The ABC’s of Getting Apps on the The ABC’s of Getting Apps on the

AppExchangeAppExchangeOn-Boarding Lifecycle & Resources

Safe Harbor Statement

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The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of SendiaCorporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integratingSendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates.

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Today’s Agenda

AppExchange OnAppExchange On--Boarding LifecycleBoarding Lifecycle

Plan Build Publish Go-To-Market

Getting Started: PlanningGetting Started: Planning

Plan Build Publish Go-To-Market

The AppExchange: A Quick Review825+ Business SaaS Applications Across CRM and Beyond

300,000+300,000+ Test Drives

61,00061,000++ Installs

825+825+ App Listings

Pre-integrated Applications

View, Try, Install825+825+

400+400+ ISV Partners

75+75+ Countries

Built on the Force.com Platform

Understanding How CRM Editions Affect Your Strategy

� How do the Editions affect my strategy in this channel?

� Should we segment features between features between Edition Types?

� How can we cross-sell or upsellcustomers?

http://www.salesforce.com/crm/editionshttp://www.salesforce.com/crm/editions--pricing.jsppricing.jsp

Leverage the Community and IdeaExchangeLeverage the Community and IdeaExchange

� Gauge what customers are interested in.

� Submit an idea that involves your product’s value proposition.

�See how customers respond to your idea.

The IdeaExchangeThe IdeaExchange

Building Your ApplicationBuilding Your Application

Plan Build Publish Go-To-Market

The Force.com ISV Program Guide

::: Educates you about the Force.com platform and ISV Partner Program

::: Outlines the important business and technical issues you should consider during the planning and building phases of your partnershipyour partnership

::: Points to the tools you need to successfully build, deploy and market your applications

http://wiki.developerforce.com/images/b/bc/ISV-Program-Guide_032009_PRINT.pdf

Developer.force.com – Technical Resourcedeveloper.force.com

�� WikiWiki

�� BlogsBlogs

�� IdeasIdeas

�� Code Code ShareShare

�� Discussion Discussion BoardsBoards

�� Technical LibrariesTechnical Libraries

salesforce.com Partner Portal

�� Utilize Utilize resources for resources for the Force.com the Force.com AppExchange.AppExchange.

�� Leverage Leverage Programs and Programs and other resources other resources other resources other resources to drive to drive business in the business in the channel.channel.

�� Access Access Additional Additional Resources for Resources for ISVs.ISVs.

salesforce.com Partner Portal

1.1. Go to the salesforce Go to the salesforce Partner Programs Page.Partner Programs Page.

2.2. Select Join Now Select Join Now ––become a partner link.become a partner link.

1.1. Accept the Partner Accept the Partner Program Agreement on Program Agreement on the Initial Login.the Initial Login.

2.2. Create access for other Create access for other key staffers e.g. Marketing, key staffers e.g. Marketing, Technical, & Business Technical, & Business Development.Development.

1.1. Fill out the form to create Fill out the form to create your Partner Portal your Partner Portal account.account.

2.2. Receive your Login Receive your Login Credentials via email.Credentials via email.

Partner Support

�� Primary Primary communication communication mechanism for mechanism for assistance.assistance.

�� Submit questions Submit questions regarding technical regarding technical regarding technical regarding technical integration or program integration or program support.support.

�� Check our Content Check our Content section for Paid section for Paid Support Options for Support Options for enhanced response enhanced response time.time.

AppExchange Technical Resources

Packaging Your App

Security Review Details

Publishing Tab on Force.com AppExchange

Publishing The Application to AppExchangePublishing The Application to AppExchange

Plan Build Publish Go-To-Market

Steps to Publishing on the AppExchangeSteps to Publishing on the AppExchange

11 Security ReviewSecurity Review

Package & ListPackage & List22 Package & ListPackage & List22

PublishPublish33

Three Application Types

Native Force.com Composite Client

� Desktop or Mobile app

� Back Office Integration

� Web Services API

� No usage of partner hosted

servers

� Primary data, logic run on

something other than the

Force.com

� Application is an integration

between salesforce.com and

another application

� Primary data, logic and

user interface on

Force.com.

� May callout to approved 3rd

party web services (e.g.

Google, Amazon,

Facebook)

Step 1 – Security Review

• Periodic process to ensure that 3rd party apps listed on the

AppExchange are not vulnerable to security flaws that could

compromise customer data

• Costs:

• Fee/Subscription based apps: : $5000 for initial security review. $2500

thereafter for annual security re-review

• Free Apps: $0 (Free)

• Prepare for review by reviewing documentation available at:

http://wiki.developerforce.com/index.php/Security_Review

Step 2 – Package your App

Native Force.com Composite Client

Packaging provides a way to deploy your app

Packages can be Unmanaged or Managed

Managed Packages can be administered by the License Manager

Application (LMA)

Client Apps never have a package as the app lives outside Salesforce and uses the API to integrate

Native Force.com and Composite Apps must create a package to begin the listing process

� Create your custom app

� Create your Managed or Unmanaged Package

� Upload your Package to the AppExchange

� Register your Package to generate your listing

Step 3 Step 3 –– Use Your AppExchange Account Use Your AppExchange Account to Create Your Listing to Create Your Listing & Publish Your App& Publish Your App

1.

2.

3.

GoGo--ToTo--MarketMarket

Plan Build Publish Go-To-Market

AppExchange OnAppExchange On--Boarding LifecycleBoarding Lifecycle

Strategic Value to Salesforce.com

ISV Program & BenefitsISV Program & Benefits

Premier

Joint Marketing

Named Account Manager

Featured on AppExchange

Registered

Featured on AppExchange

Access to Field Programs

Marketing Tools & Sponsorship

Best Practice Guides

Proven Customer Success

ISV Program ScorecardISV Program Scorecard

� Customer Success – 40%- Current Reviews on AppExchange

- Selected for Solution Map inclusion

� Your Success – 40%

- # customers**ISV Scorecards

On Partner Portal As Of - # customers**

- # subscribers**

�Joint Success – 20%- Referred revenue

- # Certified Force.com developers

*Semi-annual evaluation and rankings**Weighted to favor commercial Native apps

On Partner Portal As Of

Feb 1, 2009*

GoGo--ToTo--Market BenefitsMarket Benefits

http://sites.force.com/partners/PP2Page?p=P_ISVPartnerProgramBenefits

GoGo--ToTo--MarketMarket

� Online Tools

• AppExchange Presence

Once your application is approved, there are a variety of programs to meet your objectives.

• AppExchange Presence

• Category Sponsorships

� Events

• Dreamforce

• Dreamforce Europe

• Success In The Cloud

� Field Engagement *

• Lunch & Learn

• CSM Showcase

* FREE and available to Premier and Select partners

� Dive into developer.force.com for technical

resources

� Utilize additional information within the

Partner Portal

� Log Cases to our AppExchange Operations

for Technical & Business related assistance

Resources Resources -- RecapRecap

for Technical & Business related assistance

in the Partner Portal

� Leverage these pages for on-boarding:

• Security Review and Packaging

documentation on our Wiki

• Listing wizard directly through your

AppExchange Account

QuestionsQuestions

Thank you!Thank you!

APPENDIXAPPENDIX

Security Review ProcessSecurity Review Process

• Initiate Review:

• Start the security review process by logging in to your publisher

profile at www.appexchange.com and select “Start Review”

• Prepare for Security Review by:• Review Requirements Checklist(http://wiki.apexdevnet.com/index.php/Requirements_Checklist)

BACKBACK

• Security Review Procedures:

• Complete security questionnaires

• Provide fully configured test accounts

profile at www.appexchange.com and select “Start Review”

� Approved:Upon passing the Security Review, you are entitled to:

– Client ID to allow API integration with a PE org*

– Authorization to deploy managed packages with Apex Code in PE orgs**

� Provisionally Approved:Medium and/or low-risk issues have been identified.

– You will be given a timeline to address these issues (usually 60-90 days)

– In the meanwhile, you will be allowed to list your application on AppExchange

Security Review ResultsSecurity Review Results

– In the meanwhile, you will be allowed to list your application on AppExchange

– If the issues are not addressed within the given timeline, the app may be

removed from AppExchange

� Not Approved:Critical and/or high-risk issues have been identified.

– Application cannot be listed on AppExchange*API Access from S-Controls will not be allowed in PE even with a Client ID

** Packages leveraging workflow, Apex web-services and email-services will not be deployable in PE orgs

BACKBACK

What is a Package?What is a Package?

� Packages are like suitcases that can contain

your apps and components such as objects,

fields, workflow, reports, email templates and

more…

� These packages can be uploaded to the � These packages can be uploaded to the

AppExchange to share privately or publicly

� There are 3 types of Packages:

� Unmanaged Packages

� Managed Packages

� Extensions

Packages TypesPackages Types

Unmanaged Packages

What

Completely Editable by the Developer and

Installer

Can NOT be upgraded

Managed Packages

What

Ensures Backwards IP

Seamless Upgrading

Protect your App’s IP

Managed Extensions

What

Package that adds functionality to a

Managed Package

Requires the Base MP is Can NOT be upgraded

When to Use

1:1 Distribution

Templates or one-offs

Great for code sharing

Protect your App’s IP

Allows for License Mgmt

When to Use

1:Many Distribution

Commercial Intent

Foresee Upgrades

Requires the Base MP is installed

When to use

Releasing Add-Ons

Supporting multiple editions

• Installed in any org supporting the features• Package can be modified• Can NOT be upgraded

Unmanaged

• Can only be installed in DE or Sandbox

Managed – Beta

Uploading a package to the AppExchange allows for distribution. Packages can be uploaded as:

Uploading PackagesUploading Packages

• Can only be installed in DE or Sandbox• Package can be modified• Can NOT be upgraded• Can NOT have an AppExchange listing

• Installed in any org supporting the features• Can be upgraded• Certain components can be modified by developer and installer• Can associate a License Management Organization

Managed – Released

� Track all of your managed packages

that are uploaded to the AppExchange

� Track all versions of a managed

package and know who installs a

particular version of the package

� Manage the leads that are

automatically created when an installer

installs your managed package from

License Management Application (LMA)License Management Application (LMA)

the AppExchange

� Offer your managed packages for trial,

convert trial licenses to active status, or

suspend licenses if necessary

� Dictate how many users in a customer

org can access your managed package

� Control how long customers can

access your package

Available for free on the AppExchange – should be installed in your Production Salesforce account

Program Scoring Program Scoring on a on a “Curve”“Curve”Aligning program benefits with top partnersAligning program benefits with top partners

# P

art

ne

rs

Partner Program Relative Score

# P

art

ne

rs

REGISTERED SELECT PREMIER

Average Metrics by Tier Select Premier

# of 4-star AppExchange reviews in past 6 months

2 12

Current Average Metric by TierCurrent Average Metric by Tier

Number of Joint Customers (Total + Past 6 months)

302 805

Number of Joint Subscribers (Total + Past 6 months)

14,007 45,170