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AMP FY18 Overview

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AMP FY18 Overview

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AMP FY18 Overview

  1. 1. AppExchange Marketing Program FY18 Q1 & Q2 Packages ampteam@salesforce.com
  2. 2. Forward-Looking Statements ​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. AppExchange Marketing Program Vision ​Accelerate business app partner growth through best-in-class joint marketing programs that engage, inspire, and transform our shared customers and prospects.
  4. 4. World-class Marketing Turn-key partner participation Evergreen content Engaging campaigns • Customer-first marketing • Specifically created for partners • Leverages Salesforce best practices • 30+ partners participate each quarter • Co-marketing where Salesforce leads on execution • Customer-first thought leadership content • Long tail effect of campaigns and content • Positions partner apps for measureable results • Always on co-marketing awareness for apps Joint Marketing at Scale, the Salesforce Way
  5. 5. The AppExchange Marketing Program Team Jenifer Ho AppExchange Marketing Program Lead Howard Chen Manager, AppExchange Marketing Program Andrew Gothelf Manager, AppExchange Marketing Program Latrice Barnett (Maternity Leave) Sr. Manager, AppExchange Marketing Program Josie Chiles Director, AppExchange Marketing Program and Product Marketing Connie Dea Manager, AppExchange Product Marketing Amanda Nelson Sr. Manager, AppExchange Customer Community Marketing Christine Lee AppExchange Product Marketing and Review Analyst
  6. 6. AppExchange Leads Lift in Leads With AMP Without AMP It’s All About Delivering Results 100+ Partners Invested in AMP to date 31K+ AMP-Influenced Conversions 33% AppExchange Visits Lift in Visits With AMP Without AMP 332% *Data from AMP participation from FY16-FY17
  7. 7. “In the last two years we have seen a 19% increase in customer acquisition. Our participation in AMP is one of the marketing components supporting our growth in the AppExchange marketplace.” Tony Zorc, CEO with Accounting Seed Accounting Seed increases marketing exposure, lead generation, and product creditably with AMP. • Collaboration with the AMP team helped Accounting Seed make big changes to their listing and optimize it for maximum conversions. • AMP influenced a 100% increase in listing activity and a 42% lift in leads leading to more demos and closed deals. • Revenue increased by 33% YoY.
  8. 8. Changes for FY18 Q1 & Q2
  9. 9. What’s New in Q1 & Q2 Invite Only “Themed” Campaign Always On Campaign Emerging Partner New Apps Campaign Industry Page Promotion Email Promotion 1 2 3 4 5
  10. 10. AMP Campaigns & Packages
  11. 11. AppExchange Marketing Program Packages At-a-Glance Primary Offer Frequency Primary Purpose Qualifications Availability per quarter Price “Grow your Sales with Apps” Campaign (Q1 only) Quarterly Awareness, Demand Invite only 9 spots (Q1 only) $65,000 “Drive Business Success with Apps” Campaign (Q2 only) Quarterly Awareness, Demand Invite only 9 spots (Q2 only) $65,000 Always On Campaign Quarterly Awareness, Demand 2+ reviews Rev-sharing ISV 12 spots $30,000 Emerging Partners New Apps Campaign Quarterly Awareness, Demand New app in last 24 mos Rev-sharing ISV 12 spots $7,500 Home Page 1-Month Promotion Monthly Awareness 5+ reviews 6 spots $10,000 Industry Page 3-Month Promotion Quarterly Awareness 2+ reviews 12 spots $5,000 Email Promotion One email Awareness, Demand 5+ reviews 21 spots (Q1); 25 spots (Q2) $2,000 App Mavericks Web Chat One video Awareness 2+ reviews 5 spots $7,500 App Talks Customer Interview One video Awareness, Demand 5+ reviews 3 spots $15,000
  12. 12. “Grow your Sales with Apps” Q1 Invite Only Campaign Benefit Home Page promotion 3 months App tile on rotating home page banner ✔ App featured on a Collection Page ✔ Gated ebook with opt-in lead share ✔ Connected Leaders Customer Webinar w/ opt-in lead share ✔ AppExchange Monthly Digest email mention ✔ Display & social retargeting ✔ Rotating placement on the SFDC HQ kiosks ✔ Demo Jam invitation ✔ Customer Spotlight invitation ✔ Availability 9 spots – invite only Purpose Awareness, Demand Target Audience Sales Investment $65,000 Description Do you have an app that helps Sales teams grow? If so, you’ll be considered for our invite-only campaign focusing on apps that help grow Sales from start to finish. QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.
  13. 13. “Drive Business Success with Apps” Q2 Invite Only Campaign Benefit Home Page promotion 3 months App tile on rotating home page banner ✔ App featured on a Collection Page ✔ Gated ebook with opt-in lead share ✔ Connected Leaders Customer Webinar w/ opt-in lead share ✔ AppExchange Monthly Digest email mention ✔ Display & social retargeting ✔ Rotating placement on the SFDC HQ kiosks ✔ Demo Jam invitation ✔ Customer Spotlight invitation ✔ Availability 9 spots – invite only Purpose Awareness, Demand Target Audience Finance, HR, IT Investment $65,000 Description Do you have an app that helps with back office operations? If so, you’ll be considered for our invite-only campaign focusing on apps that help every department be efficient. QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.
  14. 14. Always On Campaign Benefit Category Page promotion 3 months AppExchange Direct Email mention ✔ AppExchange Content Collection featured asset 1 month Display & Social retargeting ✔ App featured in a playbuzz quiz ✔ Demo Jam invitation ✔ Customer Spotlight invitation ✔ Availability (max of 3 direct competitors per category) 12 spots Purpose Awareness, Demand Target Audience Salesforce customers Investment $30,000 Description Stay top of mind within the Salesforce customer base and community. This campaign presents a great way to have always on coverage across the AppExchange. QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per category.
  15. 15. Emerging Partners New Apps Campaign Benefit Home Page promotion 1 week Category Page promotion 1 month App featured on a Collection Page ✔ AppExchange Weekly Digest email mention ✔ One shared blog post mention ✔ App featured in an apptales ✔ Demo Jam invitation ✔ Customer Spotlight invitation ✔ Availability 12 spots Purpose Awareness, Demand Target Audience Salesforce customers Investment $7,500 Description Have you recently launched a new app on AppExchange? This campaign helps spread the word and drive awareness and leads to your new listing. QUALIFICATIONS: ISV rev-sharing. App must be a new listing within the last 24 months. Max participation 2 quarters.
  16. 16. AMP Ala Carte Packages
  17. 17. Home Page 1-Month Promotion Benefit Featured app rotating on the AppExchange Home page 1 month Availability 6 spots Purpose Awareness Target Audience Salesforce customers Investment $10,000 Description Promote your app front and center on the AppExchange home page to active AppExchange users, with our tried and true formula for increasing awareness, listing traffic, and leads. QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Not available in the same quarter for partner apps participating in the invite-only campaign.
  18. 18. Industry Page 3-Month Promotion Benefit Featured app on an AppExchange Industry page 3 months Available industries: • Healthcare Life Sciences • Financial Services • Professional Services • Manufacturing Availability (max of 3 direct competitors per industry) 12 spots Purpose Awareness Target Audience Salesforce customers Investment $5,000 Description Promote your app to your key audience on select AppExchange Industry pages to active AppExchange users to increase awareness, listing traffic, and leads. QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per industry.
  19. 19. Email Promotion Benefit Mention on one of our AppExchange email newsletters 1 email mention Newsletter types: • Monthly Digest • Weekly Digest • Direct Email Availability Q1 Q2 21 spots 25 spots Purpose Awareness, Demand Target Audience Salesforce customers Investment $2,000 Description Get your app mentioned on one of our popular AppExchange newsletters with over 100K subscribers and growing. QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Max of 1x email participation per app each quarter.
  20. 20. AMP Content Packages
  21. 21. App Mavericks Web Chat Video Benefit 1 professionally shot App Mavericks video with your top exec and a Salesforce MVP. Promotion supported by paid media. • 3-4 minute web chat with a Salesforce MVP via high-end web/video conference. • MVP will help you define your story to help prospects and influencers understand your unique value. 1 video Availability 5 spots Purpose Awareness Target Audience Salesforce customers Investment $7,500 Description Connect with a Salesforce MVP or AppExchange All-Star to talk about what makes your product unique and awesome. Plus, share a quick demo of your app. QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating.
  22. 22. App Talks Customer Interview Video Benefit 1 professionally shot and produced App Talks video with your customer. Promotion supported by paid media. 1 video Options for asset (pick one): • Gated video • Not gated video Availability 3 spots Purpose Awareness, Demand Target Audience Salesforce customers Investment $15,000 Description Put your customer story front and center. With an app demo and a short interview cameo with your customer, this evergreen content is a perfect customer story to share. QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating.
  23. 23. AMP Application Process
  24. 24. Participation Requirements & Consideration Rev-sharing ISV Partner Customer Reviews with 4+ stars New Apps* Limited Competitors** *Emerging Partners New Apps Campaign only **Always On Campaign and Industry Page 3-Mo Promotion only
  25. 25. Q1 & Q2 Application Process Review available AMP co-marketing opportunities at p.force.com/amp. Complete the AMP application with packages you’d like to apply for at bit.ly/ampfy18application. Hear back from the AMP team on your application acceptance in ~1 week. 1 2 3 Questions? Reach out to the team at ampteam@salesforce.com.
  26. 26. Frequently Asked Questions Q: Is there a limit to the number of packages we can apply to? A: No, you can apply to a mix of packages that fit your marketing needs. Q: Can we promote multiple apps or listings? A: Yes, you can promote one app for each AMP package you select. If you’d like to promote a second app, you can apply for an additional AMP package. Q: Are we eligible for AMP if our app isn’t through security review yet? A: No, your app must pass security review and your listing must be live on the AppExchange before you can participate.
  27. 27. AMP @ Work Highlights from recent program promotions and content.
  28. 28. AMP @ Work: Featured App on AppExchange Participating apps rotate in the Featured Apps sections on the AppExchange Home page, Category, and Industry pages. Apps are also featured in Collection pages.
  29. 29. AMP @ Work: Weekly Digest Email Promoting apps to partners and customers alongside new apps in our weekly newsletter.
  30. 30. AMP @ Work: Monthly Digest Email Promoting apps to partners and customers in our monthly themed newsletter.
  31. 31. AMP @ Work: Direct Email Partner apps promoted in a direct email to our AppExchange email subscribers.
  32. 32. AMP @ Work: Connected Leaders Webinar Top of funnel webinar that highlights customer success stories.
  33. 33. AMP @ Work: Retargeting Retargeting campaigns designed to target Salesforce customers and AppExchange users.
  34. 34. Social & Content Marketing See it all live at appexchangecontent.com
  35. 35. AMP @ Work: Thought Leadership Blog Posts Blogs highlighting great featured apps alongside relevant thought leadership topics.
  36. 36. AMP @ Work: Ebook A thought leadership ebook featuring your customer’s stories.
  37. 37. AMP @ Work: App Mavericks Web Chat Video A video with a Salesforce MVP and one of your execs that features a quick demo of your app.
  38. 38. AMP @ Work: App Talks Customer Interview Video Professional video that highlights your customer’s success story.
  39. 39. AMP @ Work: Demo Jam Monthly match up that features AppExchange partners presenting their best 3-minute demo competing for the Demo Jam title.
  40. 40. AMP @ Work: Customer Spotlight 1-page app stories from Customer Trailblazers that showcase wins.
  41. 41. Influencer Marketing Engaging Salesforce Community Leaders
  42. 42. AMP @ Work: Happy New Year Mailer 850+ customers and partners received our calendar with featured apps and photographs taken by Salesforce User Group Leaders and MVPs.

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