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Do-It-Yourself vs. Off-The-Shelf

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Final deck from webinar with Salesforce and Apttus: The 7 Deadly Sins of DIY Development. When should you build your own app on Force.com, and when should you buy from the AppExchange?

Final deck from webinar with Salesforce and Apttus: The 7 Deadly Sins of DIY Development. When should you build your own app on Force.com, and when should you buy from the AppExchange?

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  • 1. #SinsOfDIY Do-it-Yourself vs. Off-the-Shelf When To Buy An AppExchange Solution APTTUS Warren Chen Miguel Tam ISV Tech Evangelist Sr. Director, Product Marketing APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052 ©APTTUS 2013 CONFIDENTIAL
  • 2. Force.com is Cloud Computing for the Enterprise We do Infrastructure Services We do Application Services We do Operations Services YOU get to focus on innovation Network Security Authentication Storage Sharing Availability Build your data model Operating System Integration Monitoring Database Customization Patch Mgmt App Server Web Services Upgrades Web Server API Backup Data Center Multi-Language NOC Build your business logic Build your user interface #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 3. Force.com Is Faster Pre-built, tested, integrated components drive developer productivity A B D C Database Access Control & Audits Web Services API End User Administration Workflow Engine Forms & Page Layout Editor Reporting & Analytics Multi-Device Multi-Language MultiCurrency Clicks Code 80% Java / .NET ©APTTUS 2013 20% 20% 80% #SinsOfDIY CONFIDENTIAL
  • 4. 2,000+ Apps 27,000+ Customer Reviews 2,000,000+ Installs ©APTTUS 2013 #SinsOfDIY CONFIDENTIAL
  • 5. or ? #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 6. What You May Think about Do-It-Yourself Apps “I know Salesforce” easy “It’s just a few objects and tabs” “I have resources with some availability” “Bob built app in 2 weeks” #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 7. 7 Reasons Why It’s Not So Easy Time and Money Stuck in the Present hard Technical Limits Developer Churn Development ≠ Support Governance Requirements Technology Isn’t Everything #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 8. Time and Money Cost of delay is biggest issue hard Assume ZERO out-of-pocket costs How much money could you be earning or saving each month if you had that app today? Takes time to define, design, develop, test and deploy app #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 9. Stuck in the Present hard Custom apps are focused on CURRENT requirements Growth will introduce new markets, business models, product lines, etc. How to change or upgrade custom app? How to accommodate platform upgrades? #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 10. Technical Limits hard Optimizing code for Force.com – scalability, responsiveness, etc. API call limits that should be considered Best approaches for integration to other cloud systems or legacy tools #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 11. Developer Churn hard Growing job-hopping culture with average 15% turnover rate IT turnover is higher than average Who will resolve issues 2 – 3 years later? #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 12. Development ≠ Support hard Development is NOT biggest IT resource drain How to handle user questions, quality issues SLAs with the business #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 13. Governance Requirements hard Documentation and training materials Standards and audits, especially for regulated industries #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 14. Technology Isn’t Everything hard What are best practices in their industry? What’s the best way to structure processes? Organizational change management issues – like user adoption, organizational alignment and internal politics #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 15. What Apttus Builds in Our Force.com Solutions Functionality Expertise Best practices Deployment experience Industry expertise Upsell/cross-sell Workflows Renewals 100K Deal guidance Excel-based quotes Mobile Integration Quality Hours of development, testing and customer feedback Future Proof New products Frequent upgrades Support and training Multi-tenant Hundreds of customers ©APTTUS 2013 #SinsOfDIY CONFIDENTIAL
  • 16. It IS Harder than It Looks CONSTRAINTS PRODUCT HIERARCHIES UPSELL / CROSS-SELL RENEWALS PRICING MODELS PROPOSALS GUIDED SELLING DEAL GUIDANCE MULTICHANNEL PURCHASE TERMS SELF-SERVICE PRODUCT COMPARISON DOCUMENT GENERATION ADVANCED WORKFLOW X-AUTHOR MOBILE / OFFLINE KEY APTTUS CAPABILITIES APTTUS PLATFORM SALESFORCE PLATFORM FORCE.COM #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 17. Key Takeaways 80/20 rule In-house expertise Updates & support #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 18. #SinsOfDIY Questions? Warren Chen Miguel Tam ISV Tech Evangelist Sr. Director, Product Marketing APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052 ©APTTUS 2013 CONFIDENTIAL

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