1. So Many Releases, So Many Features,
So Little Time - How Do I Keep Up?
Angela Yu – Dell – Director – Global Salesforce Deployment
Duane DeRouen – Dell - IT Director – Commercial Sales & Marketing
Mudit Agarwal – VMware - Lead Architect - Cloud Applications
Brad Hudak – salesforce.com - Customer Success

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4. Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of
the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking
statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service
availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future
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The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service,
new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or
delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and
acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and
manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization
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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 be
delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

5. Join the conversation
Session Chatter Group
“So Many Releases...How do I keep up?”

6. Session Objectives
• Gain insight into how to manage a feature rollout process
• Understand methods for evaluating seasonal releases
• Learn about tools to help manage feature evaluation
• Inspiration to improve your own seasonal release process

7. salesforce.com’s Seasonal Release
• Drives continuous innovation for Salesforce and our Customers
• Three releases and automatic upgrades each year
• IdeaExchange helps feature release planning
• One of the most valuable benefits of salesforce.com

8. Types of Feature Enablement
• Auto Enabled – Automatically on for all users
• Admin Only – Automatically on for admins only
• Requires Setup – Configuration needed to utilize the feature
• Contact Salesforce – Contact Salesforce to enable feature
• Pilot / Beta – Feature is not GA, must apply for the program
DNAE = Do-Not-Auto-Enable (back end setting)

9. Session Presenter Comparison
• Single Org for Sales, Channels, Service, Marketing
• High release cadence (Weekly, Monthly, Quarterly)
• DNAE = False
• 12K Internal & 450k partner users worldwide
• Chatter not enabled
• Multi Org
• Frequent releases (Quick Hit, Sprint, Major Release)
• DNAE = True
• 448K users worldwide (80K Internal + 368K External)
• Sales Cloud Focus
• Chatter Enabled

10. Mudit Agarwal
Lead Architect - Cloud Applications

11. VMware is the Customer Proven Market Leader
Company Overview
– $5.21 billion in 2013 revenues
– 17,000+ employees worldwide
– 5th largest infra software company in the world
– 50+ locations worldwide
 Proven in the Trenches
– 500,000+ VMware customers
– 75,000+ Partners
– 100% of Fortune 500
– 99% of Fortune 1000
For Fifth Consecutive Year, VMware Named a Leader in 2014
Magic Quadrant for x86 Server Virtualization Infrastructure!

12. VMware salesforce.com Journey
Phase 1 -
PRM (2009)
Phase 2–
Lead Mgmt
(2009)
Phase 3-
Sales
Cloud
(2010)
Phase 4 -
Svc Cloud
2011
Roadmap
Releases
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
450,000
CY2009 CY2010 CY2011 CY2012 CY2013 CY2014
Partner Users
0
2000
4000
6000
8000
10000
12000
CY2009 CY2010 CY2011 CY2012 CY2013 CY2014
Internal Users

13. Salesforce Center of Excellence
Bi-Weekly
Meeting

14. VMWare - Feature Evaluation Process
Tie to a release
Regression test
Enable in SB
Get inputs on next steps (PoC)
Review in CoE
Filter list based on VM Need
Review Notes
6-8
Weeks
Filtered
(20)
Next Step
(12)
Enable (5)
Future (7)
Typical Feature Progression

15. How to Build Effective Feature Enablement Process
Cross-functional
Buy-in
Make It
Relevant
Impact Analysis
Demo/
Discussions
Proof-of-
Concept
Plan to Rollout
IT + Biz
IT

16. Duane DeRouen
IT Director
Commercial Sales & Marketing
Angela Yu
Director
Global salesforce.com Deployment

17. view
“Technology has been about enabling human potential” -Michael Dell
Our Purpose
• Delivering technology solutions that enable
people everywhere to grow and thrive
• We make technology that works in service of
our customers
• We make the complex simple
• We make the powerful easy to use
• We drive out inefficiency
• We deliver superior long-term value
Accelerating our strategy as a private company
• Invest in research and development
• Enhance and simplify our customer experience
• Intensify presence in emerging markets
• Grow PC, tablet and virtual computing services
• Expand our sales force and channel relationships to better support
customers
Privatization
• 100% of G20 governments are served by Dell
• 98% of Fortune 500 companies use Dell
• 10 millions small businesses partner with us
• We are in 60,000 retail locations globally
Market
• More than 100,000 Dell employees around the world serve
customers wherever they need us
Size
4 major categories we serve:
• End User Computing – client PCs, mobility, peripherals, 3rd party
software
• Enterprise Solutions – servers, storage, networking, virtualization
• Services – Global support & deployment infrastructure & cloud
computing, application and BPO, security solutions
• Software – Dell IP Software
Products
We give customers
the power to do more
Dell Company Overview

18. Dell salesforce.com Transformation
Global Direct &
Channel Sales,
Acquisitions
2008
Collaboration
2010
2013
2014
Consolidation
Integrations &
Governance
Account
Planning
2011
IdeaStorm
2009
Channel,
Major Acquisitions
2012
• 4 end-state orgs
• Org growth through acquisition
• Customization to fit Dell purposes
• 448K+ users access
• Best in class in-house Salesforce knowledge
• Strong change management process
• Evolution of Dell Main org

19. Study of Salesforce Feature Utilization
Findings:
• 189 Features Enabled
• 8 Features In Pilot
• 184 Features Not Applicable to Dell
• 162 Features Not Yet Enabled or Reviewed
 Opportunity for more standard feature utilization
Reviewed 543 configurable features from the last 10 salesforce.com releases
Enabled
(35%)
Pilot
(1%)
Candidates for
Enablement
(30%)
Not
Applicable
to Dell
(34%)

20. So Many Releases, So Little Time, Time to Catchup
Eliminated from
Consideration
(14% / 22)
Researching
(36% / 59)
Revisit in Future
(22% / 35)
Schedule for
Release
(16% / 26)
Released
(7% / 11)Obtain
Stakeholder
Feedback
(5% / 9)
Candidates for Enablement Analysis (The 30% - 162 Features)
Quick
Hit
Sprint
Release
Major
Release

21. Utilize Salesforce to Facilitate the Reviews
Replace Tracking and Reporting from Excel to a Force.com app

22. Results and Next Step
• 37 (23% of the 162) New Feature Deployment
11 features deployed to production
26 features being scheduled into the next few releases
• 68 More Features In Review
• Using the new force.com app to manage and track progress
Track and update current backlog
Add Winter 15 release features and beyond
• Incorporate the new force.com app into the regular internal CR
intake process
A New Process to manage So Many Features & Releases with So Little Time!

23. Session Chatter Group
“So Many Releases...How do I keep up?”
Join the conversation

24. www.salesforce.com/success-services
Learn more! Visit our Success Hub @ the Hilton this week