how to build an appexchange strategy
TRANSCRIPT
How to Build an AppExchange Strategy July 26, 2017
Bill Martinez Lead Salesforce Admin
Xaxis
Today’s Speakers
Mike Gerholdt Director, Admin Evangelism
Salesforce
@MikeGerholdt
Connie Dea Product Marketing Manager,
AppExchange, Salesforce
@conniedea11
Forward-Looking Statements
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• Introduction to AppExchange
• What is an AppExchange Strategy?
• 5 Steps to Building an AppExchange Strategy
• Resources
Today’s Agenda
Introduction to AppExchange
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
What is an AppExchange Strategy?
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
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
5 Steps to Building an AppExchange Strategy
5 Steps to Build an AppExchange Strategy
Identify stakeholders 1
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
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?
Bill’s Admin Tip
Find an executive sponsor who can oversee the
process and measure success.
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?
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?
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
Bill’s Admin Tip
Build a relationship with the sales person and
pre-sales engineer
Bill’s Admin Tip
Become the AppExchange expert by investing
15-20 minutes a week seeing what’s new
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
Bill’s Admin Tip
Put weight on the business challenge to determine
which criteria to prioritize in decision process
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
Bill’s Admin Tip
Document, document, document. This helps
especially when someone leaves the org.
Recap: 5 Steps to Build an AppExchange Strategy
Identify stakeholders 1
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
Resources
Resources
Back Office App Guide Creating an
AppExchange Strategy Blog Post
Sales App Guide AppExchange Basics Trail Module
Q&A bit.ly/AdminWebinarGroup
Slides bit.ly/aw-appstrategy
Wrapping Up
Survey bit.ly/aw-surveyapp