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App Academy: Getting Started (Virtual Classroom) slides

Here are the key points about supporting Salesforce1: - Consider building your app to be mobile-first so it works well on any device - Test your app runs properly within the Salesforce1 container - Leverage platform features like push notifications, geolocation, etc - Package your app as a managed package so it can be installed via the AppExchange - Provide guidance to customers on configuring your app for Salesforce1 - Monitor usage and feedback to refine the mobile experience over time Building with Salesforce1 in mind expands your addressable market to include the large population of mobile-first users.

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Getting Started as an ISV Partner (App Vendor) John Richter, Director, Partner Community - Salesforce Rajiv Patel, Senior Partner Community Program Specialist – Salesforce App Academy: Plan
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.
Benefits Pre-Work Live Event Post-Work Discussion Question Panel Parking Lot Quick Polls Vote Early & Often Real-time Feedback Stay Focused Stay Engaged Stay on Time Virtual Classroom Success! Resources APP Academy (Online) – http://p.force.com/appacademy ISV Guide – http://p.force.com/guide Question? – http://p.force.com/question
Session Goals ​  Understand key components of the full partner lifecycle ​  Identify your place within the lifecycle, along with next steps ​  Navigate the Partner Community & utilize other resources ​  Consider key decision points in the lifecycle ​  Review key concepts like Salesforce1, Security Review, Trialforce, LMA, COA, Partner Business Org, AppExchange, & Subscriber Support Console ​  Be empowered to Market, Sell, & Support like Salesforce ​  Get inspired about your business http://p.force.com/appsurvey
•  Plan •  Build •  Distribute •  Market •  Sell •  Support •  Summary & Survey Agenda
Plan Phase
ISV Partner Lifecycle Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Plan
ISV Partner Lifecycle Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Plan
ISV Partner Lifecycle Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Plan Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($)Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Build
ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Plan Build Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Distribute
ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute Sell Support ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review AppExchange Marketing Program (AMP) ($) Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Market
ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Sell
ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Premier Support ($) AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Support
ISV Partner Lifecycle Plan Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Premier Support ($) AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM)
ISV Partner Lifecycle Trialforce Management Org Environment Hub Developer Orgs Test Orgs Packaging Org Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Support
ISV Partner Lifecycle Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Support
APP Lifecycle Plan Build Distribute Sell SupportMarket Plan Build Distribute Market Sell Support
Which lifecycle phase are you in? Plan - still getting started Build - under construction Distribute - app is live! Market – generating leads, free trials, events Sell – managing leads, closed-won opportunities Support – solving customer issues Quick Poll
Partner Community Tour
Where do you log into the Partner Community? https://login.salesforce.com https://www.partnerportal.com https://partners.salesforce.com https://developer.force.com/partners None of the above Quick Poll
Where do you log into the Partner Community? https://login.salesforce.com https://www.partnerportal.com https://partners.salesforce.com https://developer.force.com/partners None of the above Quick Poll
Let’s Take a Tour https://partners.salesforce.com
Quick Start Top 10
Log Into the Partner Community Plan #1 http://p.force.com/signup
Follow ‘Official: Partner Community” Select ‘Daily Digest’ emails http://partners.salesforce.com/ Plan
Partner Community ​ New ISV Program Changes http://p.force.com/isvprogram •  Terms & Conditions •  Program Requirements •  Tiering •  Benefits •  FAQ
Online Resources http://help.salesforce.com http://success.salesforce.com Learning Mgmt System + Partner Sales Aid Online Help Customer Community http://p.force.com/LMS http://appexchange.salesforce.com http://developer.salesforce.com Plan
Office Hours Partner Community Office Hours Partner Marketing Power Hour Security Review Office Hours http://p.force.com/officehours Dreamforce Office Hours Plan
http://p.force.com/df14sessions See the DF14 Partner Session Guide •  Go to http://p.force.com/df14sessions •  Both ISV and SI recommendations •  Grouped by roles and topics •  100+ sessions for partners & entrepreneurs
http://p.force.com/tipsheet Partner Community Tip Sheet •  Training •  ISVforce Guide •  App Academy •  Releases •  Roadmap •  Sales & Marketing •  Office Hours
Work With A Partner Account Manager (ISV) ​  First call to determine status* ​  How to find a PAM ​  How/when to engage ​  Set yourself up for success ​  Share your pipeline early and often ​  Share status of deals ​  Set up a cadence call to review business and technology initiatives ​  Understand the new ISV program – p.force.com/isvprogram *Early stage partners should visit salesforce.com/startups Plan #2
salesforce.com/startups @salesforcestart
Sign up for Partner Online Training Now Includes the Partner Sales Aid #3 http://p.force.com/LMS Plan Login must contain @partnertraining.com
Staff the Right Roles Consider a Product Development Organization (PDO) #4 Tip: Talk with your PAM (ISV) about using a Product Development Organization (PDO) to augment your staffing Plan
•  Manage all of your orgs in one place •  Partner Business Org can be your “hub” •  Initial Trial Org can become your Business Org •  Create new orgs (demos, testing, development, etc.) •  Custom Views help you organize and manage •  Related orgs can be automatically discovered •  Seamlessly switch between orgs without adding login credentials Environment Hub Org Management for ISV & SI Partners http://p.force.com/hub Build #5
Plan 6-8 Weeks for Security Review Starting When Your Full Solution is Submitted #6 http://p.force.com/security Build
Are you building mobile first?* *add the /one/one.app extension to your salesforce.com URL Build #7 http://p.force.com/salesforce1
App Academy: Distribute & ISVforce Guide http://p.force.com/ guide Distribute #8 http://p.force.com/distribute
Leverage Marketing Resources social media http://p.force.com/marketing Market logos & branding co-marketing sponsorships office hours training #9
Partner Business Org (2 free EE CRM licenses) #10Best Practice: Have a Certified Administrator on your staff to maintain and configure your org Sell
Consider Partner Premier Support Bonus http://www.salesforce.com/services-training/partner-support Support
Partner Community – Search & Support Support
Answers To Your Technical Questions* http://developer.salesforce.com/forums Support *Standard Support will not respond to technical questions
Understand the Salesforce Release Cycle 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 Support
ASK Yourself. . . Introduction 1. Have you logged into the Partner Community? 2. Are you staffing the right roles (covering all the bases)? 3. Are you using Environment Hub? 4. Have you been through the App Academy: Distribute? 5. Do you have a Partner Business Org? Are you following the Official: Partner Community Group on ?
Build Phase
Decision Points during the Technical Review Who Are You Selling To? DistributionLicenses & Editions Architecture Model ? http://p.force.com/techreview
Who are you selling to? New Users?Existing Salesforce Users? ? •  Beneficial to CRM users •  Typically across many industries •  No dependence on CRM •  Often targets vertical market
What are you building? Custom ApplicationCRM Extension Need Screenshot + Logo ? •  eSignature, Email Marketing etc. •  Extending Salesforce CRM •  Standard + Custom Objects •  Accounting, supply chain, inventory •  No reliance on Salesforce CRM •  Custom Objects
Two License Types for Internal Users User License Description Use Salesforce CRM license Chatter Full platform access Custom Objects Selling app into existing Salesforce customers App requires CRM functionality Salesforce Platform No CRM functionality Chatter Accounts, Contacts, Documents Custom Objects Selling to net-new customer and/or existing customers App does not leverage CRM functionality • What objects does your app need access to? • Do you need CRM functionality like campaign, case, or opportunity management?
Two License Types for External Users User Licenses Description Use Customer Communities (ISV Portal) - User Volume 5M - Millions of authenticated users - Limited sharing needed Marketplace/eCommerce Millions of authenticated users Limited sharing needed Partner Communities (ISV Portal w/ Sharing) - User Volume 200K - Need granular sharing model - Read only Reports/ Dashboards Sharing model, reports Less than 100,000 users • Will your customer’s customers (external users) need access to your app? • How many external users are expected? • What kind of sharing is needed? Both internal and external users.
What Editions do you need to support? Fewer features and objects than EE/UE No Workflow, Record Types, Custom Layouts, Custom Profiles, API Enterprise & Unlimited EditionGroup & Professional Edition Workflow, Page Layouts, Record Types, API are available •  Do you want to sell to existing Salesforce customers? •  Do you plan to support Group and Professional Edition?
How do you support various Editions? Answer: Base Package plus Extension Package Group & Professional Edition Enterprise & Unlimited Edition BASE BASE + EXTENSION
Salesforce1 Mobile App for ISVs http://p.force.com/salesforce1 Ø  Create apps faster Ø  Custom actions Ø  ISV Apps in the Salesforce1 Mobile App Ø  Notifications in the Salesforce1 Mobile App Ø  Developer Resources
Is Your App Already a Salesforce1 Mobile App? Test It Now! add the /one/one.app extension to your salesforce.com URL
Resources to get you started ​ App Academy: Build (p.force.com/appacademy) ​ Developer Force (https://developer.salesforce.com/) ​ Help & Training (help.salesforce.com) ​ Free Online Recordings – LMS (http://p.force.com/LMS) ​ Developer Discussion Forum (Dev Boards) – https://developer.salesforce.com/forums
You Have Technical Questions? They Have Answers! http://developer.salesforce.com/forums
ASK Yourself. . . Build 1. Have you had a Technical Review? 2. Who is your target audience? 3. Have you signed up for Partner Online Training (LMS)? 4. Have you tried Trailhead for developer training? 5. Are you using developer.salesforce.com? Dev boards? Are you following the Technical Enablement Group on ?
Distribute Phase
Distribute and license like Salesforce • AppExchange • Free trials • Branding • License management
AppExchange: Managed Package •  Your data model (objects, fields, etc.) •  Your classes, triggers, and pages Managed Packages • IP protection • License management • Trials • Branding • Upgrades • Support Tools
Packaging & AppExchange best practices • Invest in your AppExchange listing •  This is your brand! • Understand what can be packaged and upgraded • Most components are automatically added •  Don’t forget to include those that are not! • Use package install scripts •  Completely automates the process
Free Trials: Distribution Options with Trialforce Your Company Website
Trialforce best practices • Create multiple trial experiences •  One for each vertical, industry, etc. • Load sample data into your trials • Brand your trial experience • Use trials for testing and demos
The TMO helps you manage: Trialforce Source Orgs Custom Demo Orgs Branded Templates All of the above Quick Poll
The TMO helps you manage: Trialforce Source Orgs Custom Demo Orgs Branded Templates All of the above Quick Poll
License Management • Extend and customize the LMA to fit your business processes • Verify the LMA is installed in your Partner Business Org • Licenses cannot be moved to a different org
Summary: distribute and license like Salesforce • AppExchange •  World’s leading enterprise app marketplace • Free trials •  From AppExchange or your own website • Branding •  Give trials and apps your own look & feel • License Management •  Add, upgrade, or disable users (customize the app)
ASK Yourself. . . Distribute 1. Have you watched the App Academy: Distribute? 2. Have you set up your Partner Business Org? 3. Has your Trialforce Management Org been provisioned? 4. Have you customized the LMA and Channel Order App? 5. How are you handling billing of your customers? Are you following the Operations Review Group on ?
Market Phase
You want to build a four wheel drive strategy Pull Strategy Build Your Brand Outbound Marketing Inbound Marketing Push Strategy Generate Demand
Let’s Zoom In Outbound Marketing Inbound Marketing Pull Strategy Build Your Brand Push Strategy Generate Demand
It All Starts with a Simple Message Salesforce Aloha voice: §  Be conversational §  Be direct §  Be concise Business-speakAloha
Aloha #1: Be Conversational Our standards-based software and tools provide a comprehensive, service-oriented architecture for the delivery of software applications. It enables enterprises to create and run agile, intelligent business applications while maximizing IT efficiency. Traditional Techno-speak Aloha Get up and running in no time.
Aloha #1: Be Conversational Challenge reps with friendly competitions and contests, and broadcast results live on any TV or mobile screen.
Aloha #2: Be Direct We innovate at every layer of the stack to design engineered systems that reduce the cost and complexity of IT infrastructures while increasing productivity and performance. Traditional Techno-speak Aloha Increase performance; keep costs low.
Aloha #2: Be Direct
Aloha #3: Be Concise We provide on-demand infrastructure that scales and adapts to your changing business needs. Whether you are creating new applications or running existing applications we provide best-in-class price-performance and end-to-end support. Traditional Techno-speak Aloha Build on anything. Run on everything.
Aloha #3: Be Concise
Now Create Your Shareable Content ​ Videos ​ Customer stories ​ Infographics ​ White Papers ​ E-Books ​ Blogs
Best practices for PR success 1.  Reporters are writers 2.  Customer success 3.  Metaphors 4.  Get social 5.  Press Release approval
Create awareness and demand at events Build your events strategy Don t miss Salesforce events
Engage your customers where they are
Optimize your lead follow-up with sales Keys to conversion success •  Nurture emails •  Alignment with sales •  Quick follow up •  Equitable lead distribution •  Clear conversion criteria •  Multi-touch approach
AppExchange Best Practices
Your AppExchange listing includes: Free Trial Video Support Details Product Description All of the above Quick Poll
Your AppExchange listing includes: Free Trial Video Support Details Product Description All of the above Quick Poll
•  All new design for easy access •  Optimized for mobile •  New organization by category, industry and collection for easier discovery of apps
# 1: Create your billboard w/ Banners, Tiles, & Logos NOT
# 1: Create your billboard w/ Banners, Tiles, & Logos BANNER TILE LOGO
• Real benefits • What makes you different? • Does it look cool? Aloha voice: • Conversational • Direct • Concise # 2: Know Your Audience - Messaging
•  Include call-outs on screenshots •  Videos less than 2 minutes •  Clear workflow •  Screenshots should tell a story # 3: Educate with Screenshots &Video
# 3: Educate with Screenshots &Video (tell a story) IN OUT
# 3: Educate with Screenshots &Video (tell a story) IN OUT
•  Proactively request reviews •  Engage & respond to feedback •  Turn negatives to positives •  Read & respond every day # 4: Engage the Community with Reviews
•  30-day free trial •  Provide pricing details •  Provide support details •  Custom branding (Trialforce) •  Checkout # 5: Make it Easy to Try and Buy
# 5: Make it Easy to Try and Buy
Bonus: Measure Success & Iterate Inbound Marketing Pull Strategy Build Your Brand