APP Academy: Sales & Marketing

Information Kit

August 8, 2013

San Francisco, CA

When: August 8, 2013 at 8:30am (Breakfast)Where: 1 Market @ Embarcadero

San Francisco, CA 941056th Floor, Spear TowerKilauea 1-2 Conference Room

Costs: Program is free, breakfast & lunch provided; youare responsible for travel & lodging

Contact: John RichterISV Success (Program Enablement)jrichter@salesforce.com+1 517-208-9397 (mobile)

Welcome, we look forward to seeing you there!

APP Academy: Sales & Marketing

IMPORTANT:If you cannot attend the session for any reason please email John Richter ASAP. We would like to accommodate as many partners as possible. Thank you for your consideration.

Contact: John Richter, jrichter@salesforce.com

APP Academy: Marketing

Afternoon: Demand Gen & Sales

PR & Social Marketing

Events: Maximize your ROI

Break

Online Marketing

Direct Selling

Outbound Direct Sales

Summary & Survey

Morning: Build Your Brand

Registration (8:30am)

Overview & Intro (9:30am)

High Impact Messaging

Break

Marketing Strategy: 360 View

AppExchange: Insider’s Guide

Lunch

APP Academy: Sales & Marketing - Schedule

Build Distribute

Support

SellPlan

Pass Security ReviewSetup Trialforce (TMO)

Setup Order Management (OEM)Install LMA in ISV Biz Org

Create AppExchange ListingRecord App demo video (viral)

Launch App

OnboardingPortal Access

Go-to-market PlanningTechnical Review

Architect & Design AppSigned Partner Agreement

Setup Partner Development OrgsSetup Partner Test Orgs

Setup Packaging OrgSetup ISV Business OrgMeet with Security Team

Build and Test AppSuccessful Testing

Case ManagementCustomer Console Setup

Support TrainingPartner Premier SupportRelease Management

Renewals

Setup SEO/SEMMarketing Strategy & Training

Sales Strategy & TrainingBuild a Sales Kit

Lead ManagementBuild a Sales Pipeline

Closed-Won Opportunities

Sales & Marketing comprises one core part of the complete lifecycleAPP Academy: Sales & Marketing

Salesforce.com, 1 Market @ Embarcadero, Spear Tower, San Francisco, CA 94105

Spear Tower

Spear Tower (6th Floor, Kilauea 1-2)

:: When you arrive at Spear Tower (across from the Food Court on the 1st Floor), tell Security you are here for a salesforce.com training on the 6th Floor. Be prepared to show your ID.

:: Check-in with reception on the 6th Floor to receive your ID badge:: The session is in Kilauea 1-2:: If you need directions or assistance dial John Richter’s mobile – (571) 208-9397

Enter Here

Kilauea

http://p.force.com/appacademy

Free training for ISV partners

Contains best practices by Roles

Videos, Checklists, FAQ’s

Build your own Custom Training

Partner Portal – APP Academy

Read ‘Behind the Cloud’ by Marc Benioff

Startup Inspiration Industry Expertise Sales Strategy Marketing Best Practices Technical Wisdom Event Planning Product Launch Financing Corporate Philanthropy

This is an excellent resource on how to build a successful cloud computing business. We recommend you purchase this book for yourself and your team members. We will refer to this book during the session (purchase is not required).

www.salesforce.com/behindthecloud

Read ‘Predictable Revenue’ by Aaron Ross & Marylou Tyler

Cold Calling 2.0 Prospecting Best Practices Sales Best Practices Lead Generation and “Seeds, Nets, & Spears” 7 Mistakes CEOs and Sales VPs Make Sales Machine Fundamentals Cultivating Your Talent Leadership & Management

Aaron Ross is a contributor to the APP Academy. Aaron was Director, Corporate Sales at salesforce.com and is now an author and Managing Director at Predictable Revenue, Inc. and CEO of PebbleStorm.

www.predictablerevenue.com/book

Read ‘Complete B2B Online Marketing’ by Maura Ginty & Lauren Vaccarello with William Leake

Understanding B2B Online Marketing Building a B2B Brand Online Search Engine Optimization Using Paid Online Media Optimizing with Metrics Conversion Rate Optimization & Usability Managing Your Leads Integrating Marketing with CRM

Lauren Vaccarello is a contributor to the APP Academy. Lauren is the Senior Director of Online Marketing at Salesforce.com where she focuses on developing cross-channel strategies that bridge the gap between awareness and demand-generation.

Find the book at

Read our new Business App Blog

To help you be succeed, our new ISV-specific blog contains:– Tips and tricks from every team supporting you

– Help & how-to’s

– Industry thought leadership

– Announcements and program news

http://p.force.com.com/blog

News

Alerts!

APP Academy

Topics (A-Z)

Links

FAQ

Partner Portal – ISV Partners One-Stop Shop

http://p.force.com/ISV

http://p.force.com/marketing

Office Hours

Marketing Best Practices

Event Management

AppExchange

Social Media

Recorded Training

Marketing FAQ

APP Academy Topic – Partner Marketing

Office Hours

http://p.force.com/marketing

PR Office Hours

Dreamforce Office Hours

Marketing Office Hours

Security Review Office Hourshttp://p.force.com/security

http://p.force.com/marketing

http://p.force.com/marketing

• Announcements• Webinar Replays• Release Updates• Dreamforce Alerts• Program Changes• Partner News• New Resources

Follow Us on Social Media

@partnerforce slideshare.net/partnerforce

facebook.com/Salesforcepartner

s

http://p.force.com/socialmedia

youtube.com/partnerforce

Pre-Session ChecklistBring Your Own Laptop or Tablet (wifi available)

Review the APP Academy (Online) before attending*Tip: Share this link with other team members http://p.force.com/appacademy

Read the recommended sales & marketing resourceshttp://p.force.com/marketing

Follow us on Twitter @partnerforce

Be prepared to discuss:(1) your company marketing strategy (2) your plan for next steps (3) the roles you have in place to support those plans(4) the metrics you are using to guide and manage your business

Frequently Asked QuestionsHow much does the program cost?This program (valued at $2000 USD) is free to members of our AppExchange Partner Program. Meals are provided. You are responsible for transportation & lodging.

Can I bring a colleague who was not pre-registered?Yes, but please notify us in advance of anyone who would like to attend. Only pre-registered partners will have access.

Are purchasing the recommended resources required for the session?No. It is not our intention to sell books, but many of our partners have found these resources to be helpful, which is why we recommend them.

Can I have a copy of the slides from the session?Some of the slides are proprietary and cannot be shared. However, many of our modules are available in the train-the-trainer materials of the APP Academy.http://p.force.com/appacademy

If I need directions or assistance whom should I contact?Contact John Richter at jrichter@salesforce.com or +1 571-208-9397 (mobile).