Unleash the Power of theLicense Management App

Developers

Logan Henriquez: salesforce.comSarah Whitlock: salesforce.com

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.

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

Distribute Sell SupportBuild Test

Agenda Slide

Key Features of the LMA When (and, When Not) to Use the LMA Installing and Configuring the LMA Managing Licenses with the LMA Package Support Access Pilot

Cloud App Lifecycle

Distribute Sell SupportBuild Test

Distribute Commercial Apps in Managed Packages

UpgradeableSeamless InstallsIP ProtectionLicense ManagementSupport ToolsAPI Versioning

Unmanaged

$Managed

Not UpgradeableOpen SourceFully Editable

Key Features of the License Management App

Blocks access to your managed package if license is not valid Limited time trials (1-90 days) Trial to Active conversion Per user OR Per-Org licenses License expiration License renewal

When to Use the LMA

Want to charge for your app App will be used by multiple orgs Want to charge per user or per site Want to sell on AppExchange and/or Trialforce Want to support your customers

$

When NOT to Use the LMA

Selling only to one org, e.g. a custom app You don’t own the IP You don’t want to use a managed package Free app

Installing and Configuring the LMA

LMA is Available FOR FREE on the AppExchange

Best Practices: Installing the LMA

Install the LMA into your production (EE or UE) org– Eligible partners can get a free org for installing LMA

Do not install the LMA into an org thinking you will change it later

Do not install the LMA into your DE org– DE orgs are for developers– Licensing is a business (not a developer) function

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

Best Practices: Configuring the LMA

To make the LMA work…– Follow ALL implementation steps in the License Management

App Administration and User Guide – Assign the Edit License Page Layout to users who need to

modify licenses

To keep the LMA working properly…– Do not create mandatory custom fields, validation rules, or

before triggers that interfere with the creation of lead, license, package and package version objects

– Set the package lead manager to an active user

Best Practices: Configuring the LMA

To make the most of the LMA…– Create a lead list view filter for leads created by installed

packages– Use time-based workflow to track license expiration proactively– Use workflow to act when a customer uninstalls your package– Use workflow and outbound messaging to kick off internal

processes

To maintain proper security of data…– Set appropriate user permissions, field-level security, and page

layouts– Enable history tracking for license fields

Licensing a Managed Package

Environment: Publisher Packaging (DE) Org Create managed package Upload package

Step 1: Upload Package to AppExchange

Step 2: Register Package

Environment: AppExchange (use Packaging Org credentials) Register package Assign package to LMO (use LMO credentials) Set license defaults

How It All Comes Together

1. 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 & contact

4. LMO user updates license parameters

ISV’s LMO

Best Practices: License Management

Register your package version with your LMO after uploading to the AppExchange – every time you have a new version

Test 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

Things to Know

LMA can’t be uninstalled Licenses can’t be migrated from one LMO to another The LMA works with managed packages only

– Works for Managed – Released state– Does not work for Managed – Beta state

The LMA is available in English only No lead/license records result from managed packages

installed into subscriber Sandbox orgs

Avoid These Common Pitfalls

Lead and license records not showing up in LMO– Is 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 LMO– Contact Salesforce Support– License records in the current LMO do not move to the new

LMO. They stay with the original LMO.

Package Support Access Pilot

Package Support Access - Setup Access

1. Subscriber admin grants access to org

2. Support rep accesses subscriber org from LMO

3. Diagnose installation problems

Package Support Access – User Login Grant

Package Support Access – User Login

After logging in via Setup Access, Log in as a user

Helpful Resources

LMA Installation Guidetinyurl.com/lma-install

LMA on the AppExchangetinyurl.com/lma-listing

Logan HenriquezSenior Product Manager, Platform

Sarah WhitlockTechnical Evangelist

Question & Answer

The LMA is a powerful licensing and support tool to help ISVs sell Force.com apps

Install the LMA in your production sales org Incorporate the LMA into your business processes Avoid common pitfalls

– Register your package and all package versions with your LMO– Avoid configurations that interfere with LMA operation– Make sure the lead manager for your package is an active user

Stay tuned for Package Support Access!

Key Take Aways

Unleash the Power of the License Management App

D I S C O V E R

Visit 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 achieve

Learn about Developer

Certifications

Remember. . .

Check Chatter for additional session information

Get your developer Workbooks and Cheat Sheets in the Force.com Zone

Visit for more information related to this topic

Don’t forget the survey!

How Could Dreamforce Be Better? Tell Us!

Log in to the Dreamforce app to submitsurveys for the sessions you attended

Use the Dreamforce Mobile

app to submit surveys

Every session survey you submit is a chance to win an iPod nano!

OR