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APP Academy: Sales & Marketing (San Francisco) - August 8, 2013 - Info Kit
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APP Academy: Sales & Marketing (San Francisco) - August 8, 2013 - Info Kit


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APP Academy: Sales & Marketing (San Francisco) - August 8, 2013 - Information Kit

APP Academy: Sales & Marketing (San Francisco) - August 8, 2013 - Information Kit

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  • A great resource on the business side is Marc Benioff’s book, Behind the Cloud. Reading this book is like sitting down with Marc and learning that faced many of the same issues you may be facing today. And it shows how we met those issues head on with determination and innovation. Marc discusses global strategy, sales and marketing plays, financing, even how to give back through the 1:1:1 foundation model. Many of our most successful partners have found this book extremely useful, especially for companies just getting started. You can purchase this book in many formats at
  • Follow our @partnerforce Twitter profile for webinar announcements, webinar replays, release updates, Dreamforce alerts, program changes, partner news, new resources.
  • Transcript

    • 1. APP Academy: Sales & Marketing Information Kit August 8, 2013 San Francisco, CA
    • 2. When: August 8, 2013 at 8:30am(Breakfast) Where: 1 Market @ Embarcadero San Francisco, CA 94105 6thFloor, Spear Tower Kilauea 1-2 Conference Room Costs: Program is free,breakfast & lunchprovided; you are responsible for travel & lodging Contact:John Richter ISV Success (Program Enablement) +1 517-208-9397 (mobile) Welcome, we look forward to seeing you there! APPAcademy: Sales & Marketing
    • 3. IMPORTANT: If you cannot attendthe session for any reason please email John Richter ASAP. We would like to accommodate as many partners as possible. Thank you for your consideration. Contact: John Richter, APPAcademy: Marketing
    • 4. Afternoon: Demand Gen & Sales PR & Social Marketing Events: Maximize your ROI Break Online Marketing Direct Selling Outbound Direct Sales Summary & Survey Morning: Build Your Brand Registration (8:30am) Overview & Intro (9:30am) High Impact Messaging Break Marketing Strategy: 360 View AppExchange: Insider’s Guide Lunch APPAcademy: Sales & Marketing - Schedule
    • 5. Build Distribut e SupportSellPlan Pass Security Review Setup Trialforce (TMO) Setup Order Management (OEM) Install LMA in ISV Biz Org Create AppExchange Listing Record App demo video (viral) Launch App Onboarding Portal Access Go-to-market Planning Technical Review Architect & Design App Signed Partner Agreement Setup Partner Development Orgs Setup Partner Test Orgs Setup Packaging Org Setup ISV Business Org Meet with Security Team Build and Test App Successful Testing Case Management Customer Console Setup Support Training Partner Premier Support Release Management Renewals Setup SEO/SEM Marketing Strategy & Training Sales Strategy & Training Build a Sales Kit Lead Management Build a Sales Pipeline Closed-Won Opportunities Sales & Marketing comprises one core part of the complete lifecycle APPAcademy: Sales & Marketing
    • 6., 1 Market @ Embarcadero, Spear Tower, San Francisco, CA 94105 Spear Tower
    • 7. Spear Tower (6th Floor, Kilauea 1-2) ::When you arrive at Spear Tower (across from the Food Court on the 1st Floor), tell Security you are here for a training on the 6th Floor. Be prepared to show your ID. ::Check-in with reception on the 6th Floor to receive your ID badge :: The session is inKilauea 1-2 :: If you need directions or assistance dial John Richter’s mobile – (571) 208-9397 Enter Here Kilauea
    • 8.  Free training for ISV partners  Contains best practices by Roles  Videos, Checklists, FAQ’s  Build your own Custom Training Partner Portal – APP Academy
    • 9. Read ‘Behind the Cloud’ by Marc Benioff          This is an excellent resource on how to build a successful cloud computing business. We recommend you purchase this book for yourself and your team members. We will refer to this book during the session (purchase is not required).
    • 10. Read ‘Predictable Revenue’ by Aaron Ross & Marylou Tyler         Aaron Ross is a contributor to the APP Academy. Aaron was Director, Corporate Sales at and is now an author and Managing Director at Predictable Revenue, Inc. and CEO of PebbleStorm.
    • 11. Read ‘Complete B2B Online Marketing’ by Maura Ginty& Lauren Vaccarello with William Leake         Lauren Vaccarello is a contributor to the APP Academy. Lauren is the Senior Director of Online Marketing at where she focuses on developing cross-channel strategies that bridge the gap between awareness and demand-generation. Find the book at
    • 12. Read our new Business App Blog To help you be succeed, our new ISV-specific blog contains: – Tips and tricks from every team supporting you – Help & how-to’s – Industry thought leadership – Announcements and program news
    • 13. News Alerts! APPAcademy Topics (A-Z) Links  FAQ Partner Portal – ISV Partners One-Stop Shop
    • 14.  Office Hours  Marketing Best Practices  Event Management  AppExchange  Social Media  Recorded Training  Marketing FAQ APPAcademy Topic – Partner Marketing
    • 15. Office Hours
    • 16. • Announcements • Webinar Replays • Release Updates •DreamforceAlerts • Program Changes • Partner News • New Resources Follow Us on Social Media
    • 17. Pre-Session Checklist Bring Your Own Laptop or Tablet (wifi available) Review the APP Academy (Online) before attending *Tip: Share this link with other team members Read the recommended sales & marketing resources Follow us on Twitter @partnerforce Be prepared to discuss: (1) your company marketing strategy (2) your plan for next steps (3) the roles you have in place to support those plans (4) the metrics you are using to guide and manage your business
    • 18. Frequently Asked Questions How much does the program cost? This program (valued at $2000 USD) is free to members of our AppExchange Partner Program. Meals are provided. You are responsible for transportation & lodging. Can I bring a colleague who was not pre-registered? Yes, but please notify us in advance of anyone who would like to attend. Only pre-registered partners will have access. Are purchasing the recommended resources required for the session? No. It is not our intention to sell books, but many of our partners have found these resources to be helpful, which is why we recommend them. Can I have a copy of the slides from the session? Some of the slides are proprietary and cannot be shared. However, many of our modules are available in the train-the-trainer materials of the APP Academy. If I need directions or assistance whom should I contact? Contact John Richter at jrichter@salesforce.comor +1 571-208-9397 (mobile).