Apple Inc. v. Amazon.Com, Inc.

Filing 39

Declaration of Sarah J. Givan in Support of 36 Opposition/Response to Motion for Preliminary Injunction filed byAmazon Digital Services, Inc., Amazon.Com, Inc.. (Attachments: # 1 Exhibit 1, # 2 Exhibit 2, # 3 Exhibit 3, # 4 Exhibit 4, # 5 Exhibit 5, # 6 Exhibit 6, # 7 Exhibit 7, # 8 Exhibit 8, # 9 Exhibit 9, # 10 Exhibit 10, # 11 Exhibit 11, # 12 Exhibit 12)(Related document(s) 36 ) (Givan, Sarah) (Filed on 6/1/2011)

EXHIBIT 6

Salesforce.com Announces AppStore Vision and Monetization Strategy for the AppExcha... Page 1 of 4

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Salesforce.com Announces AppStore Vision and
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Monetization Strategy for the AppExchange Marketplace

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AppStore will provide a complete package of commercial services for developers and

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partners to market, sell, invoice and deriver applications to customers directly via the

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AppStore will give customers a single source for trying, buying and deploying

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AppStore will be the catalyst to unlock the value of Apex and the AppExchange,
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accelerating the vision for the creation, delivery, and success of any application on
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demand
SAN FRANCISCO — December 12, 2006 — Salesforce.com [NYSE: CRM], the
technology arid market leader in on-demand business services, today announced its

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AppStore vision and monetization strategy for the AppExchange marketplace.
Customers will be able to use AppStore as a single source for trying, buying and

Foundation
deploying on-demand applications on the AppExchange. AppStore will provide a
Sustainability

complete package of commercial services and revenue-sharing programs for
developers and partners, who will be able to use AppStore as a global distribution
network to market, sell, invoice and deliver the applications they have built using the

Trust

Apex programming language and platform and made available on the ApeExchange.
Legal Information

AppStore will be the catalyst to unlock the value of Apex and the AppExchange,
accelerating the vision for the creation, delivery, and success of any application on
demand.
"For customers, AppStore will make purchasing on-demand applications as easy as
buying music on iTunes, and for partners. AppStore will remove the burden and
expense of building out a sales and distribution channel," said Marc Benioff, chairman
and CEO, salesforce.com . "From the moment we started talking about our vision of a
marketplace of on-demand applications, the market has been asking 'What is
salesforce.com's strategy to monetize the AppExchange?' AppStore is the answer."
AppExchange, the world's first on-demand application marketplace, has been a
resounding success in its first year. More than 20.000 applications installs by over 7,400
salesforce.com customers in 57 countries have taken place, demonstrating a high
degree of adoption, momentum and excitement in extending the benefits of on-demand
applications beyond CRM to recruiting, IT, human resources, legal and all areas of the
enterprise.
More than 430 applications from over 230 partners are available today on the
AppExchange. Built using the Apex on-demand platform, these partner applications are
integrated by design with salesforce.com's suite of on-demand business applications
and can be deployed with a few clicks. AppStore will help partners and customers
further accelerate and streamline delivery and adoption of on-demand applications for
businesses of any size.
Additionally, the global AppExchange incubators will help companies develop new
products on the Apex platform, and will also help accelerate the success of existing
AppExchange partners. Ten companies have already signed up for the AppExchange
incubator program, including: Appirio, Avankia, Centive, Convenos, DomoDomain.
InsideView, InvisibleCRM, Right90, VerticalResponse and Xactly.

Monetizing the AppExchange Marketplace
AppStore will be the catalyst to unlock the value of a virtuous cycle currently at work: a

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Ukev[%jsingçtttiçty of customers draws more developers and partners into the

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Salesforce.com Announces AppStore Vision and Monetization Strategy for the AppExcha... Page 2 of 4

ecosystem; the development capabilities enabled by the Apex platform and language
expand the range of applications available on the AppExchange; the growing diversity
of applications inspires existing customers to expand their deployments and helps drive
more subscriber growth.

AppStore accelerates salesforce.com's strategy to unlock the value of the
AppExchange. First, by offering a broad variety of on-demand applications,
salesforce.com has been able to expand its subscriber base through new users and
departments across the enterprise. Second, as customers deploy more on-demand
applications and customizations, they are upgrading to premium salesforce.com
offerings and services such as Unlimited Edition. The AppStore Referral Program and
AppStore Checkout represent the next two pieces of the AppExchange monetization
strategy.

AppStore — A Complete Range of Programs and Services
for Partner Success
AppStore will provide a complete set of commerce, marketing and referral services that
enable developers and partners to offer a seamless experience to salesforce.com
customers. AppStore will help partners further scale their existing success on the
AppExchange by adding a zero-touch, self-service channel model that manages billing,
invoicing and rendwals across multiple currencies and languages. AppStore will also
introduce a complete range of services and programs to drive partner success,
including different revenue sharing models aligned with partner business goals.

Salesforce.com will provide AppStore services to partners for a revenue share
percentage of closed deals that will vary depending on the level of services provided.
AppStore services, including the AppStore Referral Program and AppStore Checkout,
are currently scheduled to be offered in a phased approach throughout 2007.

"AppStore is a startup's dream," said Narinder Singh, Founder and CEO, Appirio.
"Salesforce.com has removed key critical banters to startup success. Providing a
turnkey global distribution network will allow us to focus on coming up with innovative
applications."

AppStore Referral Program
The AppStore Referral Program will provide access to marketing services intended to
increase demand for partners' AppExchange solutions. The Referral Program will 'be
offered at two levels:

Standard Referral:
Premium placement on searches and AppExchange categories
Marketing program and event eligibility and benefits
Incubator eligibility
Requires 10 percent referral fee on all closed transactions
Voluntary program is currently scheduled for 01 of calendar 2007
Premium Referral:
All above benefits plus

•

Demand generation programs
Structured seminars to educate salesforce.com customer-facing employees
Premium listing on AppExchange
Must meet certain eligibility requirements to participate
•

Requires 25 percent referral fee on closed transactions
Program and service availability is currently scheduled for 03 of calendar 2007

AppStore Checkout
AppStore Checkout will provide a comprehensive package of commercial services to
enable developer and partner success. AppStore Checkout includes:
•

Online ordering, billing, invoicing and collection services
20 percent commission on all amounts invoiced on an ongoing basis
AppStore Checkout will be offered separately from the AppStore Referral Program

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International Sites

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Program and service availability is currently scheduled for 04 of calendar 2007

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For more information on the AppStore or how to join the AppStore Referral Program,

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please visit: http://www.appstore.com

Map
USA I Latin America
Germany I Europe
UK
Japan

France I

Netherlands I Sweden
Australia

China I Taiwan

AppStore — Accelerating Customer Success On-Demand
in Every Part of the Enterprise

Italy I Spain I
.

With AppStore, customers will be able to purchase partner applications directly on the

I Asia Pacific I

AppExchange. Customers will benefit from integrated commerce, interacting with a

Korea

single vendor and having a single invoice for both their salesforce.com and
complementary partner subscription fees. Salesforce.com will process transactions for
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salesforce.com , inc. Web-based
Customer Relationship
Management (CRM) Software-asa-Service (SaaS).
All rights reserved Various
trademarks held by their
respective owners.

and distribute subscription fees to partners. Through AppStore, salesforce.com will help
drive customer success with partner applications.
"AppStore will give customers a one-stop shop for on-demand applications," said Bruce
Richardson, Chief Research Officer, AMR Research. "The AppStore will offer all the
application choices that customers want, delivered with the simplicity of a single
vendor."

Salesforce.com , inc. The
Landmark tp One Market, Suite
300, San Francisco, CA, 94105.
United States
General Enquiries: 415-901-7000 I
Sales: 1-800-NO-SOF1WARE

Pricing and Availability
Salesforce.com will provide AppStore services to partners for a revenue share
percentage of closed deals that will vary depending on the level of services provided. .
AppStore services are currently scheduled to be offered in a phased approach
throughout 2007: Standard Referral in 01 of calendar 2007, Premium Referral in 03 of
calendar 2007, and AppStore Checkout in Q4 of calendar 2007.
Customers who purchase salesforce.com applications should make their purchase
decisions based upon features that are currently available.
Customers will not be charged additional fees for using AppStore services.
The Apex platform, formerly known as the AppExchange platform, is available today. As
previously announced, the next release of the Apex platform is currently scheduled to
be available in conjunction with the release of Winter 07, and the Apex programming
language is currently scheduled to be available during the first half of 2007.

About Salesforce.com
Salesforce.com is the enterprise cloud computing company that has transformed the
way companies collaborate and communicate. Salesforce.com is leading the effort to
bring Cloud 2, the next paradigm for computing, to the enterprise by offering its
customers the social collaboration, mobility and Openness that are the hallmark of this
new world. The company's platform and application services include:
Salesforce Chatter, a private social network for your enterprise
The Sales Cloud, for sales force automation and contact management
The Service Cloud, for customer service and support solutions
The Jigsaw Data Cloud, for ensuring data integrity and quality
The Force.com platform, for custom application development
Heroku, for building social and mobile apps in Ruby
The AppExchange, the world's leading marketplace for enterprise cloud computing
applications

Salesforce.com offers the fastest path to customer success with cloud computing. As of
January 31, 2011, salesforce.com manages customer information for approximately
92,300 customers including Allianz Commercial, Dell, Japan Post, Kaiser Permanente,
KONE, and SunTrust Banks.
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 salesforce.com applications should make their purchase
decisions based upon features that are currently available. Salesforce.com has
headquarters in San Francisco, with offices in Europe and Asia, and trades on the New
York Stock Exchange under the ticker symbol "CRM." For more information please
visit http://www.salesforce.com , or call 1-800-NO-SOFTWARE.

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Copyright (c) 2011 salesforce.com , inc. All rights reserved. Salesforce and the "no
software logo are registered trademarks of salesforce.com . inc., and salesforce.com
owns other registered and unregistered trademarks. Other names used herein may be
trademarks of their respective owners.

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