extend your commercial force.com app - dreamforce 2012 - 9/19
TRANSCRIPT
Extend Your Commercial Force.com App Salesforce.com Partner Success
@billmariani in/billmariani
Bill Mariani Salesforce.com Technical Evangelist
Andy Drogo Xactly Corporation Product Manager
Special thanks to these Partners for their Input
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.
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What You Can Expect?
• Something for everyone – all ISV’s
• Deep dive into ways to extend your App
• Andy will tell how they’ve extended their Apps
Questions? 1. Reserve till the end of the session; or
2. Post to the session’s chatter wall, and we’ll respond during or after the session
“Why should you extend our App?”
Your Product Lifecycle
“What are my options as an ISV?”
Build More Apps Top Requested CRM Apps
Customer Satisfaction Surveys
Mobile Sales Management
Lead Management
Email Response Mgt
Customer Chat
Top Requested Back Office Apps
Invoice Management
Big Data Management
Product Lifecycle Management
Supply Chain Management
Learning Management
Why do ISV partners extend their app?
New Features & Functionality New Verticals or GEOs
How to Extend Your App?
What is the market
potential?
What are the pricing trends?
What is the growth rate?
What are the entry barriers?
What is our risk/reward?
What are my options for extending my App?
• Use existing package
• Create a new package
• Create a bridge package
• Create an extension package
uGolf – Golf Course Management App
uGolf Managed Package
uGolf App
Reservations Module
Using my Existing Package
uGolf Existing Package
uGolf App
Reservations Module
New Market Opportunity
Tournament Module
Single Package: Different Verticals Example
Single Package: Licensing Example
Package User / Site License
Customer Org
ISV Business Org (LMA)
Reservations Module
Tournament Module
uGolf App
When might I use a Single Package?
• Module / Functionality extends existing functionality
• Single price for the one App
• Partner manages the Customer’s Org
• Able to contractually or technically limit functionality
Single Package: Tradeoffs
• Keeps it simple • Quick install / upgrade process • Eliminates dependency issues
• Difficult to build multiple vertical solutions • Complicates licensing • Makes it difficult to rev one module
Downside Upside
Single Package: Tips & Tricks
• Use Protected Custom Settings to help control access
• Setup Profiles & Permission Sets based on access levels
• Leverage Customizations & Translation Overrides
• Use Trialforce to sell into different markets
Using Multiple Packages
Multiple Packages: Independent Packages
Reservations Module Tournament Module
Multiple Packages: Bridge Package
Reservations Module Tournament Module
Bridge Package
Multiple Packages: Extension Package
Reservation Module
Customer Portal Extension Google Wallet Extension
Multiple Package: Licensing Example
Customer Org
Reservations Module
uGolf App
Tournament Module
Bridge Package
Package User / Site Licenses
Site License
ISV Business Org (LMA)
Package User / Site Licenses
When might I use Multiple Packages?
Independent Packages • Module can be sold as a standalone App
• Desire to provide a specialized vertical or geo
• Desire to split up functionality / business logic
Extension & Bridge Packages • Module is sold as part of another solution
• Creates the dependency between two packages
Multiple Package: Tradeoffs
• Flexibility to adapt to New Markets • Control user access thru LMA • Easier to rev a specific module • Sell into SFDC PE & GE Editions
• Adds complexity • Complicates Release Management • Customers install of multiple packages • Security Review
Downside Upside
Multiple Packages: Tips
• Important to build a good foundation before you extend
• Don’t create a hard dependency if you don’t need to
• UserInfo.isCurrentUserLicensed([package namespace])
• Leverage Global Classes for Packages to talk to each other
• Do your package releases together
Andy Drogo Product Manager at Xactly
Corporation
Agenda
#3
#1
#2
PACKAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
Agenda
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#2
PACAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
$800 Billion is Spent on Sales Compensation Compensation is a Big Expense
With a 3% to 8% Error Rate on Average ($24B to $64B a Year Wasted)
Build "Quotas and Payments"
#1 Calculate!Quotas and Payments"
#2 Report!Rankings, Awards, and Dashboards"
#3
For BUSINESS
For ENTERPRISE
A Fit for Any Size / Industry
Agenda
#3
#1
#2
PACAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
Agenda
#3
#1
#2
PACAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
App Integration
Agenda
#3
#1
#2
PACAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
Agenda
#3
#1
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PACAGE STRATEGY
OVERVIEW
INTEGRATION PARTNERS
Main Package
Packages
Licensing
EE, UE Features Unmanaged
Reports/Dashboards
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
Bill Mariani Technical Evangelist Salesforce.com
Andy Drogo Product Manager at Xactly Corporation