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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?