5 Secrets to Success with Salesforce.com Matt Holleran  Venture Partner June 10 th  2009
Success Lessons from Force.com and AppExchange Entrepreneurs
AppStore vs AppExchange <ul><li>Millions of consumers </li></ul><ul><li>$1-$5 per app </li></ul><ul><li>Quality critical n...
1. High Demand Problem and Pricing <ul><li>Target market match </li></ul><ul><li>Purchase cycle timing </li></ul><ul><li>N...
2. Get Your Own First Five Customers <ul><li>You know SFDC customers </li></ul><ul><li>Private sharing </li></ul><ul><li>M...
3. Beta, Iterate, Make it Great, Service
4. AppExchange First and Reviews <ul><li>Direct channel </li></ul><ul><li>Real commentary </li></ul><ul><li>N of reviews a...
5. Success Marketing to salesforce.com <ul><li>x real reviews </li></ul>SEs CSM / PSO AEs
EchoSign Customer Acquisition Leverage Appx / SFDC Leads Other Marketing Leads Close Rate Deal Size Customer Lifetime 19 m...
Timeline Development First 5 AppExchange and Reviews Dreamforce Reviews Bring Wins Core SFDC SFDC Community Market Success...
First Mover Advantage <ul><li>Work to start and build the fire </li></ul><ul><li>Leverage 5 Secrets </li></ul><ul><li>Do i...
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Secrets to Partner Success with salesforce.com

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Entrepreneurs often ask what is the best way to successfully partner with salesforce.com on the AppExchange and more broadly. This "5 Secrets to Success with salesforce.com" webinar was done by Matt Holleran with Jason Lemkin CEO of EchoSign, Dave Yarnold CEO of ServiceMax and Mark Trang of salesforce.com to help entrepreneurs answer that question.

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Secrets to Partner Success with salesforce.com

  1. 1. 5 Secrets to Success with Salesforce.com Matt Holleran Venture Partner June 10 th 2009
  2. 2. Success Lessons from Force.com and AppExchange Entrepreneurs
  3. 3. AppStore vs AppExchange <ul><li>Millions of consumers </li></ul><ul><li>$1-$5 per app </li></ul><ul><li>Quality critical not integration </li></ul><ul><li>Marketplace only </li></ul><ul><li>10s thousands of businesses </li></ul><ul><li>$x,xxx to $yyy,yyy per year </li></ul><ul><li>Quality and integration critical </li></ul><ul><li>Marketplace and salesforce </li></ul>
  4. 4. 1. High Demand Problem and Pricing <ul><li>Target market match </li></ul><ul><li>Purchase cycle timing </li></ul><ul><li>New SFDC titles </li></ul><ul><li>Price to customer </li></ul><ul><li>Price to ISV </li></ul><ul><li>Price to SFDC </li></ul>
  5. 5. 2. Get Your Own First Five Customers <ul><li>You know SFDC customers </li></ul><ul><li>Private sharing </li></ul><ul><li>Make them extremely successful </li></ul>
  6. 6. 3. Beta, Iterate, Make it Great, Service
  7. 7. 4. AppExchange First and Reviews <ul><li>Direct channel </li></ul><ul><li>Real commentary </li></ul><ul><li>N of reviews and CTR highly correlated </li></ul>S M L
  8. 8. 5. Success Marketing to salesforce.com <ul><li>x real reviews </li></ul>SEs CSM / PSO AEs
  9. 9. EchoSign Customer Acquisition Leverage Appx / SFDC Leads Other Marketing Leads Close Rate Deal Size Customer Lifetime 19 months average >24 months 80% of average 200% of average 23% 45%
  10. 10. Timeline Development First 5 AppExchange and Reviews Dreamforce Reviews Bring Wins Core SFDC SFDC Community Market Success Business Case ~ 6-18 months
  11. 11. First Mover Advantage <ul><li>Work to start and build the fire </li></ul><ul><li>Leverage 5 Secrets </li></ul><ul><li>Do it first and do it right </li></ul>

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