The ABC s s of Getting Apps on the AppExchange

Transcription

1 The ABC s s of Getting Apps on the AppExchange On-Boarding Lifecycle & Resources Blaine Kaho onei Sr. ISV Alliances Manager

2 Safe Harbor Statement Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forwardlooking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results 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 forwardlooking, including any projections of 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 the integration of Sendia Corporation s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10- Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10- K for the fiscal year ended January 31, These documents are available on the SEC Filings section of the Investor Information section of our website at Any unreleased services or features referenced in this or other 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 purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forwardlooking statements, except as required by law.

3 Today s Agenda Plan Build Publish Go-To-Market AppExchange On-Boarding Lifecycle

4 Getting Started: Planning Plan Build Publish Go-To-Market

5 The AppExchange: A Quick Review 825+ Business SaaS Applications Across CRM and Beyond 300,000+ Test Drives 60,000+ Installs 825+ App Listings 400+ ISV Partners 75+ Countries Pre-integrated Applications View, Try, Install Built on the Force.com Platform

6 Understanding How CRM Editions Affect Your Strategy How do the Editions affect my strategy in this channel? Should we segment features between Edition Types? How can we cross-sell or upsell customers? Edition Feature Comparison

7 Leverage the Community and IdeaExchange Gauge what customers are interested in. Submit an idea that involves your product s value proposition. See how customers respond to your idea. The IdeaExchange

8 Building Your Application Plan Build Publish Go-To-Market

9 Three Application Types Native Force.com Composite Client Primary data, logic and user interface on Force.com. May callout to approved 3rd party web services (e.g. Google, Amazon, Facebook) Primary data, logic run on something other than the Force.com Application is an integration between salesforce.com and another application Desktop or Mobile app Back Office Integration Web Services API No usage of partner hosted servers

10 salesforce.com Partner Portal Utilize resources for the Force.com AppExchange. Leverage Programs and other resources to drive business in the channel. Access Additional Resources for ISVs.

11 Developer.force.com Technical Resource developer.force.com Wiki Blogs Ideas Code Share Discussion Boards Technical Libraries

12 AppExchange Technical Resources Packaging Security Review Listing Technical Resources

13 Publishing The Application to AppExchange Plan Build Publish Go-To-Market

14 Steps to Publishing on the AppExchange 1 Security Review 2 Package & List 3 Publish

15 Step 1 Complete Security Review Annual process that ensures our customers that the data integrity between a partner s application and salesforce.com/force.com is secure without compromise. Native Force.com Composite Client Cost: $0 (Free) Grant the review team login access into your developer org along with a pre-configured test account Review team will run semiautomated tests to identify any potential vulnerabilities in the code You may be contacted for a follow-up discussion by the review team Free applications: $0 (This does not apply to free downloads, free trials or pay-per-view applications.) All fee/subscription based applications: $5000 for initial security review. $2500 thereafter for annual security re-review Partner to complete a security questionnaire and provide the review team a fully configured test account Review team conducts web application and network penetration tests

16 Step 2 Package your App Packaging provides a way to deploy your app Packages can be Unmanaged or Managed Managed Packages can be administered by the License Manager Application (LMA) Native Force.com Composite Client Native Force.com and Composite Apps must create a package to begin the listing process Create your custom app Client Apps never have a package as the app lives outside Salesforce and uses the API to integrate Create your Managed or Unmanaged Package Upload your Package to the AppExchange Register your Package to generate your listing

17 Step 3 Create Your Listing & Publish Your App Demonstrate Your Application - Deploy Your Application - or or Native Force.com Composite Client * or or or General Listing Checklist (applicable to all 3 types) Create your Demo and/or Test Drive Enable Your Listing for AppExchange Leads Enter all the Required fields (Title, Description, Pricing, Support, Category, etc.) Submit for Publication Review Associate the License Management Application The listing can be created after you have uploaded and registered your package. * Client Apps must log a case to create their listing. Go to Request a Blank Listing be created in your publisher account.

18 Go-To To-Market Plan Build Publish Go-To-Market AppExchange On-Boarding Lifecycle

19 Go-To To-Market Once your application is approved, there are a variety of programs to meet your objectives. Online Tools AppExchange Presence Category Sponsorships Events Dreamforce Dreamforce Europe Success In The Cloud Field Engagement * Lunch & Learn CSM Showcase * FREE and available to Premier and Select partners

20 Dive into developer.force.com for technical resources Leverage the ISV Business Center to help in your AppExchange Efforts Resources - Recap Utilize additional information within the Partner Portal For Technical & Business related assistance submit a case via AppExchange Support

21 Questions

22 Thank you!

23 APPENDIX

24 Preparing for Security Review Prepare for Security Review Review Requirements Checklist (available at ISV Business Center) Initiate Security Review Go to AppExchange Support and select the following: Request Type Publishing Sub Type Initiate for Security Review Participate in Security Review Complete Security Questionnaires Provide Test Account(s) BACK

25 Security Review Results Approved: Upon passing the Security Review, you are entitled to: Client ID to allow API integration with a PE org* Authorization to deploy managed packages with Apex Code in PE orgs** Provisionally Approved: Medium and/or low-risk issues have been identified. You will be given a timeline to address these issues (usually days) In the meanwhile, you will be allowed to list your application on AppExchange If the issues are not addressed within the given timeline, the app may be removed from AppExchange Not Approved: Critical and/or high-risk issues have been identified. Application cannot be listed on AppExchange *API Access from S-Controls will not be allowed in PE even with a Client ID ** Packages leveraging workflow, Apex web-services and -services will not be deployable in PE orgs BACK

26 What is a Package? Packages are like suitcases that can contain your apps and components such as objects, fields, workflow, reports, templates and more These packages can be uploaded to the AppExchange to share privately or publicly There are 2 types of Packages: Unmanaged Packages Managed Packages BACK

27 Packages Types What Unmanaged Packages Completely Editable by Developer and Installer Can NOT be upgraded (customers must delete and re- install new versions) When to Use 1:1 Distribution Extensive Configuration Required What Managed Packages Certain Components are locked No Destructive Changes Supports Upgrading Apex Code Obfuscated LMA for Managing Installs When to Use 1:Many Distribution Commercial Intent Foresee Upgrades

28 Uploading Packages Uploading a package sends it to the AppExchange. Packages can be uploaded as: 1. Unmanaged 2. Managed Beta Can only be installed in DE or Sandbox Can NOT be upgraded Package can be modified 3. Managed Released Installed in any org Can be upgraded Certain components can be modified Can associate to an License Management Org. (LMO) Only Unmanaged and Managed Released Packages can have a AppExchange listing BACK

29 License Management Application (LMA) Track all of your managed packages that are uploaded to the AppExchange Track all versions of a managed package and know who installs a particular version of the package Manage the leads that are automatically created when an installer installs your managed package from the AppExchange Offer your managed packages for trial, convert trial licenses to active status, or suspend licenses if necessary Dictate how many users in a customer org can access your managed package Control how long customers can access your package Available for free on the AppExchange should be installed in your Production Salesforce account BACK

30 What s s Involved in Publishing Upload and Register Your Package* Apps that will one day be public on the AppExchange, must first be uploaded and registered, making them privately available. Build Your AppExchange Store Front* Add marketing content such as demos, test drives, logos and feature descriptions to your new listing. Choose the way your app will be deployed to customers: Get It Now, Learn More, etc Configure Your AppExchange Leads and License Management Application ion Enable your salesforce.com org for Web2Lead and add your org ID to your AppExchange Listing Enable our License Management Application, which alloys you to track adoption and control provisioning Choose the Right AppExchange Categories* Each app can be listed under 2 unique categories on the AppExchange Create and Assign Your Publishing Profile* Create an identity for your company and put your app under its umbrella Submit for Publication* The final step is to submit for publication. When approved by our team, your app will be publicly available on the AppExchange * Required for Public Listings BACK

31 Submitting for Publication Review Prepare for Publication Review Review the Publication Review Requirements (ISV Business Center for details) Submit a case for Publication Review Go to to log a case In the Comments section please include the URL to your listing page Submit the case and an will be sent with your case number NEXT