Expanding Your Reach: How to Build a Killer Listing on the AppExchange

Developers Michelle Kimihira: DocuSignCary Fulbright: JobscienceMike Davis: Xactly

Ryan Ellis: salesforce.comSara Varni Bright: salesforce.com

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Agenda

5 Steps for Listing Success

Sara Bright, Marketing Manager, AppExchange

Free Trials Overview

Ryan Ellis, Product Manager, AppExchange

Partner PanelMichelle Kimihira, Sr. Marketing Manager, DocuSign

Cary Fulbright, COO, Jobscience

Mike Davis, Sales Analyst, Xactly

Sara Varni Bright

salesforce.com

We Are Living in an App Economy

How will people find my product?

How can I stand out from the crowd?

The AppExchange is the One-Stop Shop The Trusted Marketplace for Cloud Apps & Services

1000+Pre-Integrated Apps

300+Partner Services

6800+Customer Reviews

A Thriving Economy of Apps & ServicesThe trusted enterprise cloud marketplace

$350 Million+AppExchange partner revenue to date from AppExchange apps*

*Company estimate based on currently available information.

1. Keep it Simple

Communicate a clear value proposition:

Use simple language that anyone will understand

Don’t forget to tell the customer what’s in it for them!

Optimize your listing for search:

Keep your title short & memorable

Include relevant keywords BUT keep them in context

Make pricing transparent

The #1way people look for listings is via search!

1. Keep it Simple: Message

Not clear

Too many buzz wordsSpecific

Clear value prop

1. Keep it Simple: Keywords

Keep title short and relevant

Incorporate keywords in

context

1. Keep it Simple: Pricing

Be upfront about your pricing

(even if it’s a range)

People are immediately turned

off by “contact us for pricing”

If your pricing is more

complicated, provide a link to

your pricing schedule on your

website

2. Show Em’ What You Got: Demos & Content

• Upload up to 8• Tell a story• Zoom in on important

features

• Major source of leads• Show the app! Less slides.• Keep it brief (<3 minutes)

• Customization guides help with trial experience

• Showcase customer success

See: See: See:

2. Show Em’ What You Got: Cross-Sell Other Listings

Use crossreferencing

to make people

aware of your other products or

service.

2. Show Em’ What You Got: Trial Options

3. Incorporate a Customer Voice: User Reviews

Collect reviews 30 days post-install

4. Make Your Listing More You

Add a promo

button to drive people to a current promotion

on your site.

Use yourcustomized banner to incorporate

your branding and/or

promote any current sales opportunities

.

5. Be Responsive: Lead Follow-Up

• Designate the actions for which you would like to receive leads

• Set-up auto emails that feature additional content or cross-sell other products

• Enforce that sales follow-up while lead is hot (within 2 hours)

5. Be Responsive: User Reviews

Respond to inaccurate or negative reviews!

Off the Listing Advice

1. Set up a Twitter Handle, Facebook Page

2. Reach out to power users in the community

3. Reach out to User Groups

4. Sponsor search and/or homepage ads

5. Sponsor events

Ryan Ellis

salesforce.com

Free Trials on AppExchangeA Trial for EVERY User

• Pre-configured• Pre-populated with

sample data• ANYONE can try

ff

How Are Trials different from Test Drives?

• Single Read-Only Org• Cannot be converted into a

production instance

• Live Trial Orgs with your app pre-installed

• Full Read/Write Privileges

Trial Creation ProcessSteps to Get Up & Running

FREE!

1. Request Trialforce Master Org (TMO)

2. Set Up Your Org

3. Submit for Security Review

4. Attach Trial to Your Listing

Can All Apps Use This Feature?Qualifications for Free Trials

Your app must be: Already built

Security reviewed

A managed package

Administered via the License

Management Application

Able to auto-provision

Mike Davis

Sales Compensation Analyst

Cary Fulbright

Chief Operating Officer

Michele Kimihira

Sr. Marketing Manager

Michele Kimihira

DocuSign, Inc.

All About DocuSign, Inc.

DocuSign, Inc. is the global leader in electronic signature. DocuSign provides the world’s largest and fastest growing electronic signature platform, empowering businesses to complete transactions online quickly and securely while improving compliance and dramatically reducing costs.

• Fast. Close deals in minutes, not days or weeks.• Simple. As easy as sending email--convenient,

user-friendly and accessible from anywhere, anytime.

• Complete. Seamless integration with Salesforce for end-to-end business transactions.

Winner of Best Partner App Award in 2009

Winner of AppExchange App of the Week

Cary Fulbright

Jobscience

All About Jobscience

Jobscience is the leading provider of recruiting, onboarding, learning, and HR management apps on the AppExchange, with over 250 customers and 30,000 users

• Winner “Best Recruiting App of 2008 and 2009”• Salesforce Premier Partner• Top customer-rated recruiting solution on AppExchange

Mike Davis

Xactly

All About Xaclty

Xactly Corporation is the market leader in on-demand sales performance management. The company's SPM Suite™ enables sales and finance executives to optimize sales compensation programs easily and affordably.

Key AppExchange Highlights• Most Popular Compensation Management App• Increased Avg. Monthly Trial/Application Installs by

over 375% with a focus on the AppExchange listing• 2009 Force.com 40 Finalist

Ryan Ellis

Sr. Product Manager

Sara Bright

Sr. Marketing Manager

Mike Davis

Sales Compensation Analyst

Cary Fulbright

Chief Operating Officer

Michele Kimihira

Sr. Marketing Manager

Expanding Your Reach: How to Build a Killer Listing on the AppExchange

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