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APP Academy
Getting Started as an ISV Partner
John Richter, salesforce.com, Sr. Manager
@partnerforce
Safe harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contai...
John Richter
Sr. Manager, ISV Success
@partnerforce
Quick Poll

Is your app in-market?
Yes
No
Session Goals
Understand key components of the full partner lifecycle
Identify your place within the lifecycle, along with...
Introduction
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support
APP Lifecycle Diagram

Plan

Sign up
•  Business Review (ISV AE)
•  Partner Portal Access
•  APP Academy
•  Recording Trai...
APP Lifecycle Diagram

Plan

Build
Developer Org(s)

Sign up
•  Business Review (ISV AE)
•  Partner Portal Access
•  APP A...
APP Lifecycle Diagram

Plan

Build

Distribute
Partner website

Developer Org(s)
Sign up
•  Business Review (ISV AE)
•  Pa...
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support

Partner website

Developer Org(s)
Sign up
•  Business Revie...
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support

Partner website

Developer Org(s)
Sign up
•  Business Revie...
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support

ISV Business Org
Technical Review (TE)

Security Review

• ...
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support

Developer Org(s)
Test Org(s)
Trialforce Management Org
Pack...
APP Lifecycle Diagram

Plan

Build

Distribute

Sell

Support

Partner website

Developer Org(s)
Sign up
•  Business Revie...
Quick Poll

Which lifecycle phase are you in?
Plan - still getting started
Build - under construction
Distribute - app is ...
Key Resources
Talk To Your ISV Account Executive (AE)

•  Validate Your Planned Approach
•  Layout Your Partnership Options
•  Work towa...
Partner Portal – Your Key to Success

http://www.salesforce.com/partnerportal
Partner Portal – Manage Cases
Partner Portal – Developer & Test Orgs
Partner Portal - Take the APP Academy (Online)

  Free training for ISV partners
  Contains best practices by Roles
  V...
Partner Portal – ISV Partners One-Stop Shop
  News
  Alerts!
  APP Academy
  Topics (A-Z)
  Links
  FAQ
http://p.for...
Online Resources

Learning Mgmt System

http://p.force.com/LMS

Online Help

http://help.salesforce.com

Customer Communit...
Other Resources

http://p.force.com/guide

http://www.salesforce.com/
behindthecloud
Office Hours
Dreamforce Office Hours
http://p.force.com/marketing

Marketing Office Hours
http://p.force.com/marketing

PR...
Check out The Business App Blog

  How To’s

  Thought Leadership

  Technical Best Practices

  Industry Trends

  S...
Follow Us on Social Media

Twitter.com/partnerforce
Slideshare.net/partnerforce

Facebook.com/
Salesforcepartners

youtube...
Quick Start Top 10
Quick Start Top 10

1
Free portal logins
2
APP Academy (Online)
3
Free LMS recordings
4 Prepare for Technical Review
5 Use...
Tip #1: Free portal logins for everyone

#1

Company Profile >
View or Manage Users >
Create New User
Tip #2: Take the APP Academy (Online)

  Free 24/7 training for ISV partners

#2

  Contains best practices by Roles
  ...
Tip #3: Sign up for free LMS Recordings

#3

http://p.force.com/LMS
Tip #4: Prepare for your Technical Review

?
Who Are You Selling To?

Architecture Model

Licenses & Editions

Distributio...
Tip #5: Use Partner Developer Edition orgs

•  Partner Developer Orgs
•  Partner Test Orgs
•  Packaging Org (PDE)

#5
Tip #6: Plan 6-8 Weeks for Security Review

http://p.force.com/security

#6
Tip #7: ISV Business Org (2 free CRM licenses)

#7
Tip #8: Consider Partner Premier Support

#8

http://www.salesforce.com/services-training/partner-support
Tip #9: Understand the Salesforce Release Cycle

#9

•  Salesforce has 3 releases per year
•  Conduct Sandbox Tests on you...
Tip #10: Staff the Right Roles; Consider a PDO

#10

http://p.force.com/ISVRoles
Quick Start Top 10

1
Free portal logins
2
APP Academy (Online)
3
Free LMS recordings
4 Prepare for Technical Review
5 Use...
Mike Witherspoon
CEO and Founder, CodeScience
@SpoonScience
Who Wewe
Who Are

are

  Consulting group founded in 2009
  Build solutions using cloud platforms, primarily ISV apps fo...
Partners Helping Partners Session
Wednesday, 5pm in this room, 3014 West
• Successes, failures and lessons learned
• Takea...
Dreamforce 2013
AppExchange Partner Zone
Visit the Partner Team in Moscone West - 3rd Floor
Get Inspired

Mobile Showcase

Get Tools

Clou...
ISV Success Track at Dreamforce

Plan

Build

Distribute

Sell

Support

Ready to Partner with Salesforce.com?
APP Academy...
at Dreamforce

Plan

APP Academy: Getting Started as an ISV

Build

Distribute

Sell

Support

Distribute & License Your A...
Do you have the Session Guide?
http://p.force.com/df13sessions
http://p.force.com/blog
:: ISV Success
- Technical, Sales, ...
20+ partner-led mini sessions
- Community Zone @ Hilton Hotel
- Partners sharing best practices on
development, sales, mar...
Don’t Miss AppBash 2013!

**7pm-9pm is the Partner Appreciation Party
Must have Partner or Sponsor Badge to get in
Questions?
  News
  Alerts!
  APP Academy
  Topics (A-Z)
  Links
  FAQ

http://p.force.com/ISV
DF13_APP Academy: Getting Started as an ISV Partner
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DF13_APP Academy: Getting Started as an ISV Partner

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DF13_APP Academy: Getting Started as an ISV Partner

  1. 1. APP Academy Getting Started as an ISV Partner John Richter, salesforce.com, Sr. Manager @partnerforce
  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. John Richter Sr. Manager, ISV Success @partnerforce
  4. 4. Quick Poll Is your app in-market? Yes No
  5. 5. Session Goals Understand key components of the full partner lifecycle Identify your place within the lifecycle, along with next steps Leverage the Partner Portal & other resources Review how to get the most out of Dreamforce Get inspired about your business
  6. 6. Introduction
  7. 7. APP Lifecycle Diagram Plan Build Distribute Sell Support
  8. 8. APP Lifecycle Diagram Plan Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract Build Distribute Sell Support
  9. 9. APP Lifecycle Diagram Plan Build Developer Org(s) Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract Test Org(s) Packaging Org Security Review In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review Distribute Sell Support
  10. 10. APP Lifecycle Diagram Plan Build Distribute Partner website Developer Org(s) Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract Test Org(s) Trialforce Management Org Packaging Org Security Review In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application Sell Support
  11. 11. APP Lifecycle Diagram Plan Build Distribute Sell Support Partner website Developer Org(s) Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Test Org(s) Trialforce Management Org FREE TRIAL Packaging Org ISV Business Org Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases) Security Review In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA)
  12. 12. APP Lifecycle Diagram Plan Build Distribute Sell Support Partner website Developer Org(s) Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Test Org(s) Trialforce Management Org FREE TRIAL Packaging Org ISV Business Org Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases) Security Review In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA) In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals
  13. 13. APP Lifecycle Diagram Plan Build Distribute Sell Support ISV Business Org Technical Review (TE) Security Review •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases)
  14. 14. APP Lifecycle Diagram Plan Build Distribute Sell Support Developer Org(s) Test Org(s) Trialforce Management Org Packaging Org ISV Business Org •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA) In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals
  15. 15. APP Lifecycle Diagram Plan Build Distribute Sell Support Partner website Developer Org(s) Sign up •  Business Review (ISV AE) •  Partner Portal Access •  APP Academy •  Recording Training (LMS) •  Support (Create a Case) Test Org(s) Trialforce Management Org FREE TRIAL Packaging Org ISV Business Org Technical Review (TE) In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract •  Leads •  Licenses (LMA) •  Sales (Opportunities) •  Marketing (Campaigns) •  Order Management •  Subscriber Support (LMA) •  Support (Cases) Security Review In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review In the Distribute phase: 7. use TMO for trials, demos, branding 8. manage AppExchange listing(s) 9. launch application In the Sell phase: 10. manage Leads 11. Order Mgmt 12. Licenses (LMA) In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals
  16. 16. Quick Poll Which lifecycle phase are you in? Plan - still getting started Build - under construction Distribute - app is live! Sell (& Market) – generating leads, free trials Support – solving customer issues
  17. 17. Key Resources
  18. 18. Talk To Your ISV Account Executive (AE) •  Validate Your Planned Approach •  Layout Your Partnership Options •  Work towards a signed Partner Contract •  Foster Your Go-to-Market Execution •  Network with others
  19. 19. Partner Portal – Your Key to Success http://www.salesforce.com/partnerportal
  20. 20. Partner Portal – Manage Cases
  21. 21. Partner Portal – Developer & Test Orgs
  22. 22. Partner Portal - Take the APP Academy (Online)   Free training for ISV partners   Contains best practices by Roles   Videos, Checklists, FAQ’s   Build your own Custom Training http://p.force.com/appacademy
  23. 23. Partner Portal – ISV Partners One-Stop Shop   News   Alerts!   APP Academy   Topics (A-Z)   Links   FAQ http://p.force.com/ISV
  24. 24. Online Resources Learning Mgmt System http://p.force.com/LMS Online Help http://help.salesforce.com Customer Community http://success.salesforce.com
  25. 25. Other Resources http://p.force.com/guide http://www.salesforce.com/ behindthecloud
  26. 26. Office Hours Dreamforce Office Hours http://p.force.com/marketing Marketing Office Hours http://p.force.com/marketing PR Office Hours http://p.force.com/marketing Security Review Office Hours http://p.force.com/security
  27. 27. Check out The Business App Blog   How To’s   Thought Leadership   Technical Best Practices   Industry Trends   Sales Tips   Recommendations   Marketing Insights   Program Updates http://p.force.com/blog
  28. 28. Follow Us on Social Media Twitter.com/partnerforce Slideshare.net/partnerforce Facebook.com/ Salesforcepartners youtube.com/partnerforce http://p.force.com/socialmedia
  29. 29. Quick Start Top 10
  30. 30. Quick Start Top 10 1 Free portal logins 2 APP Academy (Online) 3 Free LMS recordings 4 Prepare for Technical Review 5 Use Partner Dev & Test Orgs 6 6-8 weeks for Security Rev 7 ISV Business Org (2 free) 8 Partner Premier Support 9 Salesforce Release Cycle 10 Staff right roles; PDO http://p.force.com/ISV
  31. 31. Tip #1: Free portal logins for everyone #1 Company Profile > View or Manage Users > Create New User
  32. 32. Tip #2: Take the APP Academy (Online)   Free 24/7 training for ISV partners #2   Contains best practices by Roles   Videos, Checklists, Exercises, Topics, , Recordings, FAQ’s   Build your own Custom Training (slide decks)   Next Virtual Classroom – Dec. 3 at 9am PT http://p.force.com/appacademy
  33. 33. Tip #3: Sign up for free LMS Recordings #3 http://p.force.com/LMS
  34. 34. Tip #4: Prepare for your Technical Review ? Who Are You Selling To? Architecture Model Licenses & Editions Distribution #4
  35. 35. Tip #5: Use Partner Developer Edition orgs •  Partner Developer Orgs •  Partner Test Orgs •  Packaging Org (PDE) #5
  36. 36. Tip #6: Plan 6-8 Weeks for Security Review http://p.force.com/security #6
  37. 37. Tip #7: ISV Business Org (2 free CRM licenses) #7
  38. 38. Tip #8: Consider Partner Premier Support #8 http://www.salesforce.com/services-training/partner-support
  39. 39. Tip #9: Understand the Salesforce Release Cycle #9 •  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 http://p.force.com/Releases
  40. 40. Tip #10: Staff the Right Roles; Consider a PDO #10 http://p.force.com/ISVRoles
  41. 41. Quick Start Top 10 1 Free portal logins 2 APP Academy (Online) 3 Free LMS recordings 4 Prepare for Technical Review 5 Use Partner Dev & Test Orgs 6 6-8 weeks for Security Rev 7 ISV Business Org (2 free) 8 Partner Premier Support 9 Salesforce Release Cycle 10 Staff right roles; PDO http://p.force.com/ISV
  42. 42. Mike Witherspoon CEO and Founder, CodeScience @SpoonScience
  43. 43. Who Wewe Who Are are   Consulting group founded in 2009   Build solutions using cloud platforms, primarily ISV apps for distribution   30 solution architects, consultants and developers in San Francisco and Chattanooga
  44. 44. Partners Helping Partners Session Wednesday, 5pm in this room, 3014 West • Successes, failures and lessons learned • Takeaways •  Detailed tips: http://codescience.com/isvtips •  CS Utils Apex class on github: http://codescience.com/csutils •  Install Tracking Dashboard for your LMA on the AppExchange: http://codescience.com/installtrackingdashboard
  45. 45. Dreamforce 2013
  46. 46. AppExchange Partner Zone Visit the Partner Team in Moscone West - 3rd Floor Get Inspired Mobile Showcase Get Tools Cloud Alliance Zone Build Your Network Expert Bar & Community Lounge Photobooth
  47. 47. ISV Success Track at Dreamforce Plan Build Distribute Sell Support Ready to Partner with Salesforce.com? APP Academy: Getting Started as an ISV Support Your Customers Architect & Design Your Commercial App Distribute & License Your App ISV Roadmap Design Patterns: ISV Recipes for Success Manage Your Business. . . Connected Apps: Design Options Interoperability: Combine Forces Mobile for ISV’s (Part 1): Strategy AppExchange Marketing Playbook: Build Your Brand Avoid Growing Pains: Scale Your App AppExchange Marketing Playbook: Generate Demand Emerging Technology: Mobile for ISV’s (Part 2): Develop Driving Sales Success as an ISV Partner - Heroku Next Generation UX for Commercial App Meet the Power Brokers: VC Panel - Salesforce Communities An Insider’s Guide to Security Review - Service Cloud -  Social & Collaboration -  Work.com Follow sessions and join the Partner Success Group on
  48. 48. at Dreamforce Plan APP Academy: Getting Started as an ISV Build Distribute Sell Support Distribute & License Your App Architect & Design Your Commercial App Support Your Customers AppExchange Marketing Playbook: Build Your Brand AppExchange Marketing Playbook: Generate Demand Driving Sales Success as an ISV Partner Follow sessions and join the Partner Success Group on
  49. 49. Do you have the Session Guide? http://p.force.com/df13sessions http://p.force.com/blog :: ISV Success - Technical, Sales, Marketing - Emerging Technologies :: Partner User Groups :: Founders Forum :: AppExchange (customers)
  50. 50. 20+ partner-led mini sessions - Community Zone @ Hilton Hotel - Partners sharing best practices on development, sales, marketing, ops, support - Support your partners
  51. 51. Don’t Miss AppBash 2013! **7pm-9pm is the Partner Appreciation Party Must have Partner or Sponsor Badge to get in
  52. 52. Questions?   News   Alerts!   APP Academy   Topics (A-Z)   Links   FAQ http://p.force.com/ISV

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