The License Management Application is one of the key operational tools for Salesforce ISVs. This session will provide an introduction to the LMA, in addition to three suggested workflow automations to optimize LMA usage: automatically record customer’s Salesforce editing on an LMA record, notifying a customer about trial expiration, and notifying internal stakeholders (Support, Customer Success, etc) about package uninstall. Presented by Blakely Graham and Darren Geary from Bracket Labs

1. Supercharge Your LMA
Darren Geary
Customer Success – Bracket Labs
@darrenjgeary
Blakely Graham
Co-Founder – Bracket Labs
@blakelygraham

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 deliveringnew 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 enterprisecustomers. 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. Darren Geary
Customer Success
Blakely Graham
Co-Founder

4. Bracket Labs is ….

5. The Salesforce LMA is Awesome!
• Track Leads
• Expiration Notices
• Team Notifications
• Uninstall Follow-ups
• Audit Reports
• Dashboard Insights

6. to
a
video,
What does LMA mean?

7. Legal Marketing Association?

8. Laryngeal Mask Airway?

9. Livestock Marketing Association?

10. Livestock Marketing Association?

11. License Management
Application
LMA =
LMO = License Management
Organization

13. How does it work?
1. Become a Salesforce partner
Sign-up for CRM!

14. How does it work?
1. Become a Salesforce partner
2. Build product
Sign-up for CRM!
Packaging org

15. How does it work?
1. Become a Salesforce partner
2. Build product
3. Connect AppExchange to APO
Sign-up for CRM!
Packaging org
APO = CRM

16. How does it work?
1. Become a Salesforce partner
2. Build product
3. Connect AppExchange to APO
4. Link packaging to AppExchange
Sign-up for CRM!
Packaging org
APO = CRM
Packaging org

17. How does it work?
1. Become a Salesforce partner
2. Build product
3. Connect AppExchange to APO
4. Link packaging to AppExchange
5. Install LMA into LMO
Sign-up for CRM!
Packaging org
APO = CRM
Packaging org
LMO = CRM
Remember: CRM = APO = LMO

18. Check this link out!
http://cloudfindhq.com/salesforce/how-salesforce-lma-work/

19. Associate Lead Manager to every Package!
Important!!!

20. to
a
video,
TIP 1: Arm sales & support

21. Add Subscriber Org Type
Add field to Lead page layout!

22. Add Account Subscriber Org Type
Map subscriber org to account

23. Add Subscriber Org Type & Map to Account
Stays through conversion!

24. to
a
video,
TIP 2: Light a fire under customers

26. Pre-work
Must have to include
in recipient list!

27. Here’s how to add Lead Email

28. Add formula field update to populate Lead email
Reference the existing
Lead relationship

29. Create trial expiration email templates
Clear Call To Action

30. Define rule criteria
Do not accidentally send to
customers!

31. Add time-based actions
Set-up an email alert AND a task to record
history

32. The whole enchilada

33. to
a
video,
TIP 3: Uninstalled? You need to know!

34. Create alert template(s)
You can create a 2nd template for your
customer contact!

35. Set-up uninstall workflow
Keep your team in the
know!

36. So many possibilities!!!
RUN YOUR BUSINESS
• Use licenses to
manage release
notifications
• Install CodeScience
Dashboard

37. CodeScience LMA Install Tracking Dashboard

38. So many possibilities!!!
• Trial Licenses Expiring
• Active Licenses
without a Renewal
Opportunity
• Expiration &
Opportunity Dates
Match
RUN YOUR BUSINESS
• Use licenses to
manage release
notifications
• Install CodeScience
Dashboard
AUDIT YOUR PROCESS

39. So many possibilities!!!
AUDIT YOUR PROCESS KNOW THE QUIRKS
• Trial Licenses Expiring
• Active Licenses
without a Renewal
Opportunity
• Expiration &
Opportunity Dates
Match
RUN YOUR BUSINESS
• Use licenses to
manage release
notifications
• Install CodeScience
Dashboard
• Using Checkout
changes things
• When in doubt,
refresh!
• Sometimes you just
need to bee patient!

40. Resources:
https://partners.salesforce.com/s/education/APP_Academy_Distribute

41. Refresh is coming!

42. Login from the License record is coming!