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Salesforce and Beyond - The Value of AppExchange Partners

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Salesforce and Beyond - The Value of AppExchange Partners

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Salesforce and Beyond - The Value of AppExchange Partners

  1. 1. Salesforce & Beyond June 27th, 2019 The Value of the AppExchange Partners Michael Maoz Bar Israeli SVP Innovation Strategy Territory ISV Partner Lead
  2. 2. Forward Looking Statement 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 proved 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 Website. 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. 3. Agenda 14:30-15:00 How Salesforce Helps Onboard New AppExchange Partners Panel with Finastra (Global Payment), Panaya, Personetics, Voicenter 15:00-15:30 Scaling Your High Tech Business with Salesforce as your Partner Panel with Novidea, WalkMe, OwnBackup 15:30- 16:00 Shaping Your Unique Value Proposition and Differentiation with Salesforce Panel with Techsee, Glassbox, Sarona Ventures
  4. 4. How Salesforce Helps Onboard New AppExchange Partners mmaoz@salesforce.com, @mimaoz Michael Maoz, SVP Innovation Strategies The Value of becoming AppExchange Partner
  5. 5. The Salesforce AppExchange partner program Helping you to succeed in the Salesforce Ecosystem Access to TechnologyAccess to Customers Access to Resources Thriving Marketplace AppExchange is the world’s #1 enterprise cloud marketplace Trusted Platform Leading and innovative platform capabilities that exceed customer expectations Growth Multipliers Leverage ecosystem resources to innovate and grow your business for long- term
  6. 6. 2006 2013 2015 20172011 2016 2 Million Installs1 Million Installs 2020 Growing the Strongest Partner Ecosystem since 2006 2018 AppExchange Launch 3 Million Installs 4 Million Installs 5 Million Installs 6 Million Installs 10+ Million Installs #1
  7. 7. Salesforce Customers Create a Huge Opportunity Over 10 years of customers extending their investment with AppExchange solutions 150K+ Salesforce Customers 100+ Countries with Salesforce Customers 6.5M+ AppExchange Installs 88% of Salesforce Customers use AppExchange Apps 95% of the Fortune 100 uses AppExchange Apps
  8. 8. The Platform is Ready 1.5B emails sent 4M orders 260M social posts 1B Einstein predictions 888M commerce page views 44M reports and dashboards 41M case interactions 3M opportunities created 2M leads created 8M cases logged B2C Scale B2B Scale Source: Salesforce March 2018.
  9. 9. It’s Not About “The Cloud” Growth is driven by the value the cloud unlocks Trust Ecosystem Intelligence Mobility Innovation The Ecosystem is the Power
  10. 10. The Path is Built
  11. 11. AppExchange Partner Onboarding & Next Steps Initial Business Meeting Signed Contract Initial Product Meeting Register on Partner Community * Product development can start at any point along dashed line Tech Review Public on AppExchange & Create Trials Product Design Sprint/Workshop Security Review Commercial Discussions | DNA | ISV Application Form | Term Sheets Int’l Reseller & Compliance Docs Product Track Business Track MVP Product-Market Fit Review ISVForce Guide & Resources | Create Org | Architect & Build | Security Scans/Planning
  12. 12. How Salesforce Helps Onboard New AppExchange Partners Shlomi Gutman Head of Product Strategy & Cross Platform Initiatives, Payments Solutions SVP Strategy & Business Development Eran Magen Dorel Blitz Founder & CTO Director of Product Management SVP Innovation Strategy Oren Amiram Michael Maoz
  13. 13. Scaling Your High Tech Business with Salesforce as your Partner mmaoz@salesforce.com, @mimaoz Michael Maoz, SVP Innovation Strategies You are off the ground, now leap forward!
  14. 14. Building a Successful AppExchange Business 2 Get Salesforce Smart Use Trailhead, Events, the Partner Community and PDOs to know what’s possible, and what’s needed 4 Align with Industries & Clouds Enhance your positioning, go-to-market and roadmap effectiveness by focusing on key segments 3 Leverage the Platform Optimize use of platform capabilities to align with customers’ expectations of Trust, UX & Innovation 5 Define Your Partnership Business Strategy Develop partnership goals, marketing plan and distribution strategy 1 Design for Your Users A great product is not the same as great product/market fit - understand the user context
  15. 15. Leverage Ecosystem Resources to Innovate and Grow Author a Blog Post Post on AppExchange Submit your content to be shared from @appexchange and @partnerforce. Submit a customer or partner story -- we’ll create a social asset and share via @appexchange and @partnerforce. Share on Social Customer Spotlights & Partner Stories Write on our Medium Channel or AppExchange.com. Join our ISV Power Hour and ISV Essentials webinars, our sessions at Partner Forum and events around the world. Meet our customers and partners at Salesforce World Tour, Trailhead DX and Basecamps around the world Webinars and Sessions Customer Events
  16. 16. AppExchange Partner Intelligence Delivering deep insights to partners to run a smarter AppExchange business AppExchange Marketplace Analytics AppExchange App Analytics Measure marketing impact by tracking the entire visitor-conversion journey Understand visitor behavior based on listing content engagements Take insight-based action through channel, activity and search-keyword data Track usage and analyze data to uncover trends and increase efficiency across teams Understand feature adoption across a customer base to evaluate ROI Optimize your app based on usage insights to drive customer success
  17. 17. Scaling our High Tech Business with Salesforce as your Partner President CRO Rafael Sweary Alex Zukerman VP Engineering & GM Israel SVP Innovation Strategy Michael MaozRoy Emek
  18. 18. Shaping Your Unique Value Proposition and Differentiation with Salesforce mmaoz@salesforce.com, @mimaoz Michael Maoz, SVP Innovation Strategies Strategies to help promising Startups sharpen and accelerate business programs
  19. 19. The Sky’s the Limit
  20. 20. Salesforce is VERY serious about showing partners love!
  21. 21. The Salesforce Platform Drives Success
  22. 22. ROI: Improve R&D Productivity Access to the Salesforce platform allows partners to focus on development and innovation Go from idea to app faster Development, devops and QA are sharply reduced Source 1: Guidebook: Salesforce AppExchange by Nucleus Research, August 2018 Source 2: IDC White Paper sponsored by Salesforce. “The Salesforce Economy: The ISV Advantage,” October 2016 4-10X 9-12 Faster product development 1 Time to develop a feature-complete product on Salesforce 2 months PDO can supplement your resources, and accelerate your learning curve. PDO A worldwide network of Product Development Outsourcers
  23. 23. ROI: Partners see Skyrocketing Growth with AppExchange Get direct access to cloud-ready customers demanding more apps. Access to cost-effective quality leads helps increase partner profits. Thorough security reviews and technical vetting leads to increased solution credibility. Source 1: Guidebook: Salesforce AppExchange by Nucleus Research, August 2018 *Partners typically receive up to 50% of their leads from AppExchange – for little to no cost Source 2: IDC White Paper sponsored by Salesforce. “The Salesforce Economy: The ISV Advantage,” October 2016 48% 2X 30-60 days Average y/y growth of AppExchange partners 2 Number of leads at constant marketing budget* 1 Shorter Sales Cycles with Larger Organizations 1
  24. 24. Shaping Your Unique Value Proposition and Differentiation with Salesforce VP Product Chairman Oded Cnaan Philippe Bouaziz Co-Founder & COO SVP Innovation Strategy Michael MaozYoav Schreiber
  25. 25. Build Solutions for Every Department, Process and Need Extend the Salesforce Org Tap into Salesforce Whitespaces Specialize with Industries Create Apps, Flows and Components to extend Salesforce value for existing users Fill Salesforce whitespaces with solutions that help solve unmet needs Provide niche industry solutions that leverage your business expertise
  26. 26. ˘ ˘ ˘ ˘ Distribution Engine NewVoiceMedia Vlocity Fairsail Sage CRM Enhancers Industries Horizontal Axsy CloudSense Kimble DigitalGenius Tacton Mobile IoTIP & Data Composite Apps ICIX ˘ Extending our Footprint And increasing customer success
  27. 27. Healthcare & Life Sciences GovernmentManufacturing Educatio n Real Estate Retail Media & Communications Nonprofit Financial Services Sales Service HR Marketing Legal Engineering Operations Finance By 2025, 55% Large enterprises will successfully implement all-in-cloud strategy Welcome to the Digital Gold Rush
  28. 28. Huge Market Opportunity for Financial Services Partners Support our investment in Salesforce Financial Services Cloud 147% ROI in one year
  29. 29. LevelEleven raises $9.5M in funding after partnering with Salesforce “We went from paper sketches to live on the AppExchange with our first customer within four months.” Bob Marsh, Founder 100% Native sales activity management app that helps customers create a metrics- driven culture Launched at Dreamforce 2012 and within a week had hundreds of new leads Salesforce platform helps establish trust with customers, enabling LevelEleven to sell into the Fortune 500 Able to acquire diverse portfolio of customers ranging from SMB to Enterprise Salesforce Platform

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