Expanding Your Reach: How to Build a Killer Listing on the AppExchange
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Transcript of Expanding Your Reach: How to Build a Killer Listing on the AppExchange
Expanding Your Reach: How to Build a Killer Listing on the AppExchange
Developers Michelle Kimihira: DocuSignCary Fulbright: JobscienceMike Davis: Xactly
Ryan Ellis: salesforce.comSara Varni Bright: salesforce.com
Safe Harbor
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Agenda
5 Steps for Listing Success
Sara Bright, Marketing Manager, AppExchange
Free Trials Overview
Ryan Ellis, Product Manager, AppExchange
Partner PanelMichelle Kimihira, Sr. Marketing Manager, DocuSign
Cary Fulbright, COO, Jobscience
Mike Davis, Sales Analyst, Xactly
Sara Varni Bright
salesforce.com
We Are Living in an App Economy
How will people find my product?
How can I stand out from the crowd?
The AppExchange is the One-Stop Shop The Trusted Marketplace for Cloud Apps & Services
1000+Pre-Integrated Apps
300+Partner Services
6800+Customer Reviews
A Thriving Economy of Apps & ServicesThe trusted enterprise cloud marketplace
$350 Million+AppExchange partner revenue to date from AppExchange apps*
*Company estimate based on currently available information.
1. Keep it Simple
Communicate a clear value proposition:
Use simple language that anyone will understand
Don’t forget to tell the customer what’s in it for them!
Optimize your listing for search:
Keep your title short & memorable
Include relevant keywords BUT keep them in context
Make pricing transparent
The #1way people look for listings is via search!
1. Keep it Simple: Message
Not clear
Too many buzz wordsSpecific
Clear value prop
1. Keep it Simple: Keywords
Keep title short and relevant
Incorporate keywords in
context
1. Keep it Simple: Pricing
Be upfront about your pricing
(even if it’s a range)
People are immediately turned
off by “contact us for pricing”
If your pricing is more
complicated, provide a link to
your pricing schedule on your
website
2. Show Em’ What You Got: Demos & Content
• Upload up to 8• Tell a story• Zoom in on important
features
• Major source of leads• Show the app! Less slides.• Keep it brief (<3 minutes)
• Customization guides help with trial experience
• Showcase customer success
See: See: See:
2. Show Em’ What You Got: Cross-Sell Other Listings
Use crossreferencing
to make people
aware of your other products or
service.
2. Show Em’ What You Got: Trial Options
3. Incorporate a Customer Voice: User Reviews
Collect reviews 30 days post-install
4. Make Your Listing More You
Add a promo
button to drive people to a current promotion
on your site.
Use yourcustomized banner to incorporate
your branding and/or
promote any current sales opportunities
.
5. Be Responsive: Lead Follow-Up
• Designate the actions for which you would like to receive leads
• Set-up auto emails that feature additional content or cross-sell other products
• Enforce that sales follow-up while lead is hot (within 2 hours)
5. Be Responsive: User Reviews
Respond to inaccurate or negative reviews!
Off the Listing Advice
1. Set up a Twitter Handle, Facebook Page
2. Reach out to power users in the community
3. Reach out to User Groups
4. Sponsor search and/or homepage ads
5. Sponsor events
Ryan Ellis
salesforce.com
Free Trials on AppExchangeA Trial for EVERY User
• Pre-configured• Pre-populated with
sample data• ANYONE can try
ff
How Are Trials different from Test Drives?
• Single Read-Only Org• Cannot be converted into a
production instance
• Live Trial Orgs with your app pre-installed
• Full Read/Write Privileges
Trial Creation ProcessSteps to Get Up & Running
FREE!
1. Request Trialforce Master Org (TMO)
2. Set Up Your Org
3. Submit for Security Review
4. Attach Trial to Your Listing
Can All Apps Use This Feature?Qualifications for Free Trials
Your app must be: Already built
Security reviewed
A managed package
Administered via the License
Management Application
Able to auto-provision
Mike Davis
Sales Compensation Analyst
Cary Fulbright
Chief Operating Officer
Michele Kimihira
Sr. Marketing Manager
Michele Kimihira
DocuSign, Inc.
All About DocuSign, Inc.
DocuSign, Inc. is the global leader in electronic signature. DocuSign provides the world’s largest and fastest growing electronic signature platform, empowering businesses to complete transactions online quickly and securely while improving compliance and dramatically reducing costs.
• Fast. Close deals in minutes, not days or weeks.• Simple. As easy as sending email--convenient,
user-friendly and accessible from anywhere, anytime.
• Complete. Seamless integration with Salesforce for end-to-end business transactions.
Winner of Best Partner App Award in 2009
Winner of AppExchange App of the Week
Cary Fulbright
Jobscience
All About Jobscience
Jobscience is the leading provider of recruiting, onboarding, learning, and HR management apps on the AppExchange, with over 250 customers and 30,000 users
• Winner “Best Recruiting App of 2008 and 2009”• Salesforce Premier Partner• Top customer-rated recruiting solution on AppExchange
Mike Davis
Xactly
All About Xaclty
Xactly Corporation is the market leader in on-demand sales performance management. The company's SPM Suite™ enables sales and finance executives to optimize sales compensation programs easily and affordably.
Key AppExchange Highlights• Most Popular Compensation Management App• Increased Avg. Monthly Trial/Application Installs by
over 375% with a focus on the AppExchange listing• 2009 Force.com 40 Finalist
Ryan Ellis
Sr. Product Manager
Sara Bright
Sr. Marketing Manager
Mike Davis
Sales Compensation Analyst
Cary Fulbright
Chief Operating Officer
Michele Kimihira
Sr. Marketing Manager
Expanding Your Reach: How to Build a Killer Listing on the AppExchange
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