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Einstein & the Future of
AI on the Platform
Tim Long
Salesforce Customer Success Platform
Einstein
Lightning
force.com
HerokuAppExchang
e
Thunder
Sales Service Marketing Analy...
Maximize sales with intelligence from lead to cash
+21%
faster sales
cycle times
Discover
Insights about every lead, oppor...
``
Key capabilities in Winter ‘17
Predictive Lead Scoring
Convert more leads faster
Opportunity Insights
Maximize every se...
Predictive Scoring
Predict True Engagement
Score customers based on their predicted behavior
Understand Customer Behavior
...
Predictive Audiences
Create Optimal Audiences with Predictive Scores
Predictive scores enable marketers to discover and
ta...
Automated Send Time Optimization (pilot)
Learn the Optimal Send Time
Discover when emails are likely to be opened and
clic...
Predictive Content and Product Recommendations
Infer Customer Preferences
Build a profile of preferences for every custome...
Josh Weckesser
Director of Business Development, Xactly
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
This presentation and the accompanying oral pre...
Josh Weckesser
Director of Business Development Strategic
Alliances
Xactly Corporation
@joshweckesser
www.xactlycorp.com
L...
©2016 Xactly Corporation. All rights reserved.
Proprietary & Confidential.
Xactly’s vision is to change the world of incen...
©2016 Xactly Corporation. All rights reserved. 18©2016 Xactly Corporation. All rights reserved.
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 19
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 20
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
Instant visibility into
goals and incentives
Xa...
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 22
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 23
Xactly Gmail Incentive Estimator
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 24
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 25
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 26
Xactly Incentive Estimator for CPQ
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 27
Best of Breed Lead to Cash
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 28
Sales Intelligence
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 29
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 30
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
This presentation and the accompanying oral pre...
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential.
Payroll
Ceridian, ADP, Paychex
Mobile
Real-time...
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 33
In golf, a caddy (or caddie) is the person w...
Introducing: Salesforce App Cloud
Build connected apps fast
Tailormade for Your Unique Processes
Run all your apps on a co...
`
Connected
Driver
Connected
Executive
Precision
Media
Connected
Farmer
Connected
Shopper
Connected
Families ConnectedP
at...
What is the Technology Experience in Your Organization?
Slow to buildHard to integrate Disconnected data model
ERP
On Prem...
Leading Companies Run Apps for Every Department
Human Resources
Employee
Collaboration
Employee
Intranet
Recruiting &
Stoc...
With Pre-Built Apps, Companies Can Go Even Faster
AppExchange is the #1 Business App Marketplace
Customized for Salesforce...
NowBusinessandITCanInnovateTogether.Faster.
Develop, package and instantly deploy apps
Access rich APIs and frameworks
Cod...
Salesforce App Cloud is Your Fastest Path From Idea to App
Idea
Idea
Legacy App Dev 6-12 Months
App
Build App with
modern ...
55 %
+
Faster
deployment
37 %
+
Increase
in sales
45 %
+
Customer
satisfaction
43 %
+
Marketing
ROI
45 %
+
Customer
retent...
Extending the Power of the Platform
40+
LightningComponentsonAppExchange
3Billion+
Transactions/Day
5.5Million+
Applicatio...
“Can you export this to Excel?” = manual, error prone, point-in-
time snapshot
Needed a better way for the sales rep and m...
The Solution
One place to enter all types of orders
Consistent look and feel across platforms, browser and mobile
Full int...
Little to no visibility into Consignment Inventory
Production needed to know demand
Reps need to know what is sitting on t...
©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 49
Sales
Service
Marketing
CommunityApps
Analytics
Customers
48 %
+
FasterResolutionTime
43 %
+
IncreasedPartnerSales
46 %
-
LessTimeFindingExperts
Resellers Employees
Connect
Faster
Connect
Smarter
Connect to
Business
2,700+ Partner Apps
Open Ecosystem
Workflow
Data &
Objects Identity
Fast App Dev & Customization
AnalyticsCollaborationMob...
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
Dreamforce Debrief 2016
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Slide deck from the Dreamforce Debrief event in ATL, co-hosted by Configero and Xactly.

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Dreamforce Debrief 2016

  1. 1. • • • • •
  2. 2. Einstein & the Future of AI on the Platform Tim Long
  3. 3. Salesforce Customer Success Platform Einstein Lightning force.com HerokuAppExchang e Thunder Sales Service Marketing AnalyticsCommunity Apps Commerce IoT Predictive Analytics Machine & Deep Learning Natural Language Processing & Generation ThunderMultitenant Infrastructure Development Platform AI Platform Services Applications Email, Calendar & Social Data CRM Data IoT Events Data Services
  4. 4. Maximize sales with intelligence from lead to cash +21% faster sales cycle times Discover Insights about every lead, opportunity, and activity Predict How you’ll hit your quota, every time Recommend Next best steps to close deals faster Automate Activity capture so you can spend more time selling Sales Cloud Einstein Introducing
  5. 5. `` Key capabilities in Winter ‘17 Predictive Lead Scoring Convert more leads faster Opportunity Insights Maximize every selling moment Automated Activity Capture Bring the power of CRM to email and eliminate data entry Pilot in Winter ‘17 Pilot in Winter ‘17 Beta in Winter ‘17
  6. 6. 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
  7. 7. 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
  8. 8. 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
  9. 9. 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
  10. 10. Josh Weckesser Director of Business Development, Xactly
  11. 11. ©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
  12. 12. Josh Weckesser Director of Business Development Strategic Alliances Xactly Corporation @joshweckesser www.xactlycorp.com LinkedIn | Facebook | Twitter
  13. 13. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 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
  14. 14. ©2016 Xactly Corporation. All rights reserved. 18©2016 Xactly Corporation. All rights reserved.
  15. 15. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 19
  16. 16. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 20
  17. 17. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. Instant visibility into goals and incentives Xactly gives reps the information they really want. ©2015 Xactly Corporation. Proprietary and confidential. All rights reserved.
  18. 18. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 22
  19. 19. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 23 Xactly Gmail Incentive Estimator
  20. 20. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 24
  21. 21. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 25
  22. 22. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 26 Xactly Incentive Estimator for CPQ
  23. 23. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 27 Best of Breed Lead to Cash
  24. 24. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 28 Sales Intelligence
  25. 25. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 29
  26. 26. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 30
  27. 27. ©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 Xactly Big Data Platform MBOs Compensation Benchmarks Quota Coaching Analytics 11©2016 Xactly Corporation. All rights reserved.
  28. 28. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. Payroll Ceridian, ADP, Paychex Mobile Real-time Visibility for Reps Xactly Insights™ Benchmarks & Best Practices 32 BENCHMARKS AND INSIGHTS DERIVED FROM RICH DATA SOURCES ©2016 Xactly Corporation. All rights reserved.
  29. 29. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 33 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.
  30. 30. Introducing: Salesforce App Cloud Build connected apps fast Tailormade for Your Unique Processes Run all your apps on a connected, trusted platform Speed and Agility Every employee can build fast with clicks or code Complete Enterprise Ecosystem Best place to learn, build, buy, and sell apps FORCE HEROKU ENTERPRISE THUNDER AppExchange Trailhead Shared Identity & Data Model Integration Shield
  31. 31. ` Connected Driver Connected Executive Precision Media Connected Farmer Connected Shopper Connected Families ConnectedP atients Connected Fan Expectations are elevated – by both employees & customers Connected. Seamless. Personalized.
  32. 32. What is the Technology Experience in Your Organization? Slow to buildHard to integrate Disconnected data model ERP On Prem Ops Billing DB HR Apps IT Mobile SCM
  33. 33. 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
  34. 34. With Pre-Built Apps, Companies Can Go Even Faster AppExchange is the #1 Business App Marketplace Customized for Salesforce Trusted and Secure Reviewed by Peers Over 2,800 apps 3 million installs
  35. 35. NowBusinessandITCanInnovateTogether.Faster. Develop, package and instantly deploy apps Access rich APIs and frameworks Code in your favorite language: Ruby, Java, Apex Add fields, design layouts, and manage users with clicks, not code Point-and-click workflow & business logic Drag-and-drop reports and dashboards Program for Advanced Functionality Configuration for Rapid Development
  36. 36. Salesforce App Cloud is Your Fastest Path From Idea to App Idea Idea Legacy App Dev 6-12 Months App Build App with modern 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
  37. 37. 55 % + Faster deployment 37 % + Increase in sales 45 % + Customer satisfaction 43 % + Marketing ROI 45 % + Customer retention 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
  38. 38. Extending the Power of the Platform 40+ LightningComponentsonAppExchange 3Billion+ Transactions/Day 5.5Million+ Applications 100,000+ TrailheadBadges 2,800+ AppExchangeApps 2,300,000+ SalesforceDevelopers
  39. 39. “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.
  40. 40. 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
  41. 41. 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
  42. 42. ©2016 Xactly Corporation. All rights reserved. Proprietary & Confidential. 49
  43. 43. Sales Service Marketing CommunityApps Analytics
  44. 44. Customers 48 % + FasterResolutionTime 43 % + IncreasedPartnerSales 46 % - LessTimeFindingExperts Resellers Employees
  45. 45. Connect Faster Connect Smarter Connect to Business
  46. 46. 2,700+ Partner Apps Open Ecosystem Workflow Data & Objects Identity Fast App Dev & Customization AnalyticsCollaborationMobile UI Scalable Metadata Platform Trusted Multitenant Cloud
  • HeidiFulp

    Nov. 3, 2016

Slide deck from the Dreamforce Debrief event in ATL, co-hosted by Configero and Xactly.

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