app academy: distribute your app through automation (october 13, 2014)
DESCRIPTION
APP Academy: Distribute Your App Through Automation (October 13, 2014)TRANSCRIPT
APP Academy: Distribute Your App Through Automation Warren Chen Senior Technical Evangelist, Salesforce
Andy Drogo Senior Product Manager, Xactly
Safe Harbor Safe harbor statement 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.
Distribute and License: A lot of ground to cover!
• Managed Package • Publishing on the AppExchange • Distribution Technologies • Manage Licenses • A Partner’s Success Story • Session Takeaways
Build Distribute Support Sell Plan
ISV Application Lifecycle
The ISV Partner Operations Team
Deal Operations
Order Management
Onboarding Success
Partner Support
Contract Operations
COA Support
Technical Support
Learn the ISV Distribution Lingo
Publisher Console
APO
TMO
TSO
LMA Partner Business Org
Trialforce Template
Trials
Trialforce Test Drive COA
Managed Package
Contributing Publishing Org CPO
License Management App
Channel Order App
AppExchange Publishing Org
Trialforce Source Org
Trialforce Management Org
LMO
License Management Org
Use to introduce a
demo, video, Q&A, etc. Package and Publish
Package: Your Solution, Your Metadata A Package is:
Your Metadata (Objects, Fields, etc.)
Your Classes, Pages, …
Managed Packages:
Your Unique Namespace
IP Protection
License Management
Upgrades
Support Tools
Trials
Branding
Managed Package
My App
Distribute with Managed Packages
Your Force.com App (Developer Edition)
Your Customers (Production orgs)
Install/Deploy your Managed Package using AppExchange/Trialforce
Link Package(s) Login
• Development Edition Org • Acronym: CPO • Also called: Publishing Org • Create managed package • Create new versions
Publishing with AppExchange
• Production Org • Manage your ISV business
• AppExchange Publishing Org (APO)
• License Management App (LMA) Installed
• Channel Order App (COA) Installed
• Environment Hub • Usage Tracking
• Publisher Console • Create/Edit listing • Security Review • Set up lead collection • Provide trials
Contributing Publishing Org(s)
Partner Business Org
Use to introduce a
demo, video, Q&A, etc. Distribution
• Created from Trialforce • New org is provisioned • Login email sent to user • Can be trial or active • Can be free or paid • Can become a production org
• Existing Sandbox/Production Org
• Log-in with existing UN/PW
• User must grant permission
• Can be active or trial • Can be free or paid
Install with Get It Now
• Single shared org • User provided read
only access
Distribution with AppExchange
Trial Org Customer Org Test Drive Org
Provision with Get It Now
Take a Test Drive
• Leverages Trialforce • Initiated by you
Distribution outside the AppExchange
Partner Business Org
Trial Org
• Leverages Trialforce • Initiated by customer
Trial Org
Your Website
Provision using Signup API
Publisher Console – Offering Tab
Your Application • Do you have a managed package? • How will people get your app? • Will you offer free trials?
Your Uploaded Packages • Link your package(s) from your Contributing
Publishing Orgs to the listing • Ensure latest version is selected
Your Trial Templates • Link your Trialforce templates • Select a template for free trial sign up
Test Drive • Offering a Test Drive?
• Point-in-time snap shot • Changes to TSO do NOT affect trial org
Trialforce Basic Org Structure
• Install your package(s) • Create sample data • Customize and configure • Create Trialforce Templates
• Create branding templates • Create Trialforce Source Orgs
Trialforce Management Org (TMO)
Trialforce Template Org
Trialforce Source Org (TSO)
Trial Org Trial Org Trial Org • Enable your sales team • Provide access to prospects
Trialforce Best Practices
• Create TSO for different verticals/ industries/countries
• Load relevant sample data
TSO 1 (Life Sciences)
TSO 2 (Healthcare)
TSO 3 (Sales Demos)
TSO 4 (Germany)
TSO 5 (France)
Trialforce Management Org (TMO)
Trialforce: Scale and Grow your Business
• Target different industries, verticals, regions
• Customize: process, branding, functionality, data
• Scale and enable your sales team
• Use in marketing campaigns to maximize customer reach
• Let prospects without a Salesforce org access a trial of your app
Use to introduce a
demo, video, Q&A, etc. Licensing
Login
Also called: License Management Org (LMO) License Management App (LMA) • Lead records are created • License records are created • Controls license status • Support your customers
• Any Trial org with your Package • Production org with your package • Sandbox org with your package • Doesn’t matter how it was created
Licensing your Application
• Configure options to capture Leads • Configure options for Licenses Leads &
License
Partner Business Org
Trial Org Customer Org
Customer Install
Trialforce
Publisher Console – Leads Tab
Your Leads • Link listing to your LMO • Set up campaigns to manage
your leads
Channel Order App (COA) • Place/track orders with Salesforce • Submit an order as a result of the sale of your app • Provides Information
• Your product SKUs • Contract terms • Customer orders
Submit Orders to Salesforce
Manage Licenses (LMA)
Partner Business Org
Customer Org
Submit Orders
Activate Licenses
Order Status
Place Customer or
Partner logo in white area of
slide, centered horizontally
A Partner’s Success Story Andy Drogo, Xactly
Leader in SaaS Incentive Compensation Management Focused Exclusively on Incentives & Compensation
Driving Agile, Metrics Driven, Pay-for-Performance Companies Fastest Growing Provider
5 Years in Market
28 Major Releases
68 Total Packages
7,275 Total Installs
6,109 Trials
1,166 Active
5 Years in Market
28 Major Releases
68 Total Packages
Built! App
Now What?!
Packaging Licenses Trials
Packaging Managed vs Unmanaged
Packaging Options
Security Review
Know Your Customer
Licenses Always turn on LMA
LMA in Business Org
Create Workflow
Trials Trialforce vs Test Drive
They signed up, now?
Not just for selling
Branding
Trial Experience…
Trial Experience…
Trial Experience…
SUCCESS!!!
Use to introduce a
demo, video, Q&A, etc. Session Takeaways
Distribution Cheat Sheet
Contributing Publishing Org (CPO)
Partner Business Org
TMO Trial Org Customer Org TSO
Template
• Also called: Publishing Org • Create managed package • Create new versions/patches
Upload Package(s) Use Login
• AppExchange Publishing Org (APO)
• Licenses Management Org (LMO) • License Management App (LMA) • Channel Order App (COA) • Environment Hub • Subscriber Support
Trialforce
Customer Install
Creates
• Create branding • Install your App • Create sample data • Customize & configure
Creates
Link Template
• New Org created from Trialforce Template
• Production Org in Trial mode
• Production or Sandbox Org
Leads & License
Session Recap
• AppExchange: leading enterprise apps marketplace
• Powerful distribution technology lets you focus on innovation
• Trialforce: your force multiplier for growth
• LMA: Manage your leads and licenses like Salesforce
• Move fast but remember to test
• Reference the Partner Community, App Academy and ISVforce Guide (http://p.force.com/guide)
Check out the new Partner Community
https://partners.salesforce.com/
Where to Learn More
APP Academy: Distribute - http://p.force.com/distribute
Connect with Partners in the Partner Zone The Westin Hotel, Market Street 2nd Floor – Metropolitan Ballroom INNOVATE with the leading technology • Demos of new Salesforce technology CONNECT with members of the partner community • Partner Community Theater • Networking areas • Welcome reception and daily lunch service GROW your business with resources • 70+ partner-specific sessions • ‘Ask the Experts’ consultation stations
AppBash 2014 on Wednesday Night!
Use to introduce a
demo, video, Q&A, etc. Questions?