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

mike@CodeScience.com