Publishing a managed package to AppExchange is a months-long project, not a single task. The walkthrough below covers the standard sequence from initial planning through commercial availability, with the understanding that each step has its own substantial subprocess.
- Engage with the Salesforce Partner team
Apply for the Salesforce Partner Program if not already enrolled. Engage with a Partner Account Manager who can guide the publication process. Get a Partner Developer Edition org for development, register the namespace prefix, and start building the package. Attend the Partner-specific training resources on Trailhead and the Partner Community. The early relationship with the Partner team makes the rest of the process significantly smoother.
- Build, test, and prepare for Security Review
Develop the package to production quality: complete features, polished UX, comprehensive Apex test coverage (75 percent platform requirement, but 90 percent or higher recommended for review), full documentation. Run the Checkmarx or Chimera security scanning tools against the package and remediate findings. Submit the package for Security Review through the Partner Community. The review takes weeks to months; budget for multiple rounds of remediation feedback before approval.
- Build the AppExchange listing and trial
Create the AppExchange listing with marketing content, screenshots, demo videos, pricing, and customer testimonials. Build the Trialforce trial template that prospects will experience. Configure the License Management App for entitlement tracking. Test the entire customer journey end to end: discovery, trial signup, trial usage, purchase, install, license activation. Iterate until the experience matches what your sales team is comfortable selling.
- Launch, market, and iterate
After Salesforce approves the listing, launch the package on AppExchange. Promote through your standard marketing channels: customer outreach, partner channels, content marketing, AppExchange-specific events like Dreamforce. Monitor adoption through LMA: which orgs install, what their usage patterns look like, what feedback they provide. Iterate on the product based on early customer feedback. Release new versions on a regular cadence to maintain momentum and address customer requests.
- Security Review can require multiple rounds of remediation. Budget months, not weeks, for review completion.
- Namespace prefixes are permanent. Choose carefully because changing requires rebuilding the package entirely.
- Trialforce trial conversion rates depend heavily on the trial experience. Sparse trials produce sparse conversions.
- LMA configuration affects every customer's licensing. Misconfiguration leads to billing disputes and support burden.
- AppExchange reviews are public and influence future sales. Customer support quality directly affects long-term pipeline.