AMP FY18 Overview

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AppExchange Marketing Program FY18 Q1 & Q2 Packages [email protected] m

Transcript of AMP FY18 Overview

Page 1: AMP FY18 Overview

AppExchange Marketing Program

FY18 Q1 & Q2 Packages

[email protected]

Page 2: AMP FY18 Overview

Forward-Looking StatementsStatement 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.

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AppExchange Marketing Program Vision

Accelerate business app partner growth through best-in-class joint marketing programs that engage, inspire, and

transform our shared customers and prospects.

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World-class Marketing

Turn-key partner participation

Evergreen content

Engaging campaigns

• Customer-first marketing

• Specifically created for partners

• Leverages Salesforce best practices

• 30+ partners participate each quarter

• Co-marketing where Salesforce leads on execution

• Customer-first thought leadership content

• Long tail effect of campaigns and content

• Positions partner apps for measureable results

• Always on co-marketing awareness for apps

Joint Marketing at Scale, the Salesforce Way

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The AppExchange Marketing Program Team

Jenifer HoAppExchange Marketing

Program Lead

Howard ChenManager, AppExchange

Marketing Program

Andrew GothelfManager, AppExchange

Marketing Program

Latrice Barnett (Maternity Leave)

Sr. Manager, AppExchange

Marketing Program

Josie ChilesDirector, AppExchange Marketing Program and

Product Marketing

Connie DeaManager, AppExchange

Product Marketing

Amanda NelsonSr. Manager, AppExchange

Customer Community Marketing

Christine LeeAppExchange Product Marketing and Review

Analyst

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AppExchange Leads

Lift in LeadsWith AMPWithout AMP

It’s All About Delivering Results

100+Partners Invested in AMP to date

31K+AMP-Influenced Conversions33%

AppExchange Visits

Lift in VisitsWith AMPWithout AMP

332%

*Data from AMP participation from FY16-FY17

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“In the last two years we have seen a 19% increase in customer acquisition. Our participation in AMP is one of the marketing components supporting our growth in the AppExchange marketplace.”Tony Zorc, CEO with Accounting Seed

Accounting Seed increases marketing exposure, lead generation, and product creditably with AMP.• Collaboration with the AMP team helped Accounting Seed

make big changes to their listing and optimize it for maximum conversions.

• AMP influenced a 100% increase in listing activity and a 42% lift in leads leading to more demos and closed deals.

• Revenue increased by 33% YoY.

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Changes for FY18 Q1 & Q2

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What’s New in Q1 & Q2Invite Only “Themed” Campaign

Always On Campaign

Emerging Partner New Apps Campaign

Industry Page Promotion

Email Promotion

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AMP Campaigns & Packages

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AppExchange Marketing Program Packages At-a-GlancePrimary Offer Frequenc

yPrimary Purpose Qualifications Availability

per quarterPrice

“Grow your Sales with Apps” Campaign (Q1 only)

Quarterly Awareness, Demand

Invite only 9 spots (Q1 only)

$65,000

“Drive Business Success with Apps” Campaign (Q2 only)

Quarterly Awareness, Demand

Invite only 9 spots (Q2 only)

$65,000

Always On Campaign Quarterly Awareness, Demand

2+ reviewsRev-sharing ISV

12 spots $30,000

Emerging Partners New Apps Campaign

Quarterly Awareness, Demand

New app in last 12 mosRev-sharing ISV

12 spots $7,500

Home Page 1-Month Promotion Monthly Awareness 5+ reviews 6 spots $10,000Industry Page 3-Month Promotion Quarterly Awareness 2+ reviews 12 spots $5,000Email Promotion One email Awareness,

Demand5+ reviews 21 spots (Q1);

25 spots (Q2)$2,000

App Mavericks Web Chat One video Awareness 2+ reviews 5 spots $7,500

App Talks Customer Interview One video Awareness, Demand

5+ reviews 3 spots $15,000

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“Grow your Sales with Apps” Q1 Invite Only Campaign

BenefitHome Page promotion 3 monthsApp tile on rotating home page banner ✔App featured on a Collection Page ✔Gated ebook with opt-in lead share ✔Connected Leaders Customer Webinar w/ opt-in lead share ✔AppExchange Monthly Digest email mention ✔Display & social retargeting ✔Rotating placement on the SFDC HQ kiosks ✔Demo Jam invitation ✔Customer Spotlight invitation ✔

Availability 9 spots – invite onlyPurpose Awareness, DemandTarget Audience SalesInvestment $65,000

DescriptionDo you have an app that helps Sales teams grow? If so, you’ll be considered for our invite-only campaign focusing on apps that help grow Sales from start to finish.

QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.

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“Drive Business Success with Apps” Q2 Invite Only Campaign

BenefitHome Page promotion 3 monthsApp tile on rotating home page banner ✔App featured on a Collection Page ✔Gated ebook with opt-in lead share ✔Connected Leaders Customer Webinar w/ opt-in lead share ✔AppExchange Monthly Digest email mention ✔Display & social retargeting ✔Rotating placement on the SFDC HQ kiosks ✔Demo Jam invitation ✔Customer Spotlight invitation ✔

Availability 9 spots – invite onlyPurpose Awareness, DemandTarget Audience Finance, HR, ITInvestment $65,000

DescriptionDo you have an app that helps with back office operations? If so, you’ll be considered for our invite-only campaign focusing on apps that help every department be efficient.

QUALIFICATIONS: Invite only. Salesforce will invite based off quarterly theme.

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Always On Campaign

BenefitCategory Page promotion 3 monthsAppExchange Direct Email mention ✔AppExchange Content Collection featured asset 1 monthDisplay & Social retargeting ✔App featured in a playbuzz quiz ✔Demo Jam invitation ✔Customer Spotlight invitation ✔

Availability (max of 3 direct competitors per category) 12 spotsPurpose Awareness, DemandTarget Audience Salesforce customersInvestment $30,000

DescriptionStay top of mind within the Salesforce customer base and community. This campaign presents a great way to have always on coverage across the AppExchange.

QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per category.

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Emerging Partners New Apps Campaign

BenefitHome Page promotion 1 weekCategory Page promotion 1 monthApp featured on a Collection Page ✔AppExchange Weekly Digest email mention ✔One shared blog post mention ✔App featured in an apptales ✔Demo Jam invitation ✔Customer Spotlight invitation ✔

Availability 12 spotsPurpose Awareness, DemandTarget Audience Salesforce customersInvestment $7,500

DescriptionHave you recently launched a new app on AppExchange? This campaign helps spread the word and drive awareness and leads to your new listing.

QUALIFICATIONS: ISV rev-sharing. App must be a new listing within the last 12 months. Max participation 2 quarters.

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AMP Ala Carte Packages

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Home Page 1-Month Promotion

BenefitFeatured app rotating on the AppExchange Home page 1 month

Availability 6 spotsPurpose AwarenessTarget Audience Salesforce customersInvestment $10,000

DescriptionPromote your app front and center on the AppExchange home page to active AppExchange users, with our tried and true formula for increasing awareness, listing traffic, and leads.

QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Not available in the same quarter for partner apps participating in the invite-only campaign.

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Industry Page 3-Month Promotion

BenefitFeatured app on an AppExchange Industry page 3 monthsAvailable industries:• Healthcare Life Sciences• Financial Services• Professional Services• Manufacturing

Availability (max of 3 direct competitors per industry) 12 spotsPurpose AwarenessTarget Audience Salesforce customersInvestment $5,000

DescriptionPromote your app to your key audience on select AppExchange Industry pages to active AppExchange users to increase awareness, listing traffic, and leads.

QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating. Max of 3 direct competitors per industry.

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Email Promotion

BenefitMention on one of our AppExchange email newsletters 1 email mentionNewsletter types:• Monthly Digest• Weekly Digest • Direct Email

AvailabilityQ1 Q2

21 spots 25 spots

PurposeAwareness,

Demand

Target AudienceSalesforce customers

Investment $2,000

DescriptionGet your app mentioned on one of our popular AppExchange newsletters with over 100K subscribers and growing.

QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating. Max of 1x email participation per app each quarter.

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AMP Content Packages

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App Mavericks Web Chat Video

Benefit1 professionally shot App Mavericks video with your top exec and a Salesforce MVP. Promotion supported by paid media.

• 3-4 minute web chat with a Salesforce MVP via high-end web/video conference.

• MVP will help you define your story to help prospects and influencers understand your unique value. 1 video

Availability 5 spotsPurpose AwarenessTarget Audience Salesforce customersInvestment $7,500

DescriptionConnect with a Salesforce MVP or AppExchange All-Star to talk about what makes your product unique and awesome. Plus, share a quick demo of your app.

QUALIFICATIONS: ISV rev-sharing, 2+reviews, 4+star rating.

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App Talks Customer Interview Video

Benefit1 professionally shot and produced App Talks video with your customer. Promotion supported by paid media. 1 videoOptions for asset (pick one):• Gated video• Not gated video

Availability 3 spotsPurpose Awareness, DemandTarget Audience Salesforce customersInvestment $15,000

DescriptionPut your customer story front and center. With an app demo and a short interview cameo with your customer, this evergreen content is a perfect customer story to share.

QUALIFICATIONS: ISV rev-sharing, 5+reviews, 4+star rating.

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AMP Application Process

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Participation Requirements & Consideration

Rev-sharing ISV Partner

Customer Reviews with 4+ stars

New Apps* Limited Competitors**

*Emerging Partners New Apps Campaign only**Always On Campaign and Industry Page 3-Mo Promotion only

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Q1 & Q2 Application Process

Review available AMP co-marketing opportunities at p.force.com/amp.

Complete the AMP application by January 24th with packages you’d like to apply for at bit.ly/ampfy18application or here.

Hear back from the AMP team on your application acceptance by Friday, January 27th and esign the contract.

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January

Live Webinar

1/10 1/24

Applications Due

1/27

Acceptance Email

1/30

Signed Contract Due

Packages Announced

1/9 February2/1

Kick-off

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Office Hours• January 10th from 4:00 – 5:00 pm PT – bit.ly/ampjan10• January 13th from 9:30 –10:30 am PT – bit.ly/ampjan13• January 17th from 1:00 – 2:00 pm PT – bit.ly/ampjan17• January 20th from 9:30 – 10:30 am PT – bit.ly/ampjan20

Questions? Reach out to the team at [email protected].

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Frequently Asked QuestionsQ: Is there a limit to the number of packages we can apply to?A: No, you can apply to a mix of packages that fit your marketing needs.

Q: Can we promote multiple apps or listings?A: Yes, you can promote one app for each AMP package you select. If you’d like to promote a second app, you can apply for an additional AMP package.

Q: Are we eligible for AMP if our app isn’t through security review yet?A: No, your app must pass security review and your listing must be live on the AppExchange before you can participate.

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AMP @ WorkHighlights from recent program promotions and content.

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AMP @ Work: Featured App on AppExchangeParticipating apps rotate in the Featured Apps sections on the AppExchange Home page, Category, and Industry pages. Apps are also featured in Collection pages.

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AMP @ Work: Weekly Digest EmailPromoting apps to partners and customers alongside new apps in our weekly newsletter.

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AMP @ Work: Monthly Digest EmailPromoting apps to partners and customers in our monthly themed newsletter.

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AMP @ Work: Direct Email Partner apps promoted in a direct email to our AppExchange email subscribers.

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AMP @ Work: Connected Leaders WebinarTop of funnel webinar that highlights customer success stories.

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AMP @ Work: RetargetingRetargeting campaigns designed to target Salesforce customers and AppExchange users.

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Social & Content MarketingSee it all live at appexchangecontent.com

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AMP @ Work: Thought Leadership Blog PostsBlogs highlighting great featured apps alongside relevant thought leadership topics.

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AMP @ Work: EbookA thought leadership ebook featuring your customer’s stories.

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AMP @ Work: App Mavericks Web Chat VideoA video with a Salesforce MVP and one of your execs that features a quick demo of your app.

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AMP @ Work: App Talks Customer Interview VideoProfessional video that highlights your customer’s success story.

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AMP @ Work: Demo JamMonthly match up that features AppExchange partners presenting their best 3-minute demo competing for the Demo Jam title.

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AMP @ Work: Customer Spotlight1-page app stories from Customer Trailblazers that showcase wins.

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Influencer MarketingEngaging Salesforce Community Leaders

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AMP @ Work: Happy New Year Mailer 850+ customers and partners received our calendar with featured apps and photographs taken by Salesforce User Group Leaders and MVPs.

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