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Architect and Design Your App for Commercial Success
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Architect and Design Your App for Commercial Success

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As a commercial application partner, you've got to consider some important factors before you architect your app. What license types are best for your target audience? How will your app interact with …

As a commercial application partner, you've got to consider some important factors before you architect your app. What license types are best for your target audience? How will your app interact with standard Salesforce features and objects? How do you ensure the app can scale to meet the needs of your customers? This session will explore important decisions and best practices for building a commercial grade application on Force.com. This session is primarily intended for product managers and architects

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  • 1. Architect & Design Your App for Commercial Success Salesforce.com Partner Success Sarah Whitlock, Salesforce.com, Sr. Director, ISV Technical Evangelism Warren Chen, Salesforce.com, ISV Technical Evangelist
  • 2. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  • 3. Key Decision Points For Success Who are Your Customers? What are you building? How to license & distribute?
  • 4. Who are you selling to? What is your target market?
  • 5. Who are you selling to? New Users?Existing Salesforce Users? •  Package your app •  Customer installs your package into their existing org •  Package your app •  Provide your prospect with an org containing your package http://www.financialforce.com/
  • 6. What is your target market?   Large enterprises have different requirements than SMB   Build scale into your application from the beginning!   Test for scale before your customer does Avoid Growing Pains: Scale Your App for the Enterprise (Room 3016, Monday 5 pm) > 3000 Employees 501 - 3000 101 - 500 21 - 100 1 - 20
  • 7. What are you selling? What are you building?
  • 8. CRM 1.  SURVEYS 2.  CAMPAIGN MGMT 3.  EMAIL RESPONSE MGMT 4.  SALES PERFORMANCE MGMT 5.  MOBILE SALES MGMT 6.  LEAD MGMT 7.  EVENT MGMT 8.  COMPETITIVE INTELLIGENCE 9.  CUSTOMER CHAT 10.  INCENTIVE MGMT BACK OFFICE 1.  DATA INTEGRATION TOOLS 2.  DATA CLEANSING 3.  INVOICE MGMT 4.  DEMAND PLANNING 5.  PRODUCT LIFECYCLE MGMT 6.  SUPPLY CHAIN MGMT 7.  BUSINESS INTELLIGENCE 8.  BIG DATA MGMT 9.  PURCHASE ORDER & EXPENSE MGMT 10. PROJECT MGMT From the May, 2013 Survey of 3,544 Global SFDC Customers Top Customer Requested Apps
  • 9. Custom ApplicationSales/Service Cloud Extension •  eSignature, Email Marketing etc. •  Extending Sales/Service Cloud •  Standard + Custom Objects •  Project Management, Supply Chain etc. •  No reliance on Sales/Service Cloud •  Custom Objects What are you selling?
  • 10. • Focus on the end user • Be disruptive • Leverage your expertise ➢  What makes you Different! Build To A New Set Of User Requirements
  • 11. Two Fundamental Architecture Models Native Composite ISV Managed Package Distribution Technologies trials licensing upgrades support workflow collaborationanalytics apex custom objectsaccounts contacts ISV Managed Package Distribution Technologies trials licensing upgrades support workflow collaborationanalytics apex custom objectsaccounts contacts SOAP API Apex Web Services Metadata API Bulk API REST API Toolkits External Services Data Logic Presentation
  • 12. • Runs 100% on force.com • Multitenant by design • Managed, scalable, secure services • Native app building blocks • Built-in distribution services Native Architecture
  • 13. • Specialized service not a good fit for force.com •  Large, complex calculations •  Storage-intensive solution • Phased approach to re-platform on force.com • Need to integrate with another service When To Go Composite
  • 14. •  Simplicity •  No infrastructure to manage •  Focus 100% on your app •  Multitenancy baked in •  Built-in distribution services •  Seamless integration with Salesfore and AppExchange apps •  Not suitable for all use cases DownsideUpside Native Architecture: Tradeoffs
  • 15. Composite Architecture: Tradeoffs •  Flexibility •  Re-use existing IP •  Leverage existing developer skills and tool sets •  Complexity •  You have to maintain infrastructure •  Multitenancy not guaranteed •  Distribution services are your responsibility •  Trial experience more challenging DownsideUpside
  • 16. Scope of Security Review Native Composite
  • 17. What to build   Next Generation UX for Your Commercial App: Feed the User (Room 3014, Tuesday 1 pm)   Emerging Technology: Social & Collaboration Strategies for ISVs (Room 3020, Tuesday 1 pm)   Mobile for ISVs: How to Develop Mobile Solutions (Room 3014, Tuesday 4 pm)   Partners Helping Partners: How PDOs Can Help You Build Great Apps (Room 3014, Wednesday 5 pm) What architecture to use   Connected Apps: Options to get Your Commercial App to Market (Room 3014, Monday 3:30 pm) Security review implications   An Insider’s Guide to Security Review (Room 3014, Wednesday 9 am)
  • 18. How to license & distribute?
  • 19. Every User Needs A License   Think of the license as a battery   Not all types power the same features   Test your app with the expected license type
  • 20. Two License Types For Internal Users User License Description Use Salesforce CRM functionality Full platform access Custom Objects Chatter App requires CRM functionality Selling app into existing Salesforce customers Salesforce Platform No CRM functionality Accounts, Contacts Custom Objects Chatter App does not leverage CRM functionality Selling to net-new users and/or existing Salesforce customers • What objects does your app need access to? • Do you need functionality like campaign, case, or opportunity management?
  • 21. Two License Types For External Users User Licenses Description Use Customer Community Full Access: Custom Object, Asset, Owned Cases Read-only: Account, Contact, Activity, Task Customer self-service Collaborative case resolution White-glove premium support Partner Community Full Access: Custom Objects, Account, Contact, Opportunity, Lead, Activity, Task, Asset, Cases Read-only: Reports, Dashboard, Campaign Vendor Collaboration Partner recruitment and education Deal management • Will your customer’s customers (external users) need access to your app? • If so, what do these users need to do?
  • 22. What Editions do you need to support? No Workflow, Record Types, Analytics, Custom Layouts, Custom Profiles, API Enterprise & Performance EditionGroup & Professional Edition Workflow, Record Types, Analytics, Page Layouts, Profiles, API are available •  Do you want to sell to existing Salesforce customers? •  Do you plan to support Group and Professional Edition? The Edition determines the features available to the user
  • 23. How do you support various Editions? Answer: Base Package plus Extension Package Group & Professional Edition Enterprise & Performance Edition Base Base Extension+
  • 24. Managed Packages Trials and Provisioning BrandingCustomer Success Console IP Protection Push Upgrades A managed package is a collection of all metadata components that make up your app.
  • 25. Implications of Managed Packages Limitation Example Implication Not all components can be packaged for distribution Approvals, Profiles, Data Post-installation steps may be required when installing your app from the AppExchange. Not all components are upgradeable Page Layouts, Reports, Dashboards Developers must account for subscriber customizations when planning for upgrades. Not all sensitive components are obfuscated Validation Rules, Visualforce Pages, Formulas Use caution: don’t resort to code just to obfuscate business logic. ISV Guide http://p.force.com/guide
  • 26. License & Distribute •  Distribute & License Your App for Commercial Success (Room 3014, Monday 2 pm) •  Support Your Customers for Commercial Success (Room 3014, Monday 5 pm) •  Manage Your Business with ISV Platform Technologies and the ISV Business Org (Room 3014, Wednesday 12 pm)
  • 27. Key decision points for success Who are Your Customers? What are you building? How to license & distribute?
  • 28. Sarah Whitlock Sr. Director, ISV Technical Evangelism Warren Chen ISV Technical Evangelist
  • 29. Ready to Partner with Salesforce.com? APP Academy: Getting Started as an ISV Architect & Design Your Commercial App Design Patterns: ISV Recipes for Success Connected Apps: Design Options Interoperability: Combine Forces Mobile for ISV’s (Part 1): Strategy Avoid Growing Pains: Scale Your App Mobile for ISV’s (Part 2): Develop Next Generation UX for Commercial App An Insider’s Guide to Security Review Distribute & License Your App Manage Your Business. . . AppExchange Marketing Playbook: Build Your Brand AppExchange Marketing Playbook: Generate Demand Driving Sales Success as an ISV Partner Meet the Power Brokers: VC Panel Support Your Customers ISV Roadmap DF13 ISV Success Sessions Great sessions for each phase of the partner lifecycle Build Distribute SupportSellPlan Follow sessions and join the Partner Success Group on Emerging Technology: - Heroku - Salesforce Communities - Service Cloud - Social & Collaboration - Work.com