Leveraging Labs is an R&D technique that Salesforce ISVs can use to capture ACV for a subset of their end customers without disrupting longer term product roadmaps. It’s also a great way for Product teams to experiment, innovate, and validate ideas within their roadmap. In this webinar, CodeScience CRO, Sean Hogan, is joined by Stephen Willcock, Chief Architect of FinancialForce, to discuss how Stephen and team are leveraging Labs at FinancialForce. Sean and Stephen explain how Chief Product Officers, Product Managers, Sales leaders and Customer Success leaders can take advantage of a Labs framework to address short term product development constraints.

1. Placeholder for title slide

2. Today’s Speakers:
Sean Hogan
CRO
CodeScience
Stephen Willcock
Chief Architect
FinancialForce

3. ● About CodeScience & FinancialForce
● Salesforce Labs: The What & The Why
● FinancialForce Labs Outcomes:
○ Team Design
○ Lessons Learned at Launch
○ Success Stories
● Call to Action - Steps any ISV can take - Labs Challenge
● Open Q&A in chat please
Agenda

4. About CodeScience:

5. Client success: 10% of the AppExchange

6. Giving Back

7. Acting like a Top 25 ISV Series Summary:
Acting Like a Top 25 ISV

8. Series Thank You:
Acting Like a Top 25 ISV
Steve Jacobson
CEO and Founder
Appinium
Mike Davis
Founder
GTM Guides
Matthew
Hutchison (Hutch)
Vice President
Product Marketing
OwnBackup
Reid Jackson
Director of of Global
Solution Consulting
nCino
Craig Rosenberg
Distinguished VP,
Analyst
Topo, now Gartner
Ken Cavallon
Vice President, Global
Alliances
Conga

9. Top 25 ISVs Connect Strategy to Functions
Strategy
Product
Management
Product
Marketing
Marketing
Ops
Sales Ops
Customer
Success
Finance
Sales
Sales
Engineers
SFDC
Alliances
Marketing Support
Deploy

10. Technology + Distribution
Blue Halo

11. Revenue Stages - Team Design Changes

12. Labs for ISVs

13. Why Salesforce launched Labs?
Established in 2006

14. What is the
Salesforce Labs
Program?
We encourage employees to share
solutions with our Trailblazer
community on AppExchange.
Partnering with Product, Labs shares
purpose-built solutions that provide
faster time to value and drive
adoption of new products and
features fostering the innovative
aspect of the Customer 360 platform.
Salesforce Labs apps are free to use, but are not official Salesforce
products or supported.
Established in 2006

15. Salesforce Labs Core Mission
Customer Success
Salesforce Labs solutions
provide quick solutions
to problems you are
working to solve.
Employees share flexible
solutions allowing our
Trailblazer community to
customize and extend
them to meet their
businesses’ unique needs.
Innovation
Trailblazers can Explore
new features and
solutions with real-world
use cases. Get
hands-on with new
technology that may be
the key to providing the
solution customers need
without starting from a
blank page.
Scale
Utilizing the Labs
program provide
opportunities for
Salesforce teams to drive
for their key V2MOM
metrics at scale. Reach
customers in new ways.
Drive awareness,
adoption, and growth.
Time to Value
Trust
Provide users with
access to the source
code for each Salesforce
Labs solution. Users can
download free solutions
and make modifications
to meet their business
needs.

16. Pillars for Labs:
Drive
Adoption
Customer -
Partner
Collaboration
Prioritize
Innovation

17. EXISTING ROADMAP 1 YEAR 2-3 YEARS
Lab Outcomes:
● Faster innovation
● Short Term ACV
● Customer Collaboration
● Expanded TAM
Labs - An innovation release valve
Customer Needs
TODAY

18. So why not Labs for ISVs?

19. Welcome Stephen:
Stephen Willcock
Chief Architect
FinancialForce

20. Confidential / Restricted to FinancialForce 20
1,300+
Employees across seven offices
HQ in San Francisco, CA
The #1 professional services
automation (PSA) and the only
customer-centric ERP
Customers in 34+ countries
With users in 50+ countries
Solutions 700
Confidential / Restricted to FinancialForce 20
About FinancialForce
SF+FF Investors
Salesforce
TCV
Advent International
The leading PSA+ERP on Salesforce
The largest native Salesforce partner

21. EXISTING ROADMAP 1-2 YEARS 2-3 YEARS
Planned Outcomes:
● Roadmap Experimentation
● Rapid Prototyping by Research Team
● Customer Collaboration
● Buying Time…
FinancialForce Labs - Early Outcomes
Customer Needs
TODAY
LABS

22. Key Tips |forming Labs Team
New
Approved
Operating
Model
Grab
the SME
& Go
Labs Failure
Product Success

23. Lessons Learned at Launch?
Research Team | GTM Impact | Outcomes

24. ISV Labs Lessons Learned
Strategy
Product
Management
Labs
Release
R&D
V1
Product
Roadmap
Open
Source
Sales
Sales
Engineers
SFDC
Alliances
Marketing T&C’s
SFDC
Agreement
App
Exchange
Security
Review Analytics

25. GTM Adjustments - Post Launch

26. Review Labs Basic Decision Points
Managed Package
Security Review
---------------------
Not Beta
Not Pilot
Distribution:
AppExchange
Private Listing
Public Listing
Community
-------------------
Analytics
End Stage
Roll Into Product
or
Open Source

27. Early Success Stories
In Labs:
Risk Tracker
---------------------
Zoom
Integration
In Product:
Journal Document Loader
In Future Release
Spring:
Next Gen Reporting
--------------------
Fall:
New Feature*

28. ● Customers gain early access to capabilities -
influence roadmap
● Improved partnership with customers
● SI partners gain features / code
● Product Management improves confidence in
product of feature value
Impact Summary
Stephen Willcock
Chief Architect
FinancialForce

29. Accelerating Innovation

30. Labs Decision Checklist:
Topic: Customers: Partners: Prospects:
Free of Charge Y/N Y/N Y/N
Delivery Restrictions Y/N Y/N Y/N
Self Serve & implement Y/N Y/N Y/N
Support Y/N Y/N Y/N
Translations Y/N Y/N Y/N
Upgrades Y/N Y/N Y/N
Open Sourced Y/N Y/N Y/N

31. ISV Challenge

32. Introducing CodeScience Labs in a Box:

33. Please Submit Your Questions Below
Open Q&A

34. Contact Us:
Sean Hogan
Continue the Conversation
sean@codescience.com
Stephen Willcock
swillcock@financialforce.com
Download the ISV Labs Overview