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Recent developments on Salesforce's AppExchange demonstrate Salesforce's continued commitment to the success of the ecosystem surrounding its CRM platform.


  • Salesforce reduced its standard percent net revenue (PNR) – the commission or facilitation fee that Salesforce takes from partners for AppExchange transactions – to 15% in 2017; it was previously 25% and considered high by some partners.
  • Salesforce is further cultivating this ecosystem with the venture capital funding to help fuel start-ups toward profitable growth.

Features and Benefits

  • Evaluates recent developments on Salesforce's AppExchange platform.
  • Analyzes the effects of recent developments on the CRM ecosystem.

Key questions answered

  • What is Salesforce doing to support the success of the AppExchange partner ecosystem?
  • What improvements have been made operationally?
  • How has the percent net revenue (PNR) – the percentage that Salesforce deducts from transactions made on the AppExchange – changed?

Table of contents

Ovum view

  • Summary
  • The monetization program is now more attractive for partners
  • Partner onboarding has been simplified and automated
  • Support for payment tools is improved
  • Salesforce for Startups provides online resources to entrepreneurs and start-ups
  • An incubator supports selected start-ups through the early stage of development
  • Salesforce Platform Fund operates like venture capital funding for partners


  • Further reading
  • Author

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