Salesforce.com Earnings Call Nuggets: the Force Business and CMOs

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Salesforce.com, Inc. (NYSE:CRM) recently reported its fourth quarter earnings and discussed the following topics in its earnings conference call.

The Force Business

Adam Holt – Morgan Stanley: My first question is about the Force business and the strength there. Are you seeing higher attach as you’re doing more large deals around SFA extensions? Or are you seeing expanded used cases, that’s continuing to perpetuate the Force strength?

Marc Benioff – Chairman and CEO: I think it’s a great question, and I really appreciate that because we’ve been focused on building our platform now for many, many years. Of course, we provide a single customer platform, it lets you accomplish what you need to do as sales productivity, it lets you accomplish what you need to do in customer service and support and call center. It allows you to accomplish what you need to do in marketing, whether it’s listening, publishing or advertising. We really didn’t get into some of the exciting announcements that happened this quarter with the Marketing Cloud, including our exciting relationship with Twitter and being the pioneer of the Twitter API and connecting our new social advertising product with that. What I can tell you is that in each and every customer case, we’re seeing expanded use of our platform and I was with a large financial services customer as I mentioned this week in New York and it’s a company that has built many applications on our platform and it wasn’t really surprising to me that we’re starting to talk about it becoming their standard way of building all their applications. It’s a faster way to build applications. It’s certainly a lower cost way to build applications. It’s an easier way. It’s elastic as companies change and evolve, the platform can move with them. These are not characteristics that you found in the client server world and I think that’s why the platform is so attracted to so many customers. Also, we’ve really doubled down on our relationships with the large systems integrators. You see them at our show, like in New York, you’ll see the big SIs, whether it’s the well-known ones like Accenture or even the mid-tier market SIs, many of whom we have a very strong relationship with, having a lot more competency with the platform, this gives customers, an easier time to deploy it. so, I’m very optimistic about the future of the platform. I feel that customers understand it more than ever before. They have universally positive experiences with it and I think that they’re going to do more and more with it. I appreciate the question because, it’s one of the things that I’m especially excited about.

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