montgomery

Document Sample
montgomery Powered By Docstoc
					7 Habits of Highly Successful Cloud Computing ISVs
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
 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, 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 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 fiscal year ended January
 31, 2009 and our other filings. These documents 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 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.
Personal Introductions



                         Monty Hoeft
                         Director, ISV Success
                            Salesforce.com and Cloud Computing
                            On-boarding & Go to Market Planning for
                             Force.com ISVs




                         Ian Smith
                         CEO, Xceliant
                            Integrated Sales and Software Lab
                            Helping ISVs Build and Sell Cloud Apps
2002   2003   2004      2005       2006   2007   2008   2009

                     Fiscal Year
Fiscal Year
The Force.com Value Proposition


     We do            We do            We do                  You
 Infrastructure     Application      Operations         get to focus on
    Services         Services         Services            Innovation




     Network           Security      Authentication
                                                        Build your Data Model
     Storage           Sharing        Availability
                                                      Build your Business Logic
 Operating System     Integration     Monitoring
    Database         Customisation    Patch Mgmt      Build your User Interface
    App Server       Web Services      Upgrades
   Web Server            API            Backup
   Data Center      Multi-Language       NOC
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
#1 Think Differently


 You are selling a service, not a product.
 Think in days and weeks for iterative, agile development.
 Let customers drive development on one source code.
 Move from hard code customisation to user configuration.
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Robust, Trusted, and Secure Platform
#2 Build on a Robust, Trusted, and Secure Platform

  On-demand shifts implementation burden to you.
  Select a platform partner with financial strength.
  Pay attention to SLAs: uptime, security, scalability.
  Big savings with PaaS: can be 80%+ v. DIY platforms.
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Trusted, Secure Platform
 3. Think and Act Like a B2B eTailer
#3 Think and Act Like a B2B eTailer

  Build a demand generation portal.
  Hire a SEO expert.
  Focus on user adoption to maximise renewals.
  Open up new markets with inherent reach of SaaS.
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Trusted, Secure Platform
 3. Think and Act Like a B2B eTailer
 4. Reward Sales People on User Adoption
#4 Reward Sales People on User Adoption

  SaaS value = renewals = maximum user adoption.
  Closing the deal is only the start – reward for renewals.
  Reduce sales costs with portal tools for communications.
  Align compensation plans to customer satisfaction.
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Trusted, Secure Platform
 3. Think and Act Like a B2B eTailer
 4. Reward Sales People on User Adoption
 5. Build and Release as a Perpetual Beta
#5 Build and Release as a Perpetual Beta

  Scrum methodology: weekly iterations and sprints.
  One source code enables granular approach to release
   cycle.
  Think more like a web designer: measure user adoption.
  Apply Design, Build, Measure, Analyse approach.

                 Design             Build




                Analyse           Measure
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Trusted, Secure Platform
 3. Think and Act Like a B2B eTailer
 4. Reward Sales People on User Adoption
 5. Build and Release as a Perpetual Beta
 6. Don’t Replicate - Innovate
#6 Don’t Replicate - Innovate

  Add value to a customer-centric core – e.g. Your Cloud plus
   Sales Cloud.
  Don’t re-invent wheels: build the Core, partner the Context
   (other ISVs).
  Augment or replace people-based services with platform-
   based services.
  Think of non-IT service players as future ISV partners and
   customers.
7 Habits of Highly Successful Cloud Computing
ISVs
 1. Think Differently
 2. Build on a Trusted, Secure Platform
 3. Think and Act Like a B2B eTailer
 4. Reward Sales People on User Adoption
 5. Build and Release as a Perpetual Beta
 6. Don’t Replicate - Innovate
 7. Make It Easy to Buy
#7 Make It Easy to Buy


 Price clearly and simply – e.g. €100 per user per month.
 Enable 30-day test drives – let the App sell itself.
 Provide interactive ROI tools on your portal to justify spend.
 Leverage the power of reference selling and the right early
  adopters.
7 Habits of Highly Successful SaaS Companies

				
DOCUMENT INFO