Salesforce.com Partner Meetup - New York -10/18/12

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The Salesforce.com Partner Meetup is designed for app providers and ISVs. This is a fantastic opportunity to meet our team and learn how the salesforce.com partner ecosystem is driving the future of enterprise apps. Plus, you will first-hand from partners on how to find success with our AppExchange Partner Program.

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Salesforce.com Partner Meetup - New York -10/18/12

  1. 1. Salesforce.com Partner Meetup - New YorkThe Future of Enterprise Apps@partnerforce
  2. 2. Steve MooneyRegional Director, ISV Sales@SteveMooney
  3. 3. Safe HarborSafe 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 anysuch uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. coulddiffer materially from the results expressed or implied by the forward-looking statements we make. All statements otherthan statements of historical fact could be deemed forward-looking, including any projections of product or serviceavailability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies orplans of management for future operations, statements of belief, any statements concerning new, planned, or upgradedservices 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 anddelivering new functionality for our service, new products and services, our new business model, our past operatinglosses, 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 possiblemergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our abilityto expand, retain, and motivate our employees and manage our growth, new releases of our service and successfulcustomer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to largerenterprise 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 Form10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available onthe 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 arenot currently available and may not be delivered on time or at all. Customers who purchase our services should makethe purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligationand does not intend to update these forward-looking statements.
  4. 4. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  5. 5. Our Mission: Cloud Computing Driver, Catalystand Evangelist Enterprise Mainframe Client/Server Cloud Computing 1960s 1980s Today
  6. 6. Cloud, Mobile and Social areRevolutionizing Enterprise Apps 2010s 1960s 1970s 1980s SocialMainframe Mini Client Server 2000s RevolutionComputing Computing Computing Mobile 1990s Computing Cloud Computing x 10x 100x 1,000x 10,000x 100,000x
  7. 7. Social Business is Transforming Our Customers Cloud • Mobile • Social
  8. 8. But Social Business is Not Possible Without Apps Cloud • Mobile • Social
  9. 9. Pandora Delivers Social Business with Apps Social Profile: Music Genome Project
  10. 10. Our Customers are Asking for More Apps
  11. 11. And They Want Those Apps to Be Social 47% annual growth in spend for social networking Office ERP BI Project Management CRM SCM Content Management Web Social Conferencing Networking Source: 2012 IDC “Worldwide Collaborative Applications 2011-2015 Forecast
  12. 12. And They Want Those Apps to Connect Across Their BusinessConnectedCustomers Connected Products Connected Connected Partners Employees
  13. 13. The Future of Enterprise Apps The Right The Right The RightTechnology Marketplace Program
  14. 14. RE-IMAGINATION OF NEARLY EVERYTHING* - POWERED BY NEW DEVICES + CONNECTIVITY + UI + BEAUTY MARY MEEKER KLEINER PERKINSSource: Internet Trends, D10 Conference, May 30, 2012
  15. 15. The Re-Imagination of Enterprise Apps THEN… NOW… Data silos, long pilots, Deploy in hours, open APIs, painful integration instantly mobile & social
  16. 16. App Providers Have a New Set of Requirements
  17. 17. And New Opportunities to Deliver Customer Value Collaboration Mobility Are you bringing Can data be accessed information or people anywhere, from any device? together in new ways? Social UX Interoperability Does your app prompt Do you connect to other apps people to engage? easily, push processes forward? Network Effects Innovation Is your app more powerful Are you transforming your as more people use it? category/industry/niche?
  18. 18. The Salesforce Platform Makes These New Apps Possible ISV Business ServicesAppExchange Touch Identity Chatter Force.com Heroku Site.com Database.com
  19. 19. The Future of Enterprise Apps The Right The Right The RightTechnology Marketplace Program
  20. 20. AppExchange Marketplace – Leading Cloud Ecosystem 1700+ Apps 1.4M Installs $700M Revenue 70% of the Fortune 100 have installed an app
  21. 21. Gain Instant Access to 100K+ Salesforce.com Customers • Security Review • Customer Reviews • Free Trials • Optimized for Mobile • AppExchange Checkout
  22. 22. And List for Your Target Audience Categories Collections Industry Solutions
  23. 23. Introducing AppExchange Checkout checkout A new channel for lightweight apps Turn-key billing Trial management
  24. 24. The Future of Enterprise Apps The Right The Right The RightTechnology Marketplace Program
  25. 25. Our Partnership Model is Built on Shared Success We Succeed When you Succeed  Designated Account Managers  PNR Pricing Model  Embedded Distribution Model Go-to-market Planning
  26. 26. With Resources to Ensure Success APP Academy Co-Marketing - #apptitude Campaign Tech Enablement & Roadmap Planning Chatter Groups with Direct Sales
  27. 27. 1100+ ISVs Already Finding Success with Our Program
  28. 28. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  29. 29. Bill MarianiSenior Technical Evangelist@billmarianiIn/billmariani
  30. 30. What are You Building? CRM Extension Custom Application Need Screenshot + Logo • eSignature, Email Marketing • Accounting, supply chain, inventory etc. etc. • Extending Salesforce CRM • No reliance on Salesforce CRM • Standard + Custom Objects • Custom Objects
  31. 31. Who are You Selling To? Existing Salesforce Users? New Users? • Beneficial to CRM users • No dependence on CRM • Typically across many • Often targets vertical market industries
  32. 32. Native Architecture • Runs 100% on Force.com trials licensing upgrades support • Multitenant by design Distribution Technologies • Managed, scalable, secure services • Native app building blocks accounts contacts custom objects • Built-in distribution services analytics workflow apex collaboration ISV Managed Package
  33. 33. Hybrid Architecture External Services trials licensing upgrades support Distribution Technologies REST API Toolkits Presentation accounts contacts custom objects Open APIs analytics workflow Apex collaboration ISV Managed SOAP API Package Apex Web Logic Services Metadata API Bulk API Data
  34. 34. Integration Only Architecture Mobile External Apps Data ETL SOAP API REST API Bulk API Apex Web Services Toolkits Metadata API
  35. 35. Integrate any Cloud App with Salesforce Canvas Salesforce Canvas Bring your app seamlessly into the Salesforce UI Leverage single sign-on
  36. 36. Proven Market and Product Leader Proven Leader Trusted Platform Customer Success #1 PaaS for Developers All Major Certifications #1 PaaS for Business Experts #1 PaaS for ISVs Leading Cloud Platform 56 Billion+ Transactions/Quarter 1.6 Million+ apps1 Million+ installs on AppExchange
  37. 37. Provides the Application Building Blocks Applications Tabs User Visualforce Pages Page Layouts Interface Force.com Sites Record Types Formulas Visualforce Controllers Validation Rules Business Apex Workflow & Approvals Logic Web Services API Objects Data Web Services API Fields Model Metadata API Relationships Declarative Programmatic Simplicity + Speed Control + Flexibility
  38. 38. ISV Business Services Deep-Dive
  39. 39. ISVs have Specific Business Needs How will I provision How do I protect my new customers? intellectual property? How do I manage upgrades and versioning? How will I market What about my app? trials?
  40. 40. ISV Business Services are the Solution for Your Entire App Lifecycle Plan Build Distribute Sell Support Partner Academy Heroku AppExchange World Class Subscriber Success Manager Force.com Branding License Management Debugging ToolsTechnical Architects Chatter Trials Provisioning Login As Mobile Apps Upgrades
  41. 41. Distribute with Managed Packages Upgrades IP Protection License Management Support Tools API Versioning Namespace Managed Package Branding
  42. 42. Distribution Options Your Company Website
  43. 43. Create a Seamless Customer Experience• Pre-configured • Manage • Seamless trials customer licenses upgrades• Easy distribution • Know when • Push bug fixes via AppExchange someone installs to subscribers or your own your app website
  44. 44. Provision Free Trials and Manage LicensesCustomers ISV Sign up for a trial Creates a Lead Manage licenses Create opportunities Try out the app Operations Sales Buy licenses = Revenue recognition
  45. 45. Package Upgrades Package upgrades and patch bug fixes Automatically deploy to subscribers
  46. 46. Support Your Customers Debug Your Code
  47. 47. Building Your Brand into Your Application
  48. 48. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  49. 49. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  50. 50. Demo
  51. 51. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  52. 52. Dushyant PandyaFounder & CEO@comitydesignsIn/dushyantpandya
  53. 53. Salesforce.com Partner Meetup Welcome and Program Overview Building Apps with the Salesforce Platform Break Salesforce Platform Live Demo Comity Designs – Scaling Your Business Partner Panel – Advice for Getting Started
  54. 54. Avanish SahaiVP, ISV Alliances@avanishsahaiIn/asahai
  55. 55. Meet Our Partner PanelJerry Huskins Alok Misra Shawn McGowan Patrick McGuireCEO CEO COO VP Sales@Fontevainc @navatargroup @Newmarketintl @VanaWorkforce
  56. 56. Tips for Success 1. Join us at Cloudforce New York tomorrow and visit the AppExchange Partner Program Pod on the expo floor 2. Complete the follow-up survey and let us know what you are looking for in a partnership 3. Get to know your designated salesforce.com ISV Account Executive 4. Map out your business plan and product roadmap with your ISV AE 5. Check-out the AppExchange Partner Program APP Academy in our Partner Portal
  57. 57. THANK YOU

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