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Unleash the Power of the License Management App Developers Logan Henriquez: salesforce.com Sarah Whitlock: salesforce.com

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PowerPoint Presentation

Unleash the Power of theLicense Management AppDevelopersLogan Henriquez: salesforce.comSarah Whitlock: salesforce.com

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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.

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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

DistributeSellSupportBuildTest

Before we get started let first review what this session will focus on. This session is for those that are new to packaging and the AppExchange or have some experience with it already and want to better understand the process and possibilities. With that said this session will focus on (3) components of the distribution model: Build, Test and Distribute.

The other ISV sessions will cover some of the key steps in more detail and the other areas involved in the App distribution.

Questions to Ask the AudienceRaise your hand if youve been out to the AppExchange and browsed aroundKeep your hand raised if you or your company has installed an AppExchange ApplicationKeep your hand raised if your company has published or is thinking about publishing an App on the AppExchange

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Agenda SlideKey Features of the LMAWhen (and, When Not) to Use the LMAInstalling and Configuring the LMAManaging Licenses with the LMAPackage Support Access Pilot

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Cloud App Lifecycle

DistributeSellSupportBuildTest

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Distribute Commercial Apps in Managed PackagesUpgradeableSeamless InstallsIP ProtectionLicense ManagementSupport ToolsAPI Versioning

Unmanaged

$Managed

Not UpgradeableOpen SourceFully Editable

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Key Features of the License Management AppBlocks access to your managed package if license is not validLimited time trials (1-90 days)Trial to Active conversion Per user OR Per-Org licenses License expirationLicense renewal

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When to Use the LMA Want to charge for your appApp will be used by multiple orgsWant to charge per user or per siteWant to sell on AppExchange and/or TrialforceWant to support your customers

$

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When NOT to Use the LMASelling only to one org, e.g. a custom appYou dont own the IPYou dont want to use a managed packageFree app

Selling only to one org, e.g. a custom appYou dont own the IPYou dont want to use a managed packageFree app

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Installing and Configuring the LMA

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LMA is Available FOR FREE on the AppExchange

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Best Practices: Installing the LMAInstall the LMA into your production (EE or UE) orgEligible partners can get a free org for installing LMA Do not install the LMA into an org thinking you will change it laterDo not install the LMA into your DE orgDE orgs are for developersLicensing is a business (not a developer) function

Terminology: The org where you install the LMA is called the LMO, or the License Management Organization.

To test the impact of the LMA on your production orgInstall the LMA into your Sandbox org first and simulate creation of lead and license records

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Best Practices: Configuring the LMATo make the LMA workFollow ALL implementation steps in the License Management App Administration and User Guide Assign the Edit License Page Layout to users who need to modify licensesTo keep the LMA working properlyDo not create mandatory custom fields, validation rules, or before triggers that interfere with the creation of lead, license, package and package version objectsSet the package lead manager to an active user

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Best Practices: Configuring the LMATo make the most of the LMACreate a lead list view filter for leads created by installed packagesUse time-based workflow to track license expiration proactivelyUse workflow to act when a customer uninstalls your packageUse workflow and outbound messaging to kick off internal processesTo maintain proper security of dataSet appropriate user permissions, field-level security, and page layoutsEnable history tracking for license fields

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Licensing a Managed Package

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Environment: Publisher Packaging (DE) OrgCreate managed packageUpload packageStep 1: Upload Package to AppExchange

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Step 2: Register Package Environment: AppExchange (use Packaging Org credentials)Register packageAssign package to LMO (use LMO credentials)Set license defaults

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How It All Comes Together1. Subscriber installs package into their org in trial mode

Subscriber Org2. LMA delivers lead and license to LMO

3. LMO user converts lead to account & contact4. LMO user updates license parameters ISVs LMO

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Best Practices: License ManagementRegister your package version with your LMO after uploading to the AppExchange every time you have a new versionTest 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

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Things to KnowLMA cant be uninstalledLicenses cant be migrated from one LMO to anotherThe LMA works with managed packages onlyWorks for Managed Released stateDoes not work for Managed Beta stateThe LMA is available in English onlyNo lead/license records result from managed packages installed into subscriber Sandbox orgs

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Avoid These Common PitfallsLead and license records not showing up in LMOIs 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 LMOContact Salesforce SupportLicense records in the current LMO do not move to the new LMO. They stay with the original LMO.

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Package Support Access Pilot

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Package Support Access - Setup Access

1. Subscriber admin grants access to org2. Support rep accesses subscriber org from LMO

3. Diagnose installation problems

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Package Support Access User Login Grant

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Package Support Access User LoginAfter logging in via Setup Access, Log in as a user

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Helpful ResourcesLMA Installation Guidetinyurl.com/lma-install

LMA on the AppExchangetinyurl.com/lma-listing

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Logan HenriquezSenior Product Manager, PlatformSarah WhitlockTechnical EvangelistQuestion & Answer

The LMA is a powerful licensing and support tool to help ISVs sell Force.com appsInstall the LMA in your production sales orgIncorporate the LMA into your business processesAvoid common pitfallsRegister your package and all package versions with your LMOAvoid configurations that interfere with LMA operationMake sure the lead manager for your package is an active userStay tuned for Package Support Access!Key Take Aways

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Unleash the Power of the License Management App

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D I S C O V E RVisit the Developer Training and Support Booth in Force.com Zone

Discover Developer Learning Paths

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 achieveLearn about Developer Certifications

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Remember. . .Check Chatter for additional session informationGet your developer Workbooks and Cheat Sheets in the Force.com ZoneVisit for more information related to this topic

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