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How to Fast Track your AppExchange App

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How to Fast Track your AppExchange App

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Wanna build a killer app? Don't you wish there was a way to bolt past the competition, avoid the normal pitfalls, and fast track your time to market? CodeScience has worked with top ISV partners on leading-edge commercial solutions, with war stories to prove it. Not “Lightning Ready?” Self conscious about your backlog? Unsure about the right milestones or stakeholders for the Salesforce ecosystem? No problem. With tips from the premier PDO to crack your SaaS MVP, your ISV app will be launched ASAP. If you need help breaking that last sentence down, then this session is for you! Presented at DF16.

Wanna build a killer app? Don't you wish there was a way to bolt past the competition, avoid the normal pitfalls, and fast track your time to market? CodeScience has worked with top ISV partners on leading-edge commercial solutions, with war stories to prove it. Not “Lightning Ready?” Self conscious about your backlog? Unsure about the right milestones or stakeholders for the Salesforce ecosystem? No problem. With tips from the premier PDO to crack your SaaS MVP, your ISV app will be launched ASAP. If you need help breaking that last sentence down, then this session is for you! Presented at DF16.

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How to Fast Track your AppExchange App

  1. 1. How to Fast Track Your App (And Move With Lightning Speed) Jeff Goree, Director of Sales, CodeScience Rob Jacques, Product Manager, CodeScience @jgoree, jeff@codescience.com @inittowinit210, rob@codescience.com
  2. 2. Back to the Future A.D. 2014 Connect and Sell from Anywhere
  3. 3. Back to the Future A.D. 2015
  4. 4. “It’s a world of laughter, a world of … Apps?” it’s a small world after all
  5. 5. A Brief History of Software Abridged Mainframe 70’s Dot-Com 00 PC’s 80’s Client Server 90’s Apps SaaS05 Web 2.004
  6. 6. It’s a quiet riot “Come on feel the noise” 5.5 Million+ In house applications, SI developed applications 3,100+ AppExchange Apps
  7. 7. Your Next Competitors
  8. 8. Lattice Engines Target the Right Accounts with Predictive Launched their product to the Fortune 500 in just months
  9. 9. Reinvented their app in 2015 and tripled their deal size SpringCM Your Revenue Accelerated
  10. 10. How did they do it?
  11. 11. Focus on building a business Not just an app
  12. 12. Don’t spend all your money on your features • 32% Sales and Marketing • 24% R&D Cost Structure of App Companies Growth Mode R&D G&A COGS Sales and Marketing Source: Pacific Crest Securities – 17th Annual Global Technology Leadership Forum
  13. 13. Work with people who fall in love with your application problem space. Plan The best partners help you find the best way forward to meet your business objectives You bring the domain expertise and your partner focuses it towards strong & reliable app. delivery Inception Phase
  14. 14. Full user experience design is critical, even for integration apps. SFDC Side Personas Customer Journey Design Our Unicorn SquadTM specializes in rapid prototyping your designs for customer feedback and build. We call them Design Sprints. Inception Phase Come see us showcase a Design Sprint LIVE 10/7 9:00 am-12:00 PM Park Central Hotel, Franciscan Ballroom
  15. 15. Discover Spend the time to analyze and design your full application architecture taking security concerns and the Salesforce security review in mind as a first principle. Scan your API’s early. Agile delivery does not mean unplanned! Product Managers and Product Owners perform detailed analysis for functional package design. Utilize Product Management principles to get a MVP to market, fast. Get the most efficient capital spend possible for your application investment. Inception Phase
  16. 16. Testing, both unit and user, must be a first-class citizen. Automate that which is automatable. Use test expertise for the rest! Build and Test Build is the most critical time of your application, the transformation of ideas and strategy into real working software. This is the threshold between cheap and expensive change. Does your development team know what to do? Construction Phase
  17. 17. Utilize the tools available to treat your application marketing with the importance it deserves. Journey builder is an amazing tool for reaching your audience with targeted messaging over time. Market Content is king! Align your AppExchange listing, PR campaigns and other marketing efforts vertically. The strongest impact comes from an aligned and repeated message. Transition Phase
  18. 18. Your commercial agreement with Salesforce can have a large impact on your revenue model. Plan it and pro-forma possible scenarios to be sure of your business plan success. Distribute Utilize native AppExchange distribution mechanisms to help your effort. There are also package apps to consider which can your distribution easier on your operations team. Journey Builder for customer onboarding can do wonders to your customer conversion rate! Transition Phase
  19. 19. Consider your channels when designing your sales process. Do you need inside sales to perform pipeline management? Do you need sales support such as Field Sales & Technical Sales due to app complexity? Sell Transition Phase
  20. 20. Some applications require complex implementation process. If your organization doesn’t have system integration capability, you may consider a SI partner to handle that aspect. Implement Don’t ignore the possibility of a SI partner and the strong revenue stream that it can provide with enhanced capacity. System Integration is a core competency and a skill in its own right. Transition Phase
  21. 21. Support must be effortless for your customers. Open the lines of communication via a customer community implementation associated to your business org. Be sure to staff the management appropriately and prepare for scale as your app grows. Support The #1 enemy of lifetime value is churn. Good support can be one of your best ways to intercept a churning customer. Even small efforts such as personal touch and constant communication when that inevitable bug arises can prevent a customer from leaving you. Transition Phase
  22. 22. Does it work?
  23. 23. We are extremely proud to announce that our app is being used by 10,000 sales reps within the first 6 months of our launch, creating more pipeline for customers at a rate of 2x. Shashi Upadhyay, Ph.D CEO, Lattice Engines
  24. 24. We now have a framework in place that lowers our costs and increases our ability to deliver needed functionalities -- and, most important, we’re consistently conveying a message to our customers that we can respond to their feedback, faster. Chris Van Horn Senior Product Manager, SpringCM
  25. 25. Your efforts have single handedly changed the paradigm of our application. The curb appeal of our tool just put us into a whole new neighborhood. Rick Pensa Founder and CEO, CPGToolBox
  26. 26. Working with CodeScience allowed us to bring a product to market 40% faster than we would have been able to if we tried to do all our APEX-based Force.com development and security reviews ourselves. Boris Grinshpun VP Sales & Marketing/Co-Founder, Terafina
  27. 27. Appendix A
  28. 28. From educating our team on Salesforce to the design and build process, CodeScience has been an invaluable member of our team from day one. We could not have brought the Provider MasterFile to market without them. Theresa Greco Sr. Vice President, Solution Development and Strategy, Health Market Science
  29. 29. CodeScience has been an integral part of one of the most complex and exciting projects our company has ever undertaken. Their expertise on elaborate custom interfaces and system integration has been the perfect complement to our industry-leading technology and experience. A Riskonnect and CodeScience 1-2 punch has been a powerful partnership for both companies’ arsenals. Bob Morrell CEO and Co-Founder, Riskonnect
  30. 30. Their folks bring all the necessary expertise in modern client-side technologies and enterprise-scale architectures to help accelerate our product development. Dory Weiss Director of Engineering, nCino
  31. 31. Thank Y u

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