’ve
heard Activision is a fantastic company, they have thousands of employees, millions, tens of millions of gamers, they’ve got three contact centers,
hundreds of service agents, and that’s why the Service Cloud is a perfect for their customer service organization.
So on the right, let’s take a closer look at what Activision is doing. So here, across the body of the page on the right, Activision can track all of
the
critical customer service metric for its customer service organization. And now, along the top down, let’s take a look. There’s all the different
channels
that Activision gamers can reach out for help on, phone and email, of course, but also live agent Web chat and social channels.
Now, the moment any Activision service agent wants to see all the cases in their queue, they have it right here in our Service Cloud console. Now,
there’s any number of cases here from every type of channel, but the one we’re interested in is right at the top. This is the escalated case from
GameShop about Paul’s guitar. So now we can open up the case and get all the details we need to get to work in solving the problem.
So we can start the search for an answer, and what’s great here, this is our new sunlight search functionality, our federated search. So as an agent,
I’m instantly searching across our knowledge base and all those old legacy repositories and older file systems right there, like SharePoint, maybe
there’s a document in there that’s still useful. But in this case, I found the answer in our Service Cloud knowledge base.
Here’s an articulate that tells Paul here’s the version of the game you need to go for your guitar. Now, I can attach up the case right here, and from
within the Service Cloud, I can tweet it back out to Paul on Twitter. As soon as I do that, take a look on the left, the original response there from
GameShop and right above it, here’s our live response here this morning at Dreamforce from Activision back out to Paul to get his game working.
Now that is pretty incredible customer experience on Twitter powered by the Service Cloud.
So this is great. So far so good. We’ve seen great customer service on Twitter, one on one with every customer that Activision can encounter. But
think about it, Activision has millions of gamers, tens of millions of gamers, they could get tens of thousands of question like Paul’s every day. Now,
are they really going to be able to respond one on one to every single one of those questions just like we did there? I mean, they could try.
But the real power of social is in the community interactions. What if instead Activision could be the place for all those gamers to come together,
ask questions, share answers, fixes, workarounds, even collaborate with an agent whenever they need to. Then that will be a customer service
dream. And that is exactly what our Chatter Community for service can help Activision do.
Let’s take a look, Don. These are all the communities that Activision can create for its top game titles. There’s one up there, the Skylanders and one
for Transformers, and right at the top, there is a community for Call of Duty. Let’s open it up.

This is like a Facebook for gamers. It’s private and secure, with any gamer can ask any question they want and have the community respond. So
here’s an example. [Aaron] is asking a question about the maps that available for Call of Duty. [Tom Davidson] is weighing in for Facebook with the
answer. How do we know it’s the right answer? Take a closer look. 244 other gamers in the community said this is the way to go. These people
know this game, they know what they’re talking about. The community is giving Aaron the answer.
Not only that, take a closer look up there. [Eric Sack] as a service agent is also into speed. He is now weighing in saying this is an awesome
workaround
that we can roll in to the next package of the game due out at the start of October to make the game better for everybody. Now this is a community
Activision, not only delivering great customer service, but helping to make the game more competitive, better in the market. Now that is the power
of the community at work for Activision.
So now we have seen great customer service on channels like Twitter. We’ve even seen the new community powering that great customer satisfaction
and great customer experience for Activision. But even Activision gets a phone call from time to time.
So now let’s go back to the Service Cloud. What really happens when an Activision service agent gets a phone call? Now, as soon as the phone
rings, I get a screen pop. I can see who’s calling here. It’s [Alan Lank]. He’s another passionate fan of Activision games, and I guess we have a full
set of information about who Alan is, who he is on social network, and of course, all the products he has from Activision. So I can listen to him on
the phone and see what Alan is calling about.
Now, once I listened, it sounds like Alan has got some problem with the new Skylanders game. He’s got some friends coming over and he wants
to be ready so everyone could play the game with him. Now, I want to really get him the answer he needs really quickly. But he’s subscribing the
game and I’m not really sure exactly how the game is set up. It would really help me if I could see the way he got the game set up.
(Inaudible) if I could actually the way Alan has got the game set up. Maybe it’s just easier if I’d just say that, Alan, hey, Alan, you know how many
are calling us from the iPhone today, do you, well, why don’t we just kick off a FaceTime call right now and I can talk you through the steps. Now,
as soon as we do that, we’re using a channel that works best for Alan to get on the answer he needs. Let’s take a look.
Hey, Alan, how’s it going?
Alan Lank – - Activision Fan
Hey, how are you?
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Hey, great. Thanks. It sounds like you’re having some trouble with our Skylanders game and the Portal of Power.
Alan Lank – - Activision Fan
Yes. I thought (inaudible) found something that’s error message that it can’t find it. I’m not sure what to do next.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
No problem. Can you show me the error message that you’re getting on your screen?
Alan Lank – - Activision Fan
Sure. Here, it says can’t find the Portal of Power.

Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Okay, okay, no problem. Next ,can you show me how you get your game set up?
Alan Lank – - Activision Fan
Yes. So here’s my Portal of Power over here, I’ve got it plugged in to a USB splitter and they go just the back of my Xbox.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Hey, this should be easy to fix. First of all, can you take Spyro there off the Portal of Power? I can see him there in front of you.
Alan Lank – - Activision Fan
Sure.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Perfect. And now, unplug that gray port and that white USB splitter, please.
Alan Lank – - Activision Fan
Okay.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Great. And then plug that straight into the front of you Xbox.
Alan Lank – - Activision Fan
Like that?
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Great. Now just put Spyro back on the Portal of Power, and can you show me what you see on your screen?
Alan Lank – - Activision Fan
It looks like it’s really up to it. It’s Spyro. It’s working. Hey, mom, mom, look, we got it working.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
Thanks, Alan. Say hi to everyone at Dreamforce.

Alan Lank – - Activision Fan
Hello, Dreamforce.
Fergus Griffin – Salesforce.com Inc. – SVP of Product Marketing
So that’s the power. That is the social transformation at Activision powered by the Service Cloud, connecting with our gamers in a whole new to
deliver an amazing customer experience. Thanks. And now, back to Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Great job, Fergus. Wow. I just love the Service Cloud. It’s just an incredible product line. It’s our next $1 billion product here at Salesforce. It’s
just
been on a tear as Fergus and the entire Service Cloud team have really redefined what customer service systems look like. And I’m still delighted
to welcome here the Global CIO of Activision Robert Smith.
Hey, Robert, it’s great to have you back at Dreamforce. And I know that you’ve made this big investment. You’ve got Oracle on your back office,
you’re building this new social front office. You have this huge vision for the future. How do you see the future?
Robert Smith – Activision – Chief Information Officer, Global
Well, first of all, thank you, Marc, for having me, and congratulations, those are nice shoes.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Thank you. I tried to get them to match your shirt, Robert.
Robert Smith – Activision – Chief Information Officer, Global
I’m jealous. We should switch. To your note, we’ve done a great journey with you guys around really enabling our front office socially. And really,
it’s interesting, because a lot of this is driven by what our gamers want. Our games are very social. We have about 1 million to 2 million people play
every day, Call of Duty, lots of people play World of Warcraft online. So they’re used to being social with each other.
What I find challenging and what I think the future is going to really hold for us is, it isn’t just a technology change, but this is really also a
cultural
and a generational change. And so, how is this going to impact us on the back office. And if I may, I have a story for you that illustrates that.
I posted something about a question about (inaudible) social network and it got kind of quiet on the channel, and I was like what’s going on. So I
walked up to one of the people that works for me. She’s probably. Her name is [Shiroti], she’s a great a employee, and I asked [Shiroti], you haven’t
said anything on this. And she came back and said, well you know, my boss hasn’t responded and my boss’s boss hasn’t responded. And I looked
at it and I said that’s not what we should do.
Really, we want everybody to contribute and it really shows how this is a lot more about a cultural change and how it’s really going to take more
time to penetrate into the enterprise than it takes our consumers, because they are really driving us forward. And I thank you guys, we have been
able to make that happen with our gamers.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, we couldn’t be more thrilled to have you here, Robert. Welcome to Dreamforce. Thank you so much. What an incredible company you have,
a great vision. You’ve inspired us. Thank you for everything.
Robert Smith – Activision – Chief Information Officer, Global
Thanks, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Hey, I’m also really thrilled to have right here one of the real leaders of our social revolution and certainly the father of trust as it connects with
the
social revolution. Please welcome Jeremy Stoppelman, the CEO of Yelp. Welcome, Jeremy.
Jeremy Stoppelman – Yelp, Inc. – CEO
Great to be here. The father of trust, I had no idea of that title.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Yes, maybe other thing.
Jeremy Stoppelman – Yelp, Inc. – CEO
I hope not.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
And so, Jeremy, thank you for being here at Dreamforce. We’re thrilled to have you. Give us some insight into the future of the social media and
social networks, how do you see it? You’ve got this incredibly fast growing company. It’s a product that I think probably — well, how many people
in the room here use Yelp? Will you raise your hands? You have some visitors here. It’s very exciting.
Jeremy Stoppelman – Yelp, Inc. – CEO
The Japanese section, we’re not there yet, so.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, this is a great opportunity for you to talk to them. Can you tell us what does the future look like to you?
Jeremy Stoppelman – Yelp, Inc. – CEO
Yes, and for us it involves mobile. Mobile is at the core and we’re seeing this massive migration. We have a very successful Web application. Obviously,
you could tap in to Yelp at yelp.com. But so many people now are tapping into the concept that we have on the go. Of course, it’s inherently social.

So that’s what we rely on, is what people have to say about local business all over the country and now all over the world. And the way they want
to access that is on mobile devices. So that’s been a really important area for us, and that’s where we’re spending a lot of our time thinking about
and building features for.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, you’ve done an unbelievable job and you’re probably the only great company that monetized that mobile experience. Congratulations and
welcome, Jeremy.
Jeremy Stoppelman – Yelp, Inc. – CEO
Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Please thank Jeremy Stoppelman. We’re telling you a series of stories, a series of stories to help you look at the future, to understand the future, to
organize your own thoughts about your own careers, your own skills as it relates to the future, and how you’re going to transform your company
as well.
We want to start a brand new journey with you right now. We’ve been talking about sales and service for some time. We want to start talking about
a brand new vision, a brand new product line, a brand new capability, and we’re going to show you a brand new application today. It’s really
incredible. And the company that we want to use to help explain it to you, to help illustrate it to you, to help you show you what the future is of
marketing is an incredible company from Australia, Commonwealth Bank.
It’s Australia’s largest bank. It’s an amazing organization, 45,000 employees, 38 billion in revenue, and it’s a top 10 winner on Facebook on an annual
basis. It’s an amazing organization. Let’s take a look inside this great company, Commonwealth Bank.
(Video Plays)
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. This is such an exciting vision. Something really caught my eye that I think everyone here should get tuned into before we go forward,
and this is a new fact about our industry, that by 2017, by 2017, CMOs, chief marketing officers, many of whom we’ve already profiled in the keynote,
will spend more on technology than CIOs. That is amazing, that is amazing.
And that is why we are so excited to introduce to you for a very first time the beginning of an incredible journey that we’re all going to be on
together, and we’re here at the show to show you this incredible new application and also to get your feedback and also to bring your marketing
teams in to this community. It’s my great pleasure to introduce to you Brett Queener, our Executive Vice President of our Marketing Cloud. Welcome,
Brett.
Brett Queener – Salesforce.com Inc. – Executive Vice President of our Marketing Cloud
Thanks, Marc. What an inspiring video, what a great customer story. We’re so honored to partner with Andy and his team at Comm Bank, to change
the face of banking. It’s a really exciting time, because we’ve been working on something amazing over the last year that we think has the potential
to transform the way that we all market.

To say marketing is social, it’s such an understatement. Social represents the biggest change to marketing in the last 60 years. And we talk to our
customers and our CMOs and we ask them, how’s it going, how’s it going with social. What we hear is, we’ve been managing social for one or two
people, put it over in the corner, and that’s not going to work anymore.
It is now their imperative to manage social across their entire organization, across all of their campaigns, all of their people, but what they tell us
is, it’s hard. It’s really, really hard to transform that organization at the speed of social demand. And that’s why over the last year we have brought
into the Salesforce product family two amazing companies, with Buddy Media and Radian6. These are clear market leaders, industry visionaries to
show us all the path forward. And together, these companies form the Salesforce marketing cloud. It is the industry’s first unified social marketing
suite.
And with the Salesforce marketing cloud, we all have the opportunity to do social marketing right, because it allows you to manage, measure and
optimize all of your social marketing activities, and there are new ones every day in a single environment. And they are terrific. There are thousands
of companies using this technology today. I see many of you in the room, thanks for your feedback and thanks for your direction, because we’re
on this journey together, B2B leaders like Cisco, Hewlett-Packard and Caterpillar; and B2C brands that we all know and love, like Ford and Unilever,
and of course Commonwealth Bank.
And to see this technology for the first time in action, Dan, let’s bring it up — let’s see the marketing cloud in action at Commonwealth Bank. As
you saw in the video with Andy, Commonwealth Bank aspires to be a different kind of bank. Where most bank spend a lot of their time telling you
you can’t do this, Commonwealth Bank does its best to say (technical difficulty) brands directly with an iPhone app, you can’t do that.
Commonwealth Bank says yes, you can. They’re publishing content on Twitter, around a 24/7 script. Where most banks say, you want a content
that does 24/7, you have a burning issue, you can’t do it. Commonwealth Bank says yes, you can. They’re publishing content even on YouTube. Let
me get this one right, because I never understood this one.
With their everyday settlement service, where most banks say you can’t access your own money on the same day that you deposited, Commonwealth
Bank says it’s your money, yes you can. And they’re even publishing content on Facebook around mobile home loans, where most banks say you
can’t use your iPhone and holds up in front of a house and apply for a loan directly, you can’t do it. Commonwealth Bank says yes, you can. They’re
not only publishing this content on all these social channels, they’re making sure it works in every major mobile device.
Pretty amazing, pretty inspiring campaigns, because this is a bank we’re talking about after all, right? How are they able to do this? How can they
pull this off across all of these channels, all of these devices and interact with their customers and the way their customers demand? What technology
could they possibly be using? I don’t know. It could be, yes, bring up the Salesforce Marketing Cloud.
First time on the big stage, here it is. I think it’s a beauty. I’m a little bit biased. But let me orient you a little bit. On the upper left, we can
see as a
marketer, the Salesforce Marketing Cloud has all the functionality I need to do social [rite]. I can listen across the entire social Web. I can publish
all
the content that I need. I can engage in a one-to-one or one-to-many faces. I can advertise in highly optimize way, and I can even measure the
financial return on my social investments. The other thing I love about the Salesforce market is because it’s powered by Chatter, which makes it
incredibly collaborative in social application. So I can work with my peers to do social rite.
Now let’s go behind the scenes, Dan, as (inaudible). Here we can see all the content that we are publishing that I showed you, the content on the
website, on Twitter, on YouTube. Let’s pull up on Facebook, Dan. And here is this content that we’re publishing out of the Salesforce Marketing
Cloud running on real-time on Facebook. Remember all those mobile devices, how do I deal with that multiplicity of mobile devices. I don’t need
to. The Salesforce market auto-optimizes for me.
We think these campaigns are really clever, right? We’re a different kind of bank, we’re great. But actually, who cares what we think, what do our
customers think, is this resonating with them. Let’s go have a listen. Dan, what do we have here? On the upper left, I see this is the real-time
dashboards tapped into the half billion conversation happening every day on the social Web.

In the upper left, I can see is it psyching, and it is. Upper middle, I can say if they’re positive, are they negative. Upper right, I can see who the
age,
the gender, the demographic. At Commonwealth Bank, they’re pretty competitive. We want to know which groups are doing better than others.
Let’s look at the bottom middle, we can see that the home loans group is crushing it on social. Why is that, how would we know?
Let’s drill through it. I can see in real time here is the content that’s blowing up across the social Web. Here is the story. Let’s pull it up. Let’s
play it,
Dan. This is an amazing video on the iPhone in front of the house that’s gone viral. Now, before I get too excited and too self-satisfied, look at the
upper left. I’ve actually only reached 10% of not the social Web, I’ve only reached 10% of the fans that are already connected to Comm Bank on
Facebook. That’s not good enough.
So what do I want to do? I want to create an ad. So what is an ad in the social world? It’s not a one-way [block]. It’s about taking the stories we
create
or customers create and amplifying them. So to create a mobile ad, and now to pause for a second, Dan, the power of the Salesforce Marketing
Cloud and the power of social from a segmentation is unbelievable.
I want to go after the new homebuyers group. It’s 31% of loans in Australia. So I want to target 17 to 31 college educated and married, and create
an ad. And there’s that ad right there. And Dan, let’s go look on Facebook. Is it up on Facebook yet? We created a mobile ad. Let’s hit refresh. And
there’s that ad, amazing. And in that ad, I’ll invent links, people apply for new home loans or people installing iPhone app.
I see it every day. Look at how amazing it is. So the Salesforce Marketing Cloud is amazing. It (inaudible) so I can collaborate with my peers. I can
listen to the social Web, I can publish all of our contents, I can engage in a one-to-one or a one-to-many basis, I can find many of the contents and
create the next generation of advertisement, which is using the voice of our customer, not our own.
I love social marketing, but to do more of it, I need to show the return to my boss. How do I do that, how would I know? Take a look. The Salesforce
Marketing Cloud allows me to understand the financial ROI across my paid, owned, and earned social media. And for the new home loans group,
what really matters to me is dollars, or Aussie dollars. I want to know the number of new home loans that have been applied for, completed. And
what I get really excited about is the number of brand new customers that we brought in to Commonwealth Bank through the power of social.
So many of you in the room are wondering, can you really have one social marketing suite, can you really easily target, can you really easily listen,
can you really easily engage, can you really easily advertise, and can you easily, I mean, seriously, can you easily understand the return on social?
Well, ladies and gentlemen, Commonwealth Bank, powered by the Salesforce Marketing Cloud, is here to tell all of you that yes, you can.
Thank you everyone. Back to you, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. Great job, Brett. Thank you so much. Congratulations on this great, great, great achievement. Congratulations to Mike Lazerow of Buddy
Media and Marcel LeBrun at Radian6 for their collaborations with us and creating this incredible new company, this incredible new vision, this
incredible new strategy, the Salesforce Marketing Cloud. It’s a whole new door for us. And we are thrilled to start this journey with you in the
marketing.
We know that that’s a new community, an incredible new capability. And I’d like to talk to Andy Lark, who’s here with the Commonwealth Bank.
Andy, thanks so much for being here at Dreamforce 2012. You’ve been using core parts of the Marketing Cloud now for some time. Can you give
us your vision? What is the future look like for you?
Andy Lark – Commonwealth Bank – Chief Marketing Officer
Well, you think about bank employees being in social business, and for the first time (inaudible) around physical things such as branches (inaudible).
But to tell you the single biggest shift is our ability to reach the frontline, since my whole life in technology and you get into a big institution and
you suddenly realize there are tens of thousands of people that don’t have access to email every day. They don’t even have a dedicated computer.
All they do have now is a smartphone.
And so, suddenly you’re able to extend to the frontline chatter and all kinds of remarkable technology and get some information that helps to
serve customers better. And the final thing I’d say is that marketing is probably being the most underserved function in the enterprise (inaudible).
Manufacturing on ERP, financial thoughts, finance technologies. But marketing had all these little point solutions, and that’s hard for a big company
to resolve.
And we think the Salesforce is bringing together this world-class capability. So what that does is that’s going to transform the way marketers work,
and finally, we’re able to (inaudible) at the table and have real conversations about real ROI and changing the way our markets would (inaudible).
It’s going to just make things so much easier. So thank you for doing that.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, welcome, Andy, and welcome to all the CMOs here for the first time. We’re delighted to be working with all of you. And we have another
incredible leader here from our industry. Tony Prophet is the Senior Vice President at Hewlett-Packard, someone we’ve worked with so many times.
And first of all, thank you, Tony, for your great work with the Children’s Hospital here in San Francisco. Your personal efforts have been incredible
and you have been a great leader at Hewlett-Packard. Can you give us a vision of what is the future look like for you?
Tony Prophet – Hewlett-Packard – SVP, HP Networking
Absolutely, Marc. HP is using social to transform the way that we go to market and the way that we operate our business day to day. We’re doing
this at an unprecedented pace. We started in Q1 of this year, we’ve already gotten 12,000 users up. That’s about much more than just migrating
users from one platform to another platform. At the same time, we’re reengineering our processes, embedding social deep into the workflows,
but really at a fundamental, at a native level.
So what we’re seeing, the results, the early results are very encouraging. The level of engagement we’re seeing with our Salesforce is up (inaudible)
and we measure this on a regular basis, picked up more than [20%] this level of satisfaction, our users’ satisfaction with the current solution tools
(technical difficulty).
We’re confident that this new way of doing business is going to prosper, enhance (inaudible) for us with our partners, with our customers, with
our employees, our suppliers. It’s essential for us that (inaudible) to a business with the industry moving faster and we move more and more, our
business more and more to point solution, integrated solution with our cloud infrastructure and our cloud service offering is going to be a core
part about how we (technical difficulty).
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We couldn’t be more thrilled to have you here today. Thank you so much, Tony, for being here.
Tony Prophet – Hewlett-Packard – SVP, HP Networking
It’s an honor. Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
I’m delighted. I love to introduce to you a special guest, George Zimmer here, the CEO of the Men’s Warehouse. George, welcome to Dreamforce.

George Zimmer – Men’s Wearhouse – CEO
Thank you, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
George, you’ve been an incredible — how many people here have bought products from the Men’s Warehouse or shop at the Men’s Warehouse.
All right. George, let me ask you, you’ve been an incredible marketer, your industry, we see you on television all the time. Tell us what does the
future look like to you?
George Zimmer – Men’s Wearhouse – CEO
Well as you know, we built our business on baby boomers and $1 billion of television advertising. We are now transforming our company and
retargeting as our customer, the Millennial generation. We are using Marketing Cloud so we can monitor what they like and don’t like about our
stores. And as an example of how you’re able to do this, we have a special offer for everybody at the conference, you go to the Men’s Warehouse
Facebook page, you’ll see what it is. Thanks, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Hey, George. We thrilled to have you here, George. George, give us the line.
George Zimmer – Men’s Wearhouse – CEO
You’re going to like the way Salesforce works, I guarantee it.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. George, thank you. This has been an incredible journey. We’re now halfway through our keynote. We’re working hard to open the door
so we can see what’s going on. It’s been really amazing to have the stories. Welcome. The Cake Boss is here. Welcome. Welcome to our Lieutenant
Governor Gavin Newsom is here. Welcome Gavin.
We’ve got so many incredible things going on here at this conference. It’s really just an incredible time. It’s a time that we can really look at all
these
different stories. And now, I want to tell you a story, another story about a great company. How many people here flew Virgin America to get here
to the conference?
Exciting. Is that a great airline? It’s a great airline, with a great founder. We’re going to hear from their founder today at 3 o’clock. But we want to
first tell you the story of Virgin America, their airline right here in the United States. It is the best domestic airline for five consecutive years by
travel
and leisure. It’s a billion dollar airline, just launched in 2007, 2,500 employees.
You’re going to see a story that is so inspiring, so exciting, so transformational for this industry that we’re all part of. Let’s take a look inside
this
incredible new vision for Virgin America.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. It’s not a great story. It’s incredible, incredible story and a great, great example of connecting employees, connecting customers, partners
and products in incredible new ways. And it is really my delight to help eliminate the story and to further inspire you to introduce to you once
again my co-founder, Parker Harris. Parker, welcome to Dreamforce.
Parker Harris – Salesforce.com Inc. – Co-Founder and EVP, Technology
All right. Thank you, Marc. I have truly loved flying Virgin and they do an amazing to make sure I have an incredible experience. And one of the
ways they do that is that they’re leveraging Chatter to do that. They’re leveraging Chatter to collaborate amongst those employees, to figure out
how to create that fun experience that you saw in the video because Chatter brings social to collaboration and you know that we have over 170,000
live networks today.
Companies like Dell and Verizon are using it. Many of you are using it. And it’s delivering productivity gains like that 30% reduction in email. And
I’d like to take all the credit for how great this product is with all the engineers, but it’s actually all of you out there that help to make it a
great
product.
Just as you saw on the sales cloud and the service cloud, Chatter is also true to the core. We’re listening to you. We need your feedback. Please
keep it coming. We’ve done things like added likes on post, likes on comments. We’ve added bookmark. You wanted to have an Android client,
we added that. We had the iPhone client, that wasn’t enough. You wanted to have that Android client. We added poll. I’m going to show you that
in just a second in a video.
But you also asked for us to break down those barriers of collaboration and that’s why we’re announcing Salesforce Chatter Community. We saw
a community from the sales cloud. We saw it at service cloud. I’m going to show it to you in Chatter because communities is transformation. We
wrote the product. We rewrote Chatter to make this possible, really, really important.
And we know within these communities, we know that one of the things that drive adoption — because we watch adoption, we care about adoption.
We know what drives adoption is the file. Of course you know this because you also asked for some features in that area. You asked a drag and
drop file. You asked for multi-file upload. We gave those to you.
But you know what, that was not enough. It wasn’t enough. We thought — why is there not a dropbox for the enterprise running on a trusted
platform, running on the Salesforce platform? Well, I’m here today to announce just that. Salesforce Chatterbox, that’s right.
Save files across any device, your iPhone, your Android device, your Mac, your PC, it doesn’t matter. It’s going to seamlessly synch and yet it’s
running on our platform, on that trusted platform.
And with that, I want Dan to help me out here. I want to show some of these technologies. It’s really incredible. Now, here, we have Chatter running.
It does not look like Chatter. You know why, because Chatter is a platform.
Virgin is taking that platform and here — they’ve created their colors here. You see the Virgin America red. You see the Virgin America logo up there.
You see some of their apps. They have a route tracker. They have flight tracker. Those apps are in there because it’s a platform.
Here we have [Sherman Brown], he’s an operations manager for Virgin America. His job is to create customer success for those jets as you saw on
the video, those people who are flying on those flights. Let’s take a look at Sherman’s day. Let’s go and look at his day by looking at the feed because
Sherman works in the feed. That’s where he does his job. We have the photos in the feed. We have videos.
But you know what else we have in the feed because you asked for it, we have polls. Take a look at this. The employees of Virgin America did a poll.
They want to know amongst each other where do you think we should do the next hub. There’s a great hub in here in San Francisco but it’s up to
the employees, the next one is going to be in Miami. Pretty cool.

But let’s see working through his day. Here we see, there’s a delay, a flight delay, Flight 351. Okay, that’s a really big deal. Sherman now has to get
to work. He has to get to work because his job is customer success as we said earlier. Let’s click through and let’s look at that flight. We can see
he’s
going from San Francisco to Boston. Let’s see who’s on that flight. I’ll click through. We can see the social profile of actually of all of these
passengers.
But you know what, the most important one is that person sitting in first class there, Phil Abbott. Phil — let’s take a look at his social profile.
Let’s
actually open it up a little bit more, Dan. Thank you. In his social profile, we have everything we need to know about him. We can see that he’s got
that Elevate Gold Status, a very important customer of Virgin America. He flies Virgin a lot.
We can also see the flight history, where has he flown. So because his social profile is open, because it’s open, we also see those social networks,
the other consumer social network, the Twitter, Facebook.
Here is something really great that it’s very important — I need to go to Cabo and Virgin America, excited to celebrate my sales club achievement
with a few margs. For those of you who don’t know what margs are, they’re margaritas. He’s a sales person.
And you know what, if you’re a sales person in the audience, you know how upset he’s going to be when he gets off that plane in San Francisco.
He misses the connecting flight. He’s going to miss his friends there in Cabo. He’s going to miss the award ceremony, who knows what he’s going
to miss.
Now, let’s get to work. Sherman is going to get to work and he’s going to deliver incredible customer service through this cloud form. We’re going
to create a customized flight map (inaudible). And you know what we’re going to do with this, we are going to have an iPad held up by a teammate
in San Francisco. That’s right.
They’re going to hold up that iPad. He’s going to have his picture on it. That way he knows – hey, it’s for me, and it’s going to have a little map and
that map is this is where you need to get to, Phil, for your next flight because we are going to make sure you make it to that sales cloud.
So now we have that cloud created and it was created right within Chatter. You saw that. We never had to leave, right? Now, the file is saved on
this computer. Now, how are going to get it to San Francisco? Good question. We could email it. But I don’t know all the email addresses of all of
the employees in the San Francisco office, the San Francisco teammates.
I could use dropbox. But you know what, my company really doesn’t trust dropbox. They wanted that trusted platform. But you what’s great, we
can use Chatter and we don’t even have to leave this desktop because Chatter — (inaudible) Chatterbox is right there. There is a folder on this
computer and that folder is backing a Chatter group in the cloud. We’re going to drag the file in there, you saw that [poster] alert right there, poster
alert popped up.
That file is synched to the cloud. It’s gone up to the cloud. Let’s go to the cloud, Dan. Let’s take a look at Chatter. You can see that Chatter group
in
the cloud. Okay. There’s San Francisco teammates Chatter group. You can see the file automatically synched. We didn’t have to do anything.
Now, the next thing we need to do, we need to [send] that file to San Francisco. You know how to do this, go into Chatter, let’s enter the message
– San Francisco teammates, you guys need to take care of Phil when he gets off the plane. We need to go hold up his sign. Send him to his next
flight.
Put the message in, the file of course is going with that message. And because of Chatterbox, that message and that file will go together automatically.
Now, the San Francisco teammates, they are mobile on what you saw on the video. They’re not sitting at a computer, so it had — they’re on an iPad.
Let’s take a look at the iPad. Thank you, Dan.
There’s that iPad running. The message has come down, but also because of Chatterbox, we don’t have to do anything. That file is already there.
That teammate is ready to go, ready to hold up that iPad.

But you might have caught something really cool in that video, I’m going to blow your mind right now because that teammate has a better idea.
That teammate will, of course, hold that iPad up. That teammate will be ready to care of Phil when he gets off the airplane, but we’re also going to
send the message electronically to Phil. That’s right.
We’re going to send the message to the cloud and from the cloud to that airplane and flight. Okay. Are you ready? All right. Now, let’s all get on
that airplane. Let’s take a look at the flight now. Here we go. Phil is sitting in his seat. He’s getting upset. He’s not happy — I’m going to miss my
flight. And all of a sudden, he sees in his [Tpack] this little message pop up and he’s like — wow, what has happened, oh, my gosh. Somebody’s
talking to me. Who’s talking to me? Is it someone on the flight because Virgin America has that cool chat feature? It could be.
Let’s open it up and take a look, who wants to talk to Phil. Phil is agitated. He looks, he’s like — oh, my gosh, this is Virgin America. This is
Virgin
America talking to me. They know who I am. They know I need to get to Cabo. Here’s this little sign that they’re going to wait for me. It was my
picture and here’s the next data how to get to.
And he has just blown away. He’s blown away. He’s sitting there and he’s like, relaxing. He sees this little elevated flight mile. His elevated flight
miles were clicking by. Of course, the file was right there. His elevated miles are clicking by, it just ticks back and he’s thinking about that
margarita
he’s going to have. His flight mile is clicking by. Just unbelievable.
And so that’s just amazing demonstration what I explain to you. It was Salesforce Chatter Community. They broke down that barrier between
Sherman and Phil, the employee and the customer, seamless. And that file traveled everywhere he needed to be, from the person who created it,
up into the cloud down to the agent in San Francisco, that teammate, unbelievable.
Salesforce Chatter Community, incredible, breaking the barriers of collaboration and Salesforce Chatterbox, you guys are going to love it.
Thank you very much. Back to you, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. Great job, partner. Is that an incredible demonstration of the future? I just love the integration and I just love the incredible technology
breakthroughs with Chatterbox and Chatter Community. We have David Cush to see how Virgin America right here. David, welcome.
David Cush – Virgin America – CEO
Thank you. Good to see you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Thanks, David. Wow. Your team has really put together something extraordinary and I know everyone here who’s ever been on an airplane and
have that anxiety — am I going to make that next flight, but no, I’m going to have that certainty that I’m going to be successful. It’s awesome.
Can you tell me what is you vision for the future?
David Cush – Virgin America – CEO
Well, I think we look at social in a couple of ways. And if you look in the past, it’s more been around marketing and it’s been around guest care and
I will tell you a tip to travel, the best way to get a response is through social media, not through a normal consumer relations department. So that’s
real time communication. These are real time problem. They expect real time solution.

Going forward, of course, we’re very interested on what it creates for our teammate. Traditionally, airline communication has been chain of command,
very directional and we’re a very [Galacterian] organization. We want to create something different there.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, we couldn’t be more thrilled to have this relationship with Virgin. We can’t wait for Richard Branson’s keynote this afternoon. Thanks so much
for being here.
David Cush – Virgin America – CEO
Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
David, thank you. And sitting next to David is Tony Robbins. Tony, welcome to Dreamforce.
Tony Robbins
All right. Good to see you again.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Tony, we are all looking forward to Friday’s presentation, 10.00 AM. We are getting totally motivated.
Tony Robbins
Well, of course (inaudible).
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Tony, you’ve been using Chatter inside your own organization. You are the first user of Chatter Communities inside your own program, bringing
your community together. Can you gather some insights? What is your vision for the future as it relates to your organization?
Tony Robbins
I think it’s the power to create improvement instantly in real time whether being a relationship right now, altering a product or service. It’s
happening
already immediately for us. And I think we all know that change is automatic. It’s the standard today. But change is going to happen in our businesses,
in the economy. It’s going to happen with technologies. It’s going to happen in our relationships.
Our bodies are going to change. Change is automatic. Progress is not. If you’re going to make progress, you have to take control. Anyone who isn’t
connected to social today is not able to – in real time it goes changes and improvement. So we leave in a world that’s so virtual and so many
businesses. We do business in 100 countries and different people spread out.

Through simple things like Chatter, we’re able to get people to solve problems right away, combine and figure out how to solve the best solutions
in those moments. In the communities, we’ve actually done our seminars, 6,000; 7,000 people. And instead of trying to monitor Twitter and all
these different things, as a community, they can solve each others challenges. We know what’s going on.
We own the [bench]. We used (inaudible). We own the bench here in San Jose with about 6,000 people. And the media, somebody put out a story
that was completely false that we are doing [fire work] seminar and they [send] these people hospitalized. And [I don't think] the person was
hospitalized.
Anywhere around the world, 100 country is [the story]. Our group in the communities went out and started communicating, people at the Huffington
Post and so forth and said — go check the hospitals, go interview the doctors, it’s wholly false. They did the story. We actually got Fox News to do
it on air attraction thing. It was completely false. But Fox News has a very good strategy. It all came from that (inaudible).
The only thing I’ll just is we used Work.com. We just launched it and it’s been exciting because now you’re able to perform its managed and the
way that’s on. People love. They look forward to it in real time, acknowledgement is happening from the ground up. We’re actually giving bonus
dollars to employees so that they can start to take their peers and take care of them and it’s creating just an incredible community.
So I say the future is connect or die. The future is connect and you win.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, Tony, we’re so thrilled to have you here. You’ve been a great teacher to me and for over 20 years, you’ve inspired me. So how many people
here have listened to Tony’s books or tapes? You have a lot of customers here as well. Thank you for everything that you’ve done.
And I’m also so excited about this book that you’re launching here at the conference call, Pathways to Progress, is that it?
Tony Robbins
Pathways to Growth.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Pathways to Growth.
Tony Robbins
Yes.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
And I was looking at it last time, it’s a workbook, it’s a book. It’s designed to help sales managers and sales leaders. Can you tell us a little bit
about
that?

Tony Robbins
It’s nine disciplines. The same activity challenge we’ve had. Sales used to be a collective process. There was a (inaudible) and you came into the
office and sales managers knew what to do. Today, in businesses, very large businesses, you can’t predict that. So we find — doing — the biggest
failure is doing the right thing at the wrong time.
And we developed a system that we’ve done for large companies like [VMware] and (inaudible) and so forth and Dell and so on, huge changes in
their sales process and we put that. So we put those kind of a workbook and we’re donating it, these nine disciplines to other charity but Benioff
Children’s Foundation. I’m just (inaudible) that we ever support.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
So anybody –
Tony Robbins
You can download it for free or you can get it at the bookstore, but we hope you’ll make a donation because that’s why we created it.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, Tony, thanks for everything. You’re amazing.
Tony Robbins
Thank you very much.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Thanks. All right. We’re talking about the series of companies who have made this transformation. We’re giving you a series of stories.
And now, we want to open up yet one more incredible journey for all of us. Salesforce.com believes strongly that work itself is changing. And like
exactly as Tony was saying, we need new tools, we need new capabilities to help align our organization, to collaborate, to rise individuals up, to
give them the support they need, the performance feedback.
And in the same way that we brought CMOs into our program, we brought two service officers into our program. We’re very excited to begin this
journey and starting to bring in the next generation of human resources as well.
And to help illustrate that point, I want to show you an incredible company that everybody knows, Facebook, the number one consumer social
app, over 3 billion in revenues, 3,900 employees.
But I want to show you something that you’ve never seen. I want to show you how they work, how they build their code, the dashboards they used,
the capabilities that Facebook uses to achieve spectacular growth, the same spectacular growth you’re going to achieve after seeing today’s
keynotes. Let’s take a look.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, this is going to be a spectacular new journey. I’m so delighted to bring all of you in on it, Work.com and to help us take a look at it, I want
you
to meet John Wookey our executive vice president of Work.com and social applications. John, welcome to Dreamforce.
John Wookey – Saleforce.com, Inc. – EVP
Thanks, Marc. Hello, Dreamforce. It is great to be here, great to be at Dreamforce, great for me personally to be here at Salesforce. The world of
work is changing. This is a social work. It’s social and we are all making it happen together.
When we see great sales performance, outstanding customer service, eye-popping innovation like we’ve seen here this morning, it happened
because our people were motivated. They are aligned to a common purpose and connect it to the mission of our company. And when that happens,
it is magic.
And when we talked about how it happened, we talked about leadership, we talked about passion, we talked about hard work, but we never ever
talked about HR software because HR software is about administration. It is not about driving (respect). We need to connect our teams to each
other and to our customer. We need to align our team, to motivate them, to drive the kind of performance that gives those great results over and
over and over.
And that is why we have built and today I’m very proud to announce Work.com, the world’s very first social performance (managers) platform. We
went back to first principle. We have built Work.com from the ground up to be social. Work.com is engaging and impactful because we’ve designed
it not for HR but for all of us.
And hundreds of customers are using Work.com every single day, great companies like Mozilla and 1-800-Flowers, Virgin America, Spotify, Living
Social and, yes, Facebook. Facebook was one of our first customers. They created social. They showed us the simple transformational power of
people connecting. And they’ve been more than a customer to us. They’ve been a great partner. And together, we have created a continually
evolving vision of work. And that’s what we’d like to show you right now.
And we’re going to begin exactly where Hilarie left us, at work in the sales cloud. [Scott Compton] is just close in opportunity with a new customer,
Ford Motor Company. He got the signature on the iPad. It’s done in one, cooked in book, however you say it, it’s time for good news to bring out
across the company. And that good news comes right back here under the Chatter feed.
Parker did a great job showing all the innovation in Chatter except one thing he didn’t show, something very simple and powerful. Work.com think,
success of the teams [for] and Scott wants to recognize now the colleagues who helped to make him — make this happen. He’s going to pick a bag
that reflects the culture of his company and the personality of his team, a lot of personal note.
And now, he’ll send that across the company. It will be like a ripple going across the entire organization, amplifying motivation, kind of like a Tony
Robbin’s Avatar. And it will come right back here under the profile page.
Now, you’ve seen this profile page before but there’s something new, something you haven’t seen, it’s Work.com. Work.com is a set of application
that helps you align, motivate and drive great performance. We’ve designed it to work where you work, in the sales cloud, in the service cloud, in
Chatter, in the marketing cloud, in the platform because that’s where we’ll drive engagement and impact.
Work.com is goal, goals of the foundation. It sets the priorities across the entire company. So Work.com goals are social. Goals are created with the
manager and their team together and they set the key results to define success for the goal. Work.com is feedback.
I think you saw on the video, great example, Facebook is a feedback-driven company. It kind of makes sense. They invented the like button. They
used feedback to drive a culture of continual innovation, continual excellence, continual achievement, and they have picked Work.com to
operationalize it across their entire company. Work.com is coaching. There is a direct link between investments and coaching and increases in the
performance of sales and service organization. And Work.com, coaching notes are a private workspace where a manager and her employee will
work together on the dialog and the actions that person needs to continue to improve and move forward with your company.
Work.com is performance. Traditional performance reviews are all about the process. They’re broken. They don’t work. They’re demotivating to
our people. Work.com performance reviews are about the content. And this is a single place where a manager can pull all the information from
feedback, from recognition, from coaching notes, from social goals, from key results and create a single simple content-rich and relevant performance
review and a real-time discussion. A fact-base conversation at any time with their employees about their progress to date and their future with the
company.
And finally, there’s Work.com reward. And they have — hang on a second, let’s not go there quite yet. So when Scott closed the deal with Ford, he
completed in his first objective which was to crush his order. But he has other goals he’s part of. One of which is a team goal, which is to help grow
his team. He was invited to this goal by his manager Sarah. She wants to grow the group. And he’s committed to this goal. That commitment is
explicit and it’s visible to Sarah, so she knows that he’s on the team.
Now Facebook knows that we all know, that you get your best people from the great people that you already have. And Scott knows someone,
someone great, Randi Taylor, an account executive that he’s worked with before. And Facebook has created an internal pro application called
Intern, which allows their employee to use their social graph, reach out through their social network, bring back the relevant information and
automatically integrate that into the recruiting system.
Now, the typical interview day, as you all know, is an e-blast from a recruiter. The person cleans out the resume, they’re the interview, scratching
their notes on the back and then hands it back to the recruiter. So we have a vision for a better way to do this, and we’ve created an iPad based
application. It’s very similar to what Facebook does with their university recruiting program, and it connects the entire hiring team in real time. It
gives them access to the interview schedule, gives them access to the relevant candidate information, their resume, information that streams from
Salesforce and Facebook.
And they still like the idea of scratching the notes on the back. So Dan, if you give that resume a flip, what you’ll see is — what you have is
Work.com
feedback, connecting the dialog of the hiring team in real time. It keeps them aligned, it keeps connected, and they all agreed, Randi is great and
she’s hired.
Now Scott is really excited. Even more excited than Sarah because she’s actually making tangible progress on her goals. And she thinks — this is a
great time to actually give Scott some much overdue recognition. And maybe, maybe just a little bit more.
So when she brings up her recognition tab, and you see the badges that she’s able to give, there are some ones you didn’t see before. Some badges
that have gold bars on them with numbers. Those numbers are points. And those points actually connect to gift cards. And through our integration
and partnership with Amazon.com, we can now connect recognition to a gift card system. So now you can take recognition, public recognition
and augment it with tangible reward, further increasing the motivation of all your employees.
Now, what’s different about this is 100% of the dollars you put in to this program go to your employees, not to someone who’s administering the
system for you. So Sarah goes and recognizes Scott. Scott sees it in his feed and he’s really excited because he’s been saving up his points for a
while and he has his eyes on something special.
So Dan, if we now go to the rewards tab on Work.com and hit redeem, you’ll see what he’s had waiting for him in the shopping cart in Amazon.
Kind of a (inaudible) he’s a great sales executive, all he really wants is a brand new set of golf clubs. But now he’s aligned, he’s motivated, he’s
with
his new customer Ford on a golf course with his brand new club.
Not there’s just one more thing I want to show you, because back at the office Sarah has some work to do as all of us do. And Facebook take talent
development and assessment very, very seriously. And we have worked with them to create a capability in Work.com that allows them to look
across their entire team, assess their talent, bring in their performance information, rate and rank their employees and recommend for promotion.

It’s an amazing application that every manger all the way up to the CEO of the company at Facebook used to look at all the great talent at this
amazing company. So they have taken it one step further. They have actually created a force.com based application that pulls information from
Work.com, from their core HR system, a great Salesforce partner Workday and they have created a single system that integrates performance
management, compensation management. And this is the power of Work.com, the Salesforce platform, great partners like Workday to reinforce
the world that Work has changed. Business is social, work is social and this is Work.com.
Thank you. Marc?
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Great job, John. Very exciting new product, Work.com, launching here at Dreamforce. Tim Campos is here, the global CIO at Facebook. Welcome,
Tim. Tim, give us your — you have inspired us around this whole product line. You’ve really shown how to use all of our products in your back office.
Show us and tell us what does the future look like for you and your organization. It’s really a future-forward organization.
Tim Campos – Facebook – CIO
Well, first off, I think you portrayed a very compelling argument as to why social is having such an impact on our industry. And I think part of it is
because social is inherent in who we are as beings. We are social beings. And what social companies have really done is really just tap in to that.
And this is what’s helped propel Facebook to the center because we’ve tapped into an inherently social aspect of who we are and sort of sharing
information, sharing photographs, collaborating with each other.
In the (inaudible) company have over 950 million people who use the site. And it’s amazing to be part of a company where everyday there are
more people in the world that are using the — your product than there were the day before and it keeps on going every single day.
So at Facebook, what we like to say is that the site is only 1% finished. We have a lot more work to do. And the way that we’re going to get there
is by growing our workforce and continuing to invest and support. And our work force is very much about the people, the incredibly intelligent
individuals that we have but it’s not just about that. It’s not about the organizational structure though. It’s not about the hierarchy or the titles;
it’s
about the relationships between the people. And we need tools that understand it to help facilitate that.
So if you think about like a traditional way of organizing your workforce here in HR, you have concepts like cost center and the org chart. And these
are important ways of organizing information but they become particularly important in our life today. What’s a lot more important is our employees
and who they work with and allowing them to provide feedback from each other.
And so the systems that that we worked on with you and why we’re really excited about Work.com and where you guys are going with it. They
deemphasize the cost center and the org structure and instead, what they focus on is the relationship between employees. And so, our workforce
is encouraged to provide continues authentic feedback to each other every single day, not just during the performance review. And that feedback
is both rewarded and appreciated when employees receive thanks and recognition from each other, that’s the best testament that you can get
with the company.
In fact, the most influential people in the company are those that are comfortable and confident enough to share their feelings with each other,
not people who have the large organization (inaudible).
So we think that the next generation set of Workforce tools continues to foster the type of relationship with the management, between employees
and make it not so much about the cost centers and the org structures but more about our connection with them.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Fantastic. Well, let me give you some praise and thanks very much Tim for that. And let me also introduce you to a great CEO in our industry Aneel
Bhusri, the CEO of Workday is here. Aneel, welcome to Dreamforce. Once again, great to have you here.
Aneel Bhusri – Workday – CEO
Thank you, Marc. Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Aneel, we’re seeing Workday do some amazing things in the next generation of human resource technology. Now we’re working more closely
than ever before. How do you see the future and where is this going?
Aneel Bhusri – Workday – CEO
Well, I first want to thank you for the partnership and the friendship, really since day one of starting Workday. You could (inaudible). We share you
vision for mobile, for open, for social and it manifests itself in the partnership of working together to support Facebook, our important joint customer
Integratingwork.com and Workday [AMP].
Next, all your clouds — lots of clouds. Integrating all those with our finance application. So moving from HR, again, (inaudible) but making a big
investment in finance to replace yet another leg of broken legacy, ERP technology. And just a preview for tomorrow, we’re going to be talking
about deepening our partnership around Chatter and new Chatter (inaudible).
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, I’m really excited about that. I’m really excited about Workday. In the deep Chatter integration, we’re going to show that tomorrow during
the Chatter keynote. Aneel, thanks so much for being in Dreamforce.
Aneel Bhusri – Workday – CEO
Thank you, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We’re delighted. Well, we’re telling a series of stories. And so many of you have made major investments in the core Salesforce platform. You’ve
made — you’ve created incredible applications, business applications. You developed the next generation of capabilities in our own organizations.
That’s why I’m so excited to tell you a story about a company called Coca-Cola. It’s a company that we all know. Perhaps, it’s the most recognizable,
most valuable brand in the world. $47 billion in revenue, 700,000 employees, if you want to see something unbelievably exciting, let’s take a look
inside the future of Coca-Cola.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We’re here to look at the future. We’re here to look at how it relates to all of our organizations and ourselves and we’re about to look at the future
of our platform, mobile application development, please welcome our Chief Operating Officer, George Hu. George, welcome to Dreamforce.
George Hu – Salesforce.com Inc. – Chief Operating Officer
It’s great to be here at Dreamforce. You know Dreamforce is my favorite time of the year. It’s a time of inspiration, transformation and innovation.
But I want to really bring back now, bring it all back to the most important question that we have to ask ourselves. And that question is one word;
how? How do we get there? How do we take our organization to deliver the level of innovation we’ve seen, whether it’s that social selling that we
thought (inaudible). Whether it’s that great customer experience that Virgin America is delivering, or what about that Facebook recruiting application.
How do we get there?
The how has always been the heart of the magic of Salesforce.com. 13 year ago, we said we were going to make selling as easy as buying a book
on Amazon and now we want to make this social transformation as easy for you as creating a post on Facebook, innovating in this new world. And
the answer to that how is the Salesforce platform.
We’ve created the Salesforce platform to allow you to deliver this innovation to your company as quickly as possible. So that’s why you’ve created
over 2.5 million applications already on the Salesforce platform. You’ve made it the number one enterprise cloud platform in the world. Thank you.
So number one cloud platform for developers, for business experts, for RSVs, and we’ve created a complete set of (inaudible) so you can deliver to
your organization the next generation of social and mobile application. Social and mobile application for your employees with Force.com or how
about for your consumers at (inaudible). Websites with Byte.com, a powerful database in Database.com. We’ve made Chatter a platform as Parker
showed you, AppExchange, communities, we’ve launched that today, and two new services we’re going to be unveiling today, Touch and Identity.
Very, very exciting.
For many of you out there who want to also deliver innovation through the power of our partners, you’re creating custom applications. We also
want to take advantage of the ecosystem. And today the AppExchange is the number enterprise cloud marketplace in the world with over 1,700
applications and over 1.4 million in sales. 1.4 million ways that you have now delivered innovation in the hands of your business. Over 70% of the
Fortune 100 has installed and has deployed an application from the AppExchange.
And you know something, what is our secret sauce. Marc talked us having a — being an authority on innovation. And the reason that we can talk
about helping you deliver innovation to your companies quickly is because we’re doing the same things. We’re using our own technology to deliver
innovation to you three times a year; spring, summer and winter.
And our secret sauce is not only our own technology but also you our customers. You are helping us innovation. You know, we’ve talked a lot today
about true to the core but I really want to point out the heroes to the true-to-the-core movement, the people that have contributed on the idea
exchange, who have inspired us. If you have submitted or commented on the idea in the idea exchange, could you stand up? Could you stand up
if you participated? These heroes. Stand up and be recognized by the community because you the ones that are making it happen. You are designing
the applications. Thank you. These are the people that work hard everyday to make your application better. Thank you so much.
But you know something, at Salesforce, we’re also committed to breakthrough innovation. This is what gets us excited. And we are really excited
today to really take the next steps to making applications social and mobile. And we think about making applications social, there is no company
that inspires us more than Facebook. We’ve heard that brand so many times today. And how has Facebook done it? How has Facebook unlocked
social for consumers?
Well, they started with the power of a unified social identity. Today our Facebook identity has unlocked for us a world of new applications that
touch our consumer Social Graph. They’re aware of us. They’re aware of our network. They also have the ability to plug in other applications, built
in other platforms seamlessly to take advantage of that Social Graph. And that’s what we’re doing today with the Salesforce platform.

We’re opening it up. We’re making it more social than ever and we’re starting with Identity. We’re introducing a brand new service today; Salesforce
Identity. Just like you have a Facebook identity which you — if your single social identity for your consumer life, now Salesforce can be your identity
for your enterprise life.
It’s a unified identity with a single sign-on. It can access all of your applications whether they’re cloud or on-premise. It’s trusted with all of the
controls you need to activate permission, to provision and deprovision users. It’s social. This is a huge differentiator.
With Salesforce Identity, finally, we have an identity that takes us to the future that can tap in to our Social Graph, it can tap in to Chatter, can
tap
in to all of these investments we’re making and becoming social and of course, it’s standard (inaudible).
Now what kind of applications do we want to connect to this Identity. Well, we want to Force field applications on Force.com and the other services
in the Salesforce platform but many of us have thousands and thousands of applications built in other platforms. We have developers that understand
other languages that are writing in Java, Ruby and PHP and other languages. We want to create a seamless experience for them.
And just like Facebook has created a technology called Canvas, so our third-party applications to plug in seamlessly into the Facebook experience,
we’ve created Force.com Canvas to allow you to do the same thing. Now you could take all of your applications through job application, your dot
net applications. All these investments made, all of these developers you have and you can plug this application seamlessly into Force.com.
This is a huge advantage. This is going to allow you to unlock a tremendous amount of innovation, and take all of your legacy applications and
instantly make them social and mobile. Huge idea. And many of you also are building new applications using these languages. And that’s we
created Salesforce Heroku for the enterprise.
And take a look at the growth that we’ve seen now. Over 2 million applications on the Heroku platform. The Heroku platform today is still the only
cloud platform built directly, natively into the Facebook development center. And people are using it to create social and mobile applications for
consumers.
Just yesterday, Macy’s introduced a social shopping application called Shopping with Friends, built on the Heroku platform. And today, we’re taking
it to a new level with Heroku Enterprise for Java. Heroku Enterprise for Java brings out those services that your developers need for full enterprise
support, (inaudible) Java, Heroku runtime, native Java tools built right in. A huge advancement. We’re so excited about the level of innovation
that’s kind of locked inside your enterprise.
But maybe, the most exciting thing though is mobility. The future of our enterprise in mobile. In two to three years, there’s going to be over 1 billion
devices smartphones and tablets in the hands of our employees in the workplace. And these employees are going to demand mobile applications
just like they have in their consumer life.
And how are you going to do it? How are you going to do it? You have the developers, you the skills. Well now, with the Salesforce Touch platform,
you do. With the Salesforce Touch Platform, you can truly write once and deploy anywhere. So you can take the investment you’ve made and all
those skills on the Salesforce platform, take those same developers, take those same apps and instantly push them to the mobile device of your
choice through the power of HTML 5. Or if you want to write native applications or hybrid applications, we created the tools and the containers to
make it as easy as possible. All with the trusted security and sharing that we all come to know and love in the Salesforce platform.
And I want to show you this great technology. I want to show you all the innovation we’ve delivered, inspired by you and let’s go over Salesforce
Identity. Huge idea. Now of course, you’re familiar with the screen of Salesforce. But now instead of seeing one of our screens, you’re seeing all
these applications you can log into with one click using your Salesforce ID. No need to remember other passwords for our users. They plug into
Workday, [Stock Inside], with Concur, (inaudible) or even your on-premise applications like Oracle or SAP.
It has all the controls you need if you’re the administrator. Dan, let’s hold that up, because of course, it doesn’t work unless your IT department can
control access to the applications. And of course, you also want to connect it to your workload, your business processes. One of the great things about
Salesforce Identity is that it’s built right into the Salesforce platform so you can take advantage of all these great things that we have all these
great tools. Like many of you are probably are using our flow designer today to create custom workflows.
Well now, with Salesforce Identity, deprovisioning a whole set of tools to a user when they leave the company or onboarding a new employee
when they join the company, so all of these great ideas and log in is just simple as one click. That is incredible.
But what gets me even more excited than how you are going to use Salesforce Identity inside your companies is what we’re seeing happening in
the ecosystem. I think we’ve all had revelation a year or two ago when we went to our favorite consumer and it said log in with Facebook, log with
my Facebook ID. Facebook was becoming a pervasive ID in our consumer lives.
Well, we’re seeing that happen now in real life, in our partner community and in the cloud community overall. Take a look at this great application
docu-sign in the expo. You can log in with Salesforce. Take a look at that. Does this screen look familiar? This looks just like what Tim and the folks
at Facebook have trained us all to expect. And what about even a publicly traded cloud company like Eloqua? Look at that, log in with Salesforce.
This is becoming the new standard. Your Salesforce ID is going to become your passport to all of your applications. Any websites, any enterprise
– huge, huge. Very, very exciting.
But now I want to get to now the heart of the Salesforce platform which is a Force-creating custom application. Let’s go pull that dropdown, Dan.
Let’s take a look at some of the things that Coca-Cola has looked at. These are not things that we created of course. We don’t ship cold machine
management application. These are things that Coca-Cola needs. And I’m sure as you’re sitting here, you’re all imagining your custom application,
how you’re going to transform, how you’re going to become social. What does it mean for you? How are you going to connect your product? How
are you going to connect to your customers, your partners?
Let’s take a look at one of these applications, Dan, cold machine management. As we look at this — this is fantastic. You can see here, a map using
the power of geo locations now built into database.com. I can identify all of the cold machines in downtown San Francisco that Coca-Cola manages.
And let’s go focus in the freestyle machine.
Now for those of you who are not familiar with the freestyle machine, you saw a little of it in the video. We have one actually here on the stage.
And this is an amazing device. This device not only allows you to mix and match flavors to create your own drink and give it a name, but because
it’s a connected device, this is connected to network, you can actually share your drink with others. You can split your drink. You can share it on
Facebook. This is a powerful, powerful idea and the machine will know. This is really a great example that can inspire us to where we can take our
own product.
And let’s open that record, Dan because I want to just set a few seconds showing some of the true-to-the-core pieces we’ve added, the same country
now in that area. If you could edit that would — you can still see that that’s a piglet. If you go down, you scroll down, you pick your location again.
You can see the device built in. Scroll down and you see the power and example of Force.com Canvas. This is not a Salesforce screen you see up
here, that’s SAP running inside the Salesforce platform. Or this could be Heroku application or this could be one of your Lotus Notes applications,
running right inside.
It’s aware of the content. It knows that this machine — it knows that this is the record for a particular machine and it’s telling you all the SAP
transactions and information about this device. Or scroll down you’ll see a visual of Force chart. This is another thing you asked us for. You can drop
in the power visual force now quickly and easily because see here, the syrup is low on this machine. Diet Coke is low.
So let’s take a look. Someone has obviously been really hogging the Diet Coke. Let’s find out who that person is. Who is the guilty party, Dan? Well
look, when you open the Chatter feed because every Salesforce [proper] application of Social Fee through this person George Hu — do you want
to know who that person is. But George Hu has like 20 consecutive purchases of Diet Coke. Let’s see who that is. Let’s see who that person is.
All right, there he is. Great photo. One of the great things about the Salesforce platform of course is that it’s connected to our customer data. That’s
a hugely powerful idea. When we think about creating a front office platform, we want to have that connection. We want to have that data. I cannot only
learn about the machine, I can learn about George. You can see where I’ve been. I’ve been of course spending a lot of (inaudible). I love the
(inaudible) in Daly City. That’s the same keeper included by Dan, my special, secret. And Century Theaters, our new 53-month headquarters, you
can see my social conversations. I’ve been on Twitter, I’ve been on Facebook. And you can see the social applications that I’ve been engaged. This
is the breakthrough. This is a breakthrough. How do you engage with your customer in a new way using the power of mobile application?
Coca-Cola has done that, so there’s a Coca-Cola freestyle application using a connected device and a mobile application. Let’s take a look at that
Dan. Let’s pull it up. Now when you’re looking at this mobile application, the one thing I really want to point out about it, it’s hard that you can’t
see it. You can’t tell if you’re just looking at it is that this is built using the Salesforce Touch platform using the tools your developers that you
love
today.
It uses Force.com, Visual Force, everything that you know and love. That is the best of what you’ve made. And using this, we can create an amazing
customer experience for the person that loves Diet Coke. So let’s go create — I want to create my own custom drink, Dan. I saw everyone else do
it, I want to do it. Let’s pick some flavors. I like Diet Coke with that. Let’s take one and add some Sprite in there. Let’s add some Fanta in there and
let’s give it a name. Now, in the video it was One Berry Blitz. I’m going to call my drink Diet Coke Berry Blitz. Dan, can you get that going, put that
in?
And Coca-Cola is about sharing happiness. This app wouldn’t be half as exciting if I couldn’t share the drink with someone else. If I couldn’t create
a new connection, create a new fan, create that — make that experience more social. I’m going to tap into Facebook. I’m going to share with best
friend, Dan — let’s go Dan and keep that up there and let me share it with you, share that happiness successfully. And what’s happening now is that
drink is being sent now to Dan in the form of a QR code that is getting on his Coca-Cola Freestyle app on his mobile device, on his smartphone
because the Salesforce Touch platform supports all devices.
There it is. Apparently, I’ve been stalking you, Dan. I’m sending you lots of drinks, but we’ll take this one. And let’s go look at this one, Dan. Diet
Coke Berry Blitz, there’s the QR code, let’s pull it over to the machine. Let’s see if this works. Come on. Everyone is waiting. All right. Here we go.
Here’s a Freestyle machine, Dan. Flash that QR code there at the machine. Let’s get the camera on there. Welcome, Dan. It knows you. It knows the
name of the drink, Diet Coke Berry Blitz. First (inaudible) it gets created. How does it taste, Dan? The audience wants to know.
Unidentified Company Representative
Refreshing George.
George Hu – Salesforce.com Inc. – Chief Operating Officer
You heard it. Diet Coke Berry Blitz is refreshing. The Salesforce platform is refreshing, the new level of innovation, social and mobile for your
business.
Back to, Marc. Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
All right. Well, I’m so excited about this vision. We keep seeing the same thing. We’re connecting to our customers, we’re connecting to our
employees, we’re connecting to our partners, we’re connecting to our products. And to help us illuminate that further, the global CIO is here of
Coca-Cola, Ed Steinike. Please, welcome, Ed. Ed, welcome?
Ed Steinike – Coca-Cola Global – CIO
Thank you.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Ed, you’re an amazing CIO. You were at Coca-Cola. You want to ING. You’re back as the global CIO for Coca-Cola. You’re one of the industry leaders.
We’ve seen you at the research board. We see all the top CIO leadership of groups. You’ve made a major investment as SAP as your back office.
Now, you’re really developing and building the next generation social current office. Can you help us see the future?
Ed Steinike – Coca-Cola Global – CIO
Well, first of all, thank you for inviting us here to talk about that and thank you for helping us develop this capability that we were so happy to
share
with everybody. You hear something from Wendy in the video, right. We talked our ability to control our own marketing. And I was completely
moved.
We do 1.8 billion servings per day of our product. Now, if you look at Google. If you take a look at see how many purchase they do per day, it’s
about 1 billion more than that. We’re pretty close from a physical transaction per day and we want to connect those 1.8 billion happy customers
with our company, all layers of our company. Now, it’s very difficult to do. Mobile is the way that this happened. And we’re looking forward to
working with Salesforce to make that happen in that environment.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, Ed, we couldn’t be more thrilled to have you here at the Salesforce’s Dreamforce 2012. Welcome and thanks for this great vision for the future.
Ed Steinike – Coca-Cola Global – CIO
Thank you, Marc.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
We really worked hard on our platform and you’re going to see at the conference some incredible new capabilities. We’ve completely rebuilt our
architecture with sales, with service, with marketing, with Work.com and our AppExchange. You’re going to see the development of Chatter and
Chatterbox., Data.com and the Social Key, Site.com and Force.com, Heroku and communities and database.com — all of it, cloud, social and mobile
with a universal identity that you can log in from any site. It’s an incredible new vision for all of you and we’re really delighted that you have
inspired
us to this incredible new place.
Now, I also want to tell you something else that’s awesome. The world has changed with mobile. We’re building more mobile apps than ever. How
many of you have logged on to the Dreamforce on a mobile platform so far? That app is a great example, a great example of what mobile apps are
going to look like. Cush, runs on any platform. And that application which was built on our platform, we’re giving to you for free.
Today, it’s getting pushed to the AppsExchange. You’re going to be able to have the source code to that app. You’re going to be able to create
your own app with the same framework and you can run your own conferences. You can take key components like the custom version of Chatter
inside it for your own apps inside the organization. And in addition to that, we’re giving you this great mobile application developer’s guide as
well. So learn how to build this great apps which is available for free at our developer camp ground.
Last year, Dreamforce, we really started talking about this vision. This vision of building this next generation of enterprises. How to connect your
customers now in a whole new way. We’ve talked about the customer revolution, we’ve talked about the partner revolution, we’ve talked about
the employee revolution, we’ve talked about the product revolution. And we’ve chosen a company to really give us a vision of how to bring it all
together. Let’s take a look inside our final vignette for this Dreamforce keynote, inside a great company.

Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Please welcome the CEO of Burberry, Angela Ahrendts. Angela? Please welcome, Angela Ahrendts. Angela, thank you for flying in from London
today. We’re so, so happy to have you at Dreamforce. You’ve been a huge inspiration to us. You opened that door last year for us. You showed us
what’s possible. You’re changing not only retail but your changing every industry. Can you give us some insights into the future, and I love that
you’ve got your mobile device in your hands.
Angela Ahrendts – Burberry – CEO
I don’t want to be redundant with what we’ve just said in the video. Your team did a great job putting that together. I don’t know but for those of
you who watched the Olympics coverage and any of you who were in London, we’ve been testing and again pushing the boundaries. And so –
and I think the most important thing is to do it in such a subliminal intuitive way and to do it in a most visual way possible.
I don’t think it’s a coincidence that Instagram and Facebook and YouTube, right, it’s all visual. So we took over the Olympics and if you wanted to
know what the weather was, you just went on to the weather app and there were unbelievable pictures of London, all the outdoor — if it rains,
those images will rain. If it snowed, they will — so testing the boundaries of what a customer experience would be and the same thing with the
runway show, even this last time. So if you had to (inaudible) walk into the venue, you got an email from Christopher Bailey immediately welcoming
you to the show.
And that’s kind of, again, when the fun begins. He gave you social link to click onto, so you could sit in the front row and watch everybody entering
outside, all the photographers with the celebrities, et cetera and keep it on during the show. And you could see the looks before they came down
the runway. You could click the buys on your mobile device.
So for us, this is the future. This is what we’re playing with. This is — we have a (inaudible) that we’re launching next month. And we challenged
ourselves, it must be launched here first, not the traditional marketing way, not — but through here. We’ve challenged the entire teams around the
world, how do you do that? And I think Regent Street would — the timing of me being here, all of this for us has literary happened in the last week.
So the show, the store just opened a week ago.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Now, that’s the store of the future. That’s your model store. What’s going to happen? Now, tell us what happens when I walk into the store and I
pick up a handbag? What is personal experience going to be in that new store?
Angela Ahrendts – Burberry – CEO
So I think when you first walk in — you know we’re building this whole customer 360 right now which is a little of what we’ve talked about on the
video. And again, it’s an intuitive experience. The customer is — doesn’t want to tell you that they’re there. They want you to know that they’ve
arrived.
So we are launching this spring, the whole 360 with you, getting all the partners all connected app. So what will happen is when a customer walks
in, we will identify you, and then they’ll know everything about you, if you’ve just shopped in Hong Kong or Singapore, et cetera. Right now, what
you did — since that turns on this spring, is you get — we call it a fully immersive experience.
We’ve always called our website Burberry World and we call that store Burberry World Live. There’s over 100 high resolution digitals for you.
Christopher, can actually make the entire store rain at one time if he’d like and it’s an unbelievable. But what you’ll get is, we put RIFD (inaudible)
out of the stockroom and actually put them in garments.

So if you put a raincoat on, the data is keeping it, you stand in front of the mirrors. You can see your cell phone on one side. You can see that coat
we made in the factory.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Sounds like Minority Report. Is that where we’re going?
Angela Ahrendts – Burberry – CEO
Yes. We are. We are. It is — we are. I have three teams and this device is never out of their hands. And it’s interesting is they don’t call on it and
they
don’t wear a watch. The behavior has totally changed and they don’t think to do something — they don’t think to Google, that’s an intuitive response
for that generation.
So I do totally believe that this is changing the world. And it’s the mobile device, and everything physical — everything we do has to be linked up.
I mean, that is our vision. That is our goal.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Well, I also want to thank you. I know that you’re making 10% all of your sales here at San Francisco proceeds to the new children’s hospital we’re
building. So thank you also for integrating your business. You’re a great example of everything in our business and we’re so happy to have you
once again.
Angela Ahrendts – Burberry – CEO
It’s an honor. Thank you.
Marc Benioff – Salesforce.com, Inc. – Chairman, Chief Executive Officer
Angela Ahrendts, a great CEO. Thank you so much, Angela. Well, as Angela said and as we’ve talked about at this conference, business is social.
We’ve been learning about how to connect with our customers in a whole new way. It’s been an epic keynote. We’ve talked about connecting
customers, connecting partners. We’ve talked about connecting employees. We’ve talked about connecting products. Our goal is to open a door
to the future so that you can look at what the skills and the capabilities are that you need to transform yourself, your organization and so that we
all can go to a brand new level.
Thank you so much. Welcome to Dreamforce 2012. Thank you, everybody.

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