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Starting A Successful ISV Business with Salesforce (October 13, 2014)
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Starting a Successful ISV Business with Salesforce Tom Cannon Director, ISV Tech Evangelism, EMEA & APAC @tcann0n
Sarah Whitlock Senior Director, Productivity @partnerforce
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.
Who’s this session for?
Entrepreneurs
Established ISVs Systems Integrators
Salesforce Customers
Investors
Why should I build on the Salesforce1 Platform?
How will I make money?
How do I build it?
How will it affect my funding options?
How do I get started?
? What should I build?
How is it different?
How will you help me succeed?
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Why should I build on the Salesforce1 platform?
1999: Cloud Innovator
Today: Most Trusted Enterprise Cloud
1st Enterprise
PaaS 1st Enterprise
SaaS
1st Enterprise
AppExchange 1st
Enterprise Trust Site
Our Mission: Cloud Computing Driver, Catalyst and Evangelist
The Salesforce1 Platform is Different
Platform Distribution Program
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demo, video, Q&A, etc.
How is it different?
The Salesforce1 Platform is Different
Platform Distribution Program
The Fastest Path From Idea To App
Canvas APIs Mobile SDK & Dev. Packs
Multi-Language
IDE, Ant & Workbench
VisualForce & JavaScript
<js>
Your Innovation
Declarative Tools
Apex, SOSL & SOQL
Managed Packages
Get It Now Trials &
Provisioning AppExchange Lead & Usage Metrics
Customized Branding
Push& Pull Upgrades
License Management
Go To Market
Remote Support
Sharing, Audit &
Compliance
Customization & Localization
Work-flows & Scripts
Users, ID & Authentication
Dashboard & Report Builder
Enterprise Search
Core Capabilities
Mobile Social Objects & Communities
>99.9% <300ms
Reliability & Performance
Massively Scalable
Security Certified Multi-Tenant 3 Upgrades
per Year Backups
& DR
Infrastructure
Marketing Cloud Heroku 1
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How will you help me succeed?
Distribution Program Platform
The World’s Leading Enterprise App Marketplace
2,500 AppExchange Apps
Revenue for ISVs
$1.9B
2.6M AppExchange
Installs
APP Academy
• Plan • Build • Distribute • Market • Sell • Support
COMMUNITY | WEBINARS | SELF-PACED TRAINING | GUIDES | OFFICE HOURS | EVENTS
Learn more: p.force.com/join
APPEXCHANGE MARKETING PROGRAM (AMP)
4 WAYS TO ENGAGE THE APPEXCHANGE COMMUNITY - TURNKEY MARKETING OPPORTUNITIES
AppExchange Awareness
• Featured Apps • Newsletters Promos • Direct E-mail • Category Campaigns
Social Content
• Success Videos • App Mavericks • Videos & Blogs • Social Promotion
Influencer Engagement
• Sales & Boot Camp Campaign
• Community engagement • Live networking events • Social Campaigns
Demand Generation
• Compelling Content • Paid Media • Form Completes • Lead Sharing
Learn more: p.force.com/amp
Thought Leadership
Resources
Tools
Networking
salesforce.com/startups
We succeed when you succeed
The Team
Partner Account Executives Tech Evangelists
Solutions & GTM Managers Premier Support
Product Development Outsourcers
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demo, video, Q&A, etc.
How does it affect my funding options?
“Investments into enterprise software companies of all stripes are soaring. The amount of capital invested in these startups has already surged to over $5.4 billion in the first half of 2014.”
Jonathan Shieber, TechCrunch
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Salesforce Ventures Video: http://bit.ly/SFVenturesDF14
$2b+ Invested in AppExchange
Ecosystem
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demo, video, Q&A, etc.
What should I build?
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Enterprise Apps
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A fundamental need for better apps
driven by new expectations
Reimagining Business
Mobility
Analytical Insights
Community
Innovation
Interoperability Collaboration
ToDo
Review shifts and timesheets, report
status and schedules
• Schedule shifts, ask for trades, report status
• Clock in/out via phone or smart watch
Reimagining Workforce Management
SHIFTEXPERT By ClickSoftware
ToDo
Review shifts and timesheets, report
status and schedules
• Make and record calls with Sales/Service Cloud integration
• Enabling remote agents via tablets
CONTACTWORLD By NewVoiceMedia
Reimagining Call Centers
ToDo
Review shifts and timesheets, report
status and schedules
• Predictive maintenance via sensor data
• Get symptoms and recommended steps via smart phone or tablet
Reimagining Maintenance
PREDICTIVE MAINTENANCE
By Empolis
ToDo
Review shifts and timesheets, report
status and schedules
• Make engineers more effective via heads-up display
• Initiate Case, Access Repair History, Real Time Support & Problem Resolution via Smart Glasses
Reimagining Maintenance
SKYLIGHT By APX Labs
ToDo
Review shifts and timesheets, report
status and schedules
• Engage brand and products with iBeacon technology
• Deliver the right message on customer smartphone based on profile, buying intentions
Reimagining In-Store Customer Experience
NEOSPERIENCE ENGAGE By NeoSperience
ToDo
Review shifts and timesheets, report
status and schedules
• Personalized and differentiated VIP experiences
• Notification, location, photo ID, key client metrics via smart watch
Reimagining In-Store Customer Experience
PROXIMITY INSIGHT FOR RETAIL By Proximity Insight
ToDo
Reimagining Healthcare
eCareCompanion & eCareCoordinator By PHILIPS
Review shifts and
timesheets, report status
and schedules
• Connect devices, patients & providers in real time
• Collaborate & monitor 1000‘s of patients using connected devices
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How do I build it?
3 Types of App
ClickSoftware Fairsail Cameleon FinancialForce
Horizontal
Philips Veeva Kimble Hotel Ninjas
Vertical CRM Super-Chargers
Distribution Engine
CloudApps Evernote LinkedIn
Extending Our App Extending Our App & Our Platform
Extending Our Platform
Customer: Existing Salesforce Users
Customer: ANY User
Customer: ANY User
Native
Salesforce1 Platform APIs
Standard Objects
Custom Objects & Code
Salesforce1 Mobile
Communities
100% Built on Force.com
Composite
REST/SOAP APIs
Processing
Data Storage
Combination of Force.com and another platform
Salesforce1 Platform APIs
Standard Objects
Custom Objects & Code
Salesforce1 Mobile
Communities
Native Mobile Apps
REST/SOAP APIs
Processing
Data Storage
Write one app for each type; User downloads from respective app store
Salesforce1 Platform APIs
Standard Objects
Custom Objects & Code
Salesforce1 Mobile
Communities
Internet of Things
REST/SOAP APIs
Processing
Data Storage
Connect anything via our API
Salesforce1 Platform APIs
Standard Objects
Custom Objects & Code
Salesforce1 Mobile
Communities
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How will I make money?
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Sanu Desai, Silicon Valley Investment Banker
“A $1 Trillion Transfer of Wealth”
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Subscription Model • Per User Per Month • Billed annually • Predictable Revenue
Other models • Site-wide • Per Logon • Consumption
How will I make money?
$1.9bn Partner Revenue
$20bn Partner Revenue
App Store
$15k Per App
= 1,300,000
Apps
$760k Per App
= 2,500
Apps
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How do I get started?
Getting started
1. Join the Partner Community - p.force.com/join 2. Get started on the APP Academy 3. Meet your AE & TE
Distribution Program Platform
15 years’ experience building an enterprise
cloud business
We succeed when you succeed
Focus on your innovation
Check out the new Partner Community
https://partners.salesforce.com
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!
While you’re at Dreamforce Designing and building your app: • Building your First Salesforce App – Now! (watch the recording) • Lean Product Management for Salesforce ISVs – Tues 11am • ISV Beginner's Guide to Building a Salesforce1 Mobile App - Tues 4pm • An ISVs Guide to Building Creative Apps, Next-Gen Apps – Weds 4pm
Salesforce for Startups: • Meet Featured Startups • Office Hours @DEVZONE • Founders Forum Sessions – Mon-Weds @Westin St. Francis • Fund Your App Business: The New Cloud Funding Model for Enterprise Apps – Mon 3pm • Investing in Enterprise Startups: with Jeff Clavier, SoftTechVC – Tues 1pm
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