The document provides information about an upcoming APP Academy: Sales session on June 12, 2013 in San Francisco. It gives the date, time, location, and contact information. It outlines the session goals of understanding the sales cycle and processes for cloud computing. It provides a sample agenda covering topics like the sales roles, lead generation, pipeline management, and renewals. It also includes logistical information and pre-session materials for attendees.

1. APP Academy: Sales
Information Kit
June 12, 2013
San Francisco
@partnerforce

2. When: June 12, 2013 at 8:30am(Breakfast)
Where: 50 Fremont St., 28th Floor
San Francisco, CA 94105
Naupaka 28-400 Conference Room
Costs: Program is free, meals provided; you
are responsible for travel & lodging
Contact:John Richter
ISV Success (Enablement)
jrichter@salesforce.com
415-572-0592 (mobile)
Welcome, we look forward to seeing you there!
APPAcademy: Sales

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

4. Session Goals
• Understand sales cycle strategy and processes for cloud computing
• Embrace the social revolution & how it applies to your app
• Optimize your ISV Business Org to maximize your CRM success
• Discover sales resources, and how to create your own
• Identify your top lead generation strategies to align with sales
• Determine your key sales roles and responsibilities
• Learn how to sell in a social world and apply a direct sales model
• Focus on closing cloud deals and managing your renewals
• Inspire & motivate your sales team!
Our overall goal for the session is for you to understand the key milestones & actions in the sales
process, learn how to succeed at each milestone, and become an advocate for best practices
within your own company.

5. Sample Agenda*
Morning
Breakfast (8:30am)
Overview (9:00am Start Time)
ISV Business Org
Sales Alignment
Break
4 Key Sales Roles
Outbound Lead Gen
Marketing in the Cloud
Lunch
Afternoon
Sales Campaigns 101
Pipeline Management
Mechanics of the Close
Break
Renewals
Workshop
Summary & Survey
End (5:00pm)

6. Salesforce.com, 50 Fremont St., San Francisco, CA 94105
50 Fremont

7. 50 Fremont (Naupaka 28-400, 28th Floor)
::When you arrive at 50 Fremont:
- Tell Security you are here for a salesforce.comtraining on the 28th Floor
- Be prepared to show your ID.
::Check-in with reception on the 28thFloor to receive your ID badge
:: The session is inNaupaka 28-400
:: If you need directions or assistance dial John Richter’s mobile – (415) 572-0592

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 Author/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 partner-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. Follow us on Twitter
@partnerforce on Twitter
•Announcements
•Webinar Replays
•Release Updates
•Dreamforce Alerts
•Program Changes
•Partner News
•New Resources
http://www.twitter.com/partnerforce
@partnerforce

14. 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
Read the recommended marketing resources
http://p.force.com/marketing
Follow us on Twitter @partnerforce
Be prepared to discuss:
(1) your company sales 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

15. 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 will be added to the
train-the-trainer materials in the APP Academy.
http://p.force.com/appacademy
If I need directions, have an issue, whom should I contact?
Contact John Richter at jrichter@salesforce.comor 415-572-0592 (mobile).

16. See you there!