The document summarizes a Salesforce.com partner meetup event in Atlanta. It includes an agenda with topics on building apps with the Salesforce platform, a live demo, a case study from Comity Designs on scaling a business, and a partner panel providing advice for getting started. It also discusses the Salesforce platform and tools available to partners to develop, distribute, sell, and support their applications.

1. Salesforce.com Partner Meetup - Atlanta
The Future of Enterprise Apps
@partnerforce

2. Ron Huddleston
SVP, ISV & Channel Sales
@Rhuddles1

3. Safe Harbor
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does not intend to update these forward-looking statements.

4. 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

5. Our Mission: Cloud Computing Driver, Catalyst
and Evangelist
Enterprise
Mainframe Client/Server Cloud Computing
1960s 1980s Today

6. Cloud, Mobile and Social are
Revolutionizing Enterprise Apps
2010s
1960s 1970s 1980s Social
Mainframe Mini Client Server 2000s Revolution
Computing Computing Computing Mobile
1990s Computing
Cloud
Computing
x 10x 100x 1,000x 10,000x 100,000x

7. Social Business is Transforming Our Customers
Cloud • Mobile • Social

8. But Social Business Isn’t Possible Without Apps
Cloud • Mobile • Social

9. Our Customers are Asking for More Apps

10. But They Want Those Apps To Do More
47%
annual growth in spend
for social networking
Office
ERP
BI
Project
Management
CRM
SCM
Content
Management
Web
Social
Conferencing
Networking
Source:
2012
IDC
“Worldwide
Collabora7ve
Applica7ons
2011-­‐2015
Forecast

11. Pandora Delivers Social Business with Apps
Social Profile:
Music
Genome
Project

12. Traditional Apps Keep Users and Information Siloed
Customer Product
Apps Apps
Partner Employee
Apps Apps

13. They Want Apps to Connect Across Their Business
Connected
Customers Connected
Products
Connected Connected
Partners Employees

14. The Future of Enterprise Apps
The Right The Right The Right
Technology Marketplace Program

15. RE-IMAGINATION OF NEARLY
EVERYTHING* -
POWERED BY NEW DEVICES +
CONNECTIVITY + UI + BEAUTY
MARY MEEKER
KLEINER PERKINS
Source: Internet Trends, D10 Conference, May 30, 2012

16. Today’s Apps Aren’t Built with Yesterday’s Platforms
Deploy in hours
Data silos Open APIs
Long implementation Instantly mobile & social
Painful integration

17. Social Drives a New Set of User Requirements

18. And Key Elements of Best-in-Class Apps Are Clear
Collaboration Mobility
Are you bringing Can data be accessed
information or people anywhere, from any device?
together in new ways?
Social UX Innovation
Does your app prompt Are you transforming your
people to engage? category/industry/niche?
Network Effects Interoperability
Is your app more powerful Do you connect to other apps
as more people use it? easily, push processes
forward?

19. The Salesforce Platform Makes These New Apps Possible
ISV Business Services
AppExchange
Touch
Identity
Chatter
Force.com Heroku Site.com
Database.com

20. Not Just About the App, the Customer Experience
Across All Apps is Becoming Paramount
Customer Customer Customer
Experience Experience Experience
X Y Z
Licensing Licensing Licensing
Upgrades Upgrades Upgrades
Mobile UI Mobile UI Mobile UI
Social Feed Social Feed Social Feed
App App App
Platform X Platform Y Platform Z

21. Customers Are Asking for a Simplified Experience
Unified Customer Experience
Upgrades
Mobile UI
Social Feed
Shared Data Across Apps
Single Sign-On
App App App
Platform X Platform Y Platform Z

22. Future of a Social Business with Apps
Social Profile:
Music
Genome
Project

23. The Future of Enterprise Apps
The Right The Right The Right
Technology Marketplace Program

24. AppExchange Marketplace – Leading Cloud Ecosystem
1700+ Apps
1.4M Installs
$700M Revenue
70% of the Fortune 100 have installed an app

25. Gain Instant Access to 100K+ Salesforce.com Customers
• Security Review
• Customer Reviews
• Free Trials
• Optimized for Mobile
• AppExchange Checkout

26. And List for Your Target Audience
Categories Collections Industry
Solutions

27. Introducing AppExchange Checkout
checkout
A new channel for lightweight
apps
Turn-key billing
Trial management

28. The Future of Enterprise Apps
The Right The Right The Right
Technology Marketplace Program

29. Our Partnership Model is Built on Shared Success
We Succeed When you Succeed
ü Designated Account Managers
ü PNR Pricing Model
ü Embedded Distribution Model
ü Go-to-market Planning

30. With Resources to Ensure Success
APP Academy Co-Marketing - #apptitude Campaign
Tech Enablement &
Roadmap Planning Chatter Groups with Direct Sales

31. 1100+ ISVs Already Finding Success with Our Program

32. 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

33. Stuart Bernstein
ISV Technical Evangelist
@stu_bermstein

34. Proven Market and Product Leader
Proven Leader Trusted Platform Customer Success
#1 PaaS for Developers All Major Certifications
#1 PaaS for Business Experts
#1 PaaS for ISVs
Leading Cloud Platform
56 Billion+
Transactions/Quarter
1.6 Million+ apps
1 Million+ installs on AppExchange

35. What Are You Building?
CRM Extension Custom Application
Need Screenshot
+ Logo
• eSignature, Email Marketing • Accounting, supply chain, inventory
etc. etc.
• Extending Salesforce CRM • No reliance on Salesforce CRM
• Standard + Custom Objects • Custom Objects

36. Who Are You Selling To?
Existing Salesforce Users? New Users?
• Beneficial to CRM users • No dependence on CRM
• Typically across many • Often targets vertical market
industries

38. Native Architecture
• Runs 100% on Force.com
trials licensing upgrades support
• Multitenant by design
Distribution Technologies
• Managed, scalable, secure services
• Native app building blocks
accounts contacts custom objects
• Built-in distribution services
analytics workflow apex collaboration
ISV Managed Package

39. Hybrid Architecture
External Services
trials licensing upgrades support
Distribution Technologies
REST API
Toolkits
Presentation
accounts contacts custom objects
Open APIs
analytics workflow Apex collaboration
ISV Managed SOAP API
Package
Apex Web Logic
Services
Metadata API
Bulk API Data

40. Client Only Architecture
Mobile External Apps Data ETL
SOAP API
REST API Bulk API
Apex Web Services
Toolkits
Metadata API

41. Integrate Any Cloud App with Salesforce Canvas
Salesforce Canvas
Bring your app seamlessly
into the Salesforce UI
Leverage single sign-on

42. ISV Business Services
Deep-Dive

43. ISVs Have Specific Business Needs
How will I provision
How do I protect my new customers?
intellectual property?
How do I manage
upgrades and
versioning?
How will I market
What about my app?
trials?

44. ISV Business Services Are the Solution for Your
Entire App Lifecycle
Plan Build Distribute Sell Support
Partner Academy Heroku AppExchange World Class Subscriber
Success Manager Force.com Branding License Management Debugging Tools
Technical Architects Chatter Trials Provisioning Login As
Mobile Apps Upgrades

45. Distribution Options
Your Company Website

46. Create a Seamless Customer Experience
• Pre-configured • Manage customer • Seamless
trials licenses upgrades
• Easy distribution • Know when • Push bug fixes
via AppExchange someone installs to subscribers
or your own your app
website

47. Provision Free Trials and Manage Licenses
Customers ISV
Sign up for a trial Creates a Lead
Manage licenses Create opportunitie
Try out the app
Operations Sales
Buy licenses =
Revenue recognition

48. Package Upgrades
§ Package upgrades and patch bug fixes
§ Automatically deploy to subscribers

49. Support Your Customers
Debug
Your Code

50. Building Your Brand into Your Application

51. 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

52. 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

53. Demo

54. 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

55. Dushyant Pandya
Founder & CEO
@comitydesigns
In/dushyantpandya

56. 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

57. Brooke Foster
ISV Regional Manager
@brookefoster

58. Meet Our Partner Panel
Bob Morrell Scott Fanin Roger Bottum
Co-Founder & CEO VP of Consumer Services VP Marketing
@Riskonnect @GreenwayMedical @springcm

59. Tips for Success
1. Join us at Cloudforce Atlanta tomorrow and
visit the AppExchange Partner Program Pod
on the expo floor
2. Complete the follow-up survey to be entered
to win an iPad Mini ($350 value)
3. Get to know your designated salesforce.com
ISV Account Executive
4. Prepare your business plan and product
roadmap
5. Check-out the AppExchange Partner Program
APP Academy in our Partner Portal

60. Unwind After Cloudforce Atlanta
What?
Invite-­‐only
cocktail
recepBon
to
network
with
our
team
and
other
partners
to
help
fuel
your
success
When?
Tomorrow
–
Thursday,
November
1
Where?
STATS
Atlanta
(just
one
mile
from
Cloudforce)
When?
5:30pm

61. THANK YOU