AppExchange ISV Keynote: Winning Together in the Salesforce Ecosystem | Salesforce

You know, I remember the early days of AppExchange. You know, frankly, everyone was wondering, is this a test? Are we really going to do this?

Is Salesforce going to stick with this? And of course the answer is yes, yes and yes.

Working with a partner like Salesforce and.

Knowing that, you know, it's the number one CRM out there really makes a difference for us.

We have a saying internally here.

We live on planet Salesforce because it is the world's largest software ecosystem.

While Salesforce has CRM footprints with tens of thousands of users at accounts, they also really value the small business segment of the market.

I definitely feel a lot more powerful using Salesforce, even though I'm just a one person work from home organization. I created an app so that service dog organizations could be more efficient with their data management. And Salesforce really wanted me to succeed with this app.

What might take us months to build ourselves, we can literally go into the app exchange and download it in seconds and customize it and you're up and running.

When Encedium was founded, it was founded on the principles that the banking industry was wrought with paper based processing, manual intensive labor. And we decided from day one that we wanted to be a technology enabled bank. But we need that backed up with.

The trust and transparency that bankers need.

And that's what the Salesforce platform gives us.

Our flagship product composer is built for Salesforce on Salesforce.

It was awesome then to receive the.

Email saying, your app has been approved.

I think I read it like three.

Times making sure that, okay, this is, it's good.

It's on the AppExchange now. We looked today at Lightning and Einstein and where the roadmap is going, and they're all integral components of our roadmap.

And having AppExchange apps that upgrade constantly, just like our Salesforce platform upgrades, that's very important to us.

I'm constantly impressed by Trailhead as a platform.

They're actually teaching you how to write.

The code and give you examples of coding.

I mean, we're software nerds, right? So we love this stuff.

Having that big partner in Salesforce along for the ride with us, I think gives us swagger every time we walk into a customer.

I really like that I can have.

More time to spend with my kids because of AppExchange. The rest of the work is being done. For me, when I hear about Salesforce and Ohana and the environment they're creating.

In the ecosystem, it feels very natural.

Because those are the values we share.

You know, it's funny I don't think.

I've ever thought of myself as an entrepreneur before. I feel good being an entrepreneur.

Ladies and gentlemen, please welcome to the stage executive vice president AppExchange Layla Secka.

Good morning, everyone. Good morning. Welcome to Dreamforce. We're so excited to have you here. I've been at Salesforce for 10 years. I've been on the App Exchange for most of those years. And I have to say that kicking off Dreamforce in this keynote is one of the best things that we do at this company. And it makes me very excited to have you all here. So. So let's start talking. I think some of you have probably heard our CEO Marc Benioff talk about the fact that we are entering into the fourth industrial revolution. If we look back through time, innovation has changed our society and business time and time again. And we find ourselves right now at the cusp of a big change around technology and specifically around intelligence, which is exemplified through Einstein in our world. But we really are at this new moment where we're shifting the way we're developing applications and solutions to our customers and our partners. You are the people that are really helping us innovate this and take it to the next level. So I wanted to just take a minute and say thank you. Thank you. Thank you, thank you. Thank you. The best part of Salesforce is the AppExchange ecosystem. This community of people that grew up around us and far extended what we thought we could do with our platform, with our technology to help our customers meet their needs. So when you think about the last 11 years of the App Exchange and all that we've done together, it's pretty amazing. Look at these. These logos. Look at. And most impressively would be the customer information. 87% of Salesforce customers use an AppExchange app. That's a lot of customers. That's a lot of people looking to the App Exchange for your solutions to help them change their business. And 89% of the Fortune 100 use an app Exchange app. Again, these numbers speak for themselves. They've created a huge business and a huge economy that all of Salesforce is incredibly proud of. So I just wanted to take a minute. It's the beginning of Dreamforce. It's gonna be a crazy week. I just wanted you all to stand up for a minute. Let's stand up. Take a really deep breath and look under your seat. Cause five of you just won $500. The $500 is just a little something to say thank you to all of you and to Let you know that Salesforce, Salesforce is incredibly, incredibly grateful for all that you do to build this ecosystem. Yeah, see, I got y' all moving, got everyone moving around a little bit on an early morning keynote. All right, so now let's get down to it. We have a lot to cover with you guys this morning. And I wanted to start off with someone who's gonna talk to you guys a little bit about the huge opportunity we have at Salesforce and for you as partners. So, ladies and gentlemen, let me introduce my partner in crime, the SVP of ISV sales, Ms. Corey O'.

Brie.

I got him today.

Hi, everybody. Thank you so much for being with us. I am so excited to be here. This is my fifth Dreamforce, but my first Dreamforce helping to host the AppExchange keynote. And I am so excited and impressed with the innovation that's in this room. What we deliver to our customers, the value that we bring across this partner community and our success community is really unparalleled out in the market. You know, if I take a step back and I think about Salesforce and what that means to you guys, there's a lot of great stuff happening here. I'm really excited that Salesforce is the fastest growing enterprise software company in the world. Who'da thug? It's pretty impressive, right? Second, I'm super humbled that recently Forbes announced us as the most innovative company in the world. Super cool, really great. But what I'm most impressed by, what I'm most awe inspired by, is the amazing innovation from this team. What you guys bring to the table, you're disrupting industries and creating new business models and transforming markets like never before. And so when you stop and you take a step back and you look at it from the macro level, we've really developed our own economy. And when you think about what that economy looks like, we have this wonderful report from IDC that was recently released that tried to measure that impact. The amazing work that we are so grateful that you guys have helped bring to the table. And what that said was that we by 2022 will impact $859 billion of GDP. That is with a B as in boy people, not an M, A B. On top of that, we will have created 3.3 million jobs. And we all know in today's climate, that is huge. There's so many places that that's needed. And I am so excited that all of us are a. So when I take a step back again and look at this, I am grateful and thankful to everyone in this room for being part of Arohana and the innovation that you all bring. And what I wanted to do is bring up someone who's been on that journey with us, someone who's a great member of our Ohana, a man who really needs no introduction, a Silicon Valley innovator, someone who really has been around the block with Salesforce now for some time. CEO and founder of one of our critical industry ISVs, Velocity, Mr. David Schmeier. David, thank you for coming. It's good to see you. So this is kind of a birthday for you guys. I want to ask you a question a little bit about Velocity's inception because I think it's tied to Dreamforce and I think you might have a wonderful story to tell us about how you've created this amazing company.

Thank you, Corey. It's a pleasure to be here. On behalf of all of us at Velocity, we're thrilled to be part of the Salesforce Ohana.

So thank you always.

We came up with this idea five years ago. It was my very first Dreamforce that I attended and I came here and I was simply blown away at a couple things. First of all, the scale of Dreamforce. But second of all, I walked around the cloud expo and what I found was every single kind of app you would want in CRM, cti, middleware, proposal generators, sales methodology, software. And yet there were no industry verticals. And so we decided to do is create a company, kind of like some old friends of ours who created a company called Viva Systems. And so some of you may or may not know Veeva, but they're the largest ISV ever built on the platform and so far the only one to go public. And so I walked out of the Moscone center after an hour and called up my old friends from VIVA and said, hey, this is David. Let's create another Veeva. And so what we decided to do is to build an industry specific company, what we call the industry cloud. Industry specific in the cloud with Salesforce for several communications, energy, insurance, healthcare, and government. And those are the five industries that we all know from personal experience that have the worst customer service. So they really need our help.

So your growth has been really impressive and this has turned out to be a fantastic investment for you guys. You guys were recently in the cloud 100. Talk to me a little bit about how being part of the app exchange, Ohana and Salesforce has really fueled that growth for you.

We simply put, couldn't have done this without Salesforce. And so the Salesforce Ohana is really everything. And let me talk a little bit about it. First of all, this is our fourth year of operations and we'll do 50 million in revenue. So we've tripled the last two years. Next year we'll do 100 million, which we think will be one year faster than our sister company, Viva. So we're really exploding. The customers love our software. A number of our customers are presenting here in Insurance, New York Life, MetLife, Farmers. In the telco industry, T Mobile, Tilia Cellcom in healthcare, Anthem and Delta Dental. So really thrilled by that. But the way we got here was we get to use the world's number one cloud platform and Salesforce.

That's right.

And the world's number one CRM apps. And I've been doing this for a long time. I've been in this industry for, I think it's my 29th year. And if there is another alternative to Salesforce for the platform or CRM, I'm unaware of it. I really don't think there is a number two choice. And so you get all that for free. It works. It's scaled scales, it's trusted. There's so many amazing benefits. It would take you 50 to $100 million in years to build something like that.

So agree. You have made amazing investments on our platform. And seeing you grow with us has really been a fun journey for me to be a part of with you guys. If I step back and look at your investments with us, what's next for the future? What are we going to do in this partnership together? Because as much as you and I talk about the future, I'd love to hear you share kind of how you plan on continuing to grow with this audience.

What we do is we look at everything that Salesforce is coming out with every year. And so two years ago, we made a huge investment in Salesforce Analytics. I don't know if you ever remember Alex Dion's famous demo with the boat and introducing Salesforce Wave. And so we went long on that and we now have a really cool app on the app Exchange for Analytics. And then in the last year, we've invested heavily in Lightning. We think Lightning is, no question the future. And so we're all over every component of our software moving to Lightning. And we think Lightning is amazing. As we were working with Mike Rosenbaum and the Lightning team, and the new thing we're super excited about is Einstein. So we believe that the future is definitely greater intelligence. We think that AI is the future, and it couldn't be more important than in these verticals. So if we think about the verticals for a telco, you know, the billing and usage data about the customer or for insurance company, you know, about policies and claims and the household information. So we think that there's a whole next generation of really smart AI apps by industry. And so we're working very close. We're part of the lightning, pardon me, Einstein incubator, and we think that Einstein's the future. So we're super pumped about it. It's a great part of the Salesforce ohana and we just love it. So that's the next big thing we're working on. And then from a business point of view, I think the other message I'd say to the other partners is to get well aligned with Salesforce, which is when you align with Salesforce's product teams and their sales teams and Corey, with your ISV team, magic happens. That's being part of the Salesforce ohana. So the way you grow and the way you thrive is you make it a truly win win relationship. That's what we've strived to do. So we just really thank so much what you've done for us, Corey. And thank you, Corey. And thank you, Salesforce.

We're grateful for you and the magic that you have created with Velocity. So thank you so much. Round of applause for David. Thank. All right, you guys, you know, this journey is not exclusive to Velocity. This is available to everyone in this room. In terms of going arm in arm with us, becoming a part of this family and moving forward. No matter what size, shape, color, anything you are as a company, we are here to work with you. And there's no one better than bringing back up Layla Seka to talk a little bit about that program and how you guys can engage. Thanks for your time.

All right. I think David inspired all of us. There's lots of great things, stuff for all of us to think about in the ecosystem, and we're going to drill into that. I thought I'd frame up how we're going to spend the next 45 minutes or so, just to give you guys a bit of context. Earlier this year, we launched a new ISV program. I'm going to spend a little time touching on this just after these slides to give you guys a sense of some of the changes we made. We also are going to talk to you about the new technology we're launching for ISVs. This is a big year on the platform for ISVs, and we have some great product leaders to come join us and talk to you about how to take advantage of those innovations. And then last but not least, two weeks ago we launched a new app exchange. Hopefully you all saw it and love it. Yes.

Woo.

I love it. I think it's awesome. Clearly I'm slightly biased, but we did launch a new app exchange. It's really interesting and really awesome. And we're going to walk you through a bit of those changes as well. So let's jump into it and I'm going to walk you guys a bit through what we've done on the new program. I think the main thing I wanted to start with on this was, you know, we've been doing this for about 11 years and when we started, we were the only cloud computing company in town and we built it and built the program around that notion. As time has gone on, we've seen lots of changes in the industry and I think the message I really wanted to get across in this slide was whether you're small or big or mid sized or industry focused or functionally focused, it really doesn't matter. If you're building enterprise SaaS applications, we should partner together. Our job is to create as many choices as possible for our customers so that when they're looking to solve a business problem, they have many options. You are the people that provide those options. So together, no matter what you're doing, no matter where you're built, no matter what your plans are, we want to work with you and we want you to partner with Salesforce. We have models for everyone. So that's the main message of this slide. I just wanted everyone to really hear that one loud and clear. Next up, I wanted to talk about some of the things we launched and will be launching. In January, we'll be launching the Trailblazer Scorecard. This is a way for us to run our business together, you and us. It's a unified place for us to see what's going on with your business, how we're valuing it, and for us to communicate about how to increase your partnership. David said it really beautifully. When you're aligned with Salesforce, magic happens. So this scorecard is specifically invented to help us align and run our partnerships more effectively. Of course, revenue is critical and very important to the partnership, but there is more than revenue to partnership. I want my customers to be happy. What's their customer sat with your application? What are your reviews on the app exchange? There are a lot of other things that go into partnership besides revenue, and this scorecard's gonna let us all work together to discuss those and figure out what works for your business and us in partnership. We also lowered the price. I listen, see, we lowered the price so 15% P&R. You all talked to me about this. We heard you. Again, to the notion of looking to make models for any business to partner with us. That is what we're here to do and that's what we're doing. Next up is accelerating time to market with program tools. My motto on this is better, better never done. We will always keep working to make it easier for you to do business with us. It will never stop. I will never stop working on this. And we've done some things this year to work on that for sure. We've launched the AppExchange Trailblazer Checklist. This is a 10 step list with Trailblazer modules behind it to help you self service onto the App Exchange all on your own. And we've increased payment options. Again back to the notion of we will keep working hard to make it easier for you to do business with us. That's my job. I will keep doing it and you give me feedback because you are the people that let me know how to do that well. So with that, I think it's important that we move now into talking about the new technology that the R and D team's been working on and how you can take advantage of it. So for that, there is no one better to do this than the person I give all the work I don't want to do to. Ladies and gentlemen, Andrew Albert, VP of the AppExchange.

All right, it's a pretty fair job description. So I'm the VP of the App Exchange and I lead our ISV technical enablement team and I've been with the company 13 years and I've been part of the App Exchange for the last nine, working with so many of you and our App Exchange partners build and launch your applications on the platform. Now, my team's charter is to make sure all of you are successful with the Salesforce platform and all of our technologies. And one of the key initiatives we've taken on this year is to work with our product organization closer than ever before to make sure our products, everything we release, is ISV ready. It's a term we use internally to measure and ensure when we release a product, it's not only ready for our customers to adopt and implement, but it's ready for our ISVs to embed right into your application. Things like is it packageable? Is it licensable, Is it upgradable? These are things you need to be successful with a product. AM team's working closer than ever with the platform team. So let's talk about the platform. The platform is incredibly expensive. It's the foundation and the fuel that drives our ecosystem. This is what makes all of the applications incredibly innovative and our customers love. Now, it's not one size fits all. It has identity services, integration services, mobile, Heroku Analytics, Lightning, and it's incredibly expansive. The point here is, as ISVs, you have a ton of choice in what you leverage and how you leverage the platform. And similar to how we go to market, you can connect your application to the platform, you can build your application on the platform, and you absolutely can innovate and extend your application. And as partners, you know, we do three releases a year and 2017 was an incredible year of innovation where over 700 features were released right into the platform for you to take advantage of, including several of the most ISV requested features. My team hears feedback from you all the time out in the field and we constantly are feeding that back to the product organization to deliver constant innovation into the platform. But today there are three key areas I want to focus on that I really believe is the future of the Salesforce platform for ISVs. That's lightning, that's Einstein, and that is a suite of new technologies for ISV developers. So let's talk about Lightning. Yes, Lightning again. I know we've talked about Lightning the past two Dreamforces in the partner keynote, but this conversation is different. This year we've seen incredible partner adoption with over 1200 lightning ready apps today, including 90 of our top 100 most popular app Exchange apps are Lightning ready. That's incredible, incredible adoption. And what's driving that adoption is the maturity of Lightning as a platform. This year we've released over 50 base components, so it's now easier than ever for you to build custom components into your application. All of your existing VisualForce pages that you've been developing for years, they now auto style to the Lightning experience. We've come out with the utility bar, the Lightning console, Lightning data service, and the list goes on. The point is this. If your application is not Lightning ready and you have not started adopting Lightning, the time is now. Let's talk about Einstein. So you heard Layla mention that we are on the forefront of the fourth Industrial Revolution and all that is centered and powered through intelligence. And here at Salesforce, we are embedding intelligence right into our core applications and our platform with Salesforce, Einstein. And throughout the year, we've rolled out Einstein into our core apps. Like Sales cloud, Einstein Service cloud, Einstein Marketing cloud, Commerce cloud across our whole product suite. But as promised last year when we launched Einstein is that it is being built right into the platform so all of you in our entire AppExchange ecosystem can take advantage of Einstein. And there are going to be two key technologies that we're going to roll out over the next few releases that you can take advantage of. Starting with the Prediction Builder which you'll hear more about this week at Dreamforce, which I like to think about it real simply as it's Einstein for custom objects you can declaratively with clicks and not code easily configure Einstein to make predictions based off all of the data stored in your custom objects. And secondly, Einstein did Einstein AI which is a suite of APIs you can embed into your application to do things like vision and natural language processing. And over the next several releases these will be GA technologies that you can take advantage of to make your application smarter and more intelligent than ever before. And next I want to highlight a trio of technologies that are all GA here at Dreamforce with the Winter 18 release that fundamentally change how you develop and architect applications on the platform. Starting with Platform Events, which is a new modern way for you to integrate to Salesforce. Second is Big Objects. It is what it sounds like. You can now store billions of rows of data natively on the Salesforce platform at 1:10 the cost. And last and certainly not least is Salesforce DX which I do hope it's not the first time you've heard about DX as we've been rolling out several pilots and betas throughout the year. Happy to announce it as GA here at dreamforce with the winter 18 release and DX is a whole new developer experience powered by a rich command line interface to drive your developers in a much more flexible way. They can use the tools they want and they can ultimately build their applications faster than ever before. But there is no better way to learn a new technology than to see it firsthand. And I couldn't be happier to introduce you to the next speaker and presenter who's going to show you DX live on the stage. He's the product owner of dx, but he's also one of the most ISV minded product managers I've ever worked with in all my time here at Salesforce. Wade, huge congratulations to your team everybody. Please welcome Wade Wegner to the stage.

Thanks. Thank you Andrew. It is awesome to be here. Thank you for inviting me back last year. It was a thrill to Introduce to all of you for the first time, Salesforce dx. As Andrew mentioned, it's ga, and this last year has been a huge year for the platform. And I know many of you are aware of this. I know you're using Salesforce dx. We've been watching the adoption metrics. I've been communicating, spending time with a lot of you. And so it's a thrill to see how much this is making a change and a difference for all of you and your development teams. And so what we're going to do is we're going to highlight how Salesforce DX can really change the game for you and your teams. And I can't think of a better way to do that than to invite a great partner of ours onto the stage. So I'd like you all to join me in WELCOMING Bob Marsh, CEO of Level 11. Welcome, Bob.

Great. Thanks, Wade.

So you are a long partner of the AppExchange. Tell us a little bit about what it is you're doing and what you're up to.

Yes, we are a longtime and proud partner of Salesforce. We've got a full sales management system that's on the app exchange. And so, because we're built on Salesforce, we've been able to win and support great companies like Hewlett Packard, Comcast and Paycor. And what we're really obsessed about is how do we help these companies get their salespeople focused on the behaviors and actions that lead to closing more business? So there's three main parts to our product, as you know. So first is leaderboards and gamification, which is what a lot of people know us for. The second part is sales KPI and goal management. And third is a sales coaching module to help really drive structure and consistency around how sales managers manage their salespeople. So the big problem we're solving, again, is how to help salespeople stay focused on what matters. We really can drive this to help support the manager through our Scorecard product, which I know we're gonna take a look at here.

Yeah. In fact, you'll see it up here. And so, Bob, why don't you walk us through a little bit about how this application works and then tell us the use case and how you thought Salesforce DX would help you bring a new product to market.

Sure. So, yeah, we're taking a look at Scorecard here from the perspective of Peter Martin, who's a sales manager. And what Peter's doing is taking a look at these critical metrics that we've defined. And so if I click to the team members tab here, this is a single pane view that Peter can look at his entire sales team and the key metrics across the top. Now, the color coding you see is driven by our pacing algorithm. And so that tells me who's behind, who's ahead or who's on track. And so, but one of the things that really stands out here is we see Martino. Okay, Martino looks like he's doing horribly, but I happen to know that Martino just started a week ago, so it's really not relevant to compare him to the same goals as everybody else. And so what we saw is this would be a great way to use DX to build a capability to enable us to adjust the goals in a ramped time building. We're calling a goal Scheduler feature.

Awesome. And so I think what we're going to do now is take a few minutes and see how we can take advantage of Salesforce DX and to build out this new feature. And so I'm thrilled to be joined by Vivek and Warren over here driving the demo. And I really want to call out Brandon sitting right over here as well, one of the lead developers at level 11 who's helped build this capability. So what we're going to do is flip over here to GitHub. And because level 11 is taking advantage of Salesforce DX, they're driving everything through source driven development model. What that means is there's a lot of advantages to how they can function as a team. One of those advantages is some pretty sophisticated branch management strategies. And here you can see Vivek has already gone ahead and started to build out this new goal Scheduler feature. What Warren's going to do is we're going to flip over here to the command line interface and we're going to do a checkout from GitHub of the branch that Vivek has been working on. We're going to pull that source. So you can see now Warren is grabbing the updates to this application. He's next pushing all of this source into his Scratch. Org. And the Scratch. Org is an ephemeral environment that developers can use to build applications faster and connect to things like continuous integration to make sure that we don't regress or we don't have any issues with our apps. Now that we've pushed it into that Scratch Org, we're going to open it up and here you'll see the exact same application that Bob showed us a moment ago, except now it's in our Scratch Org, it's an environment that we as developers can use. And so we're going to use this to make a configuration change. We're going to take the updated information that we got from Vivek and we're going to add it into the utility bar. And this is going to give sales managers a great and easy way to now help people like Martino so that they can end up changing some of the dynamics of what's expected. So just a simple little configuration change in that Scratch Org, when we refresh the app, what you're going to see now is that goal scheduler has been embedded into the application and it's ready to go. So now that we've made that configuration change, let's come back here to the command line interface and what we're going to do is we're going to pull that change out of the Scratch Org. The reason we're doing this is the change is in the environment that we were developing and now we want to pull it back out so that it's represented as source and that source can then be checked back into our repository so that all the other developers, including Vivek, can end up using it. So one of the awesome things that level 11 is also doing is they're using continuous integration. Let's go ahead and switch over now to CircleCI, which is a continuous integration service. Now in a moment here. And there you go, you'll see that three builds kicked off once we committed that source and pushed it back into the repository. So what this is doing is it's creating a bunch of environments, running tests and validating everything that we ended up doing. Bob, I know this is something that you, Brandon and the rest of your team were really excited about. Tell us why you were excited. So excited.

Yeah, big time saver here. So before this, if we want to run a thousand tests over the course of a week within scorecard, which is pretty common, that would take like a week. So now, I mean, you say you see three of them running here, so the idea is if multiple running at one time, huge time saver so that we can spend our time building, not testing.

Awesome. Well, one of the things I want to highlight is for all of you in the room, I suspect you're already doing things like this. But if not, using Salesforce DX and the source driven development model makes it really easy for you to set up these type of automations yourself. Now I think we've made all the changes, so why don't we flip back to the actual Production app. And, Bob, tell us now how we can use this new feature to help more. Sure.

So, again, I should have mentioned before this would be, like, radically manual. I'd have to remember every week to go back and do this. So I picked out, so, for example, our Pipeline metric. And so you see the different dates where I can ramp Martino's goals over the course of time. So pop in today's date. Say, okay, this week, he has a goal of $5,000 in pipeline, much more realistic for a newly ramped rep. And if you go back to the team members tab, Here we go. We can see he's now on track on what would be appropriate for a new rep here who's just ramping. And so now the key is Martino realizes he's winning. He realizes that he's on track to be another one of our very successful reps, and he's going to see that every step of the way.

Awesome. Well, I'm sure Martino appreciates it and we appreciate you joining us today, so thank you so much.

Thanks, Wade.

As Andrew mentioned before, there's a lot of fantastic innovation this year in the platform. And so please join us at the developer keynote tomorrow if you're interested in learning more about the technology. And of course, there's a whole bunch of other opportunities here at Dreamforce to learn more. Now, I'm thrilled to introduce my friend and colleague Heather Conklin to the stage to talk to you all about the new AppExchange.

Thank you so much, Wade. Salesforce DX is just incredible. If you were watching that demo and maybe not 100% sure about exactly what it was that you are seeing, take this video after Dreamforce and show it to your developers, and I promise you, they're going to go crazy for that. It's very powerful stuff. So thanks again, Wade. All right, so I have been on the AppExchange team for about five years now, and to give you a little bit of context about what was happening five years ago, we were actually in the process of moving the security review from paper and faxes, I kid you not, to the online security review wizard. And so, obviously, a ton of things have changed in the last five years. We've done a lot to the partner experience and we've done a lot to the app exchange. But I can honestly say that right now, this is the biggest thing that we have ever done to the AppExchange. And so I'm so excited to be up here today to show all of you the new AppExchange so the new App Exchange is the Salesforce Store. It's about so much more than apps now. This is now the store for everything a customer needs in order to work with Salesforce. And that is powerful stuff for all of you. We are making the AppExchange a destination to go day in and day out. And that means more eyes on all of your amazing solutions. Here's how we're doing it. First, we are making it faster and easier than ever before for customers to find what they're looking for on the App Exchange. And not just find what they're looking for. We're making it easier to discover new things every single day. We're doing that with new intelligent search, personalized recommendations, and an entirely new navigation. Next, there are new business opportunities for you on the AppExchange as well. We just introduced two new types of inventory. First is Lightning Data. Lightning Data is the ability to bring data sets into your org to get even more intelligent about your customers. The second one is Bolt Solutions, and these are templates to create lightning communities without having to start from scratch every single time. And finally, Trailhead Learning. Trailhead is just everywhere here at Dreamforce. I mean, look at this room, right? It's hard to miss. And we are really excited to be bringing Trailhead now to the App Exchange as well. So with Trailhead Learning, we're going to be putting all kinds of rich content on the App Exchange to educate our customers about best practices. Right in line with all of your amazing solutions. This is how we're going to make the AppExchange a destination to come day in and day out. But there's no better way to tell you about the new AppExchange than to show it to you. So with that, I am really excited to introduce two of my teammates and good friends in the back here, Josie Chiles and Ben James, who are gonna help us walk through a demo right now. All right, so here we are. We are on the new App Exchange. Doesn't it look amazing? If you scroll down on the new App Exchange, you're gonna see all of the different types of inventory that we have now here on a single page. So I've got my apps, components, consulting partners, and the new Lightning Data and Bolt solutions. And then here on the bottom right, you're getting some of that Trailhead content that we were just talking about. So this is going to be sprinkled throughout the AppExchange. But here I've got a guide to the AppExchange, a video, and, of course, Trailhead trails. They're going to help me to learn how to make the most of all of the amazing things that I find on the AppExchange. And as a customer browsing the new AppExchange, I can always hover over any of these tiles in order to get a little more information about what I'm seeing. So here I've got the price. The price is now required. It was the number one ask of our customers and so we're really happy to be giving that to them. With this new release, you can also see what features are supported, what addition of Salesforce you need, and of course, you have access to all of the great customer reviews as well. But the power of the new App Exchange really comes in once we know who you are. So here, because I'm logged in at the top, I'm seeing a set of personalized recommendations and these are based on a number of different factors. Things like my location, what edition of Salesforce, I use, my profile data, like my role in my industry, as well as all of the activity that I'm taking on the App Exchange on a daily basis. And we combine my data with the data of people like me to get even smarter about what we show. This is going to be huge for our customers. They're always coming to us and asking what's next for me on the AppExchange, and now they need to look no further than the homepage to find that. And this level of intelligence continues on into the search experience as well. So you can see here, when I search, I'm getting my recent items, I'm getting some type ahead suggestions. And when I actually go and I do this search, we're searching with a new learning algorithm. And this algorithm is learning based on not just what are we all searching for, but also what are we doing after we search. And that lets us continually refine what we show. Now let's jump into a listing. So here, when we go into the listing, you're going to see a completely different look and feel. We did a lot of research to create this new AppExchange. And we asked customers, what kind of things do you need in order to make good decisions about the things that you're seeing on the AppExchange. And this is really a reflection of all of that. So obviously, screenshots and videos are very prominently displayed. And as I scroll down, I get all of the details about this application here on a single page. I also have access to the customer reviews and this new sticky bar at the bottom. This is letting Me see what's the price. I can save the listing, watch the demo video, and of course, get it now. But finally, we wanted to make sure that the new App Exchange was really easy for just anyone to come and find what they're looking for. You don't have to know what it is. And we've done that in a number of ways. First is this new navigation. You can see, as I look at the new navigation, I'm seeing the inventory on the App Exchange broken down in a number of different ways. This helps with discoverability as well as just to educate customers about what's available. Now, let's jump into the App Store and I'll show you a few things that you can do within a store as well. So, in the stores, I now have access to a new category menu that allows me to see the different things that I have in the store. What's new, free, popular, and I can also, again, browse by category or collection. So we're going to jump into all sales apps. And now, within any of the categories or just any page in the stores, you have access to these new really rich filters down the left side. And this allows me to continually refine what I'm seeing on the right based on whatever characteristics are most important to me. So now you've seen how we're making it faster and easier than ever before for customers to find what they're looking for on the App Exchange and discover new things every single day. And again, that means more eyes on all of your amazing solutions. So we're really excited to see how you all take the new AppExchange forward. And now I want to look at a customer story, because our customers are doing really amazing things with the App Exchange as well. So Honeywell, it's a household name, and Honeywell is using over 200 AppExchange apps. They're doing that with their sales team, and with those apps, they're seeing an amazing lift in their productivity and their time savings. And at Honeywell's size and scale, that translates into millions of dollars for them. And while that is really incredible, it's really not just about those large customers. We have really small customers who are doing amazing things at the AppExchange as well. And so for that, I want to bring back Leila, who's going to interview one of our really small customers who actually has more AppExchange apps than they have employees. So, Layla, thank you, Heather.

I hope everyone's as excited about the new App Exchange as we are. It affords all of us a lot of opportunity and it's going to help our customers really find a lot of new solutions. So what Heather mentioned at Honeywell is absolutely amazing and we couldn't be more impressed. But I want to bring up someone on stage who's a slightly smaller customer of ours. Ladies and gentlemen, help me to welcome Chris Elam, CEO of Misnomer Dance Theater. Come on up here, Chris. Give me a hug. How you doing, kiddo? Good to see you. Thank you for coming. So Chris, tell all these wonderful people about Misnomer and what you guys do.

Absolutely. Thank you so much. At Misnomer, we are a nonprofit dance and entertainment company and we create experiences for individuals, companies, governments across the world. We've employed over 20,000 dance artists through our experiences and we make flash mobs through our service bookoflashmob.com for team building activities, marketing campaigns and corporate events.

That's awesome. So how many people are at your company?

So at our core team, nine employees.

Nine employees. And how do you use Salesforce in the app exchange? Tell us a little bit about how you came to using us and what you've done with all of the great solutions you're leveraging.

Yeah, well, we use Salesforce for pretty much everything across the board except for our dancing.

Maybe we'll build a dance app next.

Choreography, please.

No, really for our marketing, our donations, our the management of all of our events, our flash mob directors. Being able to have all this information and data not just siloed in our different softwares that we use, but to have it all free flow through Salesforce has been critically valuable to us.

That's awesome. How many AppExchange apps do you use?

We had 65 in our woo.

65. I like that. That's good. Okay, so now tell us, what does the future look like for Misnomer, Chris, what are you guys going to do now?

Well, you know, as we continue to scale globally and doing more events and we're been offering new types of experiences through our brand ambassador programs, we're using Salesforce in so many different ways, especially with lightning now mobile for all of our flash mob directors across across all 50 states and 11 countries. So that's all key and critical and you know, I've just got to give a special shout out to Mark Banioff. First saw me give a talk in a dance back in 2008 and invited us to perform at the Salesforce internal meeting. And we started using the Salesforce at that time and it's been so critical to our scaling what you guys do is just really?

Yeah, he's not too bad. He's pretty cool. We like him. All right, thank you, Chris. You're awesome. Thank you so much. Ladies and gentlemen, a huge round of applause for Chris Elam, CEO of Misnomer. So, you know, again, I can't tell you enough how honored we are to be the ones that kick off this show. And we walked through three big chapters of what's going on for ISVs and partners in the app exchange at Salesforce. So now I want to welcome up on stage my good friend, Ross Eberhart. Come here, Ross. Ladies and gentlemen, this is Ross Eberhardt. He is one of our senior sales leaders on the ISV team and he's been here forever. How long have you been here, Ross?

Seven years.

Seven years.

Six Dreamforce.

Six Dreamforce. I like that. So, Ross, you and I have a great honor right now. We get to announce something. Why don't you tell everyone what we're about to do?

We're announcing the 2017 Appy Award winner. The Appy Award recognizes one app exchange partner annually for their commitment to customer success, innovation and living Ohana. This year's award was selected by the app Exchange leadership team based on nominations made by Salesforce employees. Five years ago, this partner came into our ecosystem with an amazing vision to reimagine and reinvent banking in the cloud. I'm proud to announce Encino as the.

2017 Nappy Award winner.

Pierre Nade, CEO of Encino, on stage to receive this amazing award.

We're so proud.

Thank you very much. This is pretty awesome.

The best one ever, huh?

Woo.

Yes, Pierre. So tell us how you leveraged your.

Banking expertise, innovation and living Ohana to reinvent banking.

You know, to us it's about two things. Innovation and culture of the company. Okay. Half of our people are actually ex bankers recovering from the industry and actually try to innovate and reinvent banking as we see the future. And so culture is all about empowering of people, really doing what's right for the customer right there on the spot, make a decision, etc. Innovation is this platform. It allows us to write code at about 5x the speed I could do in my previous life. So we innovate at a pace that not a single competitor can keep up with us.

That's great.

So tell us what's next for Salesforce.

And the Encino partnership?

You know, the first thing is we are 100% aligned with FAC. We've built that relationship over the past five years. We aligned technically, et cetera. And now it's on. We've embraced lightning and it's all about data. So it's gonna be all about AI data, dissemination of data. And I hope that a few years from now, you will look at CNBC or Bloomberg and you will see the Encino Index for banking on there. Okay, great. And that's how dominant we're gonna become together.

We hope so, too. Pierre, thank you very much. Congratulations, Encino. You can. You can find out more about Encino in the Financial Services Cloud Partnership at the. At the Financial Services Cloud keynote on Wednesday, I believe.

Thank you.

So there is no better way to see our ecosystem in action than what's about to happen when you walk out those doors. So we have the Expo, which I'm sure all of you have spent more time in than you would care to admit at this point, getting your booths ready. But that's about to get ready and get going. Tomorrow afternoon, we have the Dream Pitch in here. I'll be hosting that. It's a really fun contest showcasing some of the innovation and great technologies. We have some fun celebrity judges. And then, of course, Dreamforce is all about our partners. So we have Startup Valley, we have the App Exchange Den, we have the Partner Lodge. We're here to talk to you, to meet with you, meet customers, meet each other, spend time getting to know each other, and have a great dream for us. And of course, I would be remiss if I didn't mention that the consulting keynote will be in this exact same room in an hour and will be equally packed with awesomeness that you want to be a part of. So with that, thank you. Have an awesome dream for us, and we are so humbled by all you do for us. Thank you. I wrote a blog post about this a few years ago that I was never expecting to go, I guess, viral, but it did. And the blog post is titled the Best thing I Built on Salesforce, My Career. And it's true.

I was an ad hom mom.

I thought I was going to be the world's best pediatric surgeon.

I went to school for business.

I was not in this industry. A couple of years ago.

I went to school to be a lawyer. I was a cosmetologist and a hairdresser. If you would have asked me 15 years ago if I would have a career in technology, I would have told you you were crazy. You know, and it's not easy to.

Put yourself out there, think about, what is it that makes you excited and happy and passionate?

What is it that I really love.

Why do I like doing this stuff?

Maybe you're passion.

As veterans, if your passion might be.

Retail or if you're in banking, you can really take what you learn in.

Salesforce and you can apply it to any industry.

That was an eye opener for me. This is a huge universe. I can actually start to dream about what I want to do.

The power of the Salesforce platform allows you to do so many things. You can do so much with it.

I'm flying with I, Einstein. Woohoo. The sky is the limit. The limit is your imagination.

We're gonna bring our customer a level of service that is extraordinary.

That's what it's all about. It's all about the customer.

I can now talk to case study.

Example after case study example of where with Salesforce we've been able to pull this off.

That's exciting. That's where it's been life changing. I never thought I had the ability to do that. And I think Salesforce has not only given me technical skills, it's given me confidence in myself to know that I can achieve these things.

Being a trailblazer is coming out first.

And clearing the path for others.

It's being the voice of the customer.

You're giving them something that they're looking for.

We are always making sure that the.

Best technology is at their fingertips.

These tools actually push me to figure out what the best is every day.

All of that is not possible without an incredible tool like trailhead. The best thing about Salesforce and the smartest thing they've ever done is the community. It is phenomenal. The Trailhead community is just takes you wherever you need to go. I somehow found the user group and I went in there and I was actually hoping to pay somebody to help me. And all these people helped me for free. I will never ever forget that feeling. And I remember that experience and I.

Try to recreate that for other people.

It's an amazing example of what an.

Ecosystem can really do when it bands.

Together and focuses on how we can.

All make each other better. Where you can not only be proud of the work that you're doing, but the people you're doing it with.

That's the magic of Salesforce.

It's changed my life. It really has. And it's changed my company and the customers that I work with.

When your customers are happy, your company's thriving. And when your company's thriving, you're truly at your best. You're at the top of your game.

This is what I was meant to.

Do my whole life.

Being your best is not only having a great career, but it's enabling others.

To have a great career.

And I think, think that makes me my best.