AMP FY18 Overview

1. AppExchange
Marketing Program
FY18 Q1 & Q2 Packages
ampteam@salesforce.com

2. Forward-Looking Statements
​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.

3. AppExchange Marketing Program Vision
​Accelerate business app partner growth
through best-in-class joint marketing
programs that engage, inspire, and transform
our shared customers and prospects.

4. World-class
Marketing
Turn-key partner
participation
Evergreen
content
Engaging
campaigns
• Customer-first marketing
• Specifically created for
partners
• Leverages Salesforce best
practices
• 30+ partners participate
each quarter
• Co-marketing where
Salesforce leads on
execution
• Customer-first thought
leadership content
• Long tail effect of
campaigns and content
• Positions partner apps for
measureable results
• Always on co-marketing
awareness for apps
Joint Marketing at Scale, the Salesforce Way

5. The AppExchange Marketing Program Team
Jenifer Ho
AppExchange Marketing
Program Lead
Howard Chen
Manager, AppExchange
Marketing Program
Andrew Gothelf
Manager, AppExchange
Marketing Program
Latrice Barnett
(Maternity Leave)
Sr. Manager,
AppExchange
Marketing Program
Josie Chiles
Director, AppExchange
Marketing Program and
Product Marketing
Connie Dea
Manager, AppExchange
Product Marketing
Amanda Nelson
Sr. Manager, AppExchange
Customer Community Marketing
Christine Lee
AppExchange Product
Marketing and Review Analyst

6. AppExchange Leads
Lift in Leads
With AMP
Without AMP
It’s All About Delivering Results
100+
Partners Invested in AMP
to date
31K+
AMP-Influenced Conversions
33%
AppExchange Visits
Lift in Visits
With AMP
Without AMP
332%
*Data from AMP participation from FY16-FY17

7. “In the last two years we have seen a 19% increase in
customer acquisition. Our participation in AMP is one
of the marketing components supporting our growth in
the AppExchange marketplace.”
Tony Zorc, CEO with Accounting Seed
Accounting Seed increases marketing exposure,
lead generation, and product creditably with AMP.
• Collaboration with the AMP team helped Accounting Seed
make big changes to their listing and optimize it for maximum
conversions.
• AMP influenced a 100% increase in listing activity and a 42%
lift in leads leading to more demos and closed deals.
• Revenue increased by 33% YoY.

8. Changes for FY18 Q1 & Q2

9. What’s New in Q1 & Q2
Invite Only “Themed” Campaign
Always On Campaign
Emerging Partner New Apps Campaign
Industry Page Promotion
Email Promotion
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10. AMP Campaigns & Packages

11. AppExchange Marketing Program Packages At-a-Glance
Primary Offer Frequency Primary Purpose Qualifications Availability per
quarter
Price
“Grow your Sales with Apps”
Campaign (Q1 only)
Quarterly Awareness, Demand Invite only 9 spots (Q1 only) $65,000
“Drive Business Success with Apps”
Campaign (Q2 only)
Quarterly Awareness, Demand Invite only 9 spots (Q2 only) $65,000
Always On Campaign Quarterly Awareness, Demand 2+ reviews
Rev-sharing ISV
12 spots $30,000
Emerging Partners New Apps
Campaign
Quarterly Awareness, Demand New app in last 24 mos
Rev-sharing ISV
12 spots $7,500
Home Page 1-Month Promotion Monthly Awareness 5+ reviews 6 spots $10,000
Industry Page 3-Month Promotion Quarterly Awareness 2+ reviews 12 spots $5,000
Email Promotion One email Awareness, Demand 5+ reviews 21 spots (Q1); 25
spots (Q2)
$2,000
App Mavericks Web Chat One video Awareness 2+ reviews 5 spots $7,500
App Talks Customer Interview One video Awareness, Demand 5+ reviews 3 spots $15,000

12. “Grow your Sales with Apps” Q1 Invite Only Campaign
Benefit
Home Page promotion 3 months
App tile on rotating home page banner ✔
App featured on a Collection Page ✔
Gated ebook with opt-in lead share ✔
Connected Leaders Customer Webinar w/ opt-in lead share ✔
AppExchange Monthly Digest email mention ✔
Display & social retargeting ✔
Rotating placement on the SFDC HQ kiosks ✔
Demo Jam invitation ✔
Customer Spotlight invitation ✔
Availability 9 spots – invite only
Purpose Awareness, Demand
Target Audience Sales
Investment $65,000
Description
Do you have an app that helps Sales teams grow? If so, you’ll be considered for our
invite-only campaign focusing on apps that help grow Sales from start to finish.
QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.

13. “Drive Business Success with Apps” Q2 Invite Only Campaign
Benefit
Home Page promotion 3 months
App tile on rotating home page banner ✔
App featured on a Collection Page ✔
Gated ebook with opt-in lead share ✔
Connected Leaders Customer Webinar w/ opt-in lead share ✔
AppExchange Monthly Digest email mention ✔
Display & social retargeting ✔
Rotating placement on the SFDC HQ kiosks ✔
Demo Jam invitation ✔
Customer Spotlight invitation ✔
Availability 9 spots – invite only
Purpose Awareness, Demand
Target Audience Finance, HR, IT
Investment $65,000
Description
Do you have an app that helps with back office operations? If so, you’ll be considered
for our invite-only campaign focusing on apps that help every department be efficient.
QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.

14. Always On Campaign
Benefit
Category Page promotion 3 months
AppExchange Direct Email mention ✔
AppExchange Content Collection featured asset 1 month
Display & Social retargeting ✔
App featured in a playbuzz quiz ✔
Demo Jam invitation ✔
Customer Spotlight invitation ✔
Availability (max of 3 direct competitors per category) 12 spots
Purpose Awareness, Demand
Target Audience Salesforce customers
Investment $30,000
Description
Stay top of mind within the Salesforce customer base and community. This campaign
presents a great way to have always on coverage across the AppExchange.
QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per category.

15. Emerging Partners New Apps Campaign
Benefit
Home Page promotion 1 week
Category Page promotion 1 month
App featured on a Collection Page ✔
AppExchange Weekly Digest email mention ✔
One shared blog post mention ✔
App featured in an apptales ✔
Demo Jam invitation ✔
Customer Spotlight invitation ✔
Availability 12 spots
Purpose Awareness, Demand
Target Audience Salesforce customers
Investment $7,500
Description
Have you recently launched a new app on AppExchange? This campaign helps spread
the word and drive awareness and leads to your new listing.
QUALIFICATIONS: ISV rev-sharing. App must be a new listing within the last 24 months. Max participation 2 quarters.

16. AMP Ala Carte Packages

17. Home Page 1-Month Promotion
Benefit
Featured app rotating on the AppExchange Home page 1 month
Availability 6 spots
Purpose Awareness
Target Audience Salesforce customers
Investment $10,000
Description
Promote your app front and center on the AppExchange home page to active
AppExchange users, with our tried and true formula for increasing awareness, listing
traffic, and leads.
QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Not available in the same quarter for partner apps participating in the invite-only campaign.

18. Industry Page 3-Month Promotion
Benefit
Featured app on an AppExchange Industry page 3 months
Available industries:
• Healthcare Life Sciences
• Financial Services
• Professional Services
• Manufacturing
Availability (max of 3 direct competitors per industry) 12 spots
Purpose Awareness
Target Audience Salesforce customers
Investment $5,000
Description
Promote your app to your key audience on select AppExchange Industry pages to active
AppExchange users to increase awareness, listing traffic, and leads.
QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per industry.

19. Email Promotion
Benefit
Mention on one of our AppExchange email newsletters 1 email mention
Newsletter types:
• Monthly Digest
• Weekly Digest
• Direct Email
Availability
Q1 Q2
21 spots 25 spots
Purpose Awareness, Demand
Target Audience Salesforce customers
Investment $2,000
Description
Get your app mentioned on one of our popular AppExchange newsletters with over 100K
subscribers and growing.
QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Max of 1x email participation per app each quarter.

20. AMP Content Packages

21. App Mavericks Web Chat Video
Benefit
1 professionally shot App Mavericks video with your top exec and
a Salesforce MVP. Promotion supported by paid media.
• 3-4 minute web chat with a Salesforce MVP via high-end
web/video conference.
• MVP will help you define your story to help prospects
and influencers understand your unique value. 1 video
Availability 5 spots
Purpose Awareness
Target Audience Salesforce customers
Investment $7,500
Description
Connect with a Salesforce MVP or AppExchange All-Star to talk about what makes your
product unique and awesome. Plus, share a quick demo of your app.
QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating.

22. App Talks Customer Interview Video
Benefit
1 professionally shot and produced App Talks video with your
customer. Promotion supported by paid media. 1 video
Options for asset (pick one):
• Gated video
• Not gated video
Availability 3 spots
Purpose Awareness, Demand
Target Audience Salesforce customers
Investment $15,000
Description
Put your customer story front and center. With an app demo and a short interview cameo
with your customer, this evergreen content is a perfect customer story to share.
QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating.

23. AMP Application Process

24. Participation Requirements & Consideration
Rev-sharing
ISV Partner
Customer Reviews
with 4+ stars
New Apps*
Limited
Competitors**
*Emerging Partners New Apps Campaign only
**Always On Campaign and Industry Page 3-Mo Promotion only

25. Q1 & Q2 Application Process
Review available AMP co-marketing opportunities at p.force.com/amp.
Complete the AMP application with packages you’d like to apply for at
bit.ly/ampfy18application.
Hear back from the AMP team on your application acceptance in ~1 week.
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Questions? Reach out to the team at ampteam@salesforce.com.

26. Frequently Asked Questions
Q: Is there a limit to the number of packages we can apply to?
A: No, you can apply to a mix of packages that fit your marketing
needs.
Q: Can we promote multiple apps or listings?
A: Yes, you can promote one app for each AMP package you select. If
you’d like to promote a second app, you can apply for an additional
AMP package.
Q: Are we eligible for AMP if our app isn’t through security review yet?
A: No, your app must pass security review and your listing must be live
on the AppExchange before you can participate.

27. AMP @ Work
Highlights from recent program promotions and content.

28. AMP @ Work: Featured App on AppExchange
Participating apps rotate in the Featured Apps sections on the AppExchange Home page,
Category, and Industry pages. Apps are also featured in Collection pages.

29. AMP @ Work: Weekly Digest Email
Promoting apps to partners and customers alongside new apps in our weekly newsletter.

30. AMP @ Work: Monthly Digest Email
Promoting apps to partners and customers in our monthly themed newsletter.

31. AMP @ Work: Direct Email
Partner apps promoted in a direct email to our AppExchange email subscribers.

32. AMP @ Work: Connected Leaders Webinar
Top of funnel webinar that highlights customer success stories.

33. AMP @ Work: Retargeting
Retargeting campaigns designed to target Salesforce customers and AppExchange users.

34. Social & Content Marketing
See it all live at appexchangecontent.com

35. AMP @ Work: Thought Leadership Blog Posts
Blogs highlighting great featured apps alongside relevant thought leadership topics.

36. AMP @ Work: Ebook
A thought leadership ebook featuring your customer’s stories.

37. AMP @ Work: App Mavericks Web Chat Video
A video with a Salesforce MVP and one of your execs that features a quick demo of your app.

38. AMP @ Work: App Talks Customer Interview Video
Professional video that highlights your customer’s success story.

39. AMP @ Work: Demo Jam
Monthly match up that features AppExchange partners presenting their best 3-minute
demo competing for the Demo Jam title.

40. AMP @ Work: Customer Spotlight
1-page app stories from Customer Trailblazers that showcase wins.

41. Influencer Marketing
Engaging Salesforce Community Leaders

42. AMP @ Work: Happy New Year Mailer
850+ customers and partners received our calendar with featured apps and photographs
taken by Salesforce User Group Leaders and MVPs.