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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

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

Published in: Business
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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 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
  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 9
  10. 10. About 100% Native Back Office Applications #1 Accounting & Professional Services Automation Apps on the Salesforce Platform Backed by & UNIT4 UNIT4 - $600 million, 33 years building business apps - $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
  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 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
  13. 13. #1 - Ensure security & audit controls are in place #SFDCAppex
  14. 14. 100% native means everything in one place...
  15. 15. ...and audit trails are baked-in Instantly view all changes and supporting documentation #SFDCAppex
  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
  17. 17. …and align Sales, Service and Finance #SFDCAppex
  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
  19. 19. ...with automated workflows and collaboration #SFDCAppex
  20. 20. Customers revolutionizing their back office
  21. 21. Learn More…. • To speak with a representative, contact your Account Executive, or email • View our demo center and events page for on-demand videos – See it in action! – Order to cash – Break down back office walls #SFDCAppex
  22. 22. 11/6/2013 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’ 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