Extend Your Commercial Force.com App Salesforce.com Partner Success

@billmariani in/billmariani

Bill Mariani Salesforce.com Technical Evangelist

Andy Drogo Xactly Corporation Product Manager

Special thanks to these Partners for their Input

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 intellectual property and other litigation, risks associated with 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-Q for the most recent fiscal quarter ended July 31, 2012. This 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.

What You Can Expect?

•  Something for everyone – all ISV’s

•  Deep dive into ways to extend your App

•  Andy will tell how they’ve extended their Apps

Questions? 1.  Reserve till the end of the session; or

2.  Post to the session’s chatter wall, and we’ll respond during or after the session

“Why should you extend our App?”

Your Product Lifecycle

“What are my options as an ISV?”

Build More Apps Top Requested CRM Apps

Customer Satisfaction Surveys

Mobile Sales Management

Lead Management

Email Response Mgt

Customer Chat

Top Requested Back Office Apps

Invoice Management

Big Data Management

Product Lifecycle Management

Supply Chain Management

Learning Management

Why do ISV partners extend their app?

New Features & Functionality New Verticals or GEOs

How to Extend Your App?

What is the market

potential?

What are the pricing trends?

What is the growth rate?

What are the entry barriers?

What is our risk/reward?

What are my options for extending my App?

•  Use existing package

•  Create a new package

•  Create a bridge package

•  Create an extension package

uGolf – Golf Course Management App

uGolf Managed Package

uGolf App

Reservations Module

Using my Existing Package

uGolf Existing Package

uGolf App

Reservations Module

New Market Opportunity

Tournament Module

Single Package: Different Verticals Example

Single Package: Licensing Example

Package User / Site License

Customer Org

ISV Business Org (LMA)

Reservations Module

Tournament Module

uGolf App

When might I use a Single Package?

•  Module / Functionality extends existing functionality

•  Single price for the one App

•  Partner manages the Customer’s Org

•  Able to contractually or technically limit functionality

Single Package: Tradeoffs

•  Keeps it simple • Quick install / upgrade process • Eliminates dependency issues

•  Difficult to build multiple vertical solutions •  Complicates licensing •  Makes it difficult to rev one module

Downside Upside

Single Package: Tips & Tricks

•  Use Protected Custom Settings to help control access

•  Setup Profiles & Permission Sets based on access levels

•  Leverage Customizations & Translation Overrides

•  Use Trialforce to sell into different markets

Using Multiple Packages

Multiple Packages: Independent Packages

Reservations Module Tournament Module

Multiple Packages: Bridge Package

Reservations Module Tournament Module

Bridge Package

Multiple Packages: Extension Package

Reservation Module

Customer Portal Extension Google Wallet Extension

Multiple Package: Licensing Example

Customer Org

Reservations Module

uGolf App

Tournament Module

Bridge Package

Package User / Site Licenses

Site License

ISV Business Org (LMA)

Package User / Site Licenses

When might I use Multiple Packages?

Independent Packages •  Module can be sold as a standalone App

•  Desire to provide a specialized vertical or geo

•  Desire to split up functionality / business logic

Extension & Bridge Packages •  Module is sold as part of another solution

•  Creates the dependency between two packages

Multiple Package: Tradeoffs

•  Flexibility to adapt to New Markets •  Control user access thru LMA •  Easier to rev a specific module •  Sell into SFDC PE & GE Editions

•  Adds complexity •  Complicates Release Management •  Customers install of multiple packages •  Security Review

Downside Upside

Multiple Packages: Tips

•  Important to build a good foundation before you extend

•  Don’t create a hard dependency if you don’t need to

•  UserInfo.isCurrentUserLicensed([package namespace])

•  Leverage Global Classes for Packages to talk to each other

•  Do your package releases together

Andy Drogo Product Manager at Xactly

Corporation

Agenda

#3

#1

#2

PACKAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

Agenda

#3

#1

#2

PACAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

$800 Billion is Spent on Sales Compensation Compensation is a Big Expense

With a 3% to 8% Error Rate on Average ($24B to $64B a Year Wasted)

Build "Quotas and Payments"

#1 Calculate!Quotas and Payments"

#2 Report!Rankings, Awards, and Dashboards"

#3

For BUSINESS

For ENTERPRISE

A Fit for Any Size / Industry

Agenda

#3

#1

#2

PACAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

Agenda

#3

#1

#2

PACAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

App Integration

Agenda

#3

#1

#2

PACAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

Agenda

#3

#1

#2

PACAGE STRATEGY

OVERVIEW

INTEGRATION PARTNERS

Main Package

Packages

Licensing

EE, UE Features Unmanaged

Reports/Dashboards

Wrap up

ISV Kickoff: Getting Started How to Architect & Design Your App Designing Social Apps (Workshop)

Extend Your Commercial Force.com App Team Development and Release Mgmt Building Secure Applications in the Cloud

Distributing & Licensing Your App Automate Your App Sales

Expanding Your Marketing Reach with AppExchange Marketing Best Practices in the Social Era Mastering the Direct Sales Model Selling Social Apps

How to Support Your Customers ISV PM Product Roadmap

DF12 ISV Success Sessions Great sessions for each phase of the lifecycle

Build Distribute Support Sell Plan

Follow sessions and join the Partner Success Group on

Why Work With a PDO A Few Reminders. . .

Survey (Session Record)

Partner Success Experts Innovation Theater and Lounge 1:1 Success Clinics Innovation Theater and Lounge Need to relax? Have a massage!

Check out the Partner Hub

Cloud Crawl (Thursday Night) 540 Howard Street

@partnerforce Follow us on Twitter

Why Work With a PDO Partner Hub – Speaker Debrief

Welcome Desk

Partner Success Clinics

Speaker Debrief

Area

Bill Mariani Technical Evangelist Salesforce.com

Andy Drogo Product Manager at Xactly Corporation