Best Practices for Selecting AppExchange Solutions
#SFDCAppex
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
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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.
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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?
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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
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APTTUS APTTUS Confidential
Tip #4: Vendor Evaluation Factors
Multi-vs. single
Platform focus?
Competing Ecosystem?
Similar Customers?
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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
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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
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www.FinancialForce.com 11/6/2013 9
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
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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
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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
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#1 - Ensure security & audit controls are in place
www.FinancialForce.com
#SFDCAppex
100% native means everything in one place...
www.FinancialForce.com
www.FinancialForce.com
...and audit trails are baked-in
Instantly view all changes and supporting documentation
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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...
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www.FinancialForce.com
…and align Sales, Service and Finance
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#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
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www.FinancialForce.com
...with automated workflows and collaboration
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Customers revolutionizing their back office
www.FinancialForce.com
Learn More….
www.FinancialForce.com
• To speak with a FinancialForce.com representative,
contact your Account Executive, or email
• View our demo center and events page for
on-demand videos
– See it in action!
– Order to cash
– Break down back office walls
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www.FinancialForce.com 11/6/2013 22
Vidya Chadaga Director of Product Marketing
Face-to-face, quality interaction is Imperative Field Service
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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
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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
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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
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ServiceMax Extends Salesforce Capabilities
ServiceMax transforms Service Cloud into a complete Service Life Cycle solution
Sales
Cloud
Marketing
Cloud
Service Cloud powered by
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Can you tell which is what?
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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
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
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Questions?
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