The document provides information for entrepreneurs interested in starting an ISV business using the Salesforce platform. It discusses why the Salesforce1 platform is different in that it offers tools and resources to help ISVs succeed, including the Platform Distribution Program. It outlines various types of apps that can be built, such as native, composite and mobile apps. It also addresses questions around how ISVs can make money using a subscription model, and provides resources and steps for getting started, including the APP Academy training program.

1. Starting a Successful ISV Business
with Salesforce
Tom Cannon
Sarah Whitlock
Director, ISV Tech Evangelism, EMEA & APAC
Senior Director, Productivity
@tcann0n
@partnerforce

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 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. Entrepreneurs
Salesforce Customers
Who’s this session for?
Established ISVs Systems Integrators
Investors

4. Why should I build on the Salesforce1 Platform?
How will I make money?
How will it affect my funding options?
How do I build it?
?
How do I get started?
What should I build?
How is it different?
How will you help me succeed?

5. Why should I build on the
Salesforce1 platform?

6. Our Mission:
Cloud Computing Driver, Catalyst and Evangelist
1999:
Cloud Innovator
Today:
Most Trusted Enterprise Cloud
1st
Enterprise
1st PaaS
Enterprise
SaaS
1st
Enterprise
AppExchange
1st
Enterprise
Trust Site

7. The Salesforce1 Platform is Different
Platform Distribution Program

8. How is it different?

9. The Salesforce1 Platform is Different
Platform Distribution Program

10. Go To Market
Your Innovation
<js>
APIs Canvas Mobile SDK &
Dev. Packs
Infrastructure
Multi-Tenant Certified 3 Upgrades
per Year
The Fastest Path From Idea To App
Multi-
Language
IDE, Ant &
Workbench
VisualForce &
JavaScript
Declarative
Tools
Apex, SOSL
& SOQL
Managed
Packages
Get It
Now
Trials &
AppExchange Provisioning Lead & Usage
Metrics
Customized
Branding
Push& Pull
Upgrades
License
Management
Remote
Support
Sharing,
Audit &
Compliance
Customization
& Localization
Work-flows
& Scripts
Users, ID &
Authentication
Dashboard &
Report Builder
Enterprise
Search
Core Capabilities
Mobile Social Objects
& Communities
>99.9%
<300ms
Reliability &
Performance
Massively
Scalable
Security
Backups
& DR
Marketing
Cloud Heroku 1

11. How will you help me succeed?

12. Platform Distribution Program

13. The World’s Leading Enterprise App Marketplace
$1.9B
Revenue for
ISVs
2,500
AppE xchange
Apps
2.6M AppExchange
Installs

14. APP Academy
COMMUNITY | WEBINARS | SELF-PACED TRAINING | GUIDES | OFFICE HOURS | EVENTS
• Plan
• Build
• Distribute
• Market
• Sell
• Support
Learn more: p.force.com/join

15. APPEXCHANGE MARKETING PROGRAM (AMP)
4 WAYS TO ENGAGE THE APPEXCHANGE COMMUNITY - TURNKEY MARKETING OPPORTUNITIES
AppExchange Awareness
• Featured Apps
• Newsletters Promos
• Direct E-mail
• Category Campaigns
Social Content
• Success Videos
• App Mavericks
• Videos & Blogs
• Social Promotion
Influencer Engagement
• Sales & Boot Camp
Campaign
• Community engagement
• Live networking events
• Social Campaigns
Demand Generation
• Compelling Content
• Paid Media
• Form Completes
• Lead Sharing
Learn more: p.force.com/amp

16. Thought
Leadership
Resources
Tools
Networking
salesforce.com/startups

17. We succeed when you succeed

18. The Team
Partner Account Executives
Tech Evangelists
Solutions & GTM Managers
Premier Support
Product Development Outsourcers

19. How does it affect my
funding options?

20. “Investments into enterprise software companies of
all stripes are soaring.
The amount of capital invested in these startups has
already surged to over $5.4 billion in the first half of
2014.”
Jonathan Shieber, TechCrunch

21. Salesforce Ventures Video: http://bit.ly/SFVenturesDF14

22. $2b+ Invested in AppExchange
Ecosystem

23. What should I build?

24. Enterprise Apps

25. A fundamental need for
better apps
driven by
new expectations

26. Reimagining Business
Mobility
Analytical Insights
Community
Innovation
Collaboration Interoperability

27. ToDo
Reimagining Workforce Management
• Schedule shifts, ask for trades,
report status
Review shifts and
timesheets, report
• Clock in/out via status phone and
or smart
schedules
watch
SHIFTEXPERT
By ClickSoftware

28. ToDo
Reimagining Call Centers
• Make and record calls with Sales/
Service Cloud Review integration
shifts and
timesheets, report
• Enabling remote status agents and
via
schedules
tablets
CONTACTWORLD
By NewVoiceMedia

29. ToDo
• Predictive maintenance via
sensor data
Review shifts and
timesheets, report
• Get symptoms status and
and
schedules
recommended steps via smart
phone or tablet
Reimagining Maintenance
PREDICTIVE MAINTENANCE
By Empolis

30. ToDo
• Make engineers more effective
via heads-up Review display
shifts and
timesheets, report
• Initiate Case, Access status and
Repair
schedules
History, Real Time Support &
Problem Resolution via Smart
Glasses
Reimagining Maintenance
SKYLIGHT
By APX Labs

31. Reimagining In-Store Customer Experience
ToDo
• Engage brand and products with
iBeacon technology
Review shifts and
timesheets, report
• Deliver the right status message and
on
schedules
customer smartphone based on
profile, buying intentions
NEOSPERIENCE ENGAGE
By NeoSperience

32. Reimagining In-Store Customer Experience
ToDo
• Personalized and differentiated
VIP experiences
Review shifts and
timesheets, report
• Notification, location, status and
photo ID,
schedules
key client metrics via smart
watch
PROXIMITY INSIGHT
FOR RETAIL
By Proximity Insight

33. ToDo
Reimagining Healthcare
Review
shifts and
timesheets,
report status
and
schedules
eCareCompanion &
eCareCoordinator
By PHILIPS
• Connect devices, patients &
providers in real time
• Collaborate & monitor 1000‘s of
patients using connected devices

34. How do I build it?

35. 3 Types of App
Horizontal
ClickSoftware Cameleon FinancialForce Fairsail
CRM Super-Chargers Vertical
Veeva Kimble Hotel Philips
Ninjas
Distribution
Engine
Evernote LinkedIn CloudApps
Extending Our App Extending Our App
& Our Platform
Extending Our Platform
Customer: Existing
Salesforce Users
Customer:
ANY User
Customer:
ANY User

36. Native
Communities
Salesforce1 Mobile
Custom Objects & Code
Standard Objects
Salesforce1 Platform APIs
100% Built on Force.com

37. Composite
REST/SOAP
APIs
Processing
Data Storage
Combination of Force.com and another platform
Communities
Salesforce1 Mobile
Custom Objects & Code
Standard Objects
Salesforce1 Platform APIs

38. Native Mobile Apps
REST/SOAP
APIs
Processing
Data Storage
Write one app for each type; User downloads from respective app store
Communities
Salesforce1 Mobile
Custom Objects & Code
Standard Objects
Salesforce1 Platform APIs

39. Internet of Things
REST/SOAP
APIs
Processing
Data Storage
Connect anything via our API
Communities
Salesforce1 Mobile
Custom Objects & Code
Standard Objects
Salesforce1 Platform APIs

40. How will I make money?

41. “A $1 Trillion
Transfer of Wealth”
Sanu Desai, Silicon Valley Investment Banker

42. How will I make money?
Subscription Model
• Per User Per Month
• Billed annually
• Predictable Revenue
Other models
• Site-wide
• Per Logon
• Consumption

43. $1.9bn
Partner Revenue
App Store
$20bn
Partner Revenue
1,300,000
=
Apps
$15k
Per App
2,500
=
Apps
$760k
Per App

44. How do I get started?

45. Getting started
1. Join the Partner Community - p.force.com/join
2. Get started on the APP Academy
3. Meet your AE & TE

46. Platform Distribution Program
15 years’ experience
building an enterprise
cloud business
We succeed when
you succeed
Focus on your
innovation

47. Check out the new Partner Community
https://partners.salesforce.com

48. Connect with Partners in the Partner Zone
The Westin Hotel, Market Street
2nd Floor – Metropolitan Ballroom
INNOVATE with the leading technology
• Demos of new Salesforce technology
CONNECT with members of the partner community
• Partner Community Theater
• Networking areas
• Welcome reception and daily lunch service
GROW your business with resources
• 70+ partner-specific sessions
• ‘Ask the Experts’ consultation stations

49. AppBash 2014 on Wednesday Night!

50. While you’re at Dreamforce
Designing and building your app:
• Building your First Salesforce App – Now! (watch the recording)
• Lean Product Management for Salesforce ISVs – Tues 11am
• ISV Beginner's Guide to Building a Salesforce1 Mobile App - Tues 4pm
• An ISVs Guide to Building Creative Apps, Next-Gen Apps – Weds 4pm
Salesforce for Startups:
• Meet Featured Startups
• Office Hours @DEVZONE
• Founders Forum Sessions – Mon-Weds @Westin St. Francis
• Fund Your App Business: The New Cloud Funding Model for Enterprise Apps – Mon 3pm
• Investing in Enterprise Startups: with Jeff Clavier, SoftTechVC – Tues 1pm

51. Q&A