ENTREPRENEUR TRACKBuild the Next Big App for theEnterprise# elevatesp
J. George HumeStrategic Channel and ISV Account ExecutiveLatin America and the Caribbean• 6 years working with salesforce....
How to Remain Engaged Today (& Beyond)Follow the conversation:#elevatespPortuguês? Fale com:@larimaryprairieAskQuestions!J...
THE ENTERPRISE OPPORTUNITYLeyla SekaVP, AppExchange and PartnerPrograms, salesforce.com
#elevatespSafe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation ma...
#elevatesp
#elevatesp
#elevatesp
#elevatesp
#elevatesp
#elevatesp
#elevatesp2:20 :40
#elevatespInnovative Companies are Adopting Apps60%of Fast Company’s50 Most InnovativeCompanies are Using theAppExchange
#elevatespIndustry Leaders are Adopting Apps70%of the Fortune 100 HaveInstalled anAppExchange app
Partners Large and Small areBuilding Big Businesses
#elevatesp4 of the Top TenMost Popular Apps ComeFrom Companies with Lessthan 25 Employees
#elevatespThe #1 Installed App= 12 Employees
#elevatesp
#elevatesp
#elevatesp
#elevatespTop AppExchange Search Terms
#elevatespTop Customer Requested Apps
$10BPartner Revenue900KApps
$11,111Per App
#elevatesp
#elevatesp
Soft Launch Free Pilots Act on Feedback
Identify Influencers Encourage Reviews Seed the Community
Clean Value Prop Crisp Demo Killer Content
Be Responsive Frictionless Trials Over -Communicate
User Groups Events DeveloperForce
#elevatesp
ISV Partner Spotlight:Building Loyalty in the CloudMODERATOR:Larissa PrairieISV Account ExecutiveLatin America and the Car...
Sanjay AgarwalCEOValuenet
THE FASTEST PATH FROM IDEA TO APPSeb CostanzoDirector, Technical Evangelism
#elevatesp
#elevatespMobilityCollaborationSocial UXNetwork EffectsInteroperabilityInnovation
#elevatesp
#elevatespTablestakes
#elevatespGlobal Data centers60+ BillionTransactions per qtrTrue multi-tenancy
#elevatespDeclarative Tools or...Write in any LanguageAPIsSearchIdentitySecurity & Sharing
#elevatespTablestakesLeverageINFRASTRUCTURE application mobileSOCIAL BUSINESS
#elevatespProfilesFeedsStatus UpdatesGroupsFile SharingApprovals
#elevatespHybrid or HTML5SDKsEnterprise ContainerTouch
#elevatespMarketplaceTurn-key TrialsLicense ManagementBillingUpgrades
#elevatesp
#elevatespCRMExtensionsServiceMarketingIT & AdminCollaborationOther
#elevatesp
#elevatesp
#elevatesp
#elevatesp
#elevatesp
#elevatesp
Partner Portal: Demo & TipsJune 2013Sebastiano CostanzoTechnical EvangelistLatin America and the Caribbean@partnerforce
Plan for SuccessJune 2013J. George HumeStrategic ISV Account ExecutiveLatin America and the Caribbean@partnerforce
#elevatespPartner Success = Customer Success#elevatesp
#elevatespBuild Distribute SupportSellPlanToday: Five Phases of Your App
#elevatespContinue the Conversation@partnerforce@larimaryprairiep.force.com/blog/salesforcepartners/partnerforcesalesforce...
App lifecycle
#elevatespPass SecurityReviewLaunch AppBuild Distribute SupportSellPlanSuccessful TestingRenewalsClosed-WonOpportunitiesAP...
#elevatespPlanning Takes Vision & Resources
#elevatespAccount Executive (AE)Technical Enablement (TE)Know Your ISV Team Validate Your Planned Approach Layout Your P...
#elevatespwww.salesforce.com/partnerportalYOUR CONTENT HEREJust change the background layer(right-click > arrange)Partner ...
#elevatespp.force.com/appacademyTake the APP Academy Free training for ISV partners Best practices by role Videos, Chec...
#elevatespKey Resourcesdeveloper.force.com www.appexchange.comhelp.salesforce.com ISVforce Online Guidep.force.com/guide
#elevatespJust Remember 2 Things…resources relationships
#elevatespBuild Distribute SupportSellPlanLet’s Get Startedsalesforce.com/partners/isv
Buildfor SuccessJune 2013Reid CarlbergPrincipal Developer Evangelist@partnerforce
Decision Points for Successful Design
Who Are You Selling To?New Users?Existing Salesforce Users?• Beneficial to CRM users• Typically across industries• No depe...
What Are You Building?• eSignature, Email Marketing, etc.• Extend Salesforce CRM• Standard + Custom Objects• Accounting, S...
Architecture models
Two Fundamental Architecturesnative hybrid
Why Would I Choose Native?• Simplicity• No infrastructure to manage• Focus 100% on your app• Multi-tenancy baked in• Built...
When Is Hybrid Best? Phased approach to re-platform on force.com Specialized service not a good fit for force.com Large...
Are There Tradeoffs To Hybrid?• Flexibility• Re-use existing IP• Leverage existing developer skillsand tool sets• Complexi...
Licenses & editions
License Types for Internal UsersWhatObjects does your appneed access to?Do you need crm functionality?Example:Campaign,cas...
License Types for External UsersWill your customer’scustomers need accessto your app?What kind of sharing is neededinterna...
How Do I Decide Which SalesforceEdition to Support?Fewer features & objects thanEnterprise & UnlimitedWhich means NO:Workf...
How Do I Support Multiple Editions?Group &Professional EditionEnterprise &Unlimited EditionAnswer: Base Package + Extensio...
Remember Your Resourcesp.force.com/architectArchitect CoreResource Librarydeveloper.force.com/gettingstartedp.force.com/gu...
Security review
Why Is There a Security Review?• Mandatory• Enterprise grade• Application focusedTrust is priority #1
What’s in Scope?Client andMobile AppsWebApplications
developer.force.com/security• Secure Coding Guidelines• Secure Coding Library• Security Self-Assessment• Partner security ...
Need More Help?• Force.com discussion boards• developer.force.com/security• p.force.com/security• @SecureCloudDev• ISV Off...
Distribute for Success@partnerforceJune 2013Reid CarlbergPrincipal Developer Evangelist
Distribute Like Salesforce• AppExchange• Free trials• Your branding
The Power of the Platform: MetadataObjectsMetadata forCustom ObjectsFieldsMetadata forCustom FieldsDataStorage for CustomO...
Package: Your Solution & MetadataYour data model (objects, fields, etc.)Your classes, triggers, and pagesManaged Packages•...
Distribution with PackagesObjectsFieldsData
Remember Packaging Best Practices Understand what can be packaged and upgraded Most components are automatically addedDo...
2 Great Ways to Distribute Your AppYour Company Website
Customers Love Free TrialsTrialforceTemplateCustomerYour Company WebsiteYourLogo
Remember Free Trial Best Practices Create multiple trial experiencesOne for each vertical, industry, etc. Relevant sampl...
Sell (& MARKET) for SuccessJune 2013Leyla SekaVice President Appexchange and PartnerPrograms@partnerforce
#elevatespOur Sales Playbook Is Open
#elevatespCloud Sales StrategiesNew SchoolInternet Sales ProfessionalsOld SchoolProspect, Sell, CloseOld School Cloud Sell...
#elevatespSalesQualified Leads& OpportunitiesSelling… Customer SuccessOrganic &Marketing LeadsSales Rep(Inbound)LeadsEBR(O...
How Do You Drive Demand?
Build Your Message: Understand Your Value Articulate value withyour message Features are part ofyour product, but arenot...
Generate Killer Content That Inspires Interest &ActionPeople don’t buywhat you do…… they buy whyyou do it.- Simon Sinek
Take Advantage of the AppExchange Optimize your listing Know your audience Educate with content Engage with reviews M...
Events Drive Thought Leadership & LeadGeneration Meet people Have conversations thatmatter Go in with a full eventstrat...
(Good) PR Is About Building Awareness
Social Advertising Expands Your Reach Show your playful side Learn how yourcustomers think
Your Customers Are Your Best MarketersStories are more powerful than explanations
Remember: Marketing Drives Demand AppExchange Events Public Relations Social Media Customer StoriesGet Expert Advice ...
5 key tips to optimizeyour appexchange listing
• All new design for easyaccess• Optimized for mobile• New organization bycategory, industry andcollection for easierdisco...
Best Practice #1: Billboard with Banners & TilesNOT
Best Practice #2: Know your audience formessaging•Concrete benefits•Feature level differentiation•User interface emphasisA...
Best Practice #3: Educate with Screenshots & Videos• Include call-outs onscreenshots• Videos less than 2minutes• Clear wor...
Best Practice #4: Engage the Community with Reviews• Proactively request reviews• Engage & respond to feedback
Best Practice #5: Make it Easy to Buy• 30-day free trial• Provide pricing detail
Best Practice #6: Measure Success and Iterate
Questions?Review the Marketing resources on the Partner Portal• http://p.force.com/marketingJoin Partner Marketing Office ...
Support for SuccessJune 2013Reid CarlbergPrincipal Developer Evangelist@partnerforce
Understand the Formula for SuccessRelease/supportstrategy+ isvforce TechnologyCustomer success
Be “In the Loop” with our Release All release information is in the Partner Portal (login) Know your Release Dates Don’...
Org with Your PackageSandbox Testing Is EssentialVanilla OrgCurrent Release Partner Enterprise / Platform Edition Org1 mon...
Major Updates Deserve a Push Push major versions directly to any subscriber, notjust in patches– Solves for subscribers b...
Support Tools & ProgramsSubscriber Support Console Login as a Subscriber Real Time Visibility ToolsApex & Visualforce To...
If You Only Remember 3 Things… Communicate Support Policies onyour AppExchange listing Stay “in the loop” on our release...
ISV Partner Spotlight:Building Loyalty in the CloudMODERATOR:Larissa PrairieISV Account ExecutiveLatin America and the Car...
Giovani AmaralCEOSofit
#ENTERPRISE APPS:INVESTMENT TREND REPORTMODERATOR:Diego RemusPartnerStartupiGuilherme CohnPartnerConfraparVitor AndradeOpe...
Today’s PanelMODERATOR:Diego RemusPartner, Director, EditorStartupiGuilherme CohnPartnerConfraparRafael DutonPartner21212V...
Wrap-UpJ. George HumeStrategic ISV Account ExecutiveLatin America and the Caribbean@partnerforce
Today we covered theapp lifecycle
Pass SecurityReviewLaunch AppBuild Distribute SupportSellPlanSigned PartnerAgreementSuccessful TestingRenewalsClosed-WonOp...
Continue the Conversation@partnerforcep.force.com/blog/salesforcepartners/partnerforce
Build Distribute SupportSellPlanJoin Us: Let’s Get Startedsalesforce.com/partners/isv
#elevatespTHANK YOU
Salesforce Platform ELEVATE São Paulo: Entrepreneur Track
Salesforce Platform ELEVATE São Paulo: Entrepreneur Track
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Salesforce Platform ELEVATE São Paulo: Entrepreneur Track

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The enterprise presents a huge opportunity for ISVs, app developers, and entrepreneurs. Check-out these slides to learn how you can build commercial apps on the Salesforce Platform and partner with salesforce.com to build the next big app for business.

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Salesforce Platform ELEVATE São Paulo: Entrepreneur Track

  1. 1. ENTREPRENEUR TRACKBuild the Next Big App for theEnterprise# elevatesp
  2. 2. J. George HumeStrategic Channel and ISV Account ExecutiveLatin America and the Caribbean• 6 years working with salesforce.comPartners in Latin America• First Latin America Partner Account Manager• EntrepreneurYour MC for Today
  3. 3. How to Remain Engaged Today (& Beyond)Follow the conversation:#elevatespPortuguês? Fale com:@larimaryprairieAskQuestions!Join the program: salesforce.com/partners/isv
  4. 4. THE ENTERPRISE OPPORTUNITYLeyla SekaVP, AppExchange and PartnerPrograms, salesforce.com
  5. 5. #elevatespSafe 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 statementsother than statements of historical fact could be deemed forward-looking, including any projections of product orservice availability, subscriber growth, earnings, revenues, or other financial items and any statements regardingstrategies 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 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 intellectual property and other litigation, risks associated withpossible 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 andsuccessful customer deployment, our limited history reselling non-salesforce.com products, and utilization and sellingto larger enterprise customers. Further information on potential factors that could affect the financial results ofsalesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended April 30,2011. This documents and others containing important disclosures are available on the SEC Filings section of theInvestor Information section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statementsare not currently available and may not be delivered on time or at all. Customers who purchase our services shouldmake the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes noobligation and does not intend to update these forward-looking statements.
  6. 6. #elevatesp
  7. 7. #elevatesp
  8. 8. #elevatesp
  9. 9. #elevatesp
  10. 10. #elevatesp
  11. 11. #elevatesp
  12. 12. #elevatesp2:20 :40
  13. 13. #elevatespInnovative Companies are Adopting Apps60%of Fast Company’s50 Most InnovativeCompanies are Using theAppExchange
  14. 14. #elevatespIndustry Leaders are Adopting Apps70%of the Fortune 100 HaveInstalled anAppExchange app
  15. 15. Partners Large and Small areBuilding Big Businesses
  16. 16. #elevatesp4 of the Top TenMost Popular Apps ComeFrom Companies with Lessthan 25 Employees
  17. 17. #elevatespThe #1 Installed App= 12 Employees
  18. 18. #elevatesp
  19. 19. #elevatesp
  20. 20. #elevatesp
  21. 21. #elevatespTop AppExchange Search Terms
  22. 22. #elevatespTop Customer Requested Apps
  23. 23. $10BPartner Revenue900KApps
  24. 24. $11,111Per App
  25. 25. #elevatesp
  26. 26. #elevatesp
  27. 27. Soft Launch Free Pilots Act on Feedback
  28. 28. Identify Influencers Encourage Reviews Seed the Community
  29. 29. Clean Value Prop Crisp Demo Killer Content
  30. 30. Be Responsive Frictionless Trials Over -Communicate
  31. 31. User Groups Events DeveloperForce
  32. 32. #elevatesp
  33. 33. ISV Partner Spotlight:Building Loyalty in the CloudMODERATOR:Larissa PrairieISV Account ExecutiveLatin America and the Caribbean
  34. 34. Sanjay AgarwalCEOValuenet
  35. 35. THE FASTEST PATH FROM IDEA TO APPSeb CostanzoDirector, Technical Evangelism
  36. 36. #elevatesp
  37. 37. #elevatespMobilityCollaborationSocial UXNetwork EffectsInteroperabilityInnovation
  38. 38. #elevatesp
  39. 39. #elevatespTablestakes
  40. 40. #elevatespGlobal Data centers60+ BillionTransactions per qtrTrue multi-tenancy
  41. 41. #elevatespDeclarative Tools or...Write in any LanguageAPIsSearchIdentitySecurity & Sharing
  42. 42. #elevatespTablestakesLeverageINFRASTRUCTURE application mobileSOCIAL BUSINESS
  43. 43. #elevatespProfilesFeedsStatus UpdatesGroupsFile SharingApprovals
  44. 44. #elevatespHybrid or HTML5SDKsEnterprise ContainerTouch
  45. 45. #elevatespMarketplaceTurn-key TrialsLicense ManagementBillingUpgrades
  46. 46. #elevatesp
  47. 47. #elevatespCRMExtensionsServiceMarketingIT & AdminCollaborationOther
  48. 48. #elevatesp
  49. 49. #elevatesp
  50. 50. #elevatesp
  51. 51. #elevatesp
  52. 52. #elevatesp
  53. 53. #elevatesp
  54. 54. Partner Portal: Demo & TipsJune 2013Sebastiano CostanzoTechnical EvangelistLatin America and the Caribbean@partnerforce
  55. 55. Plan for SuccessJune 2013J. George HumeStrategic ISV Account ExecutiveLatin America and the Caribbean@partnerforce
  56. 56. #elevatespPartner Success = Customer Success#elevatesp
  57. 57. #elevatespBuild Distribute SupportSellPlanToday: Five Phases of Your App
  58. 58. #elevatespContinue the Conversation@partnerforce@larimaryprairiep.force.com/blog/salesforcepartners/partnerforcesalesforce.com/partners/isv
  59. 59. App lifecycle
  60. 60. #elevatespPass SecurityReviewLaunch AppBuild Distribute SupportSellPlanSuccessful TestingRenewalsClosed-WonOpportunitiesAPP Partner Lifecycle MilestonesSigned Partner AgreementTechnical Review
  61. 61. #elevatespPlanning Takes Vision & Resources
  62. 62. #elevatespAccount Executive (AE)Technical Enablement (TE)Know Your ISV Team Validate Your Planned Approach Layout Your Partnership Options Develop Your Go-to-Market Plan Technical Review
  63. 63. #elevatespwww.salesforce.com/partnerportalYOUR CONTENT HEREJust change the background layer(right-click > arrange)Partner Portal Is Your Key to Success
  64. 64. #elevatespp.force.com/appacademyTake the APP Academy Free training for ISV partners Best practices by role Videos, Checklists, FAQ’s Train-the-trainer
  65. 65. #elevatespKey Resourcesdeveloper.force.com www.appexchange.comhelp.salesforce.com ISVforce Online Guidep.force.com/guide
  66. 66. #elevatespJust Remember 2 Things…resources relationships
  67. 67. #elevatespBuild Distribute SupportSellPlanLet’s Get Startedsalesforce.com/partners/isv
  68. 68. Buildfor SuccessJune 2013Reid CarlbergPrincipal Developer Evangelist@partnerforce
  69. 69. Decision Points for Successful Design
  70. 70. Who Are You Selling To?New Users?Existing Salesforce Users?• Beneficial to CRM users• Typically across industries• No dependence on CRM• Often targets vertical market
  71. 71. What Are You Building?• eSignature, Email Marketing, etc.• Extend Salesforce CRM• Standard + Custom Objects• Accounting, Supply Chain, etc.• No reliance on Salesforce CRM• Custom Objects Only
  72. 72. Architecture models
  73. 73. Two Fundamental Architecturesnative hybrid
  74. 74. Why Would I Choose Native?• Simplicity• No infrastructure to manage• Focus 100% on your app• Multi-tenancy baked in• Built-in distribution services• Seamless integration withSalesforce and AppExchange apps• Not suitable for all use casesupside downside
  75. 75. When Is Hybrid Best? Phased approach to re-platform on force.com Specialized service not a good fit for force.com Large, complex/long-running calculations Storage-intensive solution Specialized integration with on-premise systems
  76. 76. Are There Tradeoffs To Hybrid?• Flexibility• Re-use existing IP• Leverage existing developer skillsand tool sets• Complexity• You have to maintaininfrastructure• Multi-tenancy not guaranteed• Distribution services are yourresponsibility• Trial experience morechallengingupside downside
  77. 77. Licenses & editions
  78. 78. License Types for Internal UsersWhatObjects does your appneed access to?Do you need crm functionality?Example:Campaign,case or opportunitymanagement?
  79. 79. License Types for External UsersWill your customer’scustomers need accessto your app?What kind of sharing is neededinternally and externally?Howmany externalusers are expected?
  80. 80. How Do I Decide Which SalesforceEdition to Support?Fewer features & objects thanEnterprise & UnlimitedWhich means NO:Workflow, Record Types, CustomLayouts, Custom Profiles, API, etc.Workflow, Page Layouts,Record Types, API are availableGroup & professional Enterprise & unlimited
  81. 81. How Do I Support Multiple Editions?Group &Professional EditionEnterprise &Unlimited EditionAnswer: Base Package + Extension Package
  82. 82. Remember Your Resourcesp.force.com/architectArchitect CoreResource Librarydeveloper.force.com/gettingstartedp.force.com/guideISVforce Online Guide
  83. 83. Security review
  84. 84. Why Is There a Security Review?• Mandatory• Enterprise grade• Application focusedTrust is priority #1
  85. 85. What’s in Scope?Client andMobile AppsWebApplications
  86. 86. developer.force.com/security• Secure Coding Guidelines• Secure Coding Library• Security Self-Assessment• Partner security office hours• Force.com Security Code Scanner• ISV program partners receive a freeweb application scanning toollicenseSecure Cloud Development Resources
  87. 87. Need More Help?• Force.com discussion boards• developer.force.com/security• p.force.com/security• @SecureCloudDev• ISV Office hours (book online)• securecloud@salesforce.com
  88. 88. Distribute for Success@partnerforceJune 2013Reid CarlbergPrincipal Developer Evangelist
  89. 89. Distribute Like Salesforce• AppExchange• Free trials• Your branding
  90. 90. The Power of the Platform: MetadataObjectsMetadata forCustom ObjectsFieldsMetadata forCustom FieldsDataStorage for CustomObject records
  91. 91. Package: Your Solution & MetadataYour data model (objects, fields, etc.)Your classes, triggers, and pagesManaged Packages• IP protection• License management• Trials• Branding• Upgrades• Support Tools
  92. 92. Distribution with PackagesObjectsFieldsData
  93. 93. Remember Packaging Best Practices Understand what can be packaged and upgraded Most components are automatically addedDon’t forget to include those that aren’t! Use package install scriptsAutomate the installation process Complete your AppExchange listingThis is your brand!
  94. 94. 2 Great Ways to Distribute Your AppYour Company Website
  95. 95. Customers Love Free TrialsTrialforceTemplateCustomerYour Company WebsiteYourLogo
  96. 96. Remember Free Trial Best Practices Create multiple trial experiencesOne for each vertical, industry, etc. Relevant sample data Brand the trial experience Use trials for demos and testing
  97. 97. Sell (& MARKET) for SuccessJune 2013Leyla SekaVice President Appexchange and PartnerPrograms@partnerforce
  98. 98. #elevatespOur Sales Playbook Is Open
  99. 99. #elevatespCloud Sales StrategiesNew SchoolInternet Sales ProfessionalsOld SchoolProspect, Sell, CloseOld School Cloud SellingProspect, Sell, Close Dedicated Teams (SR, EBR, AE)Chase All Leads Lead QualificationCold Calling Referral Selling, Email MktgAll or Nothing Seed & GrowPaid Pilot Free TrialsFBS (Feature Based Selling) Million Member Sales TeamHit and Run Customer Success
  100. 100. #elevatespSalesQualified Leads& OpportunitiesSelling… Customer SuccessOrganic &Marketing LeadsSales Rep(Inbound)LeadsEBR(Outbound)Customer SuccessNewCustomers
  101. 101. How Do You Drive Demand?
  102. 102. Build Your Message: Understand Your Value Articulate value withyour message Features are part ofyour product, but arenot your message
  103. 103. Generate Killer Content That Inspires Interest &ActionPeople don’t buywhat you do…… they buy whyyou do it.- Simon Sinek
  104. 104. Take Advantage of the AppExchange Optimize your listing Know your audience Educate with content Engage with reviews Make it easy to buy Measure & iterate
  105. 105. Events Drive Thought Leadership & LeadGeneration Meet people Have conversations thatmatter Go in with a full eventstrategy Don’t forget side-meetingsor post-event happenings
  106. 106. (Good) PR Is About Building Awareness
  107. 107. Social Advertising Expands Your Reach Show your playful side Learn how yourcustomers think
  108. 108. Your Customers Are Your Best MarketersStories are more powerful than explanations
  109. 109. Remember: Marketing Drives Demand AppExchange Events Public Relations Social Media Customer StoriesGet Expert Advice DuringOffice Hours with Partner Marketing
  110. 110. 5 key tips to optimizeyour appexchange listing
  111. 111. • All new design for easyaccess• Optimized for mobile• New organization bycategory, industry andcollection for easierdiscovery of apps
  112. 112. Best Practice #1: Billboard with Banners & TilesNOT
  113. 113. Best Practice #2: Know your audience formessaging•Concrete benefits•Feature level differentiation•User interface emphasisAloha voice:•Conversational•Direct•Concise
  114. 114. Best Practice #3: Educate with Screenshots & Videos• Include call-outs onscreenshots• Videos less than 2minutes• Clear workflow
  115. 115. Best Practice #4: Engage the Community with Reviews• Proactively request reviews• Engage & respond to feedback
  116. 116. Best Practice #5: Make it Easy to Buy• 30-day free trial• Provide pricing detail
  117. 117. Best Practice #6: Measure Success and Iterate
  118. 118. Questions?Review the Marketing resources on the Partner Portal• http://p.force.com/marketingJoin Partner Marketing Office Hours• Thursdays at 10AM Pacific
  119. 119. Support for SuccessJune 2013Reid CarlbergPrincipal Developer Evangelist@partnerforce
  120. 120. Understand the Formula for SuccessRelease/supportstrategy+ isvforce TechnologyCustomer success
  121. 121. Be “In the Loop” with our Release All release information is in the Partner Portal (login) Know your Release Dates Don’t overlap Salesforce releases Test, test, test! Listen to your customers
  122. 122. Org with Your PackageSandbox Testing Is EssentialVanilla OrgCurrent Release Partner Enterprise / Platform Edition Org1 monthbefore Salesforce ReleasePre-release test
  123. 123. Major Updates Deserve a Push Push major versions directly to any subscriber, notjust in patches– Solves for subscribers being on multiple versions No separate patch org!Very Powerful, Exercise Caution!
  124. 124. Support Tools & ProgramsSubscriber Support Console Login as a Subscriber Real Time Visibility ToolsApex & Visualforce Tools Subscriber-side debugging Notification on unhandled Apex errorsPartner Support Resources Cases via Partner Portal (@Partnerforce) Optional designated support analyst Per-incident based support option
  125. 125. If You Only Remember 3 Things… Communicate Support Policies onyour AppExchange listing Stay “in the loop” on our releases Take advantage of our support tools
  126. 126. ISV Partner Spotlight:Building Loyalty in the CloudMODERATOR:Larissa PrairieISV Account ExecutiveLatin America and the Caribbean
  127. 127. Giovani AmaralCEOSofit
  128. 128. #ENTERPRISE APPS:INVESTMENT TREND REPORTMODERATOR:Diego RemusPartnerStartupiGuilherme CohnPartnerConfraparVitor AndradeOperations ManagerStart-up BrasilRafael DutonPartner21212Robert JanssenCEOOutsource Brazil
  129. 129. Today’s PanelMODERATOR:Diego RemusPartner, Director, EditorStartupiGuilherme CohnPartnerConfraparRafael DutonPartner21212Vitor AndradeOperations ManagerStart-up BrasilRobert JanssenCEOOutsource Brazil
  130. 130. Wrap-UpJ. George HumeStrategic ISV Account ExecutiveLatin America and the Caribbean@partnerforce
  131. 131. Today we covered theapp lifecycle
  132. 132. Pass SecurityReviewLaunch AppBuild Distribute SupportSellPlanSigned PartnerAgreementSuccessful TestingRenewalsClosed-WonOpportunitiesAPP Partner Lifecycle MilestonesTechnical Review
  133. 133. Continue the Conversation@partnerforcep.force.com/blog/salesforcepartners/partnerforce
  134. 134. Build Distribute SupportSellPlanJoin Us: Let’s Get Startedsalesforce.com/partners/isv
  135. 135. #elevatespTHANK YOU

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