Welcome

THE ENTERPRISE OPPORTUNITY

Leyla Seka VP, AppExchange Marketplace

2:20 :40

1M 2M

2006-2011 2013

Innovative Companies are Adopting Apps

60% of Fast Company’s 50 Most Innovative

Companies are Using the AppExchange

Industry Leaders are Adopting Apps

70% of the Fortune 100 Have

Installed an AppExchange app

Partners Large and Small are Building Big Businesses

4 of the Top Ten Most Popular Apps Come From Companies with Less

than 25 Employees

The #1 Installed App = 12 Employees

Top AppExchange Search Terms

Top Customer Requested Apps

What is today about?

RETHINKING THE ENTERPRISE

Brian Flannery Business Development Comity Designs

Leading Companies Choose Comity Designs

Direct Customers

ISV Customers

Who Works with Comity Designs

Proven Success Across All Salesforce Products

Salesforce Projects 250+ CSAT Score (out of 10) 9.9

Broadly certified in Dev, Admin, Sales Cloud, Service Cloud

50+ Hackathon Awards • Best Enterprise App • Force.com deployment • Social Enterprise App • Chatter

Partner Apps are winners of AppExchange Customer Choice Awards

Why Work with a PDO?

Design right from the beginning

Accelerate product development

It’s security review Seamless Distribution

Define MVP

Validate Concept

Architect for

Future

Deliver in

Phases

Develop in

Sprints

Beta Test

Package and

Security

Comity Supports Entire Product Development Life Cycle

Faster Time to Market Rapid Iteration

Focus on Adoption

1. Simplify design and define user experience using mockups

1. Rapidly iterate and flush out

nuances 1. Create interactive prototype to

validate concept and technology

Validate Concept Through Iterations

• Implement secret sauce with platform best practices and eye on the roadmap

• Reduce friction through Metadata driven configuration to support end-customer variations

• Create seamless interaction across application, devices and data sources

• Explore all options and technology preference

Architect for Configurability and Scale: Avoid Mistakes

ISV Leaders Select Comity as Trusted Partner

Seamless Experience Release in 3 Months

Pass Security Review Configure and Scale

THE FASTEST PATH FROM IDEA TO APP

Randy Case Principal Technical Evangelist

Mobility

Collaboration

Social UX

Network Effects

Interoperability

Innovation

Tablestakes

Global Data centers

60+ Billion Transactions per qtr

True multi-tenancy

Declarative Tools or...

Write in any Language

APIs

Search

Identity

Security & Sharing

Tablestakes

Leverage

Profiles

Feeds

Status Updates

Groups

File Sharing

Approvals

Hybrid or HTML5

SDKs

Enterprise Container

Touch

Marketplace

Turn-key Trials

License Management

Billing

Upgrades

X

CRM Extensions

Service Marketing

IT & Admin

Collaboration

Other

FROM GARAGE TO GLORY

MODERATOR: Sara Varni Sr. Director, AppExchange

Alyson Poston Director, Presales CA

Jonathan Rowe Director, Marketing nCino

Dawn VanDamme CEO NimbleUser

Kai Yu Hsiung VP of Sales Silverline

Today’s Partner Panel

MODERATOR: Sara Varni Sr. Director, AppExchange

Alyson Poston Director, Presales CA

Jonathan Rowe Director, Marketing nCino

Dawn VanDamme CEO NimbleUser

Kai Yu Hsiung VP of Sales Silverline

5 SECRETS: BECOME AN OVERNIGHT APP SENSATION

Rachella Grossi Director, AppExchange

1,900+ APPS

30,000+ CUSTOMER REVIEWS

2,000,000+ INSTALLS

2009 2007 2008 2006 2010 2011 2012

26K 88K 259K 462K 734K 1M 1.7M

These are CUSTOMER installs.

= 1 customer = 100,000+ subscribers

2013

2.0M

1,900

Apps

$800m Partner Revenue

717,000

Apps

$5000M Partner Revenue

$6900 Per App

$420,000 Per App

SUCCESSFUL?

Soft Launch Free Pilots Act on Feedback

Identify Influencers Encourage Reviews Seed the Community

#2 Don’t Keep It a Secret

Clean Value Prop Crisp Demo Killer Content

Be Responsive Frictionless Trials Over -Communicate

User Groups Events DeveloperForce

#ENTERPRISE APPS: VC FUNDING REPORT

MODERATOR: Sara Varni Sr. Director, AppExchange

Alex Ferrara Partner Bessemer Venture Partners

Nic Poulos Principal Bowery Capital

BJ Lackland CEO Lighter Capital

Jonathat Lehr Director Work-Bench

Today’s Partner Panel

MODERATOR: Sara Varni Sr. Director, AppExchange

Alex Ferrara Partner Bessemer Venture Partrners

Nic Poulos Principal Bowery Capital

BJ Lackland CEO Lighter Capital

Jonathan Lehr Director Work-Bench