APP Academy: Sales (SF) Info Kit

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APP Academy: Sales (SF) Info 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 Salesforce.com 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 www.salesforce.com/behindthecloud.
  • Follow our @partnerforce Twitter profile for webinar announcements, webinar replays, release updates, Dreamforce alerts, program changes, partner news, new resources.
  • APP Academy: Sales (SF) Info Kit

    1. 1. APP Academy: SalesInformation KitJune 12, 2013San Francisco@partnerforce
    2. 2. When: June 12, 2013 at 8:30am(Breakfast)Where: 50 Fremont St., 28th FloorSan Francisco, CA 94105Naupaka 28-400 Conference RoomCosts: Program is free, meals provided; youare responsible for travel & lodgingContact:John RichterISV Success (Enablement)jrichter@salesforce.com415-572-0592 (mobile)Welcome, we look forward to seeing you there!APPAcademy: Sales
    3. 3. IMPORTANT:If you cannot attendthe session for any reason pleaseemail John Richter ASAP. We have a waiting list andwould like to accommodate as many partners as possible.Thank you for your consideration.Contact: John Richter, jrichter@salesforce.comAPPAcademy: Sales
    4. 4. Session Goals• Understand sales cycle strategy and processes for cloud computing• Embrace the social revolution & how it applies to your app• Optimize your ISV Business Org to maximize your CRM success• Discover sales resources, and how to create your own• Identify your top lead generation strategies to align with sales• Determine your key sales roles and responsibilities• Learn how to sell in a social world and apply a direct sales model• Focus on closing cloud deals and managing your renewals• Inspire & motivate your sales team!Our overall goal for the session is for you to understand the key milestones & actions in the salesprocess, learn how to succeed at each milestone, and become an advocate for best practiceswithin your own company.
    5. 5. Sample Agenda*MorningBreakfast (8:30am)Overview (9:00am Start Time)ISV Business OrgSales AlignmentBreak4 Key Sales RolesOutbound Lead GenMarketing in the CloudLunchAfternoonSales Campaigns 101Pipeline ManagementMechanics of the CloseBreakRenewalsWorkshopSummary & SurveyEnd (5:00pm)
    6. 6. Salesforce.com, 50 Fremont St., San Francisco, CA 9410550 Fremont
    7. 7. 50 Fremont (Naupaka 28-400, 28th Floor)::When you arrive at 50 Fremont:- Tell Security you are here for a salesforce.comtraining on the 28th Floor- Be prepared to show your ID.::Check-in with reception on the 28thFloor to receive your ID badge:: The session is inNaupaka 28-400:: If you need directions or assistance dial John Richter’s mobile – (415) 572-0592
    8. 8. http://p.force.com/appacademy Free training for ISV partners Contains best practices by Roles Videos, Checklists, FAQ’s Build your own Custom TrainingPartner Portal – APP Academy
    9. 9. Read ‘Behind the Cloud’ by Marc BenioffThis is an excellent resource on how to build a successful cloud computing business. We recommend youpurchase this book for yourself and your team members. We will refer to this book during the session(purchase is not required).www.salesforce.com/behindthecloud
    10. 10. Read ‘Predictable Revenue’by Aaron Ross & Marylou TylerAaron Ross is a contributor to the APP Academy. Aaron was Director, Corporate Sales at salesforce.com andis now Author/Managing Director at Predictable Revenue, Inc. and CEO of PebbleStorm.www.predictablerevenue.com/book
    11. 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 atSalesforce.com where she focuses on developing cross-channel strategies that bridge the gap betweenawareness and demand-generation.Find the book at
    12. 12. Read our new Business App BlogTo help you be succeed, our new partner-specific blog contains:– Tips and tricks from every team supporting you– Help & how-to’s– Industry thought leadership– Announcements and program newshttp://p.force.com.com/blog
    13. 13. Follow us on Twitter@partnerforce on Twitter•Announcements•Webinar Replays•Release Updates•Dreamforce Alerts•Program Changes•Partner News•New Resourceshttp://www.twitter.com/partnerforce@partnerforce
    14. 14. Pre-Session ChecklistBring Your Own Laptop or Tablet (wifi available)Review the APP Academy (Online) before attending*Tip: Share this link with other team membersRead the recommended marketing resourceshttp://p.force.com/marketingFollow us on Twitter @partnerforceBe prepared to discuss:(1) your company sales 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
    15. 15. Frequently Asked QuestionsHow much does the program cost?This program (valued at $2000 USD) is free to membersof 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 haveaccess.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, whichis 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 will be added to thetrain-the-trainer materials in the APP Academy.http://p.force.com/appacademyIf I need directions, have an issue, whom should I contact?Contact John Richter at jrichter@salesforce.comor 415-572-0592 (mobile).
    16. 16. See you there!

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