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

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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