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Salesforce AppExchange: Best Practices for Choosing Solutions

Date post: 07-May-2015
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Salesforce AppExchange: Best Practices for Choosing Solutions To view Quote-to-Cash applications on the Salesforce AppExchange, visit https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016bGHEAY The Salesforce AppExchange holds thousands of apps that can help your business - no matter what you're looking for or what industry you're in. But with thousands of applications to choose from, how do you know which are the best for your company? In this presentation, Apttus, FinancialForce and ServiceMax will review the best practices for choosing solutions on the Salesforce AppExchange. Tips for selecting solutions on the Salesforce AppExchange: - Identify your company needs - Read Reviews - Review the vendor's entire footprint - Go over vendor evaluation factors - Native vs. Composite Apps - Secure the Budget and more! To learn more about extending your Salesforce investment, visit http://apttus.com/extending-salesforce-quote-cash-apps/
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Best Practices for Selecting AppExchange Solutions #SFDCAppex
Transcript
Page 1: Salesforce AppExchange: Best Practices for Choosing Solutions

Best Practices for Selecting AppExchange Solutions

#SFDCAppex

Page 2: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

APTTUS: Global Quote-to-Cash

San Mateo

Bozeman

Ahmedabad

London

• 300+ Customers

• 70 of the Fortune 500

• 500,000+ Users

• 100% Native on Salesforce.com

• Over 4M contracts managed

• Over 8M quotes generated

• Native support of 28 languages

• Native support of 161 currencies

#SFDCAppex

Page 3: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #1: Identify Your Needs

• Are you trying to address a small, tactical problem or a

large, strategic initiative?

• Carefully defining your business requirements is key

Tactical Apps to solve a particular

problem

Strategic Apps to address an enterprise

business process VS.

#SFDCAppex

Page 4: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #2: Read Reviews

How many reviews?

What’s the average rating? Read Helpful

AND negative reviews

When was the last review?

#SFDCAppex

Page 5: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #3: Application Footprint

• Does vendor address your current and future needs?

SALESFORCE PLATFORM

DOCUMENT

GENERATION

ADVANCED

WORKFLOW X-AUTHOR

MOBILE /

OFFLINE

DEAL

MANAGEMENT

RENEWALS

MANAGEMENT

REBATE

MANAGEMENT

QUOTE-TO-CASH INTELLIGENCE

CONFIGURE PRICE

QUOTE

CONTRACT

MANAGEMENT

REVENUE

MANAGEMENT

#SFDCAppex

Page 6: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #4: Vendor Evaluation Factors

Multi-vs. single

Platform focus?

Competing Ecosystem?

Similar Customers?

#SFDCAppex

Page 7: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #5: Native vs. Composite Apps

Vendor’s resource

focus

Tight integration

Familiar UI?

Internal platform expertise

Impact: Total Cost of Ownership

#SFDCAppex

Page 8: Salesforce AppExchange: Best Practices for Choosing Solutions

APTTUS APTTUS Confidential

Tip #6: Secure Budget

• Enterprise-grade apps cost money. Do you have budget?

• If not, you’ll need a well-crafted business case

• Sophisticated vendors can help with this

#SFDCAppex

Page 9: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com 11/6/2013 9

Page 10: Salesforce AppExchange: Best Practices for Choosing Solutions

About FinancialForce.com

www.FinancialForce.com

100% Native Back Office Applications

#1 Accounting & Professional Services Automation Apps

on the Salesforce Platform

Backed by Salesforce.com & UNIT4 UNIT4 - $600 million, 33 years building business apps

Salesforce.com - $3 Billion, 13 years building cloud applications

Growing Rapidly San Francisco HQ – 595 Market St.

250 Employees

Customers in 23 countries, Users in 47 countries

#SFDCAppex

Page 11: Salesforce AppExchange: Best Practices for Choosing Solutions

A platform to build your business on

www.FinancialForce.com

Backups & Disaster Recovery

Global Data Centers

Highest Performance

Identity & Authentication

Mobile

Multi-tenant Kernel

Proven Reliability

Real-time Upgrades

Real-time Sandbox

Enterprise Search

Form Builder Visual Workflow Report Builder Social collaboration

ISO 27001 Certified Security

Salesforce Platform

FinancialForce

Apps Accounting PSA Billing Media Revenue

Recognition

Sales Service Your Apps appexchange

Salesforce ecosystem

#SFDCAppex

Page 12: Salesforce AppExchange: Best Practices for Choosing Solutions

Finding the right apps for your business

www.FinancialForce.com

Three key ingredients every back office application should handle:

• Enterprise class audit controls

and security

• Single data source for reporting

and analytics

• Collaboration tools and workflows

that extend across departments

#SFDCAppex

Page 13: Salesforce AppExchange: Best Practices for Choosing Solutions

#1 - Ensure security & audit controls are in place

www.FinancialForce.com

#SFDCAppex

Page 14: Salesforce AppExchange: Best Practices for Choosing Solutions

100% native means everything in one place...

www.FinancialForce.com

Page 15: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com

...and audit trails are baked-in

Instantly view all changes and supporting documentation

#SFDCAppex

Page 16: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com

• Use common reporting

engine across the

business

• Get dashboards and

analytics that support

decision making

• See financial data

alongside data from

other departments (i.e.

sales, services)

#2 - Utilize a shared data model...

#SFDCAppex

Page 17: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com

…and align Sales, Service and Finance

#SFDCAppex

Page 18: Salesforce AppExchange: Best Practices for Choosing Solutions

#3 - Break down department walls

www.FinancialForce.com

Customer

Quotes

Cases

Invoices

Chatter Conversations (not just transactions)

Payments

Credits

Revenue Analysis

Customer Profitability

Leads

Projects

A true 360° view of the customer on one platform

Opportunities

Contracts

#SFDCAppex

Page 19: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com

...with automated workflows and collaboration

#SFDCAppex

Page 21: Salesforce AppExchange: Best Practices for Choosing Solutions

Learn More….

www.FinancialForce.com

• To speak with a FinancialForce.com representative,

contact your Account Executive, or email

[email protected]

• View our demo center and events page for

on-demand videos

– See it in action!

– Order to cash

– Break down back office walls

#SFDCAppex

Page 22: Salesforce AppExchange: Best Practices for Choosing Solutions

www.FinancialForce.com 11/6/2013 22

Page 23: Salesforce AppExchange: Best Practices for Choosing Solutions

Vidya Chadaga Director of Product Marketing

Page 24: Salesforce AppExchange: Best Practices for Choosing Solutions

Face-to-face, quality interaction is Imperative Field Service

#SFDCAppex

Page 25: Salesforce AppExchange: Best Practices for Choosing Solutions

What’s At Stake Without 360° View?

No visibility to products or service history

No knowledge of previous troubleshooting

Inaccurate entitlement information

Impacts first time fix rates Dispatch tech with wrong skills or parts

Impacts time on site Alienates customers

Give away support for free Miss SLAs

#SFDCAppex

Page 26: Salesforce AppExchange: Best Practices for Choosing Solutions

Selecting the Right Field Service App

1. Make sure the Field Service app is ‘on Force.com’ or native; not just integrated

2. Research how much of Field Service is native to CRM

3. Leverage native CRM functionality

Customer and Partner Portals & Communities

Field Service Reports & Dashboards

Social collaboration across Field Service organizations

#SFDCAppex

Page 27: Salesforce AppExchange: Best Practices for Choosing Solutions

100% Native – The Proven Choice

Non-native

• Expensive to build and maintain integrations

• Upgrades are a nightmare

• Lots of product gaps

• Not as seamless or real-time as “native” (separate logins, admin., reporting, etc.)

100% Native

• Easy user adoption

• Seamless and real-time

• Trusted platform

• New features keep pouring in

• Birds of a feather

#SFDCAppex

Page 28: Salesforce AppExchange: Best Practices for Choosing Solutions

ServiceMax Extends Salesforce Capabilities

ServiceMax transforms Service Cloud into a complete Service Life Cycle solution

Sales

Cloud

Marketing

Cloud

Service Cloud powered by

#SFDCAppex

Page 29: Salesforce AppExchange: Best Practices for Choosing Solutions

Can you tell which is what?

#SFDCAppex

Page 30: Salesforce AppExchange: Best Practices for Choosing Solutions

ABOUT

Customer Profile:

INDUSTRY

SIZE

GEOGRAPHY

Before ServiceMax

Luminex

Disconnected sales and service organizations limited customer satisfaction and loyalty

Response time and customer perception suffered under manual scheduling and work order management processes

Lost opportunities due to inability to track and offer competitive service level agreements

Life Sciences & Diagnostics

$200+ M sales / $8+ M service

Global

Luminex Corporation develops, manufactures and sells biological testing technologies and products with applications throughout the life sciences and diagnostics industries.

#SFDCAppex

Page 31: Salesforce AppExchange: Best Practices for Choosing Solutions

Customer Profile:

# OF USERS

After ServiceMax

ServiceMax Solutions

360° view of the customer improved up-sell and cross-sell opportunities

Automated scheduling of primary technicians with specific product expertise gets the right FSE to the job on time

All service history and regulatory documentation is easily accessible from every case for every customer – nothing is lost

ServiceMax, featuring:

Advanced Scheduling

Service Parts

Installed Base Mgmt

Entitlements & Warranty Mgmt

ServiceMax Mobile for iPad

Luminex

72

#SFDCAppex

Page 32: Salesforce AppExchange: Best Practices for Choosing Solutions

Questions?

#SFDCAppex


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