The AppExchange is full of apps and components that you can install in your Salesforce org to add specific functionality. Join us to learn how to create a strategy for using the AppExchange that will make you look like a rockstar and add real value for your company.

1. How to Build an
AppExchange Strategy
July 26, 2017

2. Bill Martinez
Lead Salesforce Admin
Xaxis
Today’s Speakers
Mike Gerholdt
Director, Admin Evangelism
Salesforce
@MikeGerholdt
Connie Dea
Product Marketing Manager,
AppExchange, Salesforce
@conniedea11

3. Forward-Looking Statements
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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
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4. Get Social with Us!
@SalesforceAdmns
#AwesomeAdmin
Salesforce Admins
Salesforce Admins
Salesforce Admins

5. Watch the Recording
The video will be posted to
YouTube & the webinar recap
page: bit.ly/aw-appstrategy
This webinar is being recorded!

6. Join the Admin Webinar Group for Q&A!
​ Don’t wait until the end to ask your
question!
• We have team members on hand to answer
questions in the webinar group.
Stick around for live Q&A at the end!
• Speakers will tackle more questions at the end,
time-allowing
bit.ly/AdminWebinarGroup

7. • Introduction to AppExchange
• What is an AppExchange Strategy?
• 5 Steps to Building an AppExchange Strategy
• Resources
Today’s Agenda

8. Introduction to
AppExchange

9. AppExchange - The #1 Business App Marketplace
​ An ecosystem of proven business apps
Customized for Salesforce
Trusted and Secure
Reviewed by Peers
3,000+ apps
4+ million installs
300+ components

10. What is an AppExchange
Strategy?

11. What is an AppExchange Strategy?
An end-to-end game plan that aligns business
strategy with AppExchange solutions
Business Idea or
Challenge
Implement
AppExchange
Solution
Maintain,
Measure, Scale

12. Why Does An AppExchange Strategy Matter?
• Ensures that you’re getting the highest value apps without duplicating functionality
or investing in something that you don’t need.
• Guides you to find AppExchange apps that solve immediate needs and align with
your organization’s roadmap
• Post-installation is just as important as pre-installation

13. 5 Steps to Building an
AppExchange Strategy

14. 5 Steps to Build an AppExchange Strategy
Identify stakeholders1
2
3
4
5
Identify business needs and pains
Go to AppExchange to find apps and download in Sandbox
Evaluate your choices and decide
Install, document, and maintain

15. Step #1: Identify Stakeholders
Who uses Salesforce or could in the future?
Primary
Stakeholder:
• Who is feeling the biggest pain?
• Who will feel the biggest impact
by the final solution?
Secondary Stakeholders/
Partners
• What other departments will be
indirectly impacted?

16. Bill’s Admin Tip
Find an executive sponsor who can oversee the
process and measure success.

17. Step #2: Identify Business Needs and Pains
Questions to ask when collecting requirements:
• What is the business problem are you trying to solve?
• What are your main pain points right now?
• How many users need this app?
• What’s your budget?
• What’s your time line?

18. Bill’s Admin Tip
Consider these 3 Pillars when evaluating
business needs for prioritization:
1. How is this effort going to drive revenue?
2. Does this reduce inefficiencies through
process improvement?
3. Is this generic maintenance?

19. Step #3: Go to AppExchange and Install into Sandbox
• Install all apps go into a sandbox or
DE org to evaluate them
o Typical sandbox evaluation
period is two weeks
o Make sure the app doesn’t
interfere with any other apps
that already installed
o Look for duplicate functionality

20. Bill’s Admin Tip
Build a relationship with the sales person and
pre-sales engineer

21. Bill’s Admin Tip
Become the AppExchange expert by investing
15-20 minutes a week seeing what’s new

22. Step #4: Evaluate Choices
It’s all about checking off more boxes
☑ Meets business needs
☑ Security Requirements
☑ Price
☑ Functionality
☑ Compatibility with Salesforce Edition
☑ Easily Scalable
☑ Recommended by community
☑ Average rating

23. Bill’s Admin Tip
Put weight on the business challenge to determine
which criteria to prioritize in decision process

24. Step #5: Install, Document, and Maintain
• Get your users ready. Message out the change that is coming to the
relevant users and when it will be coming.
• If you are replacing an existing application, have a plan to move data
before giving access to the users
• Document what works and what doesn’t
• Measure and maintain

25. Bill’s Admin Tip
Document, document, document. This helps
especially when someone leaves the org.

26. Recap: 5 Steps to Build an AppExchange Strategy
Identify stakeholders1
2
3
4
5
Identify business needs and pains
Go to AppExchange to find apps and download in Sandbox
Evaluate your choices and decide
Install, document, and maintain

27. Resources

28. Resources
Back Office App Guide
Creating an
AppExchange Strategy
Blog Post
Sales App Guide
AppExchange Basics
Trail Module

29. Q&A
bit.ly/AdminWebinarGroup
Slides
bit.ly/aw-appstrategy
Wrapping Up
Survey
bit.ly/aw-surveyapp