dreamforce debrief 2016

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Einstein & the Future of

AI on the Platform

Tim Long

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

Maximize sales with intelligence from lead to cash

+21%faster sales cycle times

DiscoverInsights about every lead, opportunity, and activity

Predict How you’ll hit your quota, every time

RecommendNext best steps to close deals faster

AutomateActivity capture so you can spend more time selling

Sales Cloud EinsteinIntroducing

`̀

Key capabilities in Winter ‘17

Predictive Lead ScoringConvert more leads faster

Opportunity InsightsMaximize every selling moment

Automated Activity CaptureBring the power of CRM to email and eliminate data entry

Pilot in Winter ‘17

Pilot in Winter ‘17

Beta in Winter ‘17

Predictive Scoring

Predict True Engagement

Score customers based on their predicted behavior

Understand Customer Behavior

Pinpoint patterns and trends that lead to success

and measure customer health

Take Action on the Data

Use scores to create targeted campaigns

Score Every Customer’s Likelihood to Engage

Predictive Audiences

Create Optimal Audiences with Predictive Scores

Predictive scores enable marketers to discover and

target segments who share common features, all

with one simple attribute

Increase Segment Fidelity

Use true indicators of customer behavior and intent,

to build and target audiences versus approximating

which attributes matter

Build Smart Segments Based on Predictive Scores

Automated Send Time Optimization (pilot)

Learn the Optimal Send Time

Discover when emails are likely to be opened and

clicked by every individual subscriber

Automatically Deliver at the Right Time

Use Email Studio to deliver messages to millions

of customers when each is most likely to engage

Earn the Top Spot in Every Customer’s Inbox

Predictive Content and Product Recommendations

Infer Customer Preferences

Build a profile of preferences for every customer

Create a “Segment of One”

Leverage preferences profile algorithms to

determine next best content for everyone

Automate across Channels

Seamlessly drag and drop into your campaigns

Deliver the Next Best Product, Offer or Content

Josh WeckesserDirector of Business Development, Xactly

©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.

This presentation and the accompanying oral presentation contain “forward-looking” statements that are based on our management’s current expectations and projections about

future events and trends that we believe may affect our business, financial condition, operating results and growth prospects. Forward-looking statements include all statements

other than statements of historical fact contained in this presentation, including information relating to future events or our future financial or operating performance, such as our

future product release dates. Forward-looking statements are subject to substantial risks, uncertainties and other factors. These factors, together with those that may be described in

greater detail in a registration statement (including a prospectus) that we may subsequently file with the Securities and Exchange Commission (“SEC”) for the transaction to which this

presentation relates, may cause our actual results, events, or circumstances to differ materially from those described in our forward-looking statements. You should not rely upon

forward-looking statements as predictions of future events. Our forward-looking statements relate only to events as of the date on which the statements are made. We undertake no

obligation to update any forward-looking statements to reflect events or circumstances after the date of this presentation or to reflect new information or the occurrence of

unanticipated events, except as required by law.

In addition to financial measures prepared in accordance with generally accepted accounting principles in the United States (“U.S. GAAP”), this presentation includes certain non-

GAAP financial measures. We believe that these non-GAAP financial measures are useful as a supplement in evaluating our ongoing operational performance and enhancing an overall

understanding of our past financial performance. The non-GAAP financial measures included in this presentation should not be considered in isolation from, or as a substitute for,

financial information prepared in accordance with U.S. GAAP. A reconciliation between each non-GAAP financial measure and its nearest GAAP equivalent is included at the end of

this presentation.

We are an “emerging growth company” as defined under the Securities Act of 1933, as amended (the “Act”). This presentation and the accompanying oral presentation are intended

to qualify as communications permitted pursuant to Section 5(d) of the Act. We may file a registration statement (including a prospectus) under the Act with the SEC for the

transaction to which this communication relates. In the event we conduct an offering, before you invest you should read the prospectus in the registration statement and other

documents we file with the SEC for more complete information about us and the offering. When available, you may get these documents for free by visiting EDGAR on the SEC

website at http://www.sec.gov.

SAFE HARBOR

15

http://www.sec.gov/

Josh WeckesserDirector of Business Development Strategic Alliances

Xactly Corporation

@joshweckesser

www.xactlycorp.com

LinkedIn | Facebook | Twitter

http://www.xactlycorp.com/

https://www.linkedin.com/in/joshweckesser?authType=NAME_SEARCH&authToken=r45Z&locale=en_US&trk=tyah&trkInfo=clickedVertical:mynetwork,clickedEntityId:13447330,authType:NAME_SEARCH,idx:1-1-1,tarId:1473456065521,tas:josh

http://www.facebook.com/SpringCMCloud

https://twitter.com/joshweckesser


Xactly’s vision is to change the world of incentive compensation.For more information, visit www.xactlycorp.com

©2016 Xactly Corporation. All rights reserved.

Leading provider of cloud-based incentive compensation solutions for employee and sales performance management

Company founded in 2005

870 customers worldwide*

More than 425 employees

Locations in San Jose, Denver, Washington D.C., UK, and India

Company Overview

*As of January 31, 2016


Instant visibility into goals and incentives

Xactly gives reps the information they really want.

©2015 Xactly Corporation. Proprietary and confidential. All rights reserved.


Xactly Gmail Incentive Estimator


Xactly Incentive Estimator for CPQ


Best of Breed Lead to Cash


Sales Intelligence


This presentation and the accompanying oral presentation contain “forward-looking” statements that are based on our management’s current expectations and projections about

future events and trends that we believe may affect our business, financial condition, operating results and growth prospects. Forward-looking statements include all statements

other than statements of historical fact contained in this presentation, including information relating to future events or our future financial or operating performance, such as our

future product release dates. Forward-looking statements are subject to substantial risks, uncertainties and other factors. These factors, together with those that may be described in

greater detail in a registration statement (including a prospectus) that we may subsequently file with the Securities and Exchange Commission (“SEC”) for the transaction to which this

presentation relates, may cause our actual results, events, or circumstances to differ materially from those described in our forward-looking statements. You should not rely upon

forward-looking statements as predictions of future events. Our forward-looking statements relate only to events as of the date on which the statements are made. We undertake no

obligation to update any forward-looking statements to reflect events or circumstances after the date of this presentation or to reflect new information or the occurrence of

unanticipated events, except as required by law.

In addition to financial measures prepared in accordance with generally accepted accounting principles in the United States (“U.S. GAAP”), this presentation includes certain non-

GAAP financial measures. We believe that these non-GAAP financial measures are useful as a supplement in evaluating our ongoing operational performance and enhancing an overall

understanding of our past financial performance. The non-GAAP financial measures included in this presentation should not be considered in isolation from, or as a substitute for,

financial information prepared in accordance with U.S. GAAP. A reconciliation between each non-GAAP financial measure and its nearest GAAP equivalent is included at the end of

this presentation.

We are an “emerging growth company” as defined under the Securities Act of 1933, as amended (the “Act”). This presentation and the accompanying oral presentation are intended

to qualify as communications permitted pursuant to Section 5(d) of the Act. We may file a registration statement (including a prospectus) under the Act with the SEC for the

transaction to which this communication relates. In the event we conduct an offering, before you invest you should read the prospectus in the registration statement and other

documents we file with the SEC for more complete information about us and the offering. When available, you may get these documents for free by visiting EDGAR on the SEC

website at http://www.sec.gov.

SAFE HARBOR

Xactly Big Data PlatformMBOs

Compensation Benchmarks

Quota Coaching

Analytics

11©2016 Xactly Corporation. All rights reserved.

http://www.sec.gov/


PayrollCeridian, ADP, Paychex

MobileReal-time Visibility for Reps

Xactly Insights™Benchmarks & Best Practices

32

BENCHMARKS AND INSIGHTS DERIVED FROM RICH

DATA SOURCES

©2016 Xactly Corporation. All rights reserved.


In golf, a caddy (or caddie) is the person who carries a player's bag and clubs, and gives insightful advice and moral support. A good caddy is aware of the challenges and obstacles of the golf course being played, along with the best strategy in playing it.

Introducing: Salesforce App CloudBuild connected apps fast

Tailormade for Your Unique ProcessesRun all your apps on a connected, trusted platform

Speed and AgilityEvery employee can build fast with clicks or code

Complete Enterprise EcosystemBest place to learn, build, buy, and sell apps

FORCE HEROKU ENTERPRISE THUNDER

AppExchange Trailhead

Shared Identity & Data Model Integration Shield

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ConnectedDriver

ConnectedExecutive

Precision Media

Connected Farmer

ConnectedShopper

ConnectedFamilies ConnectedP

atients

Connected Fan

Expectations are elevated – by both employees & customersConnected. Seamless. Personalized.

What is the Technology Experience in Your Organization?

Slow to buildHard to integrate Disconnected data model

ERPOn Prem

Ops

Billing DB

HR Apps

ITMobile

SCM

Leading Companies Run Apps for Every Department

Human Resources

Employee Collaboration

Employee Intranet

Recruiting & Stock Plans

Recruiting

Healthy Workplace

Employee Intranet

60 HR Apps + Intranet

Employee Intranet

Operations

Asset Management

Product Lifecycle Management

Inventory Management

Field Services

Field Services

Field Inspections

Brand Auditing

Marketing & e-commerce

Website(Europe)

Mobile Commerce

Franchise Websites

Website

Deliveries

Budgeting

Marketing Collaboration

Franchise Management

Event Management

With Pre-Built Apps, Companies Can Go Even FasterAppExchange is the #1 Business App Marketplace

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Salesforce App Cloud is Your Fastest Path From Idea to App

Idea

Idea

Legacy App Dev 6-12 Months

App

Build App withmodern frameworks Connected Desktop and

Mobile Apps

install complex software

build app

make it mobile &

social

build & test security

buy & setup hardware

define user access

setup reporting &

analytics

55 %

+

Fasterdeployment

37 %

+

Increasein sales 45 %

+

Customersatisfaction

43 %

+

MarketingROI

45 %

+

Customerretention

Engaging With Customers Delivers Success

Source: Salesforce Customer Relationship Survey conducted March 2015 - May 2015, by an independent third-party, Confirmit Inc., on 4,600+ customers randomly selected. Response sizes per question vary.

Average Percentage Improvements Reported by Salesforce Customers

Extending the Power of the Platform

40+Lightning Components on AppExchange

3 Billion+Transactions/ Day

5.5 Million+Applications

100,000+ Trailhead Badges

2,800+AppExchange Apps

2,300,000+Salesforce Developers

“Can you export this to Excel?” = manual, error prone, point-in-time snapshot

Needed a better way for the sales rep and manager to collaborate and review/update quotas

Integration with SAP actuals

The Problem: Revenue Forecasting The Solution:

Built needed functionality fully within SFDC

Can be reviewed through the Forecast Grid or standard dashboards /reports.

Leverage workflow rules & alerts, approval processes & all other SFDC automations.

The Solution

One place to enter all types of orders

Consistent look and feel across platforms, browser and mobile

Full integration with ERP system

Approvals and workflows to automate the entire process

Various objects and for each order type

Different page layouts

Difficult reporting

Needed a simpler way

The Problem: Custom Ordering & Billing

Little to no visibility into Consignment Inventory

Production needed to know demand

Reps need to know what is sitting on the shelf

The Problem: Inventory Reconciliation The Solution

Custom simple interface

Same look and feel across platforms, browser and mobile

Approvals & workflow to automate the process

SalesService

Marketing

CommunityApps

Analytics

Customers

48 %+

Faster Resolution Time

43 %+

Increased Partner Sales 46 %-

Less Time Finding Experts

Resellers Employees

Connect

Faster

Connect

Smarter

Connect to

Business

2,700+ Partner Apps

Open Ecosystem

WorkflowData &

Objects Identity

Fast App Dev & Customization

AnalyticsCollaborationMobile UI

Scalable Metadata Platform

Trusted Multitenant Cloud