To learn more about distributing your app, go to http://p.force.com/distribute.

1. Prerequisite An ISV Reseller Agreement is a contract establishing a relationship
between you, the ISV Reseller, and Salesforce for the distribution of
a combined solution’s licenses. The combined solution is often
referred to as a managed package or Application throughout
various online instruction & literature. Additionally, the ISV Reseller
Agreement provides you, the ISV, with eligibility to receive
distribution tools, technology features, and other benefits as
referenced in this checklist. ISVs should be apprised of the entire
Distribution Checklist prior to completing an ISV Reseller
Agreement.
Sign an ISV Reseller Agreement. Your
product catalog and corresponding
terms are accessible within your
Channel Order Application (COA) tool
referred in this checklist.
Partnership to join your Partner Community
Company Account.
Technical Instructions:
*both versions of the ISVforce Guide are
searchable
Work with your ISV Partner Account Team to
create customized reports & dashboards to
monitor information in the tools sited below
early, proactively, and often.
Coursework Prior to initiating Distribution:
Trailhead: ISV Basics
Trailhead: ISV Basics
ISVforce Guide (PDF Version) by Chapter
ISVforce Guide on Developer Community
Partner Community Education: Distribution
Partner Community Education: Distribution
User Guides on Success Community
Glossary
Developer Community
Online Training Catalog for Salesforce CRM
Customer Success Community – Help &
Training
involved in the
Trust is our #1 corporate value. All apps and components that are
distributed to customers undergo a comprehensive security review.
Your offering must meet or exceed the requirements set by our
Security Review team before it can be distributed. After approval,
apps and components are also periodically retested.
Must Do The Distribution phase of your Product Lifecycle enlists every team
involved in your Customer Lifecycle. It is critical that the Alliances
Manager and Product Manager understand how each operational
step & how each tool effects the overall management of your
Application & Customer Lifecycle before scaling.
The teams that will be involved throughout this stage are:
Salesforce Alliances Mgr., Marketing, Sales
Developer, Product Manager, IT – CRM Admins
Legal
Sales Ops, Accounting
Customer Education
Implementation
Customer Success, Customer Support, Customer Renewals
Prerequisite ISVforce Guide: Ch. 2: Passing Security Review
Partner Community Education – Security
Review
ISV Partner Programs
If you do not know who your Partner
Account Manager is, email
isvpartners@salesforce.com
Invite all team members
Partner Community.
The business org will ultimately house the applications needed
to distribute your Application licenses & submit service orders to
Salesforce Partner Operations. A Salesforce Admin will be
needed to automate processes, optimize technology benefits of
the Partner Program, and create custom reports, fields, &
workflows in your business org. A Sales Ops lead will manage the
License Management Application (LMA). Sales Ops will also
customize & automate your sales cycle within your business org.
Hiring & training both roles is critical to enabling a great
Customer experience throughout the buying cycle, distribution,
implementation, and adoption of your Application.
Must Do
PRIORITY ACTION DESCRIPTION
PASS SECURITY
REVIEW
ASSIGN &
TRAIN A CRM
ADMIN & SALES
OPS MANAGER
TO MANAGE
THE
DISTRIBUTION
OF YOUR APP
PREPARING FOR
DISTRIBUTION
This checklist provides information around which teams need to participate in each step, which
teams need access to each tool, how each step contributes to the successful distribution of your
application licenses, and resource links to both set up & optimize these processes. Let's go!
ISV RESELLER
AGREEMENT
DISTRIBUTE LIKE SALESFORCE (page 1 of 4)
ROLE
Legal Authority
Alliances Manager
Product Manager
Product Manager
Developer
IT – CRM Admins
Sales Ops
Alliances Manager
Product Manager

2. Advised The Environment Hub lets you connect, create, view, and log into
Salesforce orgs such as development, testing, & packaging
environments from one location. This makes management of
multiple orgs easier.
ISVforce Guide: Ch. 3: Designing &
Building your App
Help & Training: Environment Hub
Environment Hub FAQ
Get Started with the Environment Hub
Associate your Application to LMA
ISVforce Guide - Ch. 8: Managing Licenses
Alert Sales when trials expire
Alert Renewals when your App is not installed
You first need a business org
Your AppExchange Listing is where and how you showcase your
application on the AppExchange website. The Publishing Console is
a tool for creating and managing your AppExchange listing. The
Publishing Console also provides analytics around the success of
your listing with end users. The listing’s content & set up should be
complete and made public in order to receive inbound leads. The
listing can be edited at any time to make updates.
A Customer Contract is an agreement created by the ISV which is
held between the ISV and the end customer. It also facilitates a
compliant relationship with Salesforce. It is important to set
expectations with your Customers upfront in the buying cycle such as
how the nature of contract’s renewals is re-occurring unless
otherwise notified. Create a Customer contract before closing your
first Customer deal. The contract must be compliant with your ISV
Reseller agreement. Review compliance with your ISV Partner
Account Team.
Must Have
Must Do Create an AppExchange listing
ISVforce Guide: Ch. 2: Quick Start
AppExchange Marketplace
AppExchange Marketplace
Operational Overview Deck & Recording
AppExchange FAQ
Request Environment Hub via a case
Request via a casePartner Ops Instructions:
Request 2 free EE licenses
Type: Orders&Contracts; Subtype: Partner
Benefits; Subject: Partner Business Org
OEM ISV Partnerships require an Exhibit to be
passed down to the end customer by you, the
ISV via your Customer contract.
Review our Agreements
The LMA is one of the most business critical distribution tools you will
be using because it enables you to deliver your Application to your
Customers. Underutilizing the LMA can result in non-compliance.
The LMA houses critical data needed to manage the distribution of
your Application's licenses during your Customers’ trial, buying,
onboarding, and renewal cycles. The LMA allows you to manage
inbound leads, licenses provisioned, expiry dates, anniversary dates,
locate Subscriber Org IDs required for Service Order submissions,
and it exposes your Customers’ Salesforce CRM Edition types.
Must Have
PRIORITY ACTION DESCRIPTION
APPEXCHANGE
LISTING
TECHNICAL &
FEATURE
ONBOARDING
LICENSE
MANAGEMENT
APPLICATION
(LMA)
CUSTOMER
CONTRACTS
BUSINESS CRM
ORG
This checklist provides information around which which teams need to participate in each step,
which teams need access to each tool, how each step contributes to the successful distribution of
your application licenses, and resource links to both set up & optimize these processes. Let's go!
ENVIRONMENT
HUB
DISTRIBUTE LIKE SALESFORCE (page 2 of 4)
ROLE
Developer
Product Manager
Legal
Sales Ops
Sales
Accounting
Must Do Your ISV Reseller agreement establishes either a Force.com or an
ISVforce agreement. Force.com & ISVforce licenses have both
benefits and limitations. Onboarding your teams on these features
will enable accurate and helpful conversations with your Customers
and Partners through their Customer & Partner Lifecycle with you.
Your business org will contain the tools used to manage your
Application’s distribution throughout the entire Customer Lifecycle
like: Environment Hub, LMA, COA, & the Subscriber Support
Console. These applications can be found in the App Menu picklist
in the upper right hand corner within your business org after each
application is installed.
Online Training Catalog for Salesforce CRM
OEM License Overview
ISVforce License Overview
ISVforce Guide: Appendices A & B (User
License Comparisons)
Customize playbooks to train your teams Alliances Manager
Product Manager
Must Have
ISVforce Guide: Ch. 2: Quick Start
Customer Success Community - Help &
Training
Alliances Manager
Product Manager
Marketing
IT – CRM Admins
Sales Ops
Alliances Manager
Product Manager
AppExchange FAQ
Request LMA via case

3. Advised Trialforce is the technology that enables you to seamlessly deliver
free trials to your Customers and prospects. Trialforce allows you to
configure your trials experiences to your specifications by including
relevant sample data and even customize the look and feel of your
trial to reflect your Company’s branding. This enables you to give
Customers hands on experience with your application and drive
adoption of your application before purchase. When a trial install is
initiated an inbound lead is created within your LMA.
The Publishing Console is a tool for creating and managing
AppExchange listings and viewing analytics for published offerings. By
connecting your Publishing Console to your business org you will
enable leads from your listing & trials to show up in your LMA.
The Channel Order App is a tool to help ISV Partners submit their
Customer Service Orders to Salesforce Partner Operations. The
status of each submissions is updated by Salesforce Partner
Operations throughout their processing. The COA application
appears as “Partner Orders” in your App Menu picklist within your
business org. Creating custom reports within the COA will help you
understand how net-new sales are split between new customers vs.
add-on orders. Custom reports will also empower your Renewals
teams to forecast upcoming renewals and therefore utilize Usage
Metrics to predict efforts required to optimize Customer retention.
Must Have
Must Do
ISVforce Guide: Ch. 9: Provide a Free Trial
Receive Inbound Leads from Your Listing
and/or Trial Installs.
Connect your Publishing Console to Your
Business Org via the Organizations Tab.
AppExchange FAQ
Configure COA
ISVforce Guide: Ch. 7: Manage Orders
Operational Overview Deck & Recording
Troubleshooting/Error Message Guide
Automate the ISV Order Submission Process
*If applicable, submit a case requesting a Tax
Exemption Certificate
Type: Orders/Contracts
Subtype: Billing Dispute
Subject: Tax Exemption Certificate
*If applicable, submit a case to share Direct
Debit payment information
Type: Orders/Contracts
Subtype: Channel Order Application
Subject: Direct Debit Info
Provide Trials on AppExchange/Your Website
Type: AppExchange & Feature Request
Subtype: Trialforce. Create a Trialforce Source
Org (TSO) from the TMO. Submit a case to get
TSO template approved. Type: AppExchange &
Feature Request; Subtype: Trialforce
PRIORITY ACTION DESCRIPTION
CONNECT YOUR
APPEXCHANGE
LISTING TO YOUR
BUSINESS ORG
INVOICING/
BILLING
CHANNEL ORDER
APP (COA)
This checklist provides information around which which teams need to participate in each step,
which teams need access to each tool, how each step contributes to the successful distribution of
your application licenses, and resource links to both set up & optimize these processes. Let's go!
TRIALFORCE
DISTRIBUTE LIKE SALESFORCE (page 3 of 4)
ROLE
Developers
Product Manager
Sales Engineers
Sales (optional)
Accounting
Must Do ISVs are billed monthly by Salesforce; unless otherwise stated in
your ISV Reseller Agreement. It is imperative to submit service
orders in a timely manner so that the data within COA and your
own Invoicing tool can be easily audited by your Accounting team
as they receive monthly invoices from Salesforce.
Remit one consolidated payment that is
inclusive of all open invoices versus sending
individual payments for each invoice, per
month. If invoices are under $5K, they must
be on Direct Debit. $5K and over, the
preferred method of payment is ACH/wire.
Accounting
Product Manager
Marketing
Request a Trialforce Management Org.
(TMO) via a case.
Type: Orders/Contracts
Subtype: Channel Order Application
Subject: COA Credentials
Install COA (unless it is pre-installed)
Request your COA credentials via a case.
ISV Operations Review Chatter Group

4. Advised The Subscriber Support Console (SSC) s a tool that, with customer
approval, lets you log into orgs where your offering is installed into
to then help troubleshoot your Customers’ issues. The SSC allows
you to easily access information about all your subscribers, such as
which Salesforce Edition they are using and if they are over their
limits.
Instructions on how to request Login Access
from Your Customers
Subscriber Support Console
ISVforce Guide: Ch. 10: Supporting Your
Customers
Usage Metrics help you monitor the health of each Customer's
adoption of your Application. Once this benefit is enabled the
“MetricsDataFile” object is then exposed and populated with usage
data. Custom reports can then be made to analyze Customer
Success and better predict your Customers’ renewals.
Desk is an out of the box support application to help you manage
cases & help Customers. You can use 3 Pro-Edition licenses of
Desk.com for free for 6 months.
Nice to Have
Advised Request Usage Metrics to be enabled in
your Business Org. via a case
Request Your 6-Month Trial via a case
Request Patch Versions to be Enabled in
Your Developer Org. via a case
Request Push Upgrades to be Enabled in
Your Developer Org. via a case
Type: Orders & Contracts
Subtype: Partner Benefits
Subject: Desk.com Partner Benefit
ISVforce Guide: Ch. 10: Supporting Your
Customers
Search for “Usage Metrics” on Developer
Community for blogs, documentation & more.
Partner Community Desk Education
Desk Chatter Group
Set up Desk in One Hour
Single Team Set up Guide
Multiple Team Set up Guide
Usage Metrics
Push Upgrades allow you to roll out major upgrades of your
Application seamlessly to your Customers. Major upgrades can
include major enhancements and new features that add new
components to your Application.
Advised
PRIORITY ACTION DESCRIPTION
USAGE METRICS
PATCH
VERSIONS
*PARTNER PROGRAM
BENEFIT ENABLED IN
DEVELOPER ORG.
DESK.COM
*PARTNER PROGRAM
BENEFIT ENABLED IN
DEVELOPER ORG.
*PARTNER PROGRAM
BENEFIT (6-MONTH
TRIAL OFFER)
*REQUIRES USE OF
ENVIRONMENT HUB
*A PARTNER
PROGRAM BENEFIT
ENABLED IN YOUR
BUSINESS ORG.
PUSH UPGRADES
This checklist provides information around which which teams need to participate in each step,
which teams need access to each tool, how each step contributes to the successful distribution of
your application licenses, and resource links to both set up & optimize these processes. Let's go!
*FEATURE OF LMA
SUBSCRIBER
SUPPORT
CONSOLE
DISTRIBUTE LIKE SALESFORCE (page 4 of 4)
ROLE
Customer Support
Customer Support
A patch version enables a developer to change the functionality of
existing components in a managed package, while ensuring that
subscribers experience no visible changes to the package. Patches
should be considered as minor upgrades to your Application
(managed released package) and only used for fixing bugs or other
errors.
ISVforce Guide: Ch. 11: Upgrading your App
ISVforce Guide: Ch. 11: Upgrading your App
Advised
Working with Patch Versions
About Push Upgrades
Product Manager
Developer
Implementation Managers
Customer Success
Customer Renewals
Product Manager
Developer