ISV Kickoff! Getting Started as an ISV Partner
John Richter, salesforce.com, Sr. Manager ISV Success @partnerforce In/johnfrichter
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Welcome to the AppExchange Partner Program
• little/no out-of-pocket expense • reviewed by one of the best security teams • deliver free trials • leading social business app marketplace • lead generation with the hottest leads • world-class CRM • log in as your customers • free training
Simple Formula
Partner Success = Customer Success
• Understand the Lifecycle • Key Resources • Power of the Portal (Demo) • Quick Start Top 10 • Questions & Answers
Agenda
Where to go, what to do, and how to be a successful partner
Understand the Lifecycle
Build Distribute Support Sell Plan
ISV Partner Lifecycle 5 phases for ISV Success
Pass Security Review
Launch App
Signed Partner Agreement
Successful Testing
Renewals
Closed-Won Opportunities
Build Distribute Support Sell Plan
ISV Partner Lifecycle 5 phases for ISV Success
Pass Security Review Setup Trialforce (TMO)
Setup Order Management (OEM) Install LMA in ISV Biz Org
Create AppExchange Listing Record App demo video (viral)
Launch App
Onboarding Portal Access
Go-to-market Planning Technical Review
Architect & Design App Signed Partner Agreement
Setup Partner Development Orgs Setup Partner Test Orgs
Setup Packaging Org Setup ISV Business Org Meet with Security Team
Build and Test App Successful Testing
Case Management Customer Console Setup
Support Training Partner Premier Support Release Management
Renewals
Setup SEO/SEM Marketing Strategy & Training
Sales Strategy & Training Build a Sales Kit
Lead Management Build a Sales Pipeline
Closed-Won Opportunities
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Plan Build Distribute Sell Support
Signed Partner Contract
Evaluate Force.com; Sign up as a partner
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
Technical Evaluation (Technical Enablement)
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Signed Partner Contract
Upload Managed Package Initiate/Pass Security Review
In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review
Evaluate Force.com; Sign up as a partner
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
Use Partner Test Orgs to Test Apps built from PDE’s
PDE Packaging Org
Use Partner Dev Edition Orgs to Build Apps
Partner Test Orgs
Enterprise
PDE PDE PDE
Technical Evaluation (Technical Enablement)
Professional Group
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Signed Partner Contract
Upload Managed Package Initiate/Pass Security Review
In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review
Trialforce Management Org
Partner website
In the Distribute phase: 7. use TMO for trials, demos 8. manage APO listings 9. launch application
Evaluate Force.com; Sign up as a partner
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
Use Partner Test Orgs to Test Apps built from PDE’s
Use TMO to manage free trials, demo orgs, branding
PDE Packaging Org
Use Partner Dev Edition Orgs to Build Apps
Log into AppExchange with ISV Biz Org credentials to manage listings + analytics
(aka AppExchange Publishing Org)
Partner Test Orgs
Enterprise
PDE PDE PDE
Technical Evaluation (Technical Enablement)
Professional Group
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Signed Partner Contract
Upload Managed Package Initiate/Pass Security Review
In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review
Trialforce Management Org
Partner website
lead license
In the Sell phase: 10. manage Leads 11. Orders (OEM only) 12. Licenses (LMA)
ISV Business Org
Free Trial = a Lead & License added to
the ISV Biz Org
In the Distribute phase: 7. use TMO for trials, demos 8. manage APO listings 9. launch application
Evaluate Force.com; Sign up as a partner
orders (OEM)
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
Use Partner Test Orgs to Test Apps built from PDE’s
Use TMO to manage free trials, demo orgs, branding
PDE Packaging Org
Use Partner Dev Edition Orgs to Build Apps
Log into AppExchange with ISV Biz Org credentials to manage listings + analytics
(aka AppExchange Publishing Org)
customer FREE TRIAL
Partner Test Orgs
Enterprise
PDE PDE PDE
Technical Evaluation (Technical Enablement)
Professional Group
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
opportunities
APP Lifecycle Diagram
When a Customer is ready to buy,
change License from “Trial” to Active”
Plan Build Distribute Sell Support
Signed Partner Contract
Upload Managed Package Initiate/Pass Security Review
In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review
Trialforce Management Org
Partner website
lead license
In the Sell phase: 10. manage Leads 11. Orders (OEM only) 12. Licenses (LMA)
ISV Business Org
Free Trial = a Lead & License added to
the ISV Biz Org
In the Distribute phase: 7. use TMO for trials, demos 8. manage APO listings 9. launch application
Evaluate Force.com; Sign up as a partner
orders (OEM)
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
subscriber console
analytics
Login as the customer to
resolve issues
In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals
Use Partner Test Orgs to Test Apps built from PDE’s
Use TMO to manage free trials, demo orgs, branding
PDE Packaging Org
Use Partner Dev Edition Orgs to Build Apps
Log into AppExchange with ISV Biz Org credentials to manage listings + analytics
(aka AppExchange Publishing Org)
customer FREE TRIAL
Partner Test Orgs
Enterprise
PDE PDE PDE
Technical Evaluation (Technical Enablement)
Professional Group
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
opportunities cases
APP Lifecycle Diagram
When a Customer is ready to buy,
change License from “Trial” to Active”
Plan Build Distribute Sell Support
Upload Managed Package Initiate/Pass Security Review
lead license subscriber console
Technical Evaluation (Technical Enablement)
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Trialforce Management Org
ISV Business Org
PDE Packaging Org
Partner Test Orgs
Enterprise
PDE PDE PDE
Professional Group
APP Lifecycle Diagram
Plan Build Distribute Sell Support
Signed Partner Contract
Upload Managed Package Initiate/Pass Security Review
In the Build phase: 4. build & test your app 5. upload managed package 6. pass Security Review
Trialforce Management Org
Partner website
lead license
In the Sell phase: 10. manage Leads 11. Orders (OEM only) 12. Licenses (LMA)
ISV Business Org
Free Trial = a Lead & License added to
the ISV Biz Org
In the Distribute phase: 7. use TMO for trials, demos 8. manage APO listings 9. launch application
Evaluate Force.com; Sign up as a partner
orders (OEM)
In the Plan phase: 1. join & plan (AE) 2. technical review (TE) 3. final contract
subscriber console
When a Customer is ready to buy,
change License from “Trial” to Active”
analytics
Login as the customer to
resolve issues
In the Support phase: 13. manage Cases 14. Subscriber Console 15. manage Renewals
Use Partner Test Orgs to Test Apps built from PDE’s
Use TMO to manage free trials, demo orgs, branding
PDE Packaging Org
Use Partner Dev Edition Orgs to Build Apps
Log into AppExchange with ISV Biz Org credentials to manage listings + analytics
(aka AppExchange Publishing Org)
customer FREE TRIAL
Partner Test Orgs
Enterprise
PDE PDE PDE
Technical Evaluation (Technical Enablement)
Professional Group
Go-to-Market Plan (Account Executive)
Partner Portal & LMS
opportunities cases
APP Lifecycle Diagram
Key Resources
Blaine Kaho’onei Sr. Manager, ISV Sales
Talk to Your ISV Account Executive
(ISV AE)
W h y ?
• Validate Your Planned Approach • Layout Your Partnership Options • Foster Your Go-to-Market Execution
Talk To Your ISV Account Executive (AE)
How to with your AE…
Partner Hub
Moscone West 3rd Floor Lobby
Partner Success Experts Answer questions about building apps, AppExchange, go-to-market options and more
Partner Success Clinics Book 1-on-1 time with our technical and business experts
Innovation Theater and Lounge Theater: Innovative demos and talks Lounge: charge your devices, enjoy a beverage and network
CyberU Meeting Rooms 2 Executive Meeting Rooms
Partner Portal – Your Key to Success
http://www.salesforce.com/partnerportal
Partner Portal – Manage Cases
Partner Portal – Developer & Test Orgs
http://p.force.com/appacademy
Free training for ISV partners
Contains best practices by Roles
Videos, Checklists, FAQ’s
Build your own Custom Training
Partner Portal – APP Academy
Online Resources
http://help.salesforce.com http://success.salesforce.com
Learning Mgmt System Online Help Customer Community
http://p.force.com/LMS
@partnerforce
Other Resources
http://p.force.com/guide http://www.salesforce.com/behindthecloud
Power of the Portal (Demo)
Quick Start Top 10
Quick Start Top 10
Free portal logins Take the APP Academy
Free LMS recordings Meet with Tech Enablement
Use Partner Dev & Test Orgs
4-6 weeks for Security Rev ISV Business Org (2 free) Partner Premier Support
Salesforce Release Cycle Staff right roles & partners
http://p.force.com/appacademy
1 2 3 4 5
6 7 8 9
10
Mike Witherspoon Solution Architect, CodeScience
Who we are • Consulting group founded 2010 with Mike Witherspoon
• Build solutions using cloud platforms
• 14 full time: PMs, devs, sales guy and office admin
• Variety of clients from the smallest non-profit to the largest Fortune 100 organizations in the world
• 2012Q3: 32 active clients with 57 active projects
Who We Are
What PDOs Offer • Discovery - Architects
Assess the product, client team and marketing needs Educate the client about the ISV program and Force.com platform
Investigate solution options and develop a product phase roadmap
Estimate the cost of phase I
• Construction – Product Managers and Developers Data model that leverages Force.com platform strengths
Build anything on the Force.com platform, develop APIs
Iterate through build, test and refine cycles…then test again
What We Do
• Go To Market – Product Managers Lead the app through security review Guide the AppExchange Listing, Trialforce and Test Drive setup
Provide a sounding board for marketing decisions
• Post Construction Support - Product Managers Train client’s staff to maintain the product Provide implementation and next tier support
Prioritize items for additional phases
Build and deploy patches
What We Do - continued
Why Work With a PDO • You have ideas, we bring ideas to life quickly
You know your market, we know the platform
Building software takes a diverse set of skills We already have a network of people at Salesforce
We force you to stick to a budget and avoid scope creep
• We have failed many times So we will encounter fewer rookie mistakes The learning curve is mostly behind us
We’ll tell you when you have a bad or risky idea
What We Can Do For You
Wrap up
ISV Kickoff: Getting Started How to Architect & Design Your App Designing Social Apps (Workshop)
Extend Your Commercial Force.com App Team Development and Release Mgmt Building Secure Applications in the Cloud
Distributing & Licensing Your App Automate Your App Sales
Expanding Your Marketing Reach with AppExchange Marketing Best Practices in the Social Era Mastering the Direct Sales Model Selling Social Apps
How to Support Your Customers ISV PM Product Roadmap
DF12 ISV Success Sessions Great sessions for each phase of the lifecycle
Build Distribute Support Sell Plan
Follow sessions and join the Partner Success Group on
Why Work With a PDO A Few Reminders. . .
Survey (Session Record)
Partner Success Experts Innovation Theater and Lounge 1:1 Success Clinics Innovation Theater and Lounge Need to relax? Have a massage!
Check out the Partner Hub
Cloud Crawl (Thursday Night) 540 Howard Street
@partnerforce Follow us on Twitter
Why Work With a PDO Partner Hub – Speaker Debrief
Welcome Desk
Partner Success Clinics
Speaker Debrief
Area
John Richter Sr. Mgr., ISV Success,
@partnerforce
Blaine Kaho’onei Sr. Mgr., ISV Sales
@BKatWork
Mike Witherspoon Solution Architect