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Welcome
THE ENTERPRISE OPPORTUNITY
Leyla Seka VP, AppExchange Marketplace
2:20 :40
1M 2M
2006-2011 2013
Innovative Companies are Adopting Apps
60% of Fast Company’s 50 Most Innovative
Companies are Using the AppExchange
Industry Leaders are Adopting Apps
70% of the Fortune 100 Have
Installed an AppExchange app
Partners Large and Small are Building Big Businesses
4 of the Top Ten Most Popular Apps Come From Companies with Less
than 25 Employees
The #1 Installed App = 12 Employees
Top AppExchange Search Terms
Top Customer Requested Apps
What is today about?
RETHINKING THE ENTERPRISE
Brian Flannery Business Development Comity Designs
Leading Companies Choose Comity Designs
Direct Customers
ISV Customers
Who Works with Comity Designs
Proven Success Across All Salesforce Products
Salesforce Projects 250+ CSAT Score (out of 10) 9.9
Broadly certified in Dev, Admin, Sales Cloud, Service Cloud
50+ Hackathon Awards • Best Enterprise App • Force.com deployment • Social Enterprise App • Chatter
Partner Apps are winners of AppExchange Customer Choice Awards
Why Work with a PDO?
Design right from the beginning
Accelerate product development
It’s security review Seamless Distribution
Define MVP
Validate Concept
Architect for
Future
Deliver in
Phases
Develop in
Sprints
Beta Test
Package and
Security
Comity Supports Entire Product Development Life Cycle
Faster Time to Market Rapid Iteration
Focus on Adoption
1. Simplify design and define user experience using mockups
1. Rapidly iterate and flush out
nuances 1. Create interactive prototype to
validate concept and technology
Validate Concept Through Iterations
• Implement secret sauce with platform best practices and eye on the roadmap
• Reduce friction through Metadata driven configuration to support end-customer variations
• Create seamless interaction across application, devices and data sources
• Explore all options and technology preference
Architect for Configurability and Scale: Avoid Mistakes
ISV Leaders Select Comity as Trusted Partner
Seamless Experience Release in 3 Months
Pass Security Review Configure and Scale
THE FASTEST PATH FROM IDEA TO APP
Randy Case Principal Technical Evangelist
Mobility
Collaboration
Social UX
Network Effects
Interoperability
Innovation
Tablestakes
Global Data centers
60+ Billion Transactions per qtr
True multi-tenancy
Declarative Tools or...
Write in any Language
APIs
Search
Identity
Security & Sharing
Tablestakes
Leverage
Profiles
Feeds
Status Updates
Groups
File Sharing
Approvals
Hybrid or HTML5
SDKs
Enterprise Container
Touch
Marketplace
Turn-key Trials
License Management
Billing
Upgrades
X
CRM Extensions
Service Marketing
IT & Admin
Collaboration
Other
FROM GARAGE TO GLORY
MODERATOR: Sara Varni Sr. Director, AppExchange
Alyson Poston Director, Presales CA
Jonathan Rowe Director, Marketing nCino
Dawn VanDamme CEO NimbleUser
Kai Yu Hsiung VP of Sales Silverline
Today’s Partner Panel
MODERATOR: Sara Varni Sr. Director, AppExchange
Alyson Poston Director, Presales CA
Jonathan Rowe Director, Marketing nCino
Dawn VanDamme CEO NimbleUser
Kai Yu Hsiung VP of Sales Silverline
5 SECRETS: BECOME AN OVERNIGHT APP SENSATION
Rachella Grossi Director, AppExchange
1,900+ APPS
30,000+ CUSTOMER REVIEWS
2,000,000+ INSTALLS
2009 2007 2008 2006 2010 2011 2012
26K 88K 259K 462K 734K 1M 1.7M
These are CUSTOMER installs.
= 1 customer = 100,000+ subscribers
2013
2.0M
1,900
Apps
$800m Partner Revenue
717,000
Apps
$5000M Partner Revenue
$6900 Per App
$420,000 Per App
SUCCESSFUL?
Soft Launch Free Pilots Act on Feedback
Identify Influencers Encourage Reviews Seed the Community
#2 Don’t Keep It a Secret
Clean Value Prop Crisp Demo Killer Content
Be Responsive Frictionless Trials Over -Communicate
User Groups Events DeveloperForce
#ENTERPRISE APPS: VC FUNDING REPORT
MODERATOR: Sara Varni Sr. Director, AppExchange
Alex Ferrara Partner Bessemer Venture Partners
Nic Poulos Principal Bowery Capital
BJ Lackland CEO Lighter Capital
Jonathat Lehr Director Work-Bench
Today’s Partner Panel
MODERATOR: Sara Varni Sr. Director, AppExchange
Alex Ferrara Partner Bessemer Venture Partrners
Nic Poulos Principal Bowery Capital
BJ Lackland CEO Lighter Capital
Jonathan Lehr Director Work-Bench