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5 Secrets to Partner Success with salesforce.com
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5 Secrets to Partner Success with salesforce.com

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Entrepreneurs of cloud application and SaaS companies often ask "what is the best way to partner with salesforce.com?" Matt Holleran a Venture Partner at Emergence Capital and former VP AppExchange …

Entrepreneurs of cloud application and SaaS companies often ask "what is the best way to partner with salesforce.com?" Matt Holleran a Venture Partner at Emergence Capital and former VP AppExchange and Force.com Partners at salesforce.com did a webinar with Jason Lemkin CEO of EchoSign, Dave Yarnold CEO of ServiceMax and Mark Trang Sr Director of Platform Evangelism at salesforce.com to provide a framework for entrepreneurs to create a plan to accelerate their success on the AppExchange and in their broader relationship with salesforce.com. Audio of the webinar and good practical stories can be heard at https://admin.acrobat.com/_a13852757/p58599794/


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

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