APP Academy: Sales & Marketing (San Francisco) - August 8, 2013 - Information Kit

1. APP Academy: Sales & Marketing
Information Kit
August 8, 2013
San Francisco, CA

2. When: August 8, 2013 at 8:30am(Breakfast)
Where: 1 Market @ Embarcadero
San Francisco, CA 94105
6thFloor, Spear Tower
Kilauea 1-2 Conference Room
Costs: Program is free,breakfast & lunchprovided; you
are responsible for travel & lodging
Contact:John Richter
ISV Success (Program Enablement)
jrichter@salesforce.com
+1 517-208-9397 (mobile)
Welcome, we look forward to seeing you there!
APPAcademy: Sales & Marketing

3. IMPORTANT:
If you cannot attendthe session for any reason please
email John Richter ASAP. We would like to accommodate
as many partners as possible. Thank you for your
consideration.
Contact: John Richter, jrichter@salesforce.com
APPAcademy: Marketing

4. Afternoon: Demand Gen & Sales
PR & Social Marketing
Events: Maximize your ROI
Break
Online Marketing
Direct Selling
Outbound Direct Sales
Summary & Survey
Morning: Build Your Brand
Registration (8:30am)
Overview & Intro (9:30am)
High Impact Messaging
Break
Marketing Strategy: 360 View
AppExchange: Insider’s Guide
Lunch
APPAcademy: Sales & Marketing - Schedule

5. Build Distribut
e
SupportSellPlan
Pass Security Review
Setup Trialforce (TMO)
Setup Order Management (OEM)
Install LMA in ISV Biz Org
Create AppExchange Listing
Record App demo video (viral)
Launch App
Onboarding
Portal Access
Go-to-market Planning
Technical Review
Architect & Design App
Signed Partner Agreement
Setup Partner Development Orgs
Setup Partner Test Orgs
Setup Packaging Org
Setup ISV Business Org
Meet with Security Team
Build and Test App
Successful Testing
Case Management
Customer Console Setup
Support Training
Partner Premier Support
Release Management
Renewals
Setup SEO/SEM
Marketing Strategy & Training
Sales Strategy & Training
Build a Sales Kit
Lead Management
Build a Sales Pipeline
Closed-Won Opportunities
Sales & Marketing comprises one core part of the complete lifecycle
APPAcademy: Sales & Marketing

6. Salesforce.com, 1 Market @ Embarcadero,
Spear Tower, San Francisco, CA 94105
Spear
Tower

7. Spear Tower (6th Floor, Kilauea 1-2)
::When you arrive at Spear Tower (across from the Food Court on the 1st Floor),
tell Security you are here for a salesforce.com training on the 6th Floor.
Be prepared to show your ID.
::Check-in with reception on the 6th Floor to receive your ID badge
:: The session is inKilauea 1-2
:: If you need directions or assistance dial John Richter’s mobile – (571) 208-9397
Enter
Here
Kilauea

8. http://p.force.com/appacademy
 Free training for ISV partners
 Contains best practices by Roles
 Videos, Checklists, FAQ’s
 Build your own Custom Training
Partner Portal – APP Academy

9. Read ‘Behind the Cloud’ by Marc Benioff
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This is an excellent resource on how to build a successful cloud computing business. We recommend you
purchase this book for yourself and your team members. We will refer to this book during the session
(purchase is not required).
www.salesforce.com/behindthecloud

10. Read ‘Predictable Revenue’
by Aaron Ross & Marylou Tyler
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Aaron Ross is a contributor to the APP Academy. Aaron was Director, Corporate Sales at salesforce.com and
is now an author and Managing Director at Predictable Revenue, Inc. and CEO of PebbleStorm.
www.predictablerevenue.com/book

11. Read ‘Complete B2B Online Marketing’
by Maura Ginty& Lauren Vaccarello with William Leake
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Lauren Vaccarello is a contributor to the APP Academy. Lauren is the Senior Director of Online Marketing at
Salesforce.com where she focuses on developing cross-channel strategies that bridge the gap between
awareness and demand-generation.
Find the book at

12. Read our new Business App Blog
To help you be succeed, our new ISV-specific blog contains:
– Tips and tricks from every team supporting you
– Help & how-to’s
– Industry thought leadership
– Announcements and program news
http://p.force.com.com/blog

13. News
Alerts!
APPAcademy
Topics (A-Z)
Links
 FAQ
Partner Portal – ISV Partners One-Stop Shop
http://p.force.com/ISV

14. http://p.force.com/marketing
 Office Hours
 Marketing Best Practices
 Event Management
 AppExchange
 Social Media
 Recorded Training
 Marketing FAQ
APPAcademy Topic – Partner Marketing

15. Office Hours

16. • Announcements
• Webinar Replays
• Release Updates
•DreamforceAlerts
• Program Changes
• Partner News
• New Resources
Follow Us on Social Media
http://p.force.com/socialmedia

17. Pre-Session Checklist
Bring Your Own Laptop or Tablet (wifi available)
Review the APP Academy (Online) before attending
*Tip: Share this link with other team members
http://p.force.com/appacademy
Read the recommended sales & marketing resources
http://p.force.com/marketing
Follow us on Twitter @partnerforce
Be prepared to discuss:
(1) your company marketing strategy
(2) your plan for next steps
(3) the roles you have in place to support those plans
(4) the metrics you are using to guide and manage your business

18. Frequently Asked Questions
How much does the program cost?
This program (valued at $2000 USD) is free to members
of our AppExchange Partner Program. Meals are provided.
You are responsible for transportation & lodging.
Can I bring a colleague who was not pre-registered?
Yes, but please notify us in advance of anyone who would like to attend. Only pre-registered partners will have
access.
Are purchasing the recommended resources required for the session?
No. It is not our intention to sell books, but many of our partners have found these resources to be helpful, which
is why we recommend them.
Can I have a copy of the slides from the session?
Some of the slides are proprietary and cannot be shared. However, many of our modules are available in the
train-the-trainer materials of the APP Academy.
http://p.force.com/appacademy
If I need directions or assistance whom should I contact?
Contact John Richter at jrichter@salesforce.comor +1 571-208-9397 (mobile).