App Academy: Getting Started (Virtual Classroom) slides

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Learn more about our App Academy series at p.force.com/appacademy.

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  • Salesforce.com is a publicly traded company on the New York Stock Exchange (ticker symbol: CRM). Please make any purchasing decisions based upon existing functionality and not on any future functionality that might be discussed during this program.
  • Our overall goal for the session is for you to understand the key milestones in the ISV partner lifecycle, learn how to succeed at each milestone, and become an advocate for best practices within your own company.
  • But first, let’s start with understanding the application lifecycle.
  • But first, let’s start with understanding the application lifecycle.
  • Let’s look at the lifecycle in another way, by key action steps and orgs you will need to be successful.
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • So that’s it – this is how the process actually works. What questions do you have?
  • Now let’s move on to the key resources you will need.
  • By far your best resource is your ISV Account Executive. Your AE helps you to navigate the process, create a solid go-to-market plan, and works with you through each phase of the partner lifecycle.
  • Your next best resource is the Partner Portal. The portal serves many functions for you – it is where you request your orgs, where you get news and information, where you sign up for webinars, where you get access to free training, etc. Every member of your team should have their own login to the portal. Someone within your company was designated as a portal administrator (probably the person who initially signed up to join the program). This person can create new portal users, you don’t need to go through us. Simply go to Company Profile (left margin) > View or Manage Users > Create New User.
  • Use Cases in the partner portal to get help with your most common issues, like extending org expirations, requesting your TMO and ISV Business Org (also called CRM for Partners), and program questions.
  • Use the Create a Test Org button (home page of the portal) to request Partner Developer Editions orgs (for building) or specific Edition orgs (for testing). In this way, you can spin up your own orgs. Be sure to use Partner Developer Edition orgs, rather than the free orgs found on developer.force.com. PDE’s are more robust and are designed specifically for partner development and testing.
  • Another great resource is the APP Academy (Online). This free training has videos, checklists, Frequently Asked Questions, and slide decks by each phase that walk you through the process. Every member of your team should go through the APP Academy (Online). Send them this link to http://p.force.com/appacademy.
  • There are other online resources you will need.AppExchange – this is where you will manage your listing and upload your managed package. But this is also a valuable coaching tool. Just look at some of the more successful partners to see how they position their product, the quality of their demo video, their screen shots, the keywords they use, etc.Developer Force – a key resource for your entire development staffLearning Management System – sign up for free access to recorded training from our Training & Certification team at http://p.force.com/LMSOnline Help – very robust knowledge base, now available publicly (no login needed)Customer Community – if you have a question or build relationships with other Salesforce users, this is a great site
  • ISVforce Guide – the full compendium of knowledge for the AppExchange Partner Program, this guide contains much of the detail you will need in important areas like Trialforce, the License Management Application, and Security Review.Behind the Cloud – this book, written by Marc Benioff, is an excellent guide for building a cloud computing business, including many best practices used by Salesforce.com
  • Partners should take advantage of special office hours held by various departments: Dreamforce (Sponsorships), Marketing, PR, and Security.
  • Follow our @partnerforce Twitter profile as well as other social media channels for webinar announcements, replays, release updates, Dreamforce alerts, program changes, partner news, and other news.
  • Follow our @partnerforce Twitter profile as well as other social media channels for webinar announcements, replays, release updates, Dreamforce alerts, program changes, partner news, and other news.
  • But first, let’s start with understanding the application lifecycle.
  • Your next best resource is the Partner Portal. The portal serves many functions for you – it is where you request your orgs, where you get news and information, where you sign up for webinars, where you get access to free training, etc. Every member of your team should have their own login to the portal. Someone within your company was designated as a portal administrator (probably the person who initially signed up to join the program). This person can create new portal users, you don’t need to go through us. Simply go to Company Profile (left margin) > View or Manage Users > Create New User.
  • But first, let’s start with understanding the application lifecycle.
  • But first, let’s start with understanding the application lifecycle.
  • So that’s it – this is how the process actually works. What questions do you have?
  • But first, let’s start with understanding the application lifecycle.
  • Question: How many of you have released version more than 1 version of your app?So let’s start at a high level, what is the formula to success. Its all too often you get too focused on the product and forget what it takes to ensure customer success. What you need is a release and support strategy leveraged with technology to truly make your customer successful. You can’t have just a support strategy isolated from your release strategy. From beginning to end, you must look polish to your customers. You start with the best way to deliver your product and then you nurture your customers as they use it. So that means you have to plan for everything including things that is outside your control, such as a Salesforce release. If you’re prepared, you’ll deliver the world class experience your customer expects.
  • Our overall goal for the session is for you to understand the key milestones in the ISV partner lifecycle, learn how to succeed at each milestone, and become an advocate for best practices within your own company.
  • App Academy: Getting Started (Virtual Classroom) slides

    1. 1. Getting Started as an ISV Partner (App Vendor) John Richter, Director, Partner Community - Salesforce Rajiv Patel, Senior Partner Community Program Specialist – Salesforce App Academy: Plan
    2. 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. 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 forward-looking, including any projections of product or service availability, 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 developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.   Any unreleased services or features referenced in this or other presentations, 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 the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
    3. 3. Benefits Pre-Work Live Event Post-Work Discussion Question Panel Parking Lot Quick Polls Vote Early & Often Real-time Feedback Stay Focused Stay Engaged Stay on Time Virtual Classroom Success! Resources APP Academy (Online) – http://p.force.com/appacademy ISV Guide – http://p.force.com/guide Question? – http://p.force.com/question
    4. 4. Session Goals ​  Understand key components of the full partner lifecycle ​  Identify your place within the lifecycle, along with next steps ​  Navigate the Partner Community & utilize other resources ​  Consider key decision points in the lifecycle ​  Review key concepts like Salesforce1, Security Review, Trialforce, LMA, COA, Partner Business Org, AppExchange, & Subscriber Support Console ​  Be empowered to Market, Sell, & Support like Salesforce ​  Get inspired about your business http://p.force.com/appsurvey
    5. 5. •  Plan •  Build •  Distribute •  Market •  Sell •  Support •  Summary & Survey Agenda
    6. 6. Plan Phase
    7. 7. ISV Partner Lifecycle Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Plan
    8. 8. ISV Partner Lifecycle Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Plan
    9. 9. ISV Partner Lifecycle Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Plan Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($)Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Build
    10. 10. ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Plan Build Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Distribute
    11. 11. ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute Sell Support ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review AppExchange Marketing Program (AMP) ($) Technical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Market
    12. 12. ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Sell
    13. 13. ISV Partner Lifecycle Trialforce Management Org Partner website Sign up Partner Community :: App Academy :: Resources & Tools :: Online Training :: Publishing :: Support (Cases) Environment Hub Developer Orgs Test Orgs Packaging Org Managed Package Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App FREE TRIALS Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Premier Support ($) AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM) ISVforce Guide Developer Site Support
    14. 14. ISV Partner Lifecycle Plan Build Distribute Sell SupportMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Security Review ($) Operations Review Final Contract Review Premier Support ($) AppExchange Marketing Program (AMP) ($) Sales ReviewTechnical Review (TE) Business Review (PAM)
    15. 15. ISV Partner Lifecycle Trialforce Management Org Environment Hub Developer Orgs Test Orgs Packaging Org Partner Business Org • Campaigns • Leads • Analytics • Cases • Support Console • Other Apps • License Mgmt App • Opportunities • Channel Order App Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Support
    16. 16. ISV Partner Lifecycle Plan Build Distribute SellMarket ($) – denotes an additional fee may apply, speak with your Partner Account Manager (ISV) for details Support
    17. 17. APP Lifecycle Plan Build Distribute Sell SupportMarket Plan Build Distribute Market Sell Support
    18. 18. Which lifecycle phase are you in? Plan - still getting started Build - under construction Distribute - app is live! Market – generating leads, free trials, events Sell – managing leads, closed-won opportunities Support – solving customer issues Quick Poll
    19. 19. Partner Community Tour
    20. 20. Where do you log into the Partner Community? https://login.salesforce.com https://www.partnerportal.com https://partners.salesforce.com https://developer.force.com/partners None of the above Quick Poll
    21. 21. Where do you log into the Partner Community? https://login.salesforce.com https://www.partnerportal.com https://partners.salesforce.com https://developer.force.com/partners None of the above Quick Poll
    22. 22. Let’s Take a Tour https://partners.salesforce.com
    23. 23. Quick Start Top 10
    24. 24. Log Into the Partner Community Plan #1 http://p.force.com/signup
    25. 25. Follow ‘Official: Partner Community” Select ‘Daily Digest’ emails http://partners.salesforce.com/ Plan
    26. 26. Partner Community ​ New ISV Program Changes http://p.force.com/isvprogram •  Terms & Conditions •  Program Requirements •  Tiering •  Benefits •  FAQ
    27. 27. Online Resources http://help.salesforce.com http://success.salesforce.com Learning Mgmt System + Partner Sales Aid Online Help Customer Community http://p.force.com/LMS http://appexchange.salesforce.com http://developer.salesforce.com Plan
    28. 28. Office Hours Partner Community Office Hours Partner Marketing Power Hour Security Review Office Hours http://p.force.com/officehours Dreamforce Office Hours Plan
    29. 29. http://p.force.com/df14sessions See the DF14 Partner Session Guide •  Go to http://p.force.com/df14sessions •  Both ISV and SI recommendations •  Grouped by roles and topics •  100+ sessions for partners & entrepreneurs
    30. 30. http://p.force.com/tipsheet Partner Community Tip Sheet •  Training •  ISVforce Guide •  App Academy •  Releases •  Roadmap •  Sales & Marketing •  Office Hours
    31. 31. Work With A Partner Account Manager (ISV) ​  First call to determine status* ​  How to find a PAM ​  How/when to engage ​  Set yourself up for success ​  Share your pipeline early and often ​  Share status of deals ​  Set up a cadence call to review business and technology initiatives ​  Understand the new ISV program – p.force.com/isvprogram *Early stage partners should visit salesforce.com/startups Plan #2
    32. 32. salesforce.com/startups @salesforcestart
    33. 33. Sign up for Partner Online Training Now Includes the Partner Sales Aid #3 http://p.force.com/LMS Plan Login must contain @partnertraining.com
    34. 34. Staff the Right Roles Consider a Product Development Organization (PDO) #4 Tip: Talk with your PAM (ISV) about using a Product Development Organization (PDO) to augment your staffing Plan
    35. 35. •  Manage all of your orgs in one place •  Partner Business Org can be your “hub” •  Initial Trial Org can become your Business Org •  Create new orgs (demos, testing, development, etc.) •  Custom Views help you organize and manage •  Related orgs can be automatically discovered •  Seamlessly switch between orgs without adding login credentials Environment Hub Org Management for ISV & SI Partners http://p.force.com/hub Build #5
    36. 36. Plan 6-8 Weeks for Security Review Starting When Your Full Solution is Submitted #6 http://p.force.com/security Build
    37. 37. Are you building mobile first?* *add the /one/one.app extension to your salesforce.com URL Build #7 http://p.force.com/salesforce1
    38. 38. App Academy: Distribute & ISVforce Guide http://p.force.com/ guide Distribute #8 http://p.force.com/distribute
    39. 39. Leverage Marketing Resources social media http://p.force.com/marketing Market logos & branding co-marketing sponsorships office hours training #9
    40. 40. Partner Business Org (2 free EE CRM licenses) #10Best Practice: Have a Certified Administrator on your staff to maintain and configure your org Sell
    41. 41. Consider Partner Premier Support Bonus http://www.salesforce.com/services-training/partner-support Support
    42. 42. Partner Community – Search & Support Support
    43. 43. Answers To Your Technical Questions* http://developer.salesforce.com/forums Support *Standard Support will not respond to technical questions
    44. 44. Understand the Salesforce Release Cycle http://p.force.com/releases • Salesforce has 3 releases per year • Conduct Sandbox Tests on your app • Review new features & functionality • Take advantage of new innovations • Stagger your own release Support
    45. 45. ASK Yourself. . . Introduction 1. Have you logged into the Partner Community? 2. Are you staffing the right roles (covering all the bases)? 3. Are you using Environment Hub? 4. Have you been through the App Academy: Distribute? 5. Do you have a Partner Business Org? Are you following the Official: Partner Community Group on ?
    46. 46. Build Phase
    47. 47. Decision Points during the Technical Review Who Are You Selling To? DistributionLicenses & Editions Architecture Model ? http://p.force.com/techreview
    48. 48. Who are you selling to? New Users?Existing Salesforce Users? ? •  Beneficial to CRM users •  Typically across many industries •  No dependence on CRM •  Often targets vertical market
    49. 49. What are you building? Custom ApplicationCRM Extension Need Screenshot + Logo ? •  eSignature, Email Marketing etc. •  Extending Salesforce CRM •  Standard + Custom Objects •  Accounting, supply chain, inventory •  No reliance on Salesforce CRM •  Custom Objects
    50. 50. Two License Types for Internal Users User License Description Use Salesforce CRM license Chatter Full platform access Custom Objects Selling app into existing Salesforce customers App requires CRM functionality Salesforce Platform No CRM functionality Chatter Accounts, Contacts, Documents Custom Objects Selling to net-new customer and/or existing customers App does not leverage CRM functionality • What objects does your app need access to? • Do you need CRM functionality like campaign, case, or opportunity management?
    51. 51. Two License Types for External Users User Licenses Description Use Customer Communities (ISV Portal) - User Volume 5M - Millions of authenticated users - Limited sharing needed Marketplace/eCommerce Millions of authenticated users Limited sharing needed Partner Communities (ISV Portal w/ Sharing) - User Volume 200K - Need granular sharing model - Read only Reports/ Dashboards Sharing model, reports Less than 100,000 users • Will your customer’s customers (external users) need access to your app? • How many external users are expected? • What kind of sharing is needed? Both internal and external users.
    52. 52. What Editions do you need to support? Fewer features and objects than EE/UE No Workflow, Record Types, Custom Layouts, Custom Profiles, API Enterprise & Unlimited EditionGroup & Professional Edition Workflow, Page Layouts, Record Types, API are available •  Do you want to sell to existing Salesforce customers? •  Do you plan to support Group and Professional Edition?
    53. 53. How do you support various Editions? Answer: Base Package plus Extension Package Group & Professional Edition Enterprise & Unlimited Edition BASE BASE + EXTENSION
    54. 54. Salesforce1 Mobile App for ISVs http://p.force.com/salesforce1 Ø  Create apps faster Ø  Custom actions Ø  ISV Apps in the Salesforce1 Mobile App Ø  Notifications in the Salesforce1 Mobile App Ø  Developer Resources
    55. 55. Is Your App Already a Salesforce1 Mobile App? Test It Now! add the /one/one.app extension to your salesforce.com URL
    56. 56. Resources to get you started ​ App Academy: Build (p.force.com/appacademy) ​ Developer Force (https://developer.salesforce.com/) ​ Help & Training (help.salesforce.com) ​ Free Online Recordings – LMS (http://p.force.com/LMS) ​ Developer Discussion Forum (Dev Boards) – https://developer.salesforce.com/forums
    57. 57. You Have Technical Questions? They Have Answers! http://developer.salesforce.com/forums
    58. 58. ASK Yourself. . . Build 1. Have you had a Technical Review? 2. Who is your target audience? 3. Have you signed up for Partner Online Training (LMS)? 4. Have you tried Trailhead for developer training? 5. Are you using developer.salesforce.com? Dev boards? Are you following the Technical Enablement Group on ?
    59. 59. Distribute Phase
    60. 60. Distribute and license like Salesforce • AppExchange • Free trials • Branding • License management
    61. 61. AppExchange: Managed Package •  Your data model (objects, fields, etc.) •  Your classes, triggers, and pages Managed Packages • IP protection • License management • Trials • Branding • Upgrades • Support Tools
    62. 62. Packaging & AppExchange best practices • Invest in your AppExchange listing •  This is your brand! • Understand what can be packaged and upgraded • Most components are automatically added •  Don’t forget to include those that are not! • Use package install scripts •  Completely automates the process
    63. 63. Free Trials: Distribution Options with Trialforce Your Company Website
    64. 64. Trialforce best practices • Create multiple trial experiences •  One for each vertical, industry, etc. • Load sample data into your trials • Brand your trial experience • Use trials for testing and demos
    65. 65. The TMO helps you manage: Trialforce Source Orgs Custom Demo Orgs Branded Templates All of the above Quick Poll
    66. 66. The TMO helps you manage: Trialforce Source Orgs Custom Demo Orgs Branded Templates All of the above Quick Poll
    67. 67. License Management • Extend and customize the LMA to fit your business processes • Verify the LMA is installed in your Partner Business Org • Licenses cannot be moved to a different org
    68. 68. Summary: distribute and license like Salesforce • AppExchange •  World’s leading enterprise app marketplace • Free trials •  From AppExchange or your own website • Branding •  Give trials and apps your own look & feel • License Management •  Add, upgrade, or disable users (customize the app)
    69. 69. ASK Yourself. . . Distribute 1. Have you watched the App Academy: Distribute? 2. Have you set up your Partner Business Org? 3. Has your Trialforce Management Org been provisioned? 4. Have you customized the LMA and Channel Order App? 5. How are you handling billing of your customers? Are you following the Operations Review Group on ?
    70. 70. Market Phase
    71. 71. You want to build a four wheel drive strategy Pull Strategy Build Your Brand Outbound Marketing Inbound Marketing Push Strategy Generate Demand
    72. 72. Let’s Zoom In Outbound Marketing Inbound Marketing Pull Strategy Build Your Brand Push Strategy Generate Demand
    73. 73. It All Starts with a Simple Message Salesforce Aloha voice: §  Be conversational §  Be direct §  Be concise Business-speakAloha
    74. 74. Aloha #1: Be Conversational Our standards-based software and tools provide a comprehensive, service-oriented architecture for the delivery of software applications. It enables enterprises to create and run agile, intelligent business applications while maximizing IT efficiency. Traditional Techno-speak Aloha Get up and running in no time.
    75. 75. Aloha #1: Be Conversational Challenge reps with friendly competitions and contests, and broadcast results live on any TV or mobile screen.
    76. 76. Aloha #2: Be Direct We innovate at every layer of the stack to design engineered systems that reduce the cost and complexity of IT infrastructures while increasing productivity and performance. Traditional Techno-speak Aloha Increase performance; keep costs low.
    77. 77. Aloha #2: Be Direct
    78. 78. Aloha #3: Be Concise We provide on-demand infrastructure that scales and adapts to your changing business needs. Whether you are creating new applications or running existing applications we provide best-in-class price-performance and end-to-end support. Traditional Techno-speak Aloha Build on anything. Run on everything.
    79. 79. Aloha #3: Be Concise
    80. 80. Now Create Your Shareable Content ​ Videos ​ Customer stories ​ Infographics ​ White Papers ​ E-Books ​ Blogs
    81. 81. Best practices for PR success 1.  Reporters are writers 2.  Customer success 3.  Metaphors 4.  Get social 5.  Press Release approval
    82. 82. Create awareness and demand at events Build your events strategy Don t miss Salesforce events
    83. 83. Engage your customers where they are
    84. 84. Optimize your lead follow-up with sales Keys to conversion success •  Nurture emails •  Alignment with sales •  Quick follow up •  Equitable lead distribution •  Clear conversion criteria •  Multi-touch approach
    85. 85. AppExchange Best Practices
    86. 86. Your AppExchange listing includes: Free Trial Video Support Details Product Description All of the above Quick Poll
    87. 87. Your AppExchange listing includes: Free Trial Video Support Details Product Description All of the above Quick Poll
    88. 88. •  All new design for easy access •  Optimized for mobile •  New organization by category, industry and collection for easier discovery of apps
    89. 89. # 1: Create your billboard w/ Banners, Tiles, & Logos NOT
    90. 90. # 1: Create your billboard w/ Banners, Tiles, & Logos BANNER TILE LOGO
    91. 91. • Real benefits • What makes you different? • Does it look cool? Aloha voice: • Conversational • Direct • Concise # 2: Know Your Audience - Messaging
    92. 92. •  Include call-outs on screenshots •  Videos less than 2 minutes •  Clear workflow •  Screenshots should tell a story # 3: Educate with Screenshots &Video
    93. 93. # 3: Educate with Screenshots &Video (tell a story) IN OUT
    94. 94. # 3: Educate with Screenshots &Video (tell a story) IN OUT
    95. 95. •  Proactively request reviews •  Engage & respond to feedback •  Turn negatives to positives •  Read & respond every day # 4: Engage the Community with Reviews
    96. 96. •  30-day free trial •  Provide pricing details •  Provide support details •  Custom branding (Trialforce) •  Checkout # 5: Make it Easy to Try and Buy
    97. 97. # 5: Make it Easy to Try and Buy
    98. 98. Bonus: Measure Success & Iterate Inbound Marketing Pull Strategy Build Your Brand
    99. 99. Leverage Marketing Resources social media http://p.force.com/marketing logos & branding co-marketing sponsorships office hours training
    100. 100. AppExchange Marketing Program (AMP) Co-Sponsoring Packages with Salesforce http://p.force.com/AMP The AppExchange Marketing Program (AMP) is a game-changing co-marketing engine designed to accelerate growth for AppExchange partners. Partners invest in AMP to: ​ Amplify their AppExchange sourced opportunities ​ Create meaningful connections with customers, prospects, and sales ​ Leverage Salesforce’s brand power ​ Increase awareness and adoption
    101. 101. Inbound Marketing (Build Your Brand) Overview Resources AMP High Impact Message AppExchange Content Cycle Break Outbound Marketing (Generate Demand) Planning Social Media Campaigns PR Word of Mouth Events Digital Marketing Email App Academy: Marketing (Virtual Classroom)
    102. 102. AppExchange Publishing in Partner Community ​ New publishing experience in the Partner Community
    103. 103. ASK Yourself. . . Market 1.  Is your messaging simple? 2. Have you looked at other AppExchange listings? 3. Have you watched App Academy: Market? 4. What events are you participating in? 5. Have you signed up to learn more about AMP? Are you following the Partner Marketing Group on ?
    104. 104. Sell Phase
    105. 105. What is your biggest concern with Sales? Generating leads Qualifying leads Managing pipeline Closing deals Other (please specify in the side panel) Quick Poll
    106. 106. Salesforce coverage model < 100 Employees 100 - ~3,500 employees Top 2000 Account Families SMB ESB Desk & Do Enterprise Sales CMRL – Named CMRL – GEO MM
    107. 107. Salesforce SUCCESS methodology S Users Sell for YouU Start with Discovery C Compelling Demos C Connect the Dots E Experience Events S Show Them the MoneyS Sell High and Through
    108. 108. S Start with discovery Is The Deal Real §  What business problem are we solving? §  How are they thinking about the solution? §  What are the expected benefits? §  Standard stuff: Decision maker, budget, timing, etc. Talk Less, Listen More!
    109. 109. U ENTERPRISE MID-MARKET SMALL BUSINESS Users sell for you
    110. 110. Create & deliver compelling demosC Demo’s Can Be Your Differentiator: 1. Demo often but not early 2. Customize all the time: … No “out of the box” demos 3. Showcase flexibility 4. Bring requirements to life 5. Show the power of the platform
    111. 111. Connect the dots… Never cold call You salesforce.com Executives & Partners Your Customer Tools C
    112. 112. $ Pipeline $ Closed ACV 5X Avg. Deal Size 4.45 Sat. Rating Experience Salesforce.com Events Dreamforce significantly exceeded our expectations. From the quality of leads to the ability to connect with a wide and qualified audience, there's no doubt that Dreamforce is time and money well spent. E
    113. 113. Sell high and through Walk the Halls If You re Not Talking to C-Level Execs… S •  Your Competitors Are •  C-level’s Know Where Your Deal Sits •  They Are Not Buying From You
    114. 114. Show them the money ​  Quantify the challenges ​  Build a model ​  Focus on ROI and TCO ​  Document the numbers ​  Validate the assumptions ​  Iterate S Build Your Business Case
    115. 115. ASK Yourself. . . Distribute 1. Are your sales & marketing teams aligned? 2. Do your reps know all of your competitors, really? 3. Are you selling at the C-level? 4. Do you focus on ROI and TCO? 5. Have you watched App Academy: Sell?
    116. 116. Support Phase
    117. 117. Technology – Subscriber Console (LMA) View details of the subscriber. Login as a subscriber user who granted access View limit usage…
    118. 118. Debug Your Code (with package debug exposed) Technology – Developer Console
    119. 119. Key Technology – Push Major •  You can push a major version of your package directly to any subscriber, not just patches •  Solves the problem of subscribers being on multiple versions of your package •  Best part? No need for a separate patch org! •  Very Powerful, Exercise Caution!
    120. 120. It is your responsibility to be “in the loop” •  Release information is found in the Partner Comunity •  Read the Release Notes •  Know your Release Dates and Production •  Don’t overlap Salesforce releases •  Try new features in your Pre-Release org -  A safe place to play with new features •  Test, Test, Test in the Pre-Release after upgrade. -  Encourage your customers to do the same! http://p.force.com/releases
    121. 121. Pre-Release Regression Testing
    122. 122. Customer Support Checklist §  Communicate Support Policies on your AppExchange listing §  Stay “in the loop” on our releases §  Conduct regression testing in pre-release §  Take advantage of our support tools
    123. 123. Consider Partner Premier Support http://www.salesforce.com/services-training/partner-support
    124. 124. ASK Yourself. . . Support 1. Support details on your AppExchange listing? 2. How can someone get support from you right now? 3. Are you using the Subscriber Support Console (LMA)? 4. Have you considered Premier Support? 5. Have you watched App Academy: Support? Are you following the Releases for Partners Group on ?
    125. 125. Summary & Survey
    126. 126. Session Goals ​  Understand key components of the full partner lifecycle ​  Identify your place within the lifecycle, along with next steps ​  Navigate the Partner Community & utilize other resources ​  Consider key decision points in the lifecycle ​  Review key concepts like Salesforce1, Security Review, Trialforce, LMA, COA, Partner Business Org, AppExchange, & Subscriber Support Console ​  Be empowered to Market, Sell, & Support like Salesforce ​  Get inspired about your business http://p.force.com/appsurvey
    127. 127. Was this program helpful? Extremely Mostly Partially Barely Quick Poll http://p.force.com/appsurvey Please complete by the end of this week (Friday)
    128. 128. Thank you

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