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#reInvent #SalesforceIoT

© 2016, Amazon Web Services, Inc. or its Affiliates. All rights reserved.

Bo Mangels

IoT Cloud , Salesforce

@bomangels

Nov. 29, 2016

Salesforce IoT Cloud + AWS IoTDelighting Customers Through Device Data with

Salesforce IoT Cloud and AWS IoT

Aubrey “Vanna White” Wing

IoT Solutions Lead, Salesforce

@

Antony Passmard

AWS IoT Lead, AWS

@

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Forward-Looking Statements

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This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any

of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking

statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or

service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for

future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer

contracts or use of our services.

The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our

service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth,

interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any

possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our abi lity to expand, retain, and

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Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not

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Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

How many IoT Developers are here?

How many of you are focused on ‘IoT readiness’ within your

company?

Who is just hear to learn about AWS + Salesforce?

What to Expect from the Session

A better understanding of the IoT

Business Landscape

How AWS IoT helps you securely

manage and ingest data from all

your connected devices

How Salesforce takes that

aggregated IoT data and makes it

actionable

Less Talky more Showy: The End-

to-end demo.

The Internet of Things is now a Thing

**Gartner forecasts there will be 20.8B connected things by 2020

connected things

20.8 B

IDC, Worldwide Internet of Things Forecast, 2015–2020

*McKinsey predicts 4-11 trillion in, “Unlocking the potential of the Internet of Things”, June, 2015

Potential economic impact of IoT

$4 - 11

Trillion

Spent on IoT by 2019

$1.3

Trillion

Companies Investing Big in IoT and Expecting Big Returns

The Evolution of IoTFrom a Single Thermostat to the Connected House

Mechanical

Device

Digital

Device

Connected

ExperienceConnected

Product

Lots of Players and Complexity in the IoT Space

Value Curve

Maturity Curve

Baseline

Connectivity

6 months 12 months

18 months+

Reactive Alerts – Just Do ItsSystem failure, alert driver, fleet manager etc

Level 1: Reactive Value

Level 2: Proactive ValueProactive Alerts – Inspection Needed,

Keep RunningDevice has been operating too long

Oil level low or temp remains high,

raise case, create alert

Level 3: Predictive ValuePredictive Examples – Failure May

Occur, Determine Next Best Action

Device is being used incorrectly,

the model tells us it could fail

IoT Implementation is complex

Business Logic

Customer Context

Systems of

Engagement

Data Aggregation,

Processing,

Provisioning

Smart Gateways /

Network infra, - Local /

Cellular / Satellite /

Sub-Ghz

12:12

Device Hardware,

Apps, Activity

Things Connectivity Data/Device

ManagementEngagement

Engine

IoT from Devices to Customers

Your Customer Experience

Engagement systems designed around people

Populated with historical customer data

Built to be accessible by business and ITHard-coded solutions focused on devices

Inaccessible to business users

No context about the customer

Your IoT Solution

Gateway

Edge

Processing

Devices & Device

Management

IoT Transformation GapYour Devices are disconnected from your Systems of Engagement

Device Connectivity &

Data Management

Action & Engagement

Bridging the Gap with AWS IoT & IoT Cloud

Device Management

Data Connectivity

Data Rules Engine

AWS IoTIoT Data SourcesSalesforce

IoT Cloud 3rd Party Public APIs

Sales Marketing

Native integration with all of

our Core Clouds

Salesforce Clouds

Web hooks to any public API

via HTTP RESTBusiness Logic

Customer Context

Systems of Engagement

Device Hardware

Gateways

Applications

Service Apps

AWS IoT Works with Salesforce IoT CloudA native connection between devices and customers

AWS IoT

What is AWS IoT?

Managed ServiceNative Autoscaling, single entry point for millions of

devices

Security at the coreX509 Authentication, TLS 1.2, Policies & Roles

MultiprotocolMQTT, HTTPS, Websockets

Device Front Door to The CloudFront door to AWS and Salesforce IoT Cloud

Cost EffectiveStarts at $5/M message (US)

AWS IoT for Device Connectivity to the Cloud

Profiles (Event & Context)Build 360° views of customers and devices

Journeys (Business Logic)State-based orchestration engine

Translate business goals into action

Sales

Service

Community

Platform

Analytics

MarketingCustomer Engagement

(Action + Data)

Salesforce CloudsConnect with Customers on every channel

IoT Cloud For Business Logic and Customers Engagement

IoT Cloud

What is IoT Cloud?

Rapid InnovationLow-Code technology accessible to business users

Events Per Day14B

Customer ContextCombine CRM and device data for IoT decisions

Real-Time EngagementConnect any device to systems of engagement

Transform Connected Products into Engaging Experiences

IoT Cloud

Streaming

Ingestion

Events

Real-time

Processing

Attribute

Groups

Contextual

Data

AR

CH

ITE

CT

UR

E

Bulk Upload

Triggers &

Alerts

3rd Party API

integrations

Event

Data

Microservices

Context

Data

State MachineRules Engine

PROFILES

Build 360° views of

customers and devices

OUTPUTS

Take Action in Salesforce

and other 3rd party apps

UX

INPUTS

Ingest data from

anywhere

JOURNEYS

Translate business

goals into action

Data Transformation

and normalization

Thunder

FTP/ PHP

How Does IoT Cloud Work?

Engage through customer journeys

Automatic reorders

Alert service reps of immediate issues

Integrate external data sources

Connect to custom processes

CRMAdded Services

Enable partners with communities

Build connected apps

Embed intelligence to identify patterns

Transform Connected Products into Engaging Customer ExperiencesCreate Business Value by wrapping connected devices with services

EXTERNAL ACTIONSIoT Cloud

Weather

Monitoring

Device Info

Service history

Contractor info

Knowledgebase

documents

End User

Application

Service Analytics

In App

Home Systems

(thermostat,

HVAC)

ST

RE

AM

ING

CO

NT

EX

T

PROFILES

Households

Devices

JOURNEYS

Mobile alert sent to installer

of HVAC re: health check

Proactive case creation and

smart prioritization of HVAC

system alert

Customer/contractor

notification if filter is

clogged, part is degrading

Proactive Home Monitoring

AWS IoTDATA SOURCES

Transform

and Route

Connect and

Manage

Things

Communicate

with devices

Device

Gateway

Device

Shadow

12:12

Device

Registry

Demo

EXTERNAL ACTIONSIoT Cloud

Device Info

Service history

Contractor info

End User

Application

Service Analytics

In App

Solar Panel

Status

ST

RE

AM

ING

CO

NT

EX

T

PROFILES

Devices

Owners

JOURNEYS

Automatically clean an

underperforming Panel

Proactive case creation

and smart prioritization

of Solar Panel alert

AWS IoTDATA SOURCES

Connect and

Manage

Things

Communicate

with devices

Device

Gateway

Device

Shadow

Device

Registry

Transform

and Route

AWS IoT + Salesforce IoT Cloud Solar Panel Demo

What can you do next?

Need help defining IoT

architecture & use cases?

Have use cases well defined,

and want our help educating

your broader executive team?

Schedule a joint working

session through your Account

Executive

Work with your Account Executive

to schedule a meeting with AWS &

Salesforce

Create the End-to-End IoT Stack for Enterprise Customers

Thank you!

`

And the Winner is…..

`

#reInvent #SalesforceIoT

Every Company is Journey to Digital TransformationDisrupt your business model with technology or be disrupted

Mechanical

Device

Digital

Device

Connected

ExperienceConnected

Product

Remember to complete

your evaluations!

Thank Y u

Earn the IoT Cloud badge

Business

Logic

Customer

Context

Systems of

Engagement

Data

Aggregation,

Processing,

Provisioning Smart Gateways /

Network infra, - Local /

Cellular / Satellite /

Sub-Ghz

Device Hardware,

Apps, Activity

Need IoT Investment to Connect Your Things to Your Customers

ConnectivityThingsData/Device

Management

Engagement

Engine

Every Company is on a Journey to Digital TransformationDisrupt your business model with technology or be disrupted

New Idea or

Product

Connect an

existing productScale to Millions

What we are going to see: Bi-directional Integration of AWS IoT and SFDC IoT Cloud

• Data flowing from solar panel to AWS IoT

• AWS IoT validates unique identity stored on Cryptographic Chip on device (mutual authentication with

certificates)

• Data flows from Solar Panel devices to AWS IoT for transformation and routing to SFDC IoT Cloud

• When Voltage is Low, SFDC IoT Cloud recognizes condition and switches to a monitoring state to looks

for trends

• If trend confirmed, Cleaning Action initiated back to AWS IoT

• Continuous evaluation following automated remediation

• When Voltage low the next time, SFDC IoT Cloud again switches to a monitoring state to looks for

trends and if confirmed, a Service Cloud Case automatically created

• Onsite service performed

• Case is closed and state switches to Customer Confirmation

• Customer confirms fix is good

• Return to Normal

AWS IoT + SFDC IoT Cloud Demo

IoT End To End

Flow

• Slides: Lindsey - IoT trends + key customer questions; IoT Cloud Overview and

introduction to AWS partnership

• Slides: Antony - AWS IoT overview (why partner, what does AWS IoT do for customers;

Enel use case introduction

• Demo: Aubrey - AWS IoT + IoT Cloud

• One slide: summary of how this helps customers

• Open Q&A

• Intro Video

Customers Expect Smart and Engaging Experiences

Service

Marketing

Mobile

SalesIoT

Apps

Messaging

A Lot Goes Into Building Smart Experiences

ServiceMarketingMobile

SalesIoT

Apps

Messaging

Trust & Security

Integrated

Customer Data

Developer Skills

User Experience

Identity

Complex

IntegrationsOpen APIs

The Geology of IT

Artificial Intelligence

Salesforce Customer Success Platform

Run your business

on a trusted platformInnovate with

clicks or code

Delight customers

with smart apps

Empower employees

to be their best

Build Experiences People Love with SalesforceEverything you need to move faster, trusted and together

Analytics

Mobile

Low

Code

IoT

User Experience

Community

Identity

Data

Logic

Ecosystem

Journeys

No Code Code

Open

Frameworks

Salesforce Customer Success Platform

Einstein

Lightningforce.com

HerokuAppExchange

Thunder

Sales Service Marketing AnalyticsCommunity Apps Commerce IoT

Predictive Analytics

Machine & Deep

Learning

NaturalLanguage

Processing & Generation

ThunderMultitenant

Infrastructure

Development Platform

AI PlatformServices

Applications

Email, Calendar & Social Data

CRM DataIoT Events

DataServices

The Expanding Salesforce + AWS Partnership

App Cloud on AWS

with Heroku

The Alexa Toolkit for

Salesforce

An Integrated Enterprise IoT Solution:

AWS IoT + Saleforce IoT Cloud

Analyze Amazon Redshift Data

with Salesforce Wave Analytics

On-Prem Apps in Salesforce

Lightning through AWS Photon

Salesforce Clouds

Native integration with all of our

Clouds for a seamless experience

3rd Party Public APIs

Webhooks to any public

standard API via HTTP REST

AWS IoT Cloud Connector

Out-of-the-box Connectors to connect

with AWS IoT Device Shadow

AWS IoT CloudDevice Management

Data Connectivity

Data Transformation

Salesforce IoT CloudBusiness Logic

Customer Context

Action & Engagement

IoT Data SourcesDevice Hardware

Apps

Activity

How AWS IoT Works with Salesforce IoT CloudConnectivity between connect devices and customers

What is HerokuA cloud application platform to build modern apps

Best-in-class Developer Experience

Allows developers to focus on code, not

infrastructure

Open and extensible

Build apps in any modern language and leverage

an ecosystem of over 150 add-ons

Connected to Salesforce

Easy connectivity to Salesforce data creates a

single view of the customer

Heroku Flow: Staging & Automating App Delivery

Structure, support, and visualize continuous delivery

Heroku PipelinesClear and structured workflow for apps that share the same codebase

Heroku GitHub DeploysAutomatic (or manual) deployment to staging apps on every push to a specified branch

Heroku Review AppsAutomatic creation of a disposable “Review App” for each new GitHub Pull Request

Heroku CI (Coming soon!)Tightly integrated automated test suite built right into Pipelines

Heroku Connect Syncs Directly to Salesforce AppsSeamless two-way data flow between Salesforce and AWS

Productivity AppsEngagement Apps

Heroku

Connect

Heroku is built 100% on AWS

Heroku serves as a managed service provider on top of AWS, implementing AWS best practices in

architecting, deploying, and scaling enterprise services on top of underlying AWS infrastructure.

Amazon

EC2Amazon

S3

Amazon

VPCAmazon

Route 53

Elastic Load

Balancing

Amazon

CloudFrontAmazon

DynamoDBAmazon

Kinesis…

Developers write code

in Node, Ruby,Java, Go, Python, PHP ...

Uses the CLI, Github, or

continuous integration

to push code to a build system,

which produces an app that's

ready for execution

Apps run in dynos

smart containers with curated,

automatically patched language

stacks

150+ Add-ons

3rd party services extend apps with a

range of functionality such as data stores,

logging, monitoring and more

Heroku Data Services

Heroku Postgres, Heroku Redis,

and Heroku Kafka are fully

managed data services operated

by Salesforce

Users access your app

from any device, over HTTP

(including WebSocket) and API

Router

routes HTTP requests sent to

your app’s hostname(s) to

your app's dynos

AWS Services

Use AWS Services like S3, Redshift,

Cloudfront, DynamoDB,

ElastiCache, Lambda, etc

Why add Heroku to AWS?

Accelerate Developer Productivity

Reduce time to market through a richset of app and data services, includingcontinuous integration and continuousdelivery

Lower Ops Complexity and Risk

Reduce cloud operations and loweryour costs on potential outages andsecurity incidents by letting Salesforcemanage your platformSeamless Extension of your Salesforce Data

Build engaging experiences that extend andenrich your 360∘ view of your customers,partners, and employees

How about a quick demo?

Let’s hear from a customer:

OUR ASSETS OUR EXPERTISE

OUR TRACK

RECORD

OVERVIEW

Zayo at a Glance

52

BUILDINGS

24,282

61ZAYO DATA

CENTERS

EMPLOYEES

3,200FIBER MILES

8.7M 38% dark fiber solutions

45% network connectivity

16% colo & cloud infrastructure

1% other

54% enterprise & content

46% carriers & wireless

$ ~$2.0B revenue

~$1.0B adjusted EBITDA

~$11B enterprise value

$1.1B invested equity since 2007 inception

>$6.7B equity value today; >6x return

38 acquisitions for >$5B

ZAYOOct. 2014

NYSE:

PRODUCT MIX - % OF REVENUE

1,031ON-NET DATA

CENTERSMARKETS

365CUSTOMER MIX - % OF REVENUE

53

8.7M Fiber Miles

112,600 Route Miles

61 zColo Data Centers

365 Markets Served

CUSTOMER PORTFOLIO

Enabling Communications Infrastructure Customers

54

Customer Mix

Wireline31%

Wireless15%

Content17%

Cloud /

Datacenter

7%

Finance10%

Public Sector / Healthcare

8%

Services8%

Manufacturing / Transportation

3%

Cloud /

Datacenter

Select Customers

Wireline

Manufacturing /

Transportation

Finance

Wireless

Public Sector /

Healthcare

Services

Content

ACQUISITION HISTORY

39 acquisitions since 2007 totaling >$5B

55

CFS Regional

MarketsUS Carrier

Zayo’s Salesforce Footprint

• Lead-to-Quote-to-Cash: Everything goes in Salesforce and everyone works in Salesforce

• Acquisition integration acceleration: Requires one data source of truth

• 80+ Salesforce and Heroku developers

• CEO/CIO preach "Salesforce Religion"

• Salesforce is a true partner - They trust our bandwidth infrastructure to scale their

business

56

Sales ServiceMarketing AnalyticsCommunity Apps

Customer Success Platform

Zayo: Why Heroku?

• Enhanced user experience for Zayo’s Tranzact online tool

• Quote, order, service management portal

• Advanced data analytics on large data sets in real time

• Enhanced features quickly scale with adoption: Users activity drives enhancements

• Seamlessly integrates custom code on force.com with enhancements on Heroku

57

Salesforce Enterprise Apps

Heroku

Connect

Tranzact: Customer Facing

58

DEMO

Salesforce + AWS = Better Together

Salesforce and AWS are strategically aligned as innovators in the cloud market and

leaders in their respective areas

Salesforce and AWS have announced a new global Strategic Alliance, which will

further simplify and expand how joint customers capture, analyze and take action on

data

Stop by booth #2046 to learn more about how you can connect with your customers

in a whole new way. Meet the platform that delivers agility, speed & innovation in the

age of the customer.