Supercharge your License Management - Salesforce AppExchange

43
Supercharge Your LMA Darren Geary Customer Success Bracket Labs @darrenjgeary Blakely Graham Co-Founder Bracket Labs @blakelygraham

description

The License Management Application is one of the key operational tools for Salesforce ISVs. This session will provide an introduction to the LMA, in addition to three suggested workflow automations to optimize LMA usage: automatically record customer’s Salesforce editing on an LMA record, notifying a customer about trial expiration, and notifying internal stakeholders (Support, Customer Success, etc) about package uninstall. Presented by Blakely Graham and Darren Geary from Bracket Labs

Transcript of Supercharge your License Management - Salesforce AppExchange

Page 1: Supercharge your License Management - Salesforce AppExchange

Supercharge Your LMADarren Geary

Customer Success – Bracket Labs

@darrenjgeary

Blakely Graham

Co-Founder – Bracket Labs

@blakelygraham

Page 2: Supercharge your License Management - Salesforce AppExchange

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 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 deliveringnew 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 enterprisecustomers. 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.

Page 3: Supercharge your License Management - Salesforce AppExchange

Place Customer

or Partner logo

in white area of

slide, centered

horizontally

Darren GearyCustomer Success

Blakely GrahamCo-Founder

Page 4: Supercharge your License Management - Salesforce AppExchange

Bracket Labs is ….

Page 5: Supercharge your License Management - Salesforce AppExchange

The Salesforce LMA is Awesome!

• Track Leads

• Expiration Notices

• Team Notifications

• Uninstall Follow-ups

• Audit Reports

• Dashboard Insights

Page 6: Supercharge your License Management - Salesforce AppExchange

Use to

introduce a

demo, video,

Q&A, etc. What does LMA mean?

Page 7: Supercharge your License Management - Salesforce AppExchange

Legal Marketing Association?

Page 8: Supercharge your License Management - Salesforce AppExchange

Laryngeal Mask Airway?

Page 9: Supercharge your License Management - Salesforce AppExchange

Livestock Marketing Association?

Page 10: Supercharge your License Management - Salesforce AppExchange

Livestock Marketing Association?

Page 11: Supercharge your License Management - Salesforce AppExchange

License Management

Application

LMA =

LMO = License Management

Organization

Page 12: Supercharge your License Management - Salesforce AppExchange
Page 13: Supercharge your License Management - Salesforce AppExchange

1. Become a Salesforce partner

How does it work?

Sign-up for CRM!

Page 14: Supercharge your License Management - Salesforce AppExchange

1. Become a Salesforce partner

2. Build product

How does it work?

Sign-up for CRM!

Packaging org

Page 15: Supercharge your License Management - Salesforce AppExchange

1. Become a Salesforce partner

2. Build product

3. Connect AppExchange to APO

How does it work?

Sign-up for CRM!

Packaging org

APO = CRM

Page 16: Supercharge your License Management - Salesforce AppExchange

1. Become a Salesforce partner

2. Build product

3. Connect AppExchange to APO

4. Link packaging to AppExchange

How does it work?

Sign-up for CRM!

Packaging org

APO = CRM

Packaging org

Page 17: Supercharge your License Management - Salesforce AppExchange

1. Become a Salesforce partner

2. Build product

3. Connect AppExchange to APO

4. Link packaging to AppExchange

5. Install LMA into LMO

How does it work?

Sign-up for CRM!

Packaging org

APO = CRM

Packaging org

LMO = CRM

Remember: CRM = APO = LMO

Page 18: Supercharge your License Management - Salesforce AppExchange

Check this link out!

http://cloudfindhq.com/salesforce/how-salesforce-lma-work/

Page 19: Supercharge your License Management - Salesforce AppExchange

Associate Lead Manager to every Package!

Important!!!

Page 20: Supercharge your License Management - Salesforce AppExchange

Use to

introduce a

demo, video,

Q&A, etc. TIP 1: Arm sales & support

Page 21: Supercharge your License Management - Salesforce AppExchange

Add Subscriber Org Type

Add field to Lead page layout!

Page 22: Supercharge your License Management - Salesforce AppExchange

Add Account Subscriber Org Type

Map subscriber org to account

Page 23: Supercharge your License Management - Salesforce AppExchange

Add Subscriber Org Type & Map to Account

Stays through conversion!

Page 24: Supercharge your License Management - Salesforce AppExchange

Use to

introduce a

demo, video,

Q&A, etc. TIP 2: Light a fire under customers

Page 25: Supercharge your License Management - Salesforce AppExchange
Page 26: Supercharge your License Management - Salesforce AppExchange

Pre-work

Must have to include

in recipient list!

Page 27: Supercharge your License Management - Salesforce AppExchange

Here’s how to add Lead Email

Page 28: Supercharge your License Management - Salesforce AppExchange

Add formula field update to populate Lead email

Reference the existing

Lead relationship

Page 29: Supercharge your License Management - Salesforce AppExchange

Create trial expiration email templates

Clear Call To Action

Page 30: Supercharge your License Management - Salesforce AppExchange

Define rule criteria

Do not accidentally send to

customers!

Page 31: Supercharge your License Management - Salesforce AppExchange

Add time-based actions

Set-up an email alert AND a task to record

history

Page 32: Supercharge your License Management - Salesforce AppExchange

The whole enchilada

Page 33: Supercharge your License Management - Salesforce AppExchange

Use to

introduce a

demo, video,

Q&A, etc. TIP 3: Uninstalled? You need to know!

Page 34: Supercharge your License Management - Salesforce AppExchange

Create alert template(s)

You can create a 2nd template for your

customer contact!

Page 35: Supercharge your License Management - Salesforce AppExchange

Set-up uninstall workflow

Keep your team in the

know!

Page 36: Supercharge your License Management - Salesforce AppExchange

So many possibilities!!!

RUN YOUR BUSINESS

• Use licenses to

manage release

notifications

• Install CodeScience

Dashboard

Page 37: Supercharge your License Management - Salesforce AppExchange

CodeScience LMA Install Tracking Dashboard

Page 38: Supercharge your License Management - Salesforce AppExchange

So many possibilities!!!

• Trial Licenses Expiring

• Active Licenses

without a Renewal

Opportunity

• Expiration &

Opportunity Dates

Match

RUN YOUR BUSINESS

• Use licenses to

manage release

notifications

• Install CodeScience

Dashboard

AUDIT YOUR PROCESS

Page 39: Supercharge your License Management - Salesforce AppExchange

So many possibilities!!!

• Trial Licenses Expiring

• Active Licenses

without a Renewal

Opportunity

• Expiration &

Opportunity Dates

Match

RUN YOUR BUSINESS

• Use licenses to

manage release

notifications

• Install CodeScience

Dashboard

• Using Checkout

changes things

• When in doubt,

refresh!

• Sometimes you just

need to bee patient!

KNOW THE QUIRKSAUDIT YOUR PROCESS

Page 41: Supercharge your License Management - Salesforce AppExchange

Refresh is coming!

Page 42: Supercharge your License Management - Salesforce AppExchange

Login from the License record is coming!

Page 43: Supercharge your License Management - Salesforce AppExchange