DF13_APP Academy: Getting Started as an ISV Partner

APP Academy Getting Started as an ISV Partner

John Richter, salesforce.com, Sr. Manager @partnerforce

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 operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.

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 and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

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.

John Richter Sr. Manager, ISV Success @partnerforce

Is your app in-market? Yes No

Quick Poll

Session Goals

Understand key components of the full partner lifecycle

Identify your place within the lifecycle, along with next steps

Leverage the Partner Portal & other resources

Review how to get the most out of Dreamforce

Get inspired about your business

Introduction

Plan Build Distribute Sell Support

APP Lifecycle Diagram

Plan Build Distribute Sell Support

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Plan Build Distribute Sell Support

Security Review

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

Packaging Org

Test Org(s)

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Developer Org(s)

Plan Build Distribute Sell Support

Security Review

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Trialforce Management Org

Partner website

In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

Packaging Org

Test Org(s)

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Developer Org(s)

Plan Build Distribute Sell Support

Security Review

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Trialforce Management Org

Partner website

In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA)

In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

Packaging Org FREE TRIAL

Test Org(s)

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Developer Org(s)

ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)

Plan Build Distribute Sell Support

Security Review

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Trialforce Management Org

Partner website

In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA)

In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals

Packaging Org FREE TRIAL

Test Org(s)

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Developer Org(s)

ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)

Plan Build Distribute Sell Support

Security Review Technical Review (TE)

APP Lifecycle Diagram

ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)

Plan Build Distribute Sell Support

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Trialforce Management Org

In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA)

In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals

Packaging Org

Test Org(s)

APP Lifecycle Diagram

Developer Org(s)

ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)

Plan Build Distribute Sell Support

Security Review

In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review

Trialforce Management Org

Partner website

In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA)

In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application

Sign up

In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. !nal contract

In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals

Packaging Org FREE TRIAL

Test Org(s)

Technical Review (TE)

•  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case)

APP Lifecycle Diagram

Developer Org(s)

ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)

Which lifecycle phase are you in? Plan - still getting started Build - under construction Distribute - app is live! Sell (& Market) – generating leads, free trials Support – solving customer issues

Quick Poll

Key Resources

•  Validate Your Planned Approach •  Layout Your Partnership Options •  Work towards a signed Partner Contract •  Foster Your Go-to-Market Execution •  Network with others

Talk To Your ISV Account Executive (AE)

Partner Portal – Your Key to Success

http://www.salesforce.com/partnerportal

Partner Portal – Manage Cases

Partner Portal – Developer & Test Orgs

http://p.force.com/appacademy

  Free training for ISV partners

  Contains best practices by Roles

  Videos, Checklists, FAQ’s

  Build your own Custom Training

Partner Portal - Take the APP Academy (Online)

  News   Alerts!   APP Academy   Topics (A-Z)   Links   FAQ

Partner Portal – ISV Partners One-Stop Shop

http://p.force.com/ISV

Online Resources

http://help.salesforce.com http://success.salesforce.com

Learning Mgmt System Online Help Customer Community

http://p.force.com/LMS

Other Resources

http://p.force.com/guide http://www.salesforce.com/behindthecloud

Office Hours

http://p.force.com/marketing

PR Office Hours

Dreamforce Office Hours

Marketing Office Hours

Security Review Office Hours http://p.force.com/security

http://p.force.com/marketing

http://p.force.com/marketing

Check out The Business App Blog

http://p.force.com/blog

  How To’s

  Technical Best Practices

  Sales Tips

  Marketing Insights

  Thought Leadership

  Industry Trends

  Recommendations

  Program Updates

Follow Us on Social Media

Twitter.com/partnerforce

Slideshare.net/partnerforce

Facebook.com/Salesforcepartners

http://p.force.com/socialmedia

youtube.com/partnerforce

Quick Start Top 10

Quick Start Top 10

Free portal logins APP Academy (Online)

Free LMS recordings Prepare for Technical Review Use Partner Dev & Test Orgs

6-8 weeks for Security Rev ISV Business Org (2 free) Partner Premier Support

Salesforce Release Cycle Staff right roles; PDO

http://p.force.com/ISV

1 2 3 4 5

6 7 8 9

10

Tip #1: Free portal logins for everyone

#1 Company Profile > View or Manage Users > Create New User

Tip #2: Take the APP Academy (Online)

#2 http://p.force.com/appacademy

  Free 24/7 training for ISV partners

  Contains best practices by Roles

  Videos, Checklists, Exercises, Topics, , Recordings, FAQ’s

  Build your own Custom Training (slide decks)

  Next Virtual Classroom – Dec. 3 at 9am PT

Tip #3: Sign up for free LMS Recordings

#3 http://p.force.com/LMS

Tip #4: Prepare for your Technical Review

#4 Who Are You Selling To?

Distribution Licenses & Editions

Architecture Model

?

Tip #5: Use Partner Developer Edition orgs

#5 •  Partner Developer Orgs •  Partner Test Orgs •  Packaging Org (PDE)

Tip #6: Plan 6-8 Weeks for Security Review

#6 http://p.force.com/security

Tip #7: ISV Business Org (2 free CRM licenses)

#7

Tip #8: Consider Partner Premier Support

#8 http://www.salesforce.com/services-training/partner-support

Tip #9: Understand the Salesforce Release Cycle

#9 http://p.force.com/Releases

•  Salesforce has 3 releases per year •  Conduct Sandbox Tests on your app •  Review new features & functionality •  Take advantage of new innovations •  Stagger your own release

Tip #10: Staff the Right Roles; Consider a PDO

#10 http://p.force.com/ISVRoles

Quick Start Top 10

Free portal logins APP Academy (Online)

Free LMS recordings Prepare for Technical Review Use Partner Dev & Test Orgs

6-8 weeks for Security Rev ISV Business Org (2 free) Partner Premier Support

Salesforce Release Cycle Staff right roles; PDO

http://p.force.com/ISV

1 2 3 4 5

6 7 8 9

10

Mike Witherspoon CEO and Founder, CodeScience

@SpoonScience

Who we are   Consulting group founded in 2009

  Build solutions using cloud platforms, primarily ISV apps for distribution

  30 solution architects, consultants and developers in San Francisco and Chattanooga

Who We Are

Partners Helping Partners Session Wednesday, 5pm in this room, 3014 West

• Successes, failures and lessons learned

• Takeaways •  Detailed tips: http://codescience.com/isvtips

•  CS Utils Apex class on github: http://codescience.com/csutils

•  Install Tracking Dashboard for your LMA on the AppExchange: http://codescience.com/installtrackingdashboard

Dreamforce 2013

Cloud Alliance Zone

Mobile Showcase Expert Bar & Community Lounge

Photobooth

Get Inspired Get Tools Build Your Network

Visit the Partner Team in Moscone West - 3rd Floor AppExchange Partner Zone

Ready to Partner with Salesforce.com? APP Academy: Getting Started as an ISV Architect & Design Your Commercial App Design Patterns: ISV Recipes for Success Connected Apps: Design Options Interoperability: Combine Forces Mobile for ISV’s (Part 1): Strategy

Avoid Growing Pains: Scale Your App Mobile for ISV’s (Part 2): Develop Next Generation UX for Commercial App An Insider’s Guide to Security Review

Distribute & License Your App Manage Your Business. . .

AppExchange Marketing Playbook: Build Your Brand AppExchange Marketing Playbook: Generate Demand Driving Sales Success as an ISV Partner Meet the Power Brokers: VC Panel

Support Your Customers ISV Roadmap

Build Distribute Support Sell Plan

Follow sessions and join the Partner Success Group on

Emerging Technology: - Heroku - Salesforce Communities - Service Cloud -  Social & Collaboration -  Work.com

ISV Success Track at Dreamforce

APP Academy: Getting Started as an ISV

Architect & Design Your Commercial App

Distribute & License Your App

AppExchange Marketing Playbook: Build Your Brand AppExchange Marketing Playbook: Generate Demand Driving Sales Success as an ISV Partner

Support Your Customers

Build Distribute Support Sell Plan

Follow sessions and join the Partner Success Group on

at Dreamforce

Do you have the Session Guide?

http://p.force.com/df13sessions http://p.force.com/blog

:: ISV Success - Technical, Sales, Marketing - Emerging Technologies :: Partner User Groups :: Founders Forum :: AppExchange (customers)

20+ partner-led mini sessions - Community Zone @ Hilton Hotel - Partners sharing best practices on development, sales, marketing, ops, support - Support your partners

Don’t Miss AppBash 2013!

**7pm-9pm is the Partner Appreciation Party Must have Partner or Sponsor Badge to get in

  News   Alerts!   APP Academy   Topics (A-Z)   Links   FAQ

http://p.force.com/ISV

Questions?