APP Academy: Getting Started (SF) Info Kit

1. APP Academy: Getting Started
Information Kit
March 20, 2013
San Francisco
@partnerforce

2. APP Academy: Getting Started
Welcome, we look forward to seeing you there!
When: March 20, 2013 at 8:30am (Breakfast)
Where: 1 Market @ Embarcadero
San Francisco, CA 94105
6thFloor, Spear Tower
Costs: Program is free, meals provided; you
are responsible for travel & lodging
Contact:John Richter
ISV Success (Enablement)
jrichter@salesforce.com
415-572-0592 (mobile)

3. APP Academy: Getting Started
IMPORTANT:
If you cannot attendthe session for any reason please
email John Richter ASAP. We have a waiting list and
would like to accommodate as many partners as possible.
Thank you for your consideration.
Contact: John Richter, jrichter@salesforce.com

4. Session Goals
• Understand key components of the full partner lifecycle
• Embrace the Customer Company strategy & how it applies to your
commercial application
• Identify your place within the lifecycle, along with next steps
• Consider key decision points in the lifecycle
• Review key concepts like ISV Business Org, Trialforce, Security
Review, LMA, AppExchange, & Customer Console
• Navigate the Partner Portal & utilize other resources
• Be empowered to Sell, Market, & Support like salesforce.com
• Get inspired about your business and have fun!
Our overall goal for the session is for you to understand the key milestones in the ISV partner lifecycle, learn
how to succeed at each milestone, and become an advocate for best practices within your own company.

5. Sample Agenda
Morning Afternoon
08:30 AM – Breakfast 01:00 PM –Package & Distribute
09:00 AM – Introduction 01:30 PM – Social App Strategy
09:15 AM – Lifecycle Overview 02:00 PM – Sales Best Practices
09:45 AM – Mastering Master Orgs 02:30 PM – Marketing Best Practices
10:15 AM – Break 03:00 PM –Break
10:30 AM – Plan for Success 03:15 PM – Support Your Customers
11:00 AM – Architect & Design 03:45 PM – Workshop
04:30 PM – Summary & Survey
11:30 AM – Security Review
05:00 PM –End
12:00 PM – Lunch

6. APPAcademy
Topics covered during the session by lifecycle phase (subject to change)
Plan Build Distribut Sell Support
e
Setup Partner Development Orgs Setup SEO/SEM
Setup Partner Test Orgs Marketing Strategy & Training
Setup Packaging Org Sales Strategy & Training
Setup ISV Business Org Build a Sales Kit
Onboarding Meet with Security Team Lead Management
Portal Access Build and Test App Build a Sales Pipeline
Go-to-market Planning Successful Testing Closed-Won Opportunities
Technical Review Pass Security Review Case Management
Architect & Design App Setup Trialforce (TMO) Customer Console Setup
Signed Partner Agreement Setup Order Management (OEM) Support Training
Install LMA in ISV Biz Org Partner Premier Support
Create AppExchange Listing Release Management
Record App demo video (viral) Renewals
Launch App

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

8. Spear Tower (6 th Floor, Kilauea 3)
Kilauea
::When you arrive at Spear Tower (across from the Food Court on the 1 st Floor),
tell Security you are here for a salesforce.com training on the 6 th Floor.
Be prepared to show your ID.
::Check-in with reception on the 6 th Floor to receive your ID badge
::You will be directed to the session room from reception
:: If you need directions or assistance dial John Richter’s mobile – (415) 572-0592

9. Partner Portal – ISV Partners - http://p.force.com/ISV
 News
 Alerts!
APP Academy
 Topics (A-Z)
 FAQ

10. APPAcademy – free training for your team
 Free training for ISV partners
 Contains best practices by Roles
 Videos, Checklists, FAQ’s
 Build your own Custom Training
 Online (available 24/7)
 Virtual Classrooms (no travel
costs)
 Live Sessions (with our experts)
http://p.force.com/appacademy

11. Read ‘Behind the Cloud’ by Marc Benioff
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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

12. Follow us on Twitter @partnerforce
• Announcements
• Webinar Replays
• Release Updates
• Dreamforce Alerts
• Program Changes
• Partner News
• New Resources
http://www.twitter.com/partnerforce

13. Pre-Session Checklist
Bring 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/isv
http://p.force.com/appacademy
Read Behind the Cloud by Marc Benioff
Follow us on Twitter @partnerforce
Be prepared to discuss:
(1) where your company currently fits in the ISV/OEM lifecycle,
(2) your plan for next steps
(3) the roles you have in place to support those plans
(4) how your company is delivering a Social App

14. Frequently Asked Questions
How 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.
Is purchasing Behind the Cloud (book) required for the session?
No. It is not our intention to sell books, but many of our partners have found this to be a very inspirational as well
as practical guide, which is why we highly recommend it.
Can I have a copy of the slides from the session?
The slides for almost all of the delivered content are available via our train-the-trainer package.
On theAPP Academy main page, select the train-the-trainer resources.
http://p.force.com/appacademy
If I need directions, have an issue, whom should I contact?
Contact John Richter at jrichter@salesforce.comor 415-572-0592 (mobile).

15. See you there!