ISV Partners: How a PDO Can Help You Get to Market Faster.

Jason DoddsDirector of Engineering – CodeSciencejason.dodds@codescience.com@doddsilla

Assessing the value proposition of partnering with a Product Development Outsourcer.

Brian WalshCSO– CodeSciencebrian@codescience.com@thepartycow

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A little about us…The tallest guys in the business

Jason DoddsDirector of Engineering

Brian WalshChief Strategy Officer

• 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/

• 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 otherA little about you

• 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 butterWhat is a PDO?

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 SIBuilding for the AppExchange

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 everyoneWho leverages a PDO?

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 ApproachWe provide the most value when we are introduced in the early stages

• 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 businessIdeation/Discovery

• 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 challengesBuild

The Process• When to submit • What you need to submitThe Scans• Checkmarx –Salesforce code analysis• Burp/Zap – Penetration scanning of your Web/Desktop/Mobile/On-Premises Application• Blackbox – what the scanner won’t captureThe Results•You passed – Let’s go to market•You Failed – What needs to be addressed?

You don’t know what you don’t knowSecurity Review

• 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 developmentLaunch and Support

• 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 usThe value of a PDO to you

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Partner CommunityYour 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

Looking for the Partner Session Replays and Slides?See the Partner Community Calendar – September 15-18, 2015

http://p.force.com/calendar

New ISV Module on TrailheadEarn your badge!

https://trailhead.salesforce.com/module/isvforce_basics

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

Celebrate Success at the AppBashAppBash “I left my Cloud in San Francisco”When: Wednesday, September 16Where: City View at the MetreonWho: Partners and CustomersAccess: Full Conference or Booth Pass plus ID requiredTime: 7:00pm – partners & alliances employees9:00pm – customers and employees welcome

Thank you