the abc’s of getting apps on the appexchange€¦ · • dreamforce • dreamforce europe •...
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The ABC’s of Getting Apps on the The ABC’s of Getting Apps on the
AppExchangeAppExchangeOn-Boarding Lifecycle & Resources
Safe Harbor Statement
“Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertaintiesmaterialize or if any of the assumptions proves incorrect, our results 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 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 the integration of SendiaCorporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integratingSendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor.
Any unreleased services or features referenced in this or other 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 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, except as required by law.
Today’s Agenda
AppExchange OnAppExchange On--Boarding LifecycleBoarding Lifecycle
Plan Build Publish Go-To-Market
Getting Started: PlanningGetting Started: Planning
Plan Build Publish Go-To-Market
The AppExchange: A Quick Review825+ Business SaaS Applications Across CRM and Beyond
300,000+300,000+ Test Drives
61,00061,000++ Installs
825+825+ App Listings
Pre-integrated Applications
View, Try, Install825+825+
400+400+ ISV Partners
75+75+ Countries
Built on the Force.com Platform
Understanding How CRM Editions Affect Your Strategy
� How do the Editions affect my strategy in this channel?
� Should we segment features between features between Edition Types?
� How can we cross-sell or upsellcustomers?
http://www.salesforce.com/crm/editionshttp://www.salesforce.com/crm/editions--pricing.jsppricing.jsp
Leverage the Community and IdeaExchangeLeverage the Community and IdeaExchange
� Gauge what customers are interested in.
� Submit an idea that involves your product’s value proposition.
�See how customers respond to your idea.
The IdeaExchangeThe IdeaExchange
Building Your ApplicationBuilding Your Application
Plan Build Publish Go-To-Market
The Force.com ISV Program Guide
::: Educates you about the Force.com platform and ISV Partner Program
::: Outlines the important business and technical issues you should consider during the planning and building phases of your partnershipyour partnership
::: Points to the tools you need to successfully build, deploy and market your applications
http://wiki.developerforce.com/images/b/bc/ISV-Program-Guide_032009_PRINT.pdf
Developer.force.com – Technical Resourcedeveloper.force.com
�� WikiWiki
�� BlogsBlogs
�� IdeasIdeas
�� Code Code ShareShare
�� Discussion Discussion BoardsBoards
�� Technical LibrariesTechnical Libraries
salesforce.com Partner Portal
�� Utilize Utilize resources for resources for the Force.com the Force.com AppExchange.AppExchange.
�� Leverage Leverage Programs and Programs and other resources other resources other resources other resources to drive to drive business in the business in the channel.channel.
�� Access Access Additional Additional Resources for Resources for ISVs.ISVs.
salesforce.com Partner Portal
1.1. Go to the salesforce Go to the salesforce Partner Programs Page.Partner Programs Page.
2.2. Select Join Now Select Join Now ––become a partner link.become a partner link.
1.1. Accept the Partner Accept the Partner Program Agreement on Program Agreement on the Initial Login.the Initial Login.
2.2. Create access for other Create access for other key staffers e.g. Marketing, key staffers e.g. Marketing, Technical, & Business Technical, & Business Development.Development.
1.1. Fill out the form to create Fill out the form to create your Partner Portal your Partner Portal account.account.
2.2. Receive your Login Receive your Login Credentials via email.Credentials via email.
Partner Support
�� Primary Primary communication communication mechanism for mechanism for assistance.assistance.
�� Submit questions Submit questions regarding technical regarding technical regarding technical regarding technical integration or program integration or program support.support.
�� Check our Content Check our Content section for Paid section for Paid Support Options for Support Options for enhanced response enhanced response time.time.
AppExchange Technical Resources
Packaging Your App
Security Review Details
Publishing Tab on Force.com AppExchange
Publishing The Application to AppExchangePublishing The Application to AppExchange
Plan Build Publish Go-To-Market
Steps to Publishing on the AppExchangeSteps to Publishing on the AppExchange
11 Security ReviewSecurity Review
Package & ListPackage & List22 Package & ListPackage & List22
PublishPublish33
Three Application Types
Native Force.com Composite Client
� Desktop or Mobile app
� Back Office Integration
� Web Services API
� No usage of partner hosted
servers
� Primary data, logic run on
something other than the
Force.com
� Application is an integration
between salesforce.com and
another application
� Primary data, logic and
user interface on
Force.com.
� May callout to approved 3rd
party web services (e.g.
Google, Amazon,
Facebook)
Step 1 – Security Review
• Periodic process to ensure that 3rd party apps listed on the
AppExchange are not vulnerable to security flaws that could
compromise customer data
• Costs:
• Fee/Subscription based apps: : $5000 for initial security review. $2500
thereafter for annual security re-review
• Free Apps: $0 (Free)
• Prepare for review by reviewing documentation available at:
http://wiki.developerforce.com/index.php/Security_Review
Step 2 – Package your App
Native Force.com Composite Client
Packaging provides a way to deploy your app
Packages can be Unmanaged or Managed
Managed Packages can be administered by the License Manager
Application (LMA)
Client Apps never have a package as the app lives outside Salesforce and uses the API to integrate
Native Force.com and Composite Apps must create a package to begin the listing process
� Create your custom app
� Create your Managed or Unmanaged Package
� Upload your Package to the AppExchange
� Register your Package to generate your listing
Step 3 Step 3 –– Use Your AppExchange Account Use Your AppExchange Account to Create Your Listing to Create Your Listing & Publish Your App& Publish Your App
1.
2.
3.
GoGo--ToTo--MarketMarket
Plan Build Publish Go-To-Market
AppExchange OnAppExchange On--Boarding LifecycleBoarding Lifecycle
Strategic Value to Salesforce.com
ISV Program & BenefitsISV Program & Benefits
Premier
Joint Marketing
Named Account Manager
Featured on AppExchange
Registered
Featured on AppExchange
Access to Field Programs
Marketing Tools & Sponsorship
Best Practice Guides
Proven Customer Success
ISV Program ScorecardISV Program Scorecard
� Customer Success – 40%- Current Reviews on AppExchange
- Selected for Solution Map inclusion
� Your Success – 40%
- # customers**ISV Scorecards
On Partner Portal As Of - # customers**
- # subscribers**
�Joint Success – 20%- Referred revenue
- # Certified Force.com developers
*Semi-annual evaluation and rankings**Weighted to favor commercial Native apps
On Partner Portal As Of
Feb 1, 2009*
GoGo--ToTo--Market BenefitsMarket Benefits
http://sites.force.com/partners/PP2Page?p=P_ISVPartnerProgramBenefits
GoGo--ToTo--MarketMarket
� Online Tools
• AppExchange Presence
Once your application is approved, there are a variety of programs to meet your objectives.
• AppExchange Presence
• Category Sponsorships
� Events
• Dreamforce
• Dreamforce Europe
• Success In The Cloud
� Field Engagement *
• Lunch & Learn
• CSM Showcase
* FREE and available to Premier and Select partners
� Dive into developer.force.com for technical
resources
� Utilize additional information within the
Partner Portal
� Log Cases to our AppExchange Operations
for Technical & Business related assistance
Resources Resources -- RecapRecap
for Technical & Business related assistance
in the Partner Portal
� Leverage these pages for on-boarding:
• Security Review and Packaging
documentation on our Wiki
• Listing wizard directly through your
AppExchange Account
QuestionsQuestions
Thank you!Thank you!
APPENDIXAPPENDIX
Security Review ProcessSecurity Review Process
• Initiate Review:
• Start the security review process by logging in to your publisher
profile at www.appexchange.com and select “Start Review”
• Prepare for Security Review by:• Review Requirements Checklist(http://wiki.apexdevnet.com/index.php/Requirements_Checklist)
BACKBACK
• Security Review Procedures:
• Complete security questionnaires
• Provide fully configured test accounts
profile at www.appexchange.com and select “Start Review”
� Approved:Upon passing the Security Review, you are entitled to:
– Client ID to allow API integration with a PE org*
– Authorization to deploy managed packages with Apex Code in PE orgs**
� Provisionally Approved:Medium and/or low-risk issues have been identified.
– You will be given a timeline to address these issues (usually 60-90 days)
– In the meanwhile, you will be allowed to list your application on AppExchange
Security Review ResultsSecurity Review Results
– In the meanwhile, you will be allowed to list your application on AppExchange
– If the issues are not addressed within the given timeline, the app may be
removed from AppExchange
� Not Approved:Critical and/or high-risk issues have been identified.
– Application cannot be listed on AppExchange*API Access from S-Controls will not be allowed in PE even with a Client ID
** Packages leveraging workflow, Apex web-services and email-services will not be deployable in PE orgs
BACKBACK
What is a Package?What is a Package?
� Packages are like suitcases that can contain
your apps and components such as objects,
fields, workflow, reports, email templates and
more…
� These packages can be uploaded to the � These packages can be uploaded to the
AppExchange to share privately or publicly
� There are 3 types of Packages:
� Unmanaged Packages
� Managed Packages
� Extensions
Packages TypesPackages Types
Unmanaged Packages
What
Completely Editable by the Developer and
Installer
Can NOT be upgraded
Managed Packages
What
Ensures Backwards IP
Seamless Upgrading
Protect your App’s IP
Managed Extensions
What
Package that adds functionality to a
Managed Package
Requires the Base MP is Can NOT be upgraded
When to Use
1:1 Distribution
Templates or one-offs
Great for code sharing
Protect your App’s IP
Allows for License Mgmt
When to Use
1:Many Distribution
Commercial Intent
Foresee Upgrades
Requires the Base MP is installed
When to use
Releasing Add-Ons
Supporting multiple editions
• Installed in any org supporting the features• Package can be modified• Can NOT be upgraded
Unmanaged
• Can only be installed in DE or Sandbox
Managed – Beta
Uploading a package to the AppExchange allows for distribution. Packages can be uploaded as:
Uploading PackagesUploading Packages
• Can only be installed in DE or Sandbox• Package can be modified• Can NOT be upgraded• Can NOT have an AppExchange listing
• Installed in any org supporting the features• Can be upgraded• Certain components can be modified by developer and installer• Can associate a License Management Organization
Managed – Released
� Track all of your managed packages
that are uploaded to the AppExchange
� Track all versions of a managed
package and know who installs a
particular version of the package
� Manage the leads that are
automatically created when an installer
installs your managed package from
License Management Application (LMA)License Management Application (LMA)
the AppExchange
� Offer your managed packages for trial,
convert trial licenses to active status, or
suspend licenses if necessary
� Dictate how many users in a customer
org can access your managed package
� Control how long customers can
access your package
Available for free on the AppExchange – should be installed in your Production Salesforce account
Program Scoring Program Scoring on a on a “Curve”“Curve”Aligning program benefits with top partnersAligning program benefits with top partners
# P
art
ne
rs
Partner Program Relative Score
# P
art
ne
rs
REGISTERED SELECT PREMIER
Average Metrics by Tier Select Premier
# of 4-star AppExchange reviews in past 6 months
2 12
Current Average Metric by TierCurrent Average Metric by Tier
Number of Joint Customers (Total + Past 6 months)
302 805
Number of Joint Subscribers (Total + Past 6 months)
14,007 45,170
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