Best Practices for Selecting
AppExchange Solutions

#SFDCAppex
APTTUS: Global Quote-to-Cash
Bozeman
London

San Mateo

Ahmedabad

•
•
•
•

300+ Customers

70 of the Fortune 500
500,000+...
Tip #1: Identify Your Needs
• Are you trying to address a small, tactical problem or a
large, strategic initiative?
Tactic...
Tip #2: Read Reviews
How many
reviews?

What’s the
average rating?

Read Helpful
AND negative
reviews

When was the
last r...
Tip #3: Application Footprint
• Does vendor address your current and future needs?
QUOTE-TO-CASH INTELLIGENCE
DEAL
MANAGEM...
Tip #4: Vendor Evaluation Factors

Multi-vs.
single
Platform
focus?

APTTUS Confidential

Competing
Ecosystem?

#SFDCAppex...
Tip #5: Native vs. Composite Apps

Vendor’s
resource
focus

Tight
integration
Familiar
UI?

Internal
platform
expertise

I...
Tip #6: Secure Budget
• Enterprise-grade apps cost money. Do you have budget?
• If not, you’ll need a well-crafted busines...
11/6/2013

www.FinancialForce.com

9
About FinancialForce.com
100% Native Back Office Applications
#1 Accounting & Professional Services Automation Apps
on the...
A platform to build your business on

FinancialForce
Apps

Accounting

Billing

Revenue
Recognition

PSA

Media

Salesforc...
Finding the right apps for your business
Three key ingredients every back office application should handle:
• Enterprise c...
#1 - Ensure security & audit controls are in place

#SFDCAppex
www.FinancialForce.com
100% native means everything in one place...

www.FinancialForce.com
...and audit trails are baked-in
Instantly view all changes and supporting documentation

#SFDCAppex
www.FinancialForce.co...
#2 - Utilize a shared data model...
• Use common reporting
engine across the
business
• Get dashboards and
analytics that ...
…and align Sales, Service and Finance

#SFDCAppex
www.FinancialForce.com
#3 - Break down department walls
A true 360° view of the customer on one platform
Customer

Leads

Customer
Profitability
...
...with automated workflows and collaboration

#SFDCAppex
www.FinancialForce.com
Customers revolutionizing their back office

www.FinancialForce.com
Learn More….
• To speak with a FinancialForce.com representative,
contact your Account Executive, or email
info@financialf...
11/6/2013

www.FinancialForce.com

22
Vidya Chadaga
Director of Product Marketing
Field Service
Face-to-face, quality interaction is

Imperative

#SFDCAppex
What’s At Stake Without 360° View?


No visibility to products or service history
Impacts first time fix rates
Dispatch t...
Selecting the Right Field Service App
1. Make sure the Field Service app is ‘on Force.com’ or
native; not just integrated
...
100% Native – The Proven Choice

Non-native
• Expensive to build and
maintain integrations
• Upgrades are a nightmare
• Lo...
ServiceMax Extends Salesforce Capabilities
ServiceMax transforms Service Cloud into a
complete Service Life Cycle solution...
Can you tell which is what?

#SFDCAppex
Customer Profile: Luminex
Before ServiceMax

ABOUT
Luminex Corporation develops,
manufactures and sells biological
testin...
Customer Profile: Luminex
After ServiceMax


ServiceMax Solutions


ServiceMax, featuring:


Service Parts



Installe...
Questions?

#SFDCAppex
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Salesforce AppExchange: Best Practices for Choosing Solutions

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Salesforce AppExchange: Best Practices for Choosing Solutions

To view Quote-to-Cash applications on the Salesforce AppExchange, visit https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016bGHEAY

The Salesforce AppExchange holds thousands of apps that can help your business - no matter what you're looking for or what industry you're in. But with thousands of applications to choose from, how do you know which are the best for your company? In this presentation, Apttus, FinancialForce and ServiceMax will review the best practices for choosing solutions on the Salesforce AppExchange.

Tips for selecting solutions on the Salesforce AppExchange:
- Identify your company needs
- Read Reviews
- Review the vendor's entire footprint
- Go over vendor evaluation factors
- Native vs. Composite Apps
- Secure the Budget

and more!

To learn more about extending your Salesforce investment, visit http://apttus.com/extending-salesforce-quote-cash-apps/

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Salesforce AppExchange: Best Practices for Choosing Solutions

  1. 1. Best Practices for Selecting AppExchange Solutions #SFDCAppex
  2. 2. APTTUS: Global Quote-to-Cash Bozeman London San Mateo Ahmedabad • • • • 300+ Customers 70 of the Fortune 500 500,000+ Users 100% Native on Salesforce.com APTTUS Confidential • • • • Over 4M contracts managed Over 8M quotes generated Native support of 28 languages Native support of 161 currencies #SFDCAppex APTTUS
  3. 3. Tip #1: Identify Your Needs • Are you trying to address a small, tactical problem or a large, strategic initiative? Tactical Apps to solve a particular problem VS. Strategic Apps to address an enterprise business process • Carefully defining your business requirements is key APTTUS Confidential #SFDCAppex APTTUS
  4. 4. Tip #2: Read Reviews How many reviews? What’s the average rating? Read Helpful AND negative reviews When was the last review? APTTUS Confidential #SFDCAppex APTTUS
  5. 5. Tip #3: Application Footprint • Does vendor address your current and future needs? QUOTE-TO-CASH INTELLIGENCE DEAL MANAGEMENT RENEWALS MANAGEMENT REBATE MANAGEMENT CONFIGURE PRICE QUOTE CONTRACT MANAGEMENT REVENUE MANAGEMENT DOCUMENT GENERATION ADVANCED WORKFLOW X-AUTHOR MOBILE / OFFLINE SALESFORCE PLATFORM APTTUS Confidential #SFDCAppex APTTUS
  6. 6. Tip #4: Vendor Evaluation Factors Multi-vs. single Platform focus? APTTUS Confidential Competing Ecosystem? #SFDCAppex Similar Customers? APTTUS
  7. 7. Tip #5: Native vs. Composite Apps Vendor’s resource focus Tight integration Familiar UI? Internal platform expertise Impact: Total Cost of Ownership APTTUS Confidential #SFDCAppex APTTUS
  8. 8. Tip #6: Secure Budget • Enterprise-grade apps cost money. Do you have budget? • If not, you’ll need a well-crafted business case • Sophisticated vendors can help with this APTTUS Confidential #SFDCAppex APTTUS
  9. 9. 11/6/2013 www.FinancialForce.com 9
  10. 10. About FinancialForce.com 100% Native Back Office Applications #1 Accounting & Professional Services Automation Apps on the Salesforce Platform Backed by Salesforce.com & UNIT4 UNIT4 - $600 million, 33 years building business apps Salesforce.com - $3 Billion, 13 years building cloud applications Growing Rapidly San Francisco HQ – 595 Market St. 250 Employees Customers in 23 countries, Users in 47 countries #SFDCAppex www.FinancialForce.com
  11. 11. A platform to build your business on FinancialForce Apps Accounting Billing Revenue Recognition PSA Media Salesforce ecosystem Sales Salesforce Platform Service Form Builder Mobile Visual Workflow Global Data Centers ISO 27001 Certified Security Backups & Disaster Recovery #SFDCAppex www.FinancialForce.com appexchange Social collaboration Multi-tenant Kernel Your Apps Enterprise Report Builder Identity & Search Authentication Highest Performance Proven Reliability Real-time Sandbox
  12. 12. Finding the right apps for your business Three key ingredients every back office application should handle: • Enterprise class audit controls and security • Single data source for reporting and analytics • Collaboration tools and workflows that extend across departments #SFDCAppex www.FinancialForce.com
  13. 13. #1 - Ensure security & audit controls are in place #SFDCAppex www.FinancialForce.com
  14. 14. 100% native means everything in one place... www.FinancialForce.com
  15. 15. ...and audit trails are baked-in Instantly view all changes and supporting documentation #SFDCAppex www.FinancialForce.com
  16. 16. #2 - Utilize a shared data model... • Use common reporting engine across the business • Get dashboards and analytics that support decision making • See financial data alongside data from other departments (i.e. sales, services) #SFDCAppex www.FinancialForce.com
  17. 17. …and align Sales, Service and Finance #SFDCAppex www.FinancialForce.com
  18. 18. #3 - Break down department walls A true 360° view of the customer on one platform Customer Leads Customer Profitability Quotes Opportunities Chatter Conversations (not just transactions) Cases Revenue Analysis Contracts Projects Credits Invoices Payments #SFDCAppex www.FinancialForce.com
  19. 19. ...with automated workflows and collaboration #SFDCAppex www.FinancialForce.com
  20. 20. Customers revolutionizing their back office www.FinancialForce.com
  21. 21. Learn More…. • To speak with a FinancialForce.com representative, contact your Account Executive, or email info@financialforce.com • View our demo center and events page for on-demand videos – See it in action! – Order to cash – Break down back office walls #SFDCAppex www.FinancialForce.com
  22. 22. 11/6/2013 www.FinancialForce.com 22
  23. 23. Vidya Chadaga Director of Product Marketing
  24. 24. Field Service Face-to-face, quality interaction is Imperative #SFDCAppex
  25. 25. What’s At Stake Without 360° View?  No visibility to products or service history Impacts first time fix rates Dispatch tech with wrong skills or parts  No knowledge of previous troubleshooting Impacts time on site Alienates customers  Inaccurate entitlement information Give away support for free Miss SLAs #SFDCAppex
  26. 26. Selecting the Right Field Service App 1. Make sure the Field Service app is ‘on Force.com’ or native; not just integrated 2. Research how much of Field Service is native to CRM 3. Leverage native CRM functionality    Customer and Partner Portals & Communities Field Service Reports & Dashboards Social collaboration across Field Service organizations #SFDCAppex
  27. 27. 100% Native – The Proven Choice Non-native • Expensive to build and maintain integrations • Upgrades are a nightmare • Lots of product gaps • Not as seamless or realtime as “native” (separate logins, admin., reporting, etc.) 100% Native • Easy user adoption • Seamless and real-time • Trusted platform • New features keep pouring in • Birds of a feather #SFDCAppex
  28. 28. ServiceMax Extends Salesforce Capabilities ServiceMax transforms Service Cloud into a complete Service Life Cycle solution Sales Cloud Service Cloud powered by #SFDCAppex Marketing Cloud
  29. 29. Can you tell which is what? #SFDCAppex
  30. 30. Customer Profile: Luminex Before ServiceMax  ABOUT Luminex Corporation develops, manufactures and sells biological testing technologies and products with applications throughout the life sciences and diagnostics industries.  INDUSTRY Life Sciences & Diagnostics  SIZE $200+ M sales / $8+ M service GEOGRAPHY Global Disconnected sales and service organizations limited customer satisfaction and loyalty Response time and customer perception suffered under manual scheduling and work order management processes Lost opportunities due to inability to track and offer competitive service level agreements #SFDCAppex
  31. 31. Customer Profile: Luminex After ServiceMax  ServiceMax Solutions  ServiceMax, featuring:  Service Parts  Installed Base Mgmt   Advanced Scheduling  Entitlements & Warranty Mgmt  ServiceMax Mobile for iPad # OF USERS 72  360° view of the customer improved up-sell and cross-sell opportunities Automated scheduling of primary technicians with specific product expertise gets the right FSE to the job on time All service history and regulatory documentation is easily accessible from every case for every customer – nothing is lost #SFDCAppex
  32. 32. Questions? #SFDCAppex
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