Unleash the Power of the

License Management App

Developers

Logan Henriquez: salesforce.com

Sarah Whitlock: salesforce.com

Safe HarborSafe 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 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, 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 intellectual property and other litigation, risks associated with 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 ended January 31, 2010. This documents and others 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 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.

Key Points

Force.com is a trusted application platform for ISVs

building cloud-based applications

The License Management App (LMA) is a licensing and

support tool to help ISVs sell Force.com apps

Learn how to get the most out of this powerful tool

Distribute Sell SupportBuild Test

Agenda Slide

Key Features of the LMA

When (and, When Not) to Use the LMA

Installing and Configuring the LMA

Managing Licenses with the LMA

Package Support Access Pilot

Cloud App Lifecycle

Distribute Sell SupportBuild Test

Distribute Commercial Apps in Managed Packages

Upgradeable

Seamless Installs

IP Protection

License Management

Support Tools

API Versioning

UnmanagedManaged

Not Upgradeable

Open Source

Fully Editable

Key Features of the License Management App

Blocks access to your managed package if license is not valid

Limited time trials (1-90 days)

Trial to Active conversion

Per user OR Per-Org licenses

License expiration

License renewal

When to Use the LMA

Want to charge for your app

App will be used by multiple orgs

Want to charge per user or per site

Want to sell on AppExchange and/or Trialforce

Want to support your customers

$

When NOT to Use the LMA

Selling only to one org, e.g. a custom app

You don’t own the IP

You don’t want to use a managed package

Free app

Installing and Configuring the LMA

LMA is Available FOR FREE on the AppExchange

Best Practices: Installing the LMA

Install the LMA into your production (EE or UE) org

– Eligible partners can get a free org for installing LMA

Do not install the LMA into an org thinking you will

change it later

Do not install the LMA into your DE org

– DE orgs are for developers

– Licensing is a business (not a developer) function

Terminology: The org where you install the LMA is called the LMO, or

the License Management Organization.

Best Practices: Configuring the LMA

To make the LMA work…

– Follow ALL implementation steps in the License Management

App Administration and User Guide

– Assign the Edit License Page Layout to users who need to

modify licenses

To keep the LMA working properly…

– Do not create mandatory custom fields, validation rules, or

before triggers that interfere with the creation of lead, license,

package and package version objects

– Set the package lead manager to an active user

Best Practices: Configuring the LMA

To make the most of the LMA…

– Create a lead list view filter for leads created by installed

packages

– Use time-based workflow to track license expiration proactively

– Use workflow to act when a customer uninstalls your package

– Use workflow and outbound messaging to kick off internal

processes

To maintain proper security of data…

– Set appropriate user permissions, field-level security, and page

layouts

– Enable history tracking for license fields

Licensing a Managed Package

Environment: Publisher Packaging (DE) Org

Create managed package

Upload package

Step 1: Upload Package to AppExchange

Step 2: Register Package

Environment: AppExchange (use Packaging Org credentials)

Register package

Assign package to LMO (use LMO credentials)

Set license defaults

How It All Comes Together

1. Subscriber

installs package

into their org in

trial mode

Subscriber Org

2. LMA delivers

lead and license to

LMO

3. LMO user converts

lead to account & contact

4. LMO user updates

license parameters

ISV’s LMO

Best Practices: License Management

Register your package version with your LMO after

uploading to the AppExchange – every time you have a

new version

Test license enforcement options for best customer

experience, considering:

– Users with licenses and users without licenses,

– When licenses are suspended and expired.

Never suspend a license without exploring all other

options first

Things to Know

LMA can’t be uninstalled

Licenses can’t be migrated from one LMO to another

The LMA works with managed packages only

– Works for Managed – Released state

– Does not work for Managed – Beta state

The LMA is available in English only

No lead/license records result from managed packages

installed into subscriber Sandbox orgs

Avoid These Common Pitfalls

Lead and license records not showing up in LMO

– Is your package registered with your LMO?

– Has your package version been registered with your LMO?

– Are there mandatory custom fields or before triggers on lead,

license, package, and package version custom objects? Or,

other configuration that could prevent insert of an LMA record?

– Is the lead manager for your package an active user?

Ooops, I need to change my LMO

– Contact Salesforce Support

– License records in the current LMO do not move to the new

LMO. They stay with the original LMO.

Package Support Access Pilot

Package Support Access - Setup Access

1. Subscriber

admin grants

access to org

2. Support rep accesses

subscriber org from LMO3. Diagnose installation

problems

Package Support Access – User Login Grant

Package Support Access – User Login

After logging in via Setup Access, Log in as a user

Helpful Resources

LMA Installation Guide

tinyurl.com/lma-install

LMA on the AppExchange

tinyurl.com/lma-listing

Logan Henriquez

Senior Product Manager, Platform

Sarah Whitlock

Technical Evangelist

Question & Answer

The LMA is a powerful licensing and support tool to help ISVs sell Force.com apps

Install the LMA in your production sales org

Incorporate the LMA into your business processes

Avoid common pitfalls

– Register your package and all package versions with your LMO

– Avoid configurations that interfere with LMA operation

– Make sure the lead manager for your package is an active user

Stay tuned for Package Support Access!

Key Take Aways

Unleash the Power of the License

Management App

D I S C O V E R

Visit the Developer Training and Support Booth

in Force.com Zone

Developer training, certification and support resources

S U C C E S SFind us in the Partner Demo Area of

Force.com Zone 2nd Floor Moscone West

that help you achieve

Remember. . .

Check Chatter for additional session information

Get your developer Workbooks and Cheat Sheets in

the Force.com Zone

Visit for more information related to

this topic

Don’t forget

the survey!

How Could Dreamforce Be Better? Tell Us!

Log in to the Dreamforce app to submit

surveys for the sessions you attended

Use the

Dreamforce Mobile

app to submit

surveysEvery session survey you submit is

a chance to win an iPod nano!

OR