Want to keep your cloud business responsive and relevant to ever-changing markets? Attend this session to learn tricks of the trade from some of our most successful ISV partners who have extended their apps and grown their business. From adding new modules, to building for new market segments, to integrating seamlessly with other apps, join this session to explore options for extending your app to new heights. This session is primarily intended for product managers, architects, and developers.

1. Extend Your Commercial Force.com App
Salesforce.com Partner Success
Bill Mariani
Salesforce.com Technical Evangelist
@billmariani
in/billmariani
Andy Drogo
Xactly Corporation Product Manager

2. Special thanks to these Partners for their Input

3. 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 intellectual property and other litigation, risks associated with
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-Q for the most recent fiscal quarter ended July 31, 2012. This 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.

4. What You Can Expect?
• Something for everyone – all ISV’s
• Deep dive into ways to extend your App
• Andy will tell how they’ve extended their Apps
Questions?
1. Reserve till the end of the session; or
2. Post to the session’s chatter wall, and we’ll respond during
or after the session

5. “Why should you extend our App?”

6. Your Product Lifecycle

7. “What are my options as an ISV?”

8. Build More Apps
Top Requested CRM Apps Top Requested Back Office Apps
Customer Satisfaction Surveys Big Data Management
Mobile Sales Management Invoice Management
Lead Management Product Lifecycle Management
Email Response Mgt Supply Chain Management
Customer Chat Learning Management

9. Why do ISV partners extend their app?
New Features & Functionality New Verticals or GEOs

10. How to Extend Your App?
What is the What are the
What is the
market pricing trends?
growth rate?
potential?
What is our
What are the
risk/reward?
entry barriers?

11. What are my options for extending my App?
• Use existing package
• Create a new package
• Create a bridge package
• Create an extension package

12. uGolf – Golf Course Management App

13. uGolf Managed Package
Reservations Module
uGolf App

14. Using my Existing Package

15. uGolf Existing Package
New Market Opportunity
Tournament Module
Reservations Module
uGolf App

16. Single Package: Different Verticals Example

17. Single Package: Licensing Example
Customer Org
uGolf App
ISV Business Org (LMA)
Tournament Module
Reservations Module Package User / Site License

18. When might I use a Single Package?
• Module / Functionality extends existing functionality
• Single price for the one App
• Partner manages the Customer’s Org
• Able to contractually or technically limit functionality

19. Single Package: Tradeoffs
Upside Downside
• Keeps it simple • Difficult to build multiple vertical solutions
• Quick install / upgrade process • Complicates licensing
• Eliminates dependency issues • Makes it difficult to rev one module

20. Single Package: Tips & Tricks
• Use Protected Custom Settings to help control access
• Setup Profiles & Permission Sets based on access levels
• Leverage Customizations & Translation Overrides
• Use Trialforce to sell into different markets

21. Using Multiple Packages

22. Multiple Packages: Independent Packages
Reservations Module Tournament Module

23. Multiple Packages: Bridge Package
Bridge Package
Reservations Module Tournament Module

24. Multiple Packages: Extension Package
Customer Portal Extension Google Wallet Extension
Reservation Module

25. Multiple Package: Licensing Example
Customer Org ISV Business Org (LMA)
uGolf App
Reservations Module Package User / Site Licenses
Tournament Module Package User / Site Licenses
Bridge Package Site License

26. When might I use Multiple Packages?
Independent Packages
• Module can be sold as a standalone App
• Desire to provide a specialized vertical or geo
• Desire to split up functionality / business logic
Extension & Bridge Packages
• Module is sold as part of another solution
• Creates the dependency between two packages

27. Multiple Package: Tradeoffs
Upside Downside
• Flexibility to adapt to New Markets • Adds complexity
• Control user access thru LMA • Complicates Release Management
• Easier to rev a specific module • Customers install of multiple packages
• Sell into SFDC PE & GE Editions • Security Review

28. Multiple Packages: Tips
• Important to build a good foundation before you extend
• Don’t create a hard dependency if you don’t need to
• UserInfo.isCurrentUserLicensed([package namespace])
• Leverage Global Classes for Packages to talk to each other
• Do your package releases together

29. Andy Drogo
Product Manager at Xactly
Corporation

30. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACKAGE STRATEGY

31. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACAGE STRATEGY

32. Compensation is a Big Expense $800 Billion is Spent on Sales Compensation
With a 3% to 8% Error Rate on Average ($24B to $64B a Year Wasted)

33. A Fit for Any Size / Industry
#1 #2 #3
Build " Calculate! Report!
Quotas and Payments" Quotas and Payments" Rankings, Awards, and Dashboards"
For For
ENTERPRISE BUSINESS

34. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACAGE STRATEGY

35. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACAGE STRATEGY

36. App Integration

37. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACAGE STRATEGY

38. Agenda
#1 OVERVIEW
#2 INTEGRATION PARTNERS
#3 PACAGE STRATEGY

39. Packages
Mai n
Pa ck ag e
Unmanaged Licensing
Reports/Dashboards EE, UE Features

40. Wrap up

41. DF12 ISV Success Sessions
Great sessions for each phase of the lifecycle
Plan Build Distribute Sell Support
ISV Kickoff: Getting Started Distributing & Licensing Your App How to Support Your Customers
How to Architect & Design Your App Automate Your App Sales ISV PM Product Roadmap
Designing Social Apps (Workshop)
Extend Your Commercial Force.com App Expanding Your Marketing Reach with AppExchange
Team Development and Release Mgmt Marketing Best Practices in the Social Era
Building Secure Applications in the Cloud Mastering the Direct Sales Model
Selling Social Apps
Follow sessions and join the Partner Success Group on

42. A Few Reminders. . .
Why Work With a PDO Partner Success Experts
Innovation Theater and Lounge
1:1 Success Clinics
Innovation Theater and Lounge
Need to relax? Have a massage!
Check out the Partner Hub
540 Howard Street
Survey (Session Record) Cloud Crawl (Thursday Night)
Follow us on Twitter @partnerforce

43. Partner Hub – Speaker Debrief
Why Work With a PDO
Partner
Success
Clinics
Welcome Desk
Speaker
Debrief
Area

44. Bill Mariani
Technical Evangelist Salesforce.com
Andy Drogo
Product Manager at Xactly Corporation