How a PDO Can Help Get You to Market Faster
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This was presented at Dreamforce 2015. Do you need help with your Salesforce app? When do you reach out for guidance and support. A Product Development Outsourcer (PDO) can help you navigate the waters of building and publishing an app on the AppExchange. Learn about the value proposition of partnering with a Product Development Outsourcer, getting your app through security review and best practices of AppExchange development. Also, find out how all this goodness fits into the world of SI. #DF15Partners
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How a PDO Can Help Get You to Market Faster
- 1. ISV Partners: How a PDO Can Help You Get to Market Faster. Jason Dodds Director of Engineering – CodeScience jason.dodds@codescience.com @doddsilla Assessing the value proposition of partnering with a Product Development Outsourcer. Brian Walsh CSO– CodeScience brian@codescience.com @thepartycow
- 2. 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. Safe Harbor
- 3. A little about us… The tallest guys in the business Jason Dodds Director of Engineering Brian Walsh Chief Strategy Officer
- 4. • Founded in 2008 • 60 Employees • Offices in Chattanooga & San Francisco • Built 70+ products on the AppExchange • Clients range from Fortune 5 to five-person startups • Deep expertise in Communities, HCLS, Finance and Higher Education • First partner in the Product Development Outsourcing (PDO) Program • Lightning Certified PDO • @codescience • We’re hiring: http://codescience.com/careers/
- 5. • How many of you are ISV’s/SI’s? • Are you currently building or are planning to build an app for the AppExchange? • Anyone building Force.com embedded application? • Are you developing an AppExchange product internally? • Have you gone through Security Review? • Pass/Fails? Let’s get to know each other A little about you
- 6. • We are Product Development Outsourcers • Seasoned experts in the Salesforce ecosystem • Focus on all phases of the product development lifecycle • Experienced in developing for the AppExchange • Understand ALM processes in Salesforce • Mastery of the Security Review process • AppExchange, Trialforce, LMA, COA, and Business Org expertise Our bread and butter What is a PDO?
- 7. PDO’s: • Installed in thousands of Orgs • Applications that serve various lines of business • Mandatory security review and packaging • Various license types and security mechanisms • Unknown data models and processes in target Orgs SI’s: • Customizations for single Orgs • Well defined data models and processes in Org • Customers in various lines of business • Well known and Pre-defined license types How a PDO differs from an SI Building for the AppExchange
- 8. Strategic product development partner • Ideation, planning, implementation and delivery Overextended organizations • Hiring, learning curves, packaging problems. Sound familiar? Searching for verification • You want a 3rd party to give you the piece of mind that you are on the right path Calling the Batphone • When you are in a crisis, we answer the call A little something for everyone Who leverages a PDO?
- 9. The Process • Ideation • Discovery • Development • UAT • Security Review • Deployment • Delivery • Support The Players • Product Owner • UX • Solution and Technical Architects • Engineering • QA & QE • Packaging Specialists • Sales & Marketing Consultants Our Approach We provide the most value when we are introduced in the early stages
- 10. • Competitive analysis • Project risk assessment and paths to mitigation • Technology risks • User interviews • Personas, user flows, scenarios, sitemaps, user journeys • MVP definition • Prototyping and proof of concepts • Go-to-Market strategy Learning your business Ideation/Discovery
- 11. • Architect and develop MVP using Salesforce domain expertise • Packaging and platform limitations • Understanding performance, security and scalability • Page performance, large data sets and license types • Building configurable, extensible apps • Product development focus areas • Namespacing, Connected Apps, authentication and integration • Application Lifecycle Management (ALM) processes • Continuous Integration, Environment Hub, and Trialforce On any platform, product development poses unique challenges Build
- 12. The Process • When to submit • What you need to submit The Scans • Checkmarx –Salesforce code analysis • Burp/Zap – Penetration scanning of your Web/Desktop/Mobile/On-Premises Application • Blackbox – what the scanner won’t capture The Results • You passed – Let’s go to market • You Failed – What needs to be addressed? You don’t know what you don’t know Security Review
- 13. • Defect elimination • Go-to-market review • AppExchange listing guidance • Setting up alphabet soup: • ISV Business Org • License Management App (LMA) • Channel Order App (COA) • Trialforce • Tier 3 technical support • Knowledge transfer Our value doesn’t stop at development Launch and Support
- 14. • Get you to market 40% faster • Can stand up variably sized, qualified teams quickly • Play any of the roles in the product development lifecycle • Can be brought in at any stage • Equipped to support your product management, marketing and sales teams • Provide superior domain knowledge • Review your team’s architecture and development • Leverage best of breed solutions and processes Why you partner with us The value of a PDO to you
- 15. Share Your Feedback, and Win a GoPro! 3 Earn a GoPro prize entry for each completed survey Tap the bell to take a survey2Enroll in a session1
- 16. Partner Community Your one-stop shop for education and engagement http://partners.salesforce.com/ • Partner Program Details • Communications • Training • Leads, Opportunities, & Projects • AppExchange Publishing • Webinars & Recordings • Office Hours • Sales & Marketing Resources • Technical Support
- 17. Looking for the Partner Session Replays and Slides? See the Partner Community Calendar – September 15-18, 2015 http://p.force.com/calendar
- 18. New ISV Module on Trailhead Earn your badge! https://trailhead.salesforce.com/module/isvforce_basics
- 19. Get into the Zone: The Partner Zone! :: Partner Community Theater :: Live feeds of the major Keynotes :: Free lunch served daily! :: Concierge :: Tech Expert Bar :: Partner Program Staff :: Charging stations :: Featured Partner Services :: Coffee Bar :: Prize Giveaways Daily partner networking events – 3:00pm - 5:00pm • Tuesday, Sept 15 – Luau Theme • Wednesday, Sept 16 – Global Theme • Thursday, Sept 17 – Fiesta Theme
- 20. Celebrate Success at the AppBash AppBash “I left my Cloud in San Francisco” When: Wednesday, September 16 Where: City View at the Metreon Who: Partners and Customers Access: Full Conference or Booth Pass plus ID required Time: 7:00pm – partners & alliances employees 9:00pm – customers and employees welcome
- 21. Thank you
Editor's Notes
- Salesforce is a public traded company Make any investments based on existing functionality
- First partner in PDO program We’ve built a lot of different apps for a lot of different people 70+ products on AppExchange for clients ranging from start-ups to Fortune 5 Expertise in a wide variety of products and verticals (Health, Finance, Communities) 60 employees and growing (we are hiring)
- We’ve been through the process many times before. Fewer rookie mistakes
- Building a Salesforce product for thousands of customers is radically different than customizing a single instance of Salesforce.
- Most companies don’t have deep, in-house Force.com expertise
- Product Owner – Defines MVP, roadmap, scheduling, market research, etc. UX – Defines user personas, functionality definition and prototyping. Architecture – Defines security model, data model, integrations, authentications. Engineering – Given that PO/UX have defined the Product and Architecture has created a platform framework, I want to develop an innovate and elegant solution to meet those requirements so that the client gets an awesome product and a high level of service. (this should look familiar) QA – Verify Engineering did it’s job. Manual, automated and regression testing. Delivery – Packaging, deployment, security and publishing.
- Development expertise + app expertise is extremely rare What can you package? How do you create a Beta, a Patch or an Extension? What’s the difference between a managed and un-managed package? How do you code for various License Types and Security models? How do you build a configurable app? What do you know about namespacing, dynamic Apex, Connected Apps, authentication and integration? ALM Environment Hub, types of Orgs and sandboxes. Where is the ultimate target (SI = Prod Org, ISV = Packaging Org) In packaging org, your code is hidden. Tougher to debug How do you move code between Orgs. Continuous Integration. What can and can’t you move with CI
- The Process When to submit (setting timelines and expectations) What you need to submit (documentation, use cases, credentials, click-scripts, etc.) The Scans Checkmarx – Tests the security and code quality of the Salesforce code Burp/Zap – Tests the security of your app, its functionality and its endpoints The Results You passed – Hooray! Let’s get published on the AppExchange (LMA,etc.) You Failed – What’s next? We can help you with that too.
- We’ve helped a LOT of partners define their product through discovery. We know MVP and how it relates to your product roadmap. Mastery of the Packaging and Security Review process. Our team knows SFDC product development best practices. We have refined our development processes
- Don’t forget the Partner Community is your one-stop shop for education & engagement. Be sure to log in to see all of the great information, events, and best practices for partners.
- The Partner Community Calendar will have all of the session replays and slide decks as they become available. Just go back to the date of the session, or use Search.
- Want to have fun while you learn about the partner program? There is a new module on Trailhead that will give you a good overview of the ISV program. Earn points and cool badges, while you learn.
- Be sure to check out our Partner Zone on the 2nd floor. Lots of great information, demos, food, and fun.
- The AppBash is for you - on Wednesday night! All you need is a full conference pass or booth pass + photo ID to get in.