APP Academy: Distribute Your App Through Automation Warren Chen Senior Technical Evangelist, Salesforce

Andy Drogo Senior Product Manager, Xactly

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Distribute and License: A lot of ground to cover!

• Managed Package • Publishing on the AppExchange • Distribution Technologies • Manage Licenses • A Partner’s Success Story • Session Takeaways

Build Distribute Support Sell Plan

ISV Application Lifecycle

The ISV Partner Operations Team

Deal Operations

Order Management

Onboarding Success

Partner Support

Contract Operations

COA Support

Technical Support

Learn the ISV Distribution Lingo

Publisher Console

APO

TMO

TSO

LMA Partner Business Org

Trialforce Template

Trials

Trialforce Test Drive COA

Managed Package

Contributing Publishing Org CPO

License Management App

Channel Order App

AppExchange Publishing Org

Trialforce Source Org

Trialforce Management Org

LMO

License Management Org

Use to introduce a

demo, video, Q&A, etc. Package and Publish

Package: Your Solution, Your Metadata A Package is:

Your Metadata (Objects, Fields, etc.)

Your Classes, Pages, …

Managed Packages:

Your Unique Namespace

IP Protection

License Management

Upgrades

Support Tools

Trials

Branding

Managed Package

My App

Distribute with Managed Packages

Your Force.com App (Developer Edition)

Your Customers (Production orgs)

Install/Deploy your Managed Package using AppExchange/Trialforce

Link Package(s) Login

•  Development Edition Org •  Acronym: CPO •  Also called: Publishing Org •  Create managed package •  Create new versions

Publishing with AppExchange

•  Production Org •  Manage your ISV business

•  AppExchange Publishing Org (APO)

•  License Management App (LMA) Installed

•  Channel Order App (COA) Installed

•  Environment Hub •  Usage Tracking

•  Publisher Console •  Create/Edit listing •  Security Review •  Set up lead collection •  Provide trials

Contributing Publishing Org(s)

Partner Business Org

Use to introduce a

demo, video, Q&A, etc. Distribution

•  Created from Trialforce •  New org is provisioned •  Login email sent to user •  Can be trial or active •  Can be free or paid •  Can become a production org

•  Existing Sandbox/Production Org

•  Log-in with existing UN/PW

•  User must grant permission

•  Can be active or trial •  Can be free or paid

Install with Get It Now

•  Single shared org •  User provided read

only access

Distribution with AppExchange

Trial Org Customer Org Test Drive Org

Provision with Get It Now

Take a Test Drive

•  Leverages Trialforce •  Initiated by you

Distribution outside the AppExchange

Partner Business Org

Trial Org

•  Leverages Trialforce •  Initiated by customer

Trial Org

Your Website

Provision using Signup API

Publisher Console – Offering Tab

Your Application •  Do you have a managed package? •  How will people get your app? •  Will you offer free trials?

Your Uploaded Packages •  Link your package(s) from your Contributing

Publishing Orgs to the listing •  Ensure latest version is selected

Your Trial Templates •  Link your Trialforce templates •  Select a template for free trial sign up

Test Drive •  Offering a Test Drive?

•  Point-in-time snap shot •  Changes to TSO do NOT affect trial org

Trialforce Basic Org Structure

•  Install your package(s) •  Create sample data •  Customize and configure •  Create Trialforce Templates

•  Create branding templates •  Create Trialforce Source Orgs

Trialforce Management Org (TMO)

Trialforce Template Org

Trialforce Source Org (TSO)

Trial Org Trial Org Trial Org •  Enable your sales team •  Provide access to prospects

Trialforce Best Practices

•  Create TSO for different verticals/ industries/countries

•  Load relevant sample data

TSO 1 (Life Sciences)

TSO 2 (Healthcare)

TSO 3 (Sales Demos)

TSO 4 (Germany)

TSO 5 (France)

Trialforce Management Org (TMO)

Trialforce: Scale and Grow your Business

•  Target different industries, verticals, regions

•  Customize: process, branding, functionality, data

•  Scale and enable your sales team

•  Use in marketing campaigns to maximize customer reach

•  Let prospects without a Salesforce org access a trial of your app

Use to introduce a

demo, video, Q&A, etc. Licensing

Login

Also called: License Management Org (LMO) License Management App (LMA) •  Lead records are created •  License records are created •  Controls license status •  Support your customers

•  Any Trial org with your Package •  Production org with your package •  Sandbox org with your package •  Doesn’t matter how it was created

Licensing your Application

•  Configure options to capture Leads •  Configure options for Licenses Leads &

License

Partner Business Org

Trial Org Customer Org

Customer Install

Trialforce

Publisher Console – Leads Tab

Your Leads •  Link listing to your LMO •  Set up campaigns to manage

your leads

Channel Order App (COA) •  Place/track orders with Salesforce •  Submit an order as a result of the sale of your app •  Provides Information

•  Your product SKUs •  Contract terms •  Customer orders

Submit Orders to Salesforce

Manage Licenses (LMA)

Partner Business Org

Customer Org

Submit Orders

Activate Licenses

Order Status

Place Customer or

Partner logo in white area of

slide, centered horizontally

A Partner’s Success Story Andy Drogo, Xactly

Leader in SaaS Incentive Compensation Management Focused Exclusively on Incentives & Compensation

Driving Agile, Metrics Driven, Pay-for-Performance Companies Fastest Growing Provider

5 Years in Market

28 Major Releases

68 Total Packages

7,275 Total Installs

6,109 Trials

1,166 Active

5 Years in Market

28 Major Releases

68 Total Packages

Built! App

Now What?!

Packaging Licenses Trials

Packaging Managed vs Unmanaged

Packaging Options

Security Review

Know Your Customer

Licenses Always turn on LMA

LMA in Business Org

Create Workflow

Trials Trialforce vs Test Drive

They signed up, now?

Not just for selling

Branding

Trial Experience…

Trial Experience…

Trial Experience…

SUCCESS!!!

Use to introduce a

demo, video, Q&A, etc. Session Takeaways

Distribution Cheat Sheet

Contributing Publishing Org (CPO)

Partner Business Org

TMO Trial Org Customer Org TSO

Template

•  Also called: Publishing Org •  Create managed package •  Create new versions/patches

Upload Package(s) Use Login

•  AppExchange Publishing Org (APO)

•  Licenses Management Org (LMO) •  License Management App (LMA) •  Channel Order App (COA) •  Environment Hub •  Subscriber Support

Trialforce

Customer Install

Creates

•  Create branding •  Install your App •  Create sample data •  Customize & configure

Creates

Link Template

•  New Org created from Trialforce Template

•  Production Org in Trial mode

•  Production or Sandbox Org

Leads & License

Session Recap

•  AppExchange: leading enterprise apps marketplace

•  Powerful distribution technology lets you focus on innovation

•  Trialforce: your force multiplier for growth

•  LMA: Manage your leads and licenses like Salesforce

•  Move fast but remember to test

•  Reference the Partner Community, App Academy and ISVforce Guide (http://p.force.com/guide)

Check out the new Partner Community

https://partners.salesforce.com/

Where to Learn More

APP Academy: Distribute - http://p.force.com/distribute

Connect with Partners in the Partner Zone The Westin Hotel, Market Street 2nd Floor – Metropolitan Ballroom INNOVATE with the leading technology •  Demos of new Salesforce technology CONNECT with members of the partner community •  Partner Community Theater •  Networking areas •  Welcome reception and daily lunch service GROW your business with resources •  70+ partner-specific sessions •  ‘Ask the Experts’ consultation stations

AppBash 2014 on Wednesday Night!

Use to introduce a

demo, video, Q&A, etc. Questions?