Slide 1: Financial Update Q4 FY21
Financial Update Q4 FY21 NYSE: CRM @Salesforce_ir
Slide 2: Safe Harbor
Safe Harbor "Safe harbor" statement under the Private Securities Litigation Reform Act of 1995. This presentation contains forward-looking statements about the company's financial and operating results, which may include expected GAAP and non-GAAP financial and other operating and non- operating res
Slide 3: Company Overview
Company Overview Delivering durable growth at scale - Salesforce is the #1 CRM software provider worldwide by revenue for 7 consecutive years1 - Consistently delivering durable revenue growth, more than doubling from $10.5 billion in FY18 to $21.3 billion in FY21 - Fastest growing top five enterpris
Slide 4: Financial Overview: Annual Results
Financial Overview Annual Results 4
Slide 5: FY21 Financial Summary
FY21 Financial Summary GAAP Non-GAAP1 Annual Results Increase Y/Y Annual Results Increase Y/Y Revenue $21.3B 24% $21.2B 24% Current Remaining Performance Obligation $18.0B 20% N/A 18% CC Total Remaining Performance Obligation $36.1B 17% N/A N/A 2 Operating Margin 2.1% 40 bps 17.7% 90 bps Diluted Ear
Slide 6: FY21 Disaggregation of Revenue
FY21 Disaggregation of Revenue Complete portfolio of CRM products + 13%Y/Y +20% Y/Y +40% Y/Y +25% Y/Y $6.3B $5.4B $5.2B $4.6B $4.5B $4.5B $3.1B $2.5B FY20 FY21 FY20 FY21 FY20 FY21 FY20 FY21 Sales Service Salesforce Marketing Platform & Other & Commerce Note: growth rates are based on reported result
Slide 7: FY21 Revenue by Region
FY21 Revenue by Region Incremental investments in international markets driving growth $14.74B $4.50B $2.02B +22% Y/Y +31% Y/Y +25% Y/Y +23% Y/Y CC1 +30% Y/Y CC1 +23% Y/Y CC1 1 Non-GAAP revenue CC growth rates as compared to the comparable prior period. We present CC information for revenue to provi
Slide 8: Financial Overview: Quarterly Results
Financial Overview Quarterly Results 8
Slide 9: Q4 FY21 Results Highlights
Q4 FY21 Results Highlights Durable top-line growth • Revenue of $5.82 Billion, up 20% year-over-year, 19% in constant currency1 • FY21 Revenue of $21.25 Billion, up 24% year-over-year, 24% in constant currency1 • Operating Cash Flow of $2.17 Billion, up 33% year-over-year • Current Remaining Perform
Slide 10: Q4 FY21 Financial Summary
Q4 FY21 Financial Summary GAAP Non-GAAP1 Quarterly Results Increase Y/Y Quarterly Results Increase Y/Y Revenue $5,817M 20% $5,763M 19% Current Remaining Performance Obligation $18.0B 20% N/A 18% Total Remaining Performance Obligation $36.1B 17% N/A N/A 2 Operating Margin 3.3% 400 bps 17.5% 210 bps D
Slide 11: Total Quarterly Revenue and Operating Margin
Total Quarterly Revenue and Operating Margin $5,817 16.5% 15.4% 17.5% Q4 FY21 $4,851 Y/Y Growth $3,603 3.3% + 20% / +19% CC 1 3.8% Revenue (0.7)% +400 bps GAAP Operating Margin Q419 Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421 +210 bps Quarterly Revenue Operating Margin Non-GAAP Operating Margin 2 Non-GA
Slide 12: Q4 FY21 Disaggregation of Revenue
Q4 FY21 Disaggregation of Revenue Complete portfolio of CRM products +11% Y/Y +19% Y/Y +26% Y/Y +27% Y/Y $1.8B $1.4B $1.4B $1.4B $1.2B $1.2B $0.9B $0.7B Q420 Q421 Q420 Q421 Q420 Q421 Q420 Q421 Sales Service Platform & Other Marketing & Commerce Note: growth rates are based on non-rounded reported re
Slide 13: Q4 FY21 Revenue by Region
Q4 FY21 Revenue by Region Incremental investments in international markets driving growth $4,012M $1,248M $557M +18% Y/Y +24% Y/Y +27% Y/Y +18% Y/Y CC1 +20% Y/Y CC1 +21% Y/Y CC1 1 Non-GAAP revenue CC growth rates as compared to the comparable prior period. We present CC information for revenue to pr
Slide 14: Remaining Performance Obligation
Remaining Performance Obligation Represents future revenue under contract $36.1B $30.8B Q4 FY21 Y/Y Growth $25.7B 20% / +18% CC $18.1B $15.8B + 2 Current RPO (cRPO) $13.8B + 17% Total RPO $18.0B $15.0B $11.9B Remaining Performance Obligation (RPO) is a metric disclosed with the adoption of Topic 606
Slide 15: Quarterly Operating Cash Flow
Quarterly Operating Cash Flow Delivered $2,174 million in operating cash flow in Q4 Q4 FY21 $2,174M Y/Y Growth 35% 33% $1,632M FCF1 OCF Our fourth quarter has historically been our strongest $1,331M quarter for new business and renewals and we generally invoice our customers annually. As a result, o
Slide 16: Cash, Cash Equivalents, and Marketable Securities
Cash, Cash Equivalents, and Marketable Securities Strengthening Cash Balances $12.0B $7.9B Q4 FY21 Y/Y Growth $4.3B 51% Total Cash and Marketable Securities Y/Y Growth Q419 Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421 Cash Marketable Securities Note: Growth rate based on reported actuals, not the rounded
Slide 17: Business Overview
Business Overview 17
Slide 18: Salesforce Customer
Salesforce Customer 360 World’s #1CRM | SSOT | Fast time to Value | Scalable & Flexible Trailblazer Success & Community One Complete and Intelligent 360 Platform Success Service 8 : §@ & @ @ GB Q & Mobile Experiences Bots. Collaboration DX Partners Marketing 8 Ag — i @ 8 @ 2 @ Employees Commerce 2 B
Slide 19: Portfolio of Expanding TAMs
Portfolio of Expanding TAMs Total Addressable Market growth from CY20-CY24 $200B 4 I Sales I Service I Commerce Marketing Hl Platform? 1 Integration* i Analytics® CY24 Total Addressable Market? _ i CY20 cy21 CcY22 cy23 CY24 Calculations performed by Salesforce and graphics created by Salesforce base
Slide 20: Competitive Advantage
Competitive Advantage Values Driven Customer »°-.\ Success Ecosystem Advantage Innovation Community, Digital Transformation M&A Imperative Execution Best in Class Culture GTM Stakeholde ) Large and Capitalism Growing Market > Entrepreneurial Spirit 20
Slide 21: Values Attract Top Talent
56,606 Values Attract Top Talent Unmatched scale focused on CRM Headcount Growth Y/Y Q4 FY21 14% ~800 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 Q4 FY21 Total Company Headcount 21
Slide 22: Thank You
Thank You 22
Slide 23: Appendix
salesforce Appendix
Slide 24: Non-GAAP Financial Measures
Non-GAAP Financial Measures This presentation includes information about non-GAAP diluted earnings per share, non-GAAP income from operations, non-GAAP operating margin, free cash flow, and constant currency revenue and constant currency current remaining performance obligation growth rates (collect
Slide 25: GAAP to Non-GAAP Financial Reconciliation
GAAP to Non-GAAP Financial Reconciliation Fiscal Year Ended (in millions) Three Months Ended January 31, January 31, Non-GAAP income from operations1 2019 2020 2021 2021 GAAP income (loss) from operations $ 137 $ (36) $ 193 $ 455 Plus: Amortization of purchased intangibles 130 270 283 1,121 Stock-ba