Brian WalshCEO

Ron KikerSENIOR CONSULTANT

Speakers

Who is CodeScience?

● Founding partner in the Salesforce Product Development Outsourcing (PDO) Program since 2008

● PDO Program provides app development services to ISVs for Salesforce AppExchange

● Partnered with many clients in various industries to assist in building 100+ apps on the AppExchange

● Certified as PDO Master in 2017

● Clients range from 3 person start-ups to a Fortune 3 company

Sign Up for the Partner Community

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What is it? 1. Sign Up for the Partner Community

Why is it important?

It’s the hub for all partner activity: education, tools, news & events, connecting with other partners, where you submit your cases, certifications, success

stories, and administer your AppExchange listing

1. Sign Up for the Partner Community

Potential Pitfalls / How to be Successful 1. Sign Up for the Partner Community

Decide which email address to use for log in

Fill out your profile Log in at least once a week

Set Group email subscriptions to at least once a week

Subscribe to Groups

Potential Pitfalls / How to be Successful 1. Sign Up for the Partner Community

Alerts for Partners

Official Partner Community

Roadmap for Partners

Partner Marketing

Questions & Answers

Security Review

AppExchange & Technical

Enablement for Partners

Dreamforce for Partners

Releases for Partners

Here are some good ones:

Take Advantage of Trailhead

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What is it? 2. Take Advantage of Trailhead

Why is it important?

Easiest way to learn Salesforce for you and your team

Track back into org to see success and training of your employees

An incredible FREE resource and much more than just Salesforce: learn best practices on management consulting, Agile, SaaS, and

many other business topics to help you succeed.

2. Take Advantage of Trailhead

Potential Pitfalls / How to be Successful 2. Take Advantage of Trailhead

Still building content Information changes - you should keep up to date

Technical focuses on Force.com, very little Heroku

Log in via Facebook or use a personal email

It’s addictive - how many badges do you have?

Connect with Your BDRMILESTONES TO LAUNCH

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What is it? 3. Connect with Your BDR

Why is it important?

Consider the BDR as your gateway to the Salesforce ecosystem to help you understand if your product is in

sync with the platform, licensing models and more.

3. Connect with Your BDR

Potential Pitfalls / How to be Successful 3. Connect with Your BDR

Be prepared to answer:● Target Market (who will use your product?)● Growth Strategy (what are your projections for growing your business?)● Pricing Considerations (how much would someone pay for your product?)● Business Development Plan (how do you plan to a attract customers?)● Project Plan (what are the key milestones, timeline, and resources needed for getting your

product to market?)● Key Differentiators (how is your product different from other products?)● Dependencies (does your app depend on other organizations or services, like 3rd party

integrations, vendors, etc.?)

Look for a new onboarding wizard and tools launching this Fall to fast track the process of getting listed on the AppExchange.

Technical ReviewMILESTONES TO LAUNCH

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What is it? 4. Technical Review

Why is it important?

Ensures your product is designed to work within the constraints of Salesforce

Highlights any pitfalls in your design

Ensure that your business agreement is in-line with what your product is actually doing

Surfaces best practices for Salesforce product development

4. Technical Review

Potential Pitfalls / How to be Successful 4. Technical Review

Be prepared for the following types of questions and more:● Which Salesforce Clouds will you leverage?● What Standard Objects will you leverage?● Does your application integrate with systems outside of Force.com?● Forecast of API request volume?● Forecast of average number of users per client and maximum?● What are your expected data volumes?

You will need to be prepared to answer technical questions concerning the architecture of your proposed app. For this reason, it is important that your Technical Architect or Lead Software Engineer be part of this process.

Don’t wait until your product is built - this should be done in the design phase

Sign Your Partner Agreement

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What is it? 5. Sign Your Partner Agreement

Why is it important?

These are your commercial terms for your business going forward

Defines things like billing/payment terms, floors, licensing/reselling agreements, and IP

5. Sign Your Partner Agreement

Potential Pitfalls / How to be Successful 5. Sign Your Partner Agreement

Anecdotal reviews show many of the custom clauses negotiated are never actually used in day to day business.

KISS - the more convoluted your pricing model, types of ways you want to sell app, the more redlines, more non standard requests extends time. Don’t overthink. Just get to market and iterate.

Safe harbor - this will change by the end of the year with click through terms

Configure Your AppExchange Listing

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What is it? 6. Configure Your AppExchange Listing

Why is it important?

Provides potential customers with the ability to become educated on your application through documentation, videos,

and screenshots.

Reviews are a way for the community of users of rating your application. So a clear engagement strategy should be

leveraged, to avoid getting low reviews.

6. Configure Your AppExchange Listing

Potential Pitfalls / How to be Successful 6. Configure Your AppExchange Listing

Reviews are a way for the community of users of rating your application.

So a clear engagement strategy should be leveraged, to avoid getting low reviews.

The reviews can be magnets for negative reviews.

Provide several outlets for users with difficulty setting up, or using, your application to communicate to you. Don’t let them vent their frustrations via your reviews before you hear them.

Pass Security ReviewMILESTONES TO LAUNCH

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What is it? 7. Pass Security Review

Why is it important?

Assures customers that your app or component works securely with Salesforce.

Helps you deliver apps and components that span multiple systems and meet the needs of AppExchange customers.

Allows Salesforce to facilitate open relationships between customers, developers, and providers by providing a secure ecosystem.

Nothing is more important than trust. It increases the likelihood that all companies - including Fortune 50 - will install and try your app.

7. Pass Security Review

Potential Pitfalls / How to be Successful 7. Pass Security Review

● Security is a constantly shifting goal post● This involves not only your code, but also any applications (web, mobile, and desktop) that your app

integrates with.● Plan on this process taking about 6 to 8 weeks, with a lot of submissions being kicked back due to

security issues. ● The Security Review team is actually very reasonable, if you can clearly explain that a raised issue is a

false positive they are quite accommodating to accept that. ● The hardest issue we’ve faced is never the actual application, it’s your web app. You should test every

endpoint your submitted application will be touching while you’re actually still building the application. This way your web app is ready when your Salesforce app is.

● Patience and a fast response to any rejected submissions is the key to success here. You’ll never win arguing with the Security Review team. It’s their playground, so it’s their rules.

Establish Your Business Org

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What is it? 8. Establish Your Business Org

Why is it important?

Every company needs a CRM system to run their business and operations.

For ISV Partners, the Partner Business Org enables you to publish and manage the sale and distribution of your app.

Salesforce will provide you with tools to manage the Leads your application generates and the manage the orders you receive from the AppExchange.

8. Establish Your Business Org

Potential Pitfalls / How to be Successful 8. Establish Your Business Org

After you pass Security Review, install the License Management App and Channel Order App as needed. Be sure to train your team on the usage of those applications and review documentation in the Partner Community on common usage and issues.

Raise a case in the Partner Community to get your free Business Org.

Note: there must be a signed partnership agreement in order to qualify for this benefit.

GO LIVE!MILESTONES TO LAUNCH

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What is it? 9. GO LIVE!

Congratulations! You cleared the gauntlet.While you may have “passed”, your listing is not live until you go into the Partner Portal and click the “Publish” button. Once you’ve published, you are live on the AppExchange.

Why is it important?

You should have a support strategy in place before you “publish” your application.Be prepared to take on customer queries, complaints, and issues. Make sure that a user has several ways of

communicating an issue to you, and none of those ways involves publishing a review.

Build your community of users separate from your web-app users, since Salesforce users operate in a world with completely different rules and limitations than web-app users.

Salesforce users have become accustomed to listened to, because that’s how Salesforce is so successful; they listen to their community and provide them with a voice.

Make sure your community of users always feels heard.

Make sure your community of users always feels they have a place at the table when it comes to roadmap decisions.

9. GO LIVE!

Potential Pitfalls / How to be Successful 9. GO LIVE!

Managing a Salesforce application is different than a web-app, since you do not control the environment you’re building in. This can make setting up a product roadmap difficult, since there are three new releases each year from Salesforce, each with the possibility of revealing new features and components that could magnify your application’s potential.

If you have an active engagement strategy with your community, they’ll understand and often times will provide key insights for you. Remember, you’re learning here too.

Avoid becoming reactive to issues. This is the same risk with a web-app, however, with the Salesforce environment changing so frequently throughout the year; you need to stay engaged with the changing landscape to insure technical debt does not overcome your product roadmap.

Contact Us:

Thank you!

sales@codescience.com

www.codescience.com

Look for a follow up webinar after Dreamforce to catch you up on the coming changes in the Partner Program.