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Business App Bootcamp
The panel discussed strategies for startups to build successful enterprise apps. They recommended soft launching apps, getting influencers to use them, encouraging reviews, seeding the app in the community, having a clear value proposition and demo, and being responsive to feedback. Over-communicating with customers and using user groups and events were also suggested. The panel noted that the top AppExchange apps engage in these practices and have seen significant revenue and customer growth as a result.
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Business App Bootcamp
- 1. THE ENTERPRISE OPPORTUNITY ADAMSELIGMAN VP, DEVELOPER RELATIONS SALESFORCE.COM @ADAMSE
- 2. Safe Harbor Safe harborstatement 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. A Fundamental Need for Better Apps
- 4. A New Setof User Requirements
- 5. The Proliferation of App Ec systems
- 7. An Inve$tment Community Lookingto Place Bets
- 8.
- 9. 2:20 :40 2009 2012
- 10. Innovative Companies areAdopting Apps 60% of Fast Company’s 50 Most Innovative Companies are Using the AppExchange
- 11. 70% of theFortune 100 Have Installed an AppExchange App
- 12. Partners Large andSmall are Building Big Businesses
- 13. 4 of theTop Ten Most Popular Apps Come From Companies with Less than 25 Employees
- 14. The #1 InstalledApp = 12 Employees
- 15. Project Management 4 Employees Secured Kelly Services & NBC as Customers within 90 Days
- 16. Data management 13 Employees $8M Run Rate & Growing
- 17. Document Management 25 Employees 3000+ customers including P&G, Medtronic & Hilton
- 18. Top AppExchange SearchTerms Dashboards SMB Apps mapping linkedin Calendar quickbooks Project management Recruiting Inventory Management Surveys Event Management Invoicing gmail Chatter outlook google Skype facebook
- 19. Top Customer RequestedApps CRM BACK OFFICE 1. Surveys 1. Data integration tools 2. Campaign mgmt 2. Data cleansing 3. Email response mgmt 3. Invoice mgmt 4. Sales performance mgmt 4. Demand planning 5. Mobile sales mgmt 5. Product lifecycle mgmt 6. Lead mgmt 6. Supply chain mgmt 7. Event mgmt 7. Business intelligence 8. Competitive intelligence 8. Big data mgmt 9. Customer chat 9. Purchase order & expense mgmt 10. Incentive mgmt 10. Project mgmt
- 20. Alex Lai Manager, Sales Systems
- 21. What is todayabout?
- 22. RETHINKING THE ENTERPRISE: APPSVS. APPLICATIONS CHARLES WARREN MARCUS GOSLING SVP, PRODUCT DESIGN SENIOR DIRECTOR, USER EXPERIENCE SALESFORCE.COM WORK.COM (RYPPLE)
- 28.
- 29. Lean Startup inthe Enterprise
- 30. If You REMEMBER ONETHING It Should Be
- 31. THE fastest PATHFROM IDEA TO APP REID CARLBERG PRINCIPAL DEVELOPER EVANGELIST SALESFORCE.COM @REIDCARLBERG
- 32. A New Setof User Requirements
- 33. INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 34. INFRASTRUCTURE application SOCIAL TOUCH BUSINESS Tablestakes Leverage
- 35.
- 36. innovate Bring something newto the table
- 37. Build on quality INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 38. Build on quality Global data centers • Disaster recovery 60+ Billion transactions/quarter INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 39. Harness Multi-tenancy INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 40. Harness Multi-tenancy Upgrades 3x/year • Always up to date • Automatic INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 41. focus on domainexpertise INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 42. focus on domainexpertise Declarative development • Point & click data modeling Workflow • Approvals • Validation rules Automatic REST & SOAP APIs • Search • Analytics INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 43. optimize with code INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 44. optimize with code Custom user interface • Custom business logic Any language on Heroku • Any external app with Canvas INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 45. Know your users INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 46. Know your users Robust identity management • Deeply integrated Customer configurable INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 47. Secure everything INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 48. Secure everything Apps • Objects • Records • Fields Private Data • Role Based or Manual Sharing INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 49. Activate collaboration INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 50. Activate collaboration User profiles • Feeds • Groups • Files Approvals • Tasks • Polls External users INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 51. Drive mobile engagement INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 52. Drive mobile engagement Touch SDKs • iOS • Android • HTML5 Enterprise container • App management INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 53. Deliver customer success INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 54. Deliver customer success Marketplace• Licensing • Billing • Support • Upgrades INFRASTRUCTURE application SOCIAL TOUCH BUSINESS
- 56. Other CRM 10% Extensions Collaboration 10% Apps 40% by IT & Admin 21% Category 10% 9% Marketing Service
- 62. Get Started See more apps: www.appexchange.com See more technology: www.developerforce.com
- 63. FROM GARAGE TOGLORY DAVID HECHT JEREMY ROCHE FOUNDER PRESIDENT & CEO SARA VARNI CLOUDAMP FINANCIALFORCE.COM SR. DIRECTOR, APPEXCHANGE SALESFORCE.COM BLAKELY GRAHAM STACEY EPSTEIN @SARAVARNIBRIGHT CO-FOUNDER VP, MARKETING BRACKET LABS SERVICEMAX
- 64. The Proliferation of App Ec systems
- 65. Our Panel MODERATOR Blakely Graham David Hecht Sara Varni Co-Founder Founder Sr. Director, AppExchange Bracket Labs CloudAmp Salesforce.com Jeremy Roche Stacey Epstein President & CEO VP, Marketing FinancialForce.com ServiceMax
- 66. Jeremy Roche • President & CEO, FinancialForce.com
- 67. Stacey Epstein •VP of Marketing, ServiceMax
- 68. Blakely Graham • Co-Founder, Bracket Labs
- 69. David Hecht • Founder, CloudAmp
- 70. Our Panel MODERATOR Blakely Graham David Hecht Sara Varni Co-Founder Founder Sr. Director, AppExchange Bracket Labs CloudAmp Salesforce.com Jeremy Roche Stacey Epstein President & CEO VP, Marketing FinancialForce.com ServiceMax
- 71. 5 SECRETS: HOW TOBECOME AN OVERNIGHT APP SENSATION LEYLA SEKA VP, APPEXCHANGE SALESFORCE.COM @LEYLASEKA
- 74. 1,700+ APPS 20,000+ CUSTOMER REVIEWS 1,600,000+ INSTALLS
- 75. 2006 2007 2008 2009 2010 2011 2012 26K 88K 259K 462K 734K 1M 1.6M These are CUSTOMER installs. = 1 customer = 100,000+ subscribers
- 76. $5B $700M Partner Revenue Partner Revenue 717,000 1,700 Apps Apps
- 77. $7,000 $400,000 Per App Per App
- 78. What has madeour top apps SUCCESSFUL?
- 79. Soft Launch Free Pilots Act on Feedback
- 80. #2 DON’T KEEP IT A SECRET Identify Influencers Encourage Reviews Seed the Community
- 81. Clean Value Prop Crisp Demo Killer Content
- 82. Be Responsive Frictionless Trials Over-Communicate
- 83. User Groups Events DeveloperForce
- 85. #ENTERPRISE APPS: VCREPORT ASHMEET SIDANA BRIAN JACOBS GENERAL PARTNER GENERAL PARTNER ANTHONY HA FOUNDATION CAPITAL EMERGENCE CAPITAL WRITER JOHN O’FARRELL PAT GRADY TECHCRUNCH GENERAL PARTNER PARTNER ANDREESSEN HOROWITZ SEQUOIA CAPITAL
- 86. An Inve$tment Community Lookingto Place Bets
- 87. Our Panel Ashmeet Sidana Brian Jacobs General Partner General Partner MODERATOR Foundation Capital Emergence Capital Anthony Ha Writer TechCrunch John O’Farrell Pat Grady General Partner Partner Andreessen Horowitz Sequoia Capital
- 88.
- 89. See moRe apps: www.appexchange.com Get technology: www.developerforce.com Become a PARTNER: www.salesforce.com/partners