Salesforce NYSE: CRM @Salesforce_ir 1
Safe Harbor "Safe harbor" statement under the Private Securities Litigation Reform Act of 1995: This presentation contains forward-looking statements about our financial results, which may include expected GAAP and non-GAAP financial and other operating and non-operating results, including revenue, net income, diluted earnings per share, operating cash flow growth, operating margin improvement, unearned revenue (previously referred to as deferred revenue) growth, expected revenue growth, expected tax rates, stock-based compensation expenses, amortization of purchased intangibles, and shares outstanding. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company’s results could differ materially from the results expressed or implied by the forward-looking statements we make. The risks and uncertainties referred to above include -- but are not limited to -- risks associated with the effect of general economic and market conditions; the impact of foreign currency exchange rate and interest rate fluctuations on our results; our business strategy and our plan to build our business, including our strategy to be the leading provider of enterprise cloud computing applications and platforms; the pace of change and innovation in enterprise cloud computing services; the competitive nature of the market in which we participate; our international expansion strategy; our service performance and security, including the resources and costs required to prevent, detect and remediate potential security breaches; the expenses associated with new data centers and third-party infrastructure providers; additional data center capacity; real estate and office facilities space; our operating results and cash flows; new services and product features; our strategy of acquiring or making investments in complementary businesses, joint ventures, services, technologies and intellectual property rights; the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; our ability to realize the benefits from strategic partnerships and investments; our ability to successfully integrate acquired businesses and technologies, including the operations of MuleSoft, Inc.; our ability to continue to grow and maintain unearned revenue and remaining performance obligation; our ability to protect our intellectual property rights; our ability to develop our brands; our reliance on third-party hardware, software and platform providers; our dependency on the development and maintenance of the infrastructure of the Internet; the effect of evolving domestic and foreign government regulations, including those related to the provision of services on the Internet, those related to accessing the Internet, and those addressing data privacy and import and export controls; the valuation of our deferred tax assets; the potential availability of additional tax assets in the future; the impact of new accounting pronouncements and tax laws, including the U.S. Tax Cuts and Jobs Act, and interpretations thereof; uncertainties affecting our ability to estimate our non-GAAP tax rate; the impact of future gains or losses from our strategic investment portfolio; the impact of expensing stock options and other equity awards; the sufficiency of our capital resources; factors related to our outstanding debt, revolving credit facility, term loans and loan associated with 50 Fremont; compliance with our debt covenants and capital lease obligations; current and potential litigation involving us; and the impact of climate change. Further information on these and other factors that could affect the company’s financial results is included in the reports o n Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of the company’s website at www.salesforce.com/investor. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. 2
Company Overview The global leader in CRM Founded in 1999, public listing (NYSE: CRM) 2004 #1 CRM provider for the fifth year in a row 1 Fastest growing top five enterprise software company with $10.54B in revenue FY18 (25% Y/Y) 2 Doubled operating cash flow ($1.2B-$2.7B) over the past three years (FY15-FY18) Headquartered in San Francisco , with >32,000 employees focused on CRM and customer success The World’s Most #1 World’s Most Innovative Companies Innovative Companies #1 The Future 50 #1 Top 50 Companies that Care Best Places to Work for LGBTQ Equality 1 Source: IDC Worldwide Semiannual Software Tracker, April 2018. CRM Applications market includes the following IDC- defined functional markets: Sales, Customer Service, Contact Center, and Marketing Applications. 2 Prior period information has been adjusted for the adoption of Accounting Standards Update No. 2014- 09, “Revenue from Contracts with Customers (Topic 606)”, which the Company adopted on February 1, 2018 . Refer to slide 5 for 3 additional discussion.
Financial Overview Quarterly Results 4
Notes on Q2 Results Adoption of New Accounting Standards Salesforce retrospectively adopted new accounting standard Topic 606 on February 1, 2018 (Q1 FY19) • Topic 606 includes changes to accounting policies for revenue recognition and costs capitalized to acquire • revenue contracts (primarily commissions) All financial results and guidance in this presentation reflect Topic 606. Historical results for FY17, FY18 and • Q1-Q4 of FY18 are adjusted to reflect the adoption of new standard Refer to the Q1 FY19 press release for additional information, including adjusted historical Statements of • Operations and Balance Sheets Adjusted information is based on best available information and reflects management's best estimate of the • potential impact as a result of the adoption of the new standard Reconciliations to prior standards will not be provided • MuleSoft Acquisition The MuleSoft acquisition closed on May 2, 2018 (Q2 FY19) • Q3 FY19 and FY19 guidance reflect the anticipated financial impact of the MuleSoft acquisition • 5
Q2 FY19 Results Highlights Durable top-line and bottom-line growth • Revenue of $3.28 Billion , up 27% Year-Over-Year, 27% in Constant Currency 1 • Unearned Revenue of $5.88 Billion , up 24% Year-Over-Year, 24% in Constant Currency 2 • Remaining Performance Obligation of Approximately $21 Billion , up 36% Year-Over-Year 3 • Operating Cash Flow of $458 Million , up 38% Year-Over-Year • Guidance 4 o Initiates Third Quarter FY19 Revenue Guidance of $3.355 Billion to $3.365 Billion o Raises FY19 Revenue Guidance to $13.125 Billion to $13.175 Billion o Raises FY19 GAAP EPS Guidance to $0.97 to $0.99 o Raises FY19 Non-GAAP EPS Guidance to $2.50 to $2.52 5 1 Refer to slide 10 for an explanation of non- GAAP revenue constant currency (“CC”) growth rate. 2 Unearned revenue was previously referred to as Deferred Revenue. We present CC information for unearned revenue to provide a framework for assessing how our underlying business performed excluding the effects of foreign currency rate fluctuations. To present a CC unearned revenue growth rate, we convert the unearned revenue balances in local currencies in previous comparable periods using the United States dollar currency exchange rate as of the most recent balance sheet date. 3 Remaining Performance Obligation is a new disclosure effective Q1 FY19. Refer to slide 11 for additional discussion. 4 Guidance provided August 29, 2018. This guidance does not reflect any potential future gains or losses on our strategic investment portfolio resulting from the future impact of ASU 2016-01 and is based on estimated GAAP tax rates that reflect currently available information, including the anticipated impact of the new Tax Act and interpretations thereof, as well as other factors and assumptions. The GAAP tax rates may fluctuate due to recent acquisitions. 5 Non-GAAP EPS is a non-GAAP financial measure. Refer to the Appendix for an explanation of non-GAAP financial measures, and why we believe these measures can be useful, as well as a 6 reconciliation of non-GAAP financial measures to the most comparable GAAP measures, when applicable.
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