CodeScience is a founding partner of Salesforce's Product Development Organization program. They help clients build solutions on the AppExchange and were named the first Master PDO in 2017. The presentation discussed the License Management App and Channel Order App, which are tools provided by Salesforce for partners. It covered best practices for setup and use such as assigning owners, integrating data, and automating processes. CodeScience also introduced an ISV Quickstart service to help new partners configure their listings, setup the required tools, and train staff on maximizing the partnership with Salesforce.

2. Today’s Speakers:
Erin Murray
Global Alliances Manager
CodeScience
Jackie Oh
Salesforce AppExchange
Program Strategy Manager
Jeremy Engler
ISV Specialist
CodeScience

3. Company Introduction

4. Who is CodeScience?
● Founding partner of the Salesforce Product
Development Organization (PDO) Program
● We partner with clients to build solutions
on the Salesforce AppExchange
● Named first Master PDO in 2017
● From design to build to implementation,
we support through the full lifecycle

5. Client success: 10% of the AppExchange

6. CodeScience Client Focus:

7. LMA & COA Overview

8. License Management App (LMA) Essentials
● Provided & maintained by Salesforce
● All partners must install the LMA
into your Partner Business Org (PBO)
● Link the package to your LMA from
the Partner Community on the
Packages tab
○ Set Default License
● Creates Package, Package Version,
License, and Lead records

9. License Management App (LMA) Essentials
● Lead Management - you receive a
Lead associated with every install of
your app
● License Management - an “active”
record, controls the org’s access to
your app
● Customer Support - provide product
support for your customers via
publisher login access with special
behavior

10. Channel Order App (COA) Essentials
● Also provided and maintained by
Salesforce and should be installed in the
PBO
● The COA is where partners report your
customer orders to Salesforce so that
they can determine Percent Net
Revenue (PNR) per your contract
● Using the COA incorrectly can lead to
breach of contract with Salesforce
● Creates Service Order, Customer,
Partner Product Catalog, and Partner
Contract Term records

11. ● Typically owned by Sales Ops roles
● COA supports initial orders, add-ons, reductions, renewals, cancellations, and
recall of orders within 2 hours of submission
● Request your ISV login credentials in order to activate the integration and import
your product catalog
● No LMA integration - Initial orders require a bit of copy/paste of customer
information and OrgIDs from the License
Channel Order App (COA) Essentials

12. Welcome Jackie!
Jackie Oh
Salesforce AppExchange
Program Strategy Manager

13. LMA & COA Best Practices

14. LMA Best Practices
● Assign an Owner/responsible team
● Integrate LMA data into your existing
business processes using platform tools
● Don’t make any customizations which
might block the creation of Leads,
Licenses, Packages, or Package Versions

15. COA Best Practices
● Like the LMA, assign an
Owner/responsible team
● Have a plan for your internal sales ops
processes
● When scale demands it, leverage the
APIs available to ISV partners to
automate the submission of orders
● Full integration with the LMA requires
custom work
● Take advantage of Trailheads and the
Partner Community chatter groups

16. Top 3 Tips for Partner Success with LMA & COA
Leverage
platform tools
Engage your
leads and
customers
Automate where
and when
necessary

17. LMA Dashboard Preview

20. You don’t have to go it alone!

21. CodeScience ISV Quickstart Service
● A new service offering from CodeScience to help you jump-start your commercial success
as a Salesforce partner by increasing conversion rates & sales volume
● The CodeScience ISV Quickstart Service is available for a flat rate of $5,000 and includes
the following outcomes and benefits:
○ Proper configuration of your AppExchange listing to ensure leads route correctly to your
Salesforce Partner Business Org (PBO)
○ Setup of your LMA, COA, and additional tools provided by Salesforce to successfully
launch your product offering
○ Training of your key Sales Ops staff on how to use the available Salesforce tools to
maximize the value of your partnership
○ Correct use of the COA to avoid contract breaches that require operational overhead

22. Please Submit Your Questions Below
Open Q&A

23. Contact Us:
Thank you
Salesforce Training
Trailhead: App Licensing
Trailhead: COA
CodeScience
info@codescience.com