@partnerforce
Salesforce.com Partner Meetup - New York The Future of Enterprise Apps
Steve Mooney Regional Director, ISV Sales @SteveMooney
Safe Harbor
Safe 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 product or service availability, 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, new products and services, 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 any litigation, risks associated with completed and any 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 and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures 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 presentations, 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.
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Our Mission: Cloud Computing Driver, Catalyst and Evangelist
Mainframe
Today 1960s
Client/Server
1980s
Enterprise Cloud Computing
Cloud, Mobile and Social are Revolutionizing Enterprise Apps
1960s Mainframe Computing
1970s Mini
Computing
1980s Client Server Computing
1990s Cloud
Computing
2000s Mobile
Computing
2010s Social
Revolution
x 10x 100x 1,000x 10,000x 100,000x
Social Business is Transforming Our Customers
Cloud • Mobile • Social
But Social Business is Not Possible Without Apps
Cloud • Mobile • Social
Pandora Delivers Social Business with Apps
Social Profile: Music
Genome Project
Our Customers are Asking for More Apps
And They Want Those Apps to Be Social
Source: 2012 IDC “Worldwide Collaborative Applications 2011-2015 Forecast
Social Networking
SCM Content Management Web
Conferencing
CRM BI ERP Office
Project Management
47% annual growth in spend
for social networking
And They Want Those Apps to Connect Across Their Business
Connected Products
Connected Customers
Connected Employees
Connected Partners
The Future of Enterprise Apps
The Right Marketplace
The Right Program
The Right Technology
RE-IMAGINATION OF NEARLY EVERYTHING* - POWERED BY NEW DEVICES + CONNECTIVITY + UI + BEAUTY
MARY MEEKER KLEINER PERKINS
Source: Internet Trends, D10 Conference, May 30, 2012
The Re-Imagination of Enterprise Apps
THEN… Data silos, long pilots,
painful integration
NOW… Deploy in hours, open APIs,
instantly mobile & social
App Providers Have a New Set of Requirements
Collaboration Are you bringing information or people together in new ways?
Social UX Does your app prompt people to engage?
Network Effects Is your app more powerful as more people use it?
Mobility Can data be accessed anywhere, from any device?
Interoperability Do you connect to other apps easily, push processes forward?
Innovation Are you transforming your category/industry/niche?
And New Opportunities to Deliver Customer Value
The Salesforce Platform Makes These New Apps Possible
Database.com
Force.com Heroku Site.com
App
Exch
ange
Chatter
Touch
ISV Business Services
Identity
The Future of Enterprise Apps
The Right Marketplace
The Right Program
The Right Technology
AppExchange Marketplace – Leading Cloud Ecosystem
1700+ Apps 1.4M Installs
$700M Revenue
70% of the Fortune 100 have installed an app
• Security Review
• Customer Reviews
• Free Trials
• Optimized for Mobile
• AppExchange Checkout
Gain Instant Access to 100K+ Salesforce.com Customers
And List for Your Target Audience
Categories Collections Industry Solutions
Introducing AppExchange Checkout
A new channel for lightweight apps Turn-key billing Trial management
checkout
The Future of Enterprise Apps
The Right Marketplace
The Right Program
The Right Technology
Our Partnership Model is Built on Shared Success
We Succeed When you Succeed
Designated Account Managers
PNR Pricing Model
Embedded Distribution Model
Go-to-market Planning
With Resources to Ensure Success APP Academy
Tech Enablement & Roadmap Planning
Co-Marketing - #apptitude Campaign
Chatter Groups with Direct Sales
1100+ ISVs Already Finding Success with Our Program
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Bill Mariani Senior Technical Evangelist @billmariani In/billmariani
What are You Building?
Custom Application CRM Extension
Need Screenshot + Logo
• eSignature, Email Marketing etc.
• Extending Salesforce CRM
• Standard + Custom Objects
• Accounting, supply chain, inventory etc.
• No reliance on Salesforce CRM
• Custom Objects
Who are You Selling To?
New Users? Existing Salesforce Users?
• Beneficial to CRM users
• Typically across many industries
• No dependence on CRM
• Often targets vertical market
Native Architecture
• Runs 100% on Force.com
• Multitenant by design
• Managed, scalable, secure services
• Native app building blocks
• Built-in distribution services
ISV Managed Package
Distribution Technologies
trials licensing upgrades support
workflow collaboration analytics apex
custom objects accounts contacts
Hybrid Architecture
ISV Managed Package
Distribution Technologies
trials licensing upgrades support
workflow collaboration analytics Apex
custom objects accounts contacts
Ope
n A
PIs
External Services
Data
Logic
Presentation
SOAP API Apex Web Services
Metadata API Bulk API
REST API Toolkits
Integration Only Architecture
REST API Toolkits
Mobile External Apps Data ETL
SOAP API Apex Web Services
Metadata API Bulk API
Integrate any Cloud App with Salesforce Canvas
Salesforce Canvas Bring your app seamlessly into the Salesforce UI Leverage single sign-on
Proven Market and Product Leader
Proven Leader Customer Success Trusted Platform
#1 PaaS for Developers #1 PaaS for Business Experts
#1 PaaS for ISVs
Leading Cloud Platform
1.6 Million+ apps
1 Million+ installs on AppExchange
All Major Certifications
56 Billion+ Transactions/Quarter
Provides the Application Building Blocks
Declarative
Simplicity + Speed Control + Flexibility
Programmatic
Applications Tabs
Page Layouts Record Types
Formulas Validation Rules
Workflow & Approvals
Objects Fields
Relationships
Visualforce Pages
Force.com Sites
Visualforce Controllers Apex
Web Services API
Web Services API Metadata API
User Interface
Business Logic
Data Model
ISV Business Services Deep-Dive
How do I protect my intellectual property?
How do I manage upgrades and
versioning?
What about trials?
How will I market my app?
How will I provision new customers?
ISVs have Specific Business Needs
ISV Business Services are the Solution for Your Entire App Lifecycle
Plan
Partner Academy Success Manager
Technical Architects
Build
Heroku Force.com
Chatter Mobile Apps
Distribute Sell Support
AppExchange Branding
Trials Upgrades
World Class License Management
Provisioning
Subscriber Debugging Tools
Login As
Distribute with Managed Packages
Upgrades
IP Protection
License Management
Support Tools
API Versioning
Namespace
Branding
Managed Package
Distribution Options
Your Company Website
Create a Seamless Customer Experience
• Pre-configured trials
• Easy distribution via AppExchange or your own website
• Manage customer licenses
• Know when someone installs your app
• Seamless upgrades
• Push bug fixes to subscribers
Provision Free Trials and Manage Licenses Customers ISV
Try out the app
Creates a Lead
Operations Sales
Manage licenses Create opportunities
Revenue recognition
= Buy licenses
Sign up for a trial
Package upgrades and patch bug fixes
Automatically deploy to subscribers
Package Upgrades
Support Your Customers
Debug Your Code
Building Your Brand into Your Application
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Demo
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Dushyant Pandya Founder & CEO @comitydesigns In/dushyantpandya
Salesforce.com Partner Meetup
Welcome and Program Overview
Building Apps with the Salesforce Platform
Break
Salesforce Platform Live Demo
Comity Designs – Scaling Your Business
Partner Panel – Advice for Getting Started
Avanish Sahai VP, ISV Alliances @avanishsahai In/asahai
Meet Our Partner Panel
Jerry Huskins CEO @Fontevainc
Alok Misra CEO @navatargroup
Shawn McGowan COO @Newmarketintl
Patrick McGuire VP Sales @VanaWorkforce
Tips for Success
1. Join us at Cloudforce New York tomorrow and visit the AppExchange Partner Program Pod on the expo floor
2. Complete the follow-up survey and let us
know what you are looking for in a
partnership
3. Get to know your designated salesforce.com
ISV Account Executive
4. Map out your business plan and product
roadmap with your ISV AE
5. Check-out the AppExchange Partner Program
APP Academy in our Partner Portal
THANK YOU