On-Boarding Lifecycle & Resources

Transcription

1 The ABC s of Getting Apps on the AppExchange On-Boarding Lifecycle & Resources

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 61,000+ 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 crosssell or upsell customers?

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 The Force.com ISV Program Guide ::: Educates you about the Force.com platform and ISV Partner Program ::: Outlines the important business and technical issues you should consider during the planning and building phases of your partnership ::: Points to the tools you need to successfully build, deploy and market your applications

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

11 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.

12 salesforce.com Partner Portal 1. Go to the salesforce Partner Programs Page. 2. Select Join Now become a partner link. 1. Fill out the form to create your Partner Portal account. 2. Receive your Login Credentials via Accept the Partner Program Agreement on the Initial Login. 2. Create access for other key staffers e.g. Marketing, Technical, & Business Development.

13 Partner Support Primary communication mechanism for assistance. Submit questions regarding technical integration or program support. Check our Content section for Paid Support Options for enhanced response time.

14 AppExchange Technical Resources Packaging Your App Security Review Details Publishing Tab on Force.com AppExchange

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

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

17 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

18 Step 1 Security Review Periodic process to ensure that 3 rd party apps listed on the AppExchange are not vulnerable to security flaws that could compromise customer data Costs: Fee/Subscription based apps: : $5000 for initial security review. $2500 thereafter for annual security re-review Free Apps: $0 (Free) Prepare for review by reviewing documentation available at:

19 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

20 Step 3 Use Your AppExchange Account to Create Your Listing & Publish Your App

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

22 ISV Program & Benefits Joint Marketing Premier Named Account Manager Strategic Value to Salesforce.com Featured on AppExchange Access to Field Programs Proven Customer Success Registered Marketing Tools & Sponsorship Best Practice Guides

23 ISV Program Scorecard Customer Success 40% - Current Reviews on AppExchange - Selected for Solution Map inclusion Your Success 40% - # customers** - # subscribers** Joint Success 20% - Referred revenue - # Certified Force.com developers ISV Scorecards On Partner Portal As Of Feb 1, 2009* *Semi-annual evaluation and rankings **Weighted to favor commercial Native apps

24 Go-To To-Market Benefits

25 Go-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

26 Resources - Recap Dive into developer.force.com for technical resources Utilize additional information within the Partner Portal Log Cases to our AppExchange Operations for Technical & Business related assistance in the Partner Portal Leverage these pages for on-boarding: Security Review and Packaging documentation on our Wiki Listing wizard directly through your AppExchange Account

27 Questions

28 Thank you!

29 APPENDIX

30 Security Review Process Prepare for Security Review by: Review Requirements Checklist ( Initiate Review: Start the security review process by logging in to your publisher profile at and select Start Review Security Review Procedures: Complete security questionnaires Provide fully configured test accounts BACK

31 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

32 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 3 types of Packages: Unmanaged Packages Managed Packages Extensions

33 Packages Types Unmanaged Packages What Completely Editable by the Developer and Installer Can NOT be upgraded Managed Packages What Ensures Backwards IP Seamless Upgrading Protect your App s IP Allows for License Mgmt Managed Extensions What Package that adds functionality to a Managed Package Requires the Base MP is installed When to Use 1:1 Distribution Templates or one-offs Great for code sharing When to Use 1:Many Distribution Commercial Intent Foresee Upgrades When to use Releasing Add-Ons Supporting multiple editions

34 Uploading Packages Uploading a package to the AppExchange allows for distribution. Packages can be uploaded as: Unmanaged Installed in any org supporting the features Package can be modified Can NOT be upgraded Managed Beta Can only be installed in DE or Sandbox Package can be modified Can NOT be upgraded Can NOT have an AppExchange listing Managed Released Installed in any org supporting the features Can be upgraded Certain components can be modified by developer and installer Can associate a License Management Organization

35 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

36 Program Scoring on a Curve Aligning program benefits with top partners # Pa artners REGISTERED SELECT PREMIER Partner Program Relative Score

37 Current Average Metric by Tier Average Metrics by Tier Select Premier # of 4-star AppExchange reviews in past 6 months 2 12 Number of Joint Customers (Total + Past 6 months) Number of Joint Subscribers (Total + Past 6 months) 14,007 45,170