You've built a killer Force.com app, but how do you get it into the hands of prospects and customers? Come to this session to learn how ISVforce technologies enable you to distribute and license your Force.com commercial apps with ease. Learn how to configure and provision free trials for prospects, publish your app to the AppExchange, manage licenses with the License Management App, and more! This session is primarily for product managers, architects, and developers

1. How to Distribute and License
Your App for
Commercial Success
Benjamin James, salesforce.com, Alliances Operations Lead
Naren Raghavan, salesforce.com, ISV Technical Evangelist
Shannon Schupbach, salesforce.com, ISV Technical Evangelist

2. 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.

3. Who we are
Benjamin James Naren Raghavan Shannon Schupbach
Alliances Operations Lead ISV Technical Evangelist ISV Technical Evangelist

4. Distribute and license like Salesforce
• AppExchange
• Free trials
• Branding
• License management

5. The software distribution divide

6. How does Force.com work? Metadata
Objects
Metadata for
Custom Objects
Fields
Metadata for
Custom Fields
Data
Storage for Custom
Object records

7. Package: your solution, your metadata
• Your data model (objects, fields, etc.)
• Your classes, triggers, and pages
Managed Packages
• IP protection
• License management
• Trials
• Branding
• Upgrades
• Support Tools

8. Distribution with packages
Objects
Customer
Fields
Data

9. Demo:
Packaging & AppExchange

10. Packaging & AppExchange best practices
• Complete your AppExchange listing
• This is your brand!
• Understand what can be packaged and upgraded
• Most components are automatically added
• Don’t forget to include those that aren’t!
• Use package install scripts
• Completely automate the process

11. Distribution options
Your Company Website

12. Distribution with Trialforce
Customer
Template
Your Company Website

13. Demo:
Trialforce

14. Trialforce best practices
• Create multiple trial experiences
• One for each vertical, industry, etc.
• Load sample data into your trials
• Brand your trial experience
• Use trials for testing and demos

15. The licensing divide
Product Key
KBQR-6JF49-AO3P-GW92

16. Demo:
Licensing

17. Licensing best practices
• Extend and customize the LMA to fit your business processes
• Install the LMA into your ISV business org
• Licenses cannot be moved to a different org

18. Summary: distribute and license like Salesforce
• AppExchange
• World’s leading enterprise app marketplace
• Free trials
• From AppExchange or your own website
• Branding
• Give trials and apps your own look & feel
• License Management
• Add, upgrade, or disable users

19. Where to Learn More
• ISVforce Guide - http://p.force.com/guide
• Partner Portal - http://p.force.com/appacademy
• Trialforce & LMA Cheat Sheets

20. 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

21. 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

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

23. Benjamin James Naren Raghavan Shannon Schupbach
Alliances Operations Lead ISV Technical Evangelist ISV Technical Evangelist