FSC Move to Platform

Katrin Burton
Global Partner Enablement, Financial Services

September 26, 2024

Forward Looking Statement

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 results, including revenue, net income, diluted earnings per share, operating cash flow growth, operating margin improvement, expected revenue growth, expected current remaining
performance obligation growth, expected tax rates, the one-time accounting non-cash charge that was incurred in connection with the Salesforce.org combination; stock-based compensation expenses,
amortization of purchased intangibles, shares outstanding, market growth and sustainability goals. 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 geopolitical events; 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 seasonal nature of our sales cycles; the competitive nature of the market in which
we participate; our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth in our customer base and operations, including as a result of
acquisitions; our service performance and security, including the resources and costs required to avoid unanticipated downtime and 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, including any efforts to expand our services beyond the CRM market; 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, joint ventures and investments; the impact of future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions
that may affect the publicly traded companies within the company's strategic investment portfolio; our ability to execute our business plans; our ability to successfully integrate acquired businesses and
technologies, including delays related to the integration of Tableau due to regulatory review by the United Kingdom Competition and Markets Authority; our ability to continue to grow 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, cross-border data transfers and import and export controls; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax
assets in the future; the impact of new accounting pronouncements and tax laws; uncertainties affecting our ability to estimate our tax
rate; 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 loan and loan associated
with 50 Fremont; compliance with our debt covenants and 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 on Forms 10-K, 10-Q and 8-K and in other filings it makes 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.
Your Presenters

Divya Sharma Rick Skerrow Pavan Kumar Kota Katrin Burton

Senior Director, Director, Product Product Management Global Partner
Product Management Management Senior Director Enablement,
Financial Services
Agenda
1 Messaging and the Steps we have taken so far

Difference between FSC Managed Package and

2
new Data Model for Financial Accounts (Pavan)
Difference between FSC Managed Package and
3
new Data Model for Households (Divya)

4 Q&A

5 Enablement Resources
General Messaging

Rick Skerrow
Director, Product
Management
Salesforce is Focused on ‘More Core’

● Core is a mature, robust, metadata-driven platform.

● It’s easy to ship new industry-specific apps and features which can take advantage of the wider platform capabilities

● It’s completely extensible by customers and partners.

● Deploying releases on core avoids the additional steps required for keeping a package updated, including not knowing the
release timing.

● Core has been scaled from B2B to B2C with the inclusion of Data Cloud to cope with mass data volumes.
Since 2019 FSC Aligned New Features to Core

● FSC launched in 2016 with the Managed Package. Even today the package still contains certain functionality used by
customers e.g.
○ Financial Accounts and Householding Data Model
○ Groups and Roll Ups
○ Custom Fields for Standard Objects
○ And more such as reports, dashboards, page layouts…

● However, since 2019 everything has been built on core.

● And recently, we created new versions of the highly used package features in core (FA’s, HH, Groups, Roll Ups, Goals).
What Does This Mean for Customers & Partners?

● Today customers have a choice about the implementation pattern they use:

#1 Package & Core #2 Core Only

Majority of existing Existing and New
customers up to Summer customers who don’t
24 are in this category as require package features
This decision is driven by which features they require AND if they
we historically guided do not need to install the have any other external reasons for using the Package e.g.
everyone to install the package. Partner/ISV apps with a Package dependency.
package + FA’s /
Householding are used by
c70% of customers

● Existing customers have the same choice e.g. they may be core only but require a package feature; or they may use package
features and have an interest in moving to new core equivalent features e.g. Financial Accounts.
Our Guidance Focuses on the Customer Need

● Post the Summer 24 release we have provided clear messaging to both existing and new customers:

New Customers: you should not need to install the managed package unless:
1. You require functionality that is only available in package
2. You have a partner/ISV dependency that requires package

Existing Customers: you don’t need to do anything differently. However if you would like to use the new features on
core you are free to explore them. At this stage there is no Salesforce support available to help you with any such
change.
Migration Related Myths

● We have not made any decisions about deprecating the FSC Managed Package. Any suggestion that the package is obsolete should be closed down as this
isn’t factually correct.

● We have also not made any decisions about whether new enhancements (say to Financial Accounts / Householding / Goals) will be made to core only or
package and core versions. This will be judged on a case by case basis.

● Today, all FSC features work with package, and many also work with package and core.

● Where we have features that ootb don’t naturally fully align with core (FSC Data Cloud Data Kit, FSC OOTB Service Processes, CRMA Dashboards, Household
API) we are working towards achieving this in the current 3RR.

Therefore any conversation about migration, including: migration tools, migration support, impacts to existing customizations, training etc. should be closed down
by emphasising the messaging above.

We are actively reviewing the package strategy. If this leads to any changes, we will communicate with stakeholders promptly.
Package Strategy Considerations

Package Only Package Migration Impact Communication

Features Dependencies Analysis Planning

Is there sufficient demand to What internal and external If we did take steps that How do we ensure all
rebuild in core or should they dependencies exist and how resulted in the need for a stakeholders are aligned as
be retired? should we manage these migration, what would the we go through this journey?
dependencies in the future? impact on customers look
like?

Request for Partner Help Request for Partner Help

Next Steps

We’ll keep you updated as our strategy evolves.

If you would like to help us understand what a migration from package to core would
look like for customers please contact Rick Skerrow.

If you have an app/accelerator which is dependent on the FSC Managed Package,

please contact Rick Skerrow.

[email protected]
Difference between FSC
Managed Package and new
Data Model for Financial
Accounts

Pavan Kumar Kota

Product Management Senior Director
 Important changes done in the new data model

Package Data Model Core Data Model

Ownership is derived from the ‘Financial

‘Ownership’ of the Financial Account is Account Party’ which is a junction object
driven by 2 lookup fields (Primary Owner between Account and Financial Account.
& Joint Owner) on the Financial Account. Primary & Joint Owner fields Role of the Customer in the Financial Account
is determined by the Role in this object.

All balances (like Available Balance, Balances are stored as different records with
Current Balance, Statement Balance, Balance Type, Balance Value in a child object
Principal Balance etc) for all types of ‘Financial Account Balance’ of the Financial
Balances of Financial Accounts Account
financial accounts were simple fields on
the Financial Account object.
 Important changes done in the new data model

Package Data Model

Financial Account Number Record Type Status Primary Owner Joint Owner Available Balance Principal Balance Interest Balance

123456 Checking Active C1 C2 100

567890 Auto Loan Active C4 200 300

Core Data Model

Financial Account Financial Account Party Financial Account Balances

Financial Account Type Status Account Financial Role Financial Balance Type Balance Balance As Of
Number Account Account Value

123456 Checking Active C1 123456 Owner 123456 Available 100 01/01/2023

Balance 19:05:23
567890 Auto Loan Active C2 123456 Owner
567890 Principal 200 05/01/2023
Balance 17:09:22
C4 567890 Borrower
567890 Interest 300 05/01/2023
Balance 17:09:22
Difference between FSC
Managed Package and new
Data Model for Households

Divya Sharma
Senior Director, Product Management
 GA

New Household/Group Data Model

Household/Group contains:
● Members and their relationship
● Related Accounts like a Trust
● Related Contacts like Lawyer or CA
 GA

Create Household/Group

● Guided UI to create household,

members, related accounts,
related contacts, related groups
along with their roles and
relationships

● Create household with all the

above information easily via API
 GA

Visualize & Manage Household/Group with ARC

● Visualize household/group
using OOTB ARC templates

● Manage household by
leveraging actions on ARC
graph
 GA

Record Rollups

Framework
● Rollup records from one Salesforce
object to another with clicks and not
code
● Refresh the record rollups periodically
by scheduling a job in Flow

End User UI
● Easily drag and drop and configure
the Rollup component to view Rollups
on the Record page
 GA
Summary Rollups

OOTB DPE Templates

● 8 optimized DPE templates for
FSC use cases

Data Model
● New ‘Account Financial Summary’
entity to write-back summary
information at Account or
Household level

End User UI
● Configurable end user UI to view
Summary information
Household/Group Comparison
Between FSC Package & Core

# FSC Package Core

1 Household is an Account of Record type Household Household/Group creates a record in PRG and Account
object (Account record type is Business Account)

2 Reverse relationship records in AAR and CCR are Reverse relationship records in AAR and CCR are not
automatically created automatically created

3 One page UI to create, edit household members Wizard UI to add household details, members and
roles. ARC used to visualize and edit households

4 Household Split/Merge is not available Easily split and merge households (on Roadmap)
Record Rollups Comparison
Between FSC Package & Core

# FSC Package Core

1 Only one household can be stamped on each record thus Same record (ex: Financial Accounts record) can be rolled
rollups can be done for one household only up to multiple households

2 Record Rollups is limited to specific set of objects Record Rollups is available for all custom objects and
standard objects that have activities enabled

3 Admins canʼt define criteria based rollups Admin can define criteria based rollups
Ex: You can only rollup cases from Primary Group Ex: Rollup open cases from non-Primary Group members
members

4 Record Rollups can be viewed as a Related List Record Rollups can be viewed in a LWC and therefore can
be accessed in a convenient place on the page. Fields
displayed are from Compact Layout

5 Real time Rollups supported via Triggers On-Demand Record Rollups (on Roadmap)

6 For Data Ingestion, customers need to turn off rollups Rollups donʼt need to be turned off during data ingestion
and then run batch jobs for Household stamping to as users can run DPE jobs for record rollups
avoid Apex CPU timeout for triggers

7 Custom Metadata Types Config dependent on Package No dependency on Custom Metadata Types
Summary Rollups Comparison
Between FSC Package & Core

# FSC Package Core

1 There are 2 options: Rollup by Lookup (RBL) and DPE Eight OOTB optimized DPE templates for fast start

2 Limitations apply on Rollup by Lookup Rules DPE supports all objects

Ex: Salesforce doesnʼt recommend or provide support
for creating or customizing Financial Services Cloud RBL
rules, Insurance objects are not supported

3 Summary fields are part of Account object from FSC Summary fields are stored in the new Account Financial
Managed Package. Summary object and has lookups to Account and PRG

4 Summary fields can be viewed in Details tab Summary Rollups are available in LWC and fields can be
easily configured. Infact, Summary fields can be displayed
above the respective Record Rollups

5 DPE doesnʼt support Real-time Summary Rollups On-Demand Summary Rollups (on Roadmap)
Q&A
Enablement
Resources

Katrin Burton
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FSC Enablement Resources

● FSC Learning, Base & Trial Orgs

● Digital Lending NPI Webinar
● FSC Workshop Session #1 Recording
● FSC Workshop Session #2 Recording
● FSC Workshop Session #3 Recording
● FSC Workshop Session #4 Recording
● FSC Curriculum in Partner Learning Camp
● FSC Implementation Workbook
● FSC Experts Group
● Financial Services Cloud Accredited Professional Exam
Thank you!