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/

1. Best Practices for Selecting
AppExchange Solutions
#SFDCAppex

2. APTTUS: Global Quote-to-Cash
Bozeman
London
San Mateo
Ahmedabad
•
•
•
•
300+ Customers
70 of the Fortune 500
500,000+ Users
100% Native on Salesforce.com
APTTUS Confidential
•
•
•
•
Over 4M contracts managed
Over 8M quotes generated
Native support of 28 languages
Native support of 161 currencies
#SFDCAppex
APTTUS

3. Tip #1: Identify Your Needs
• Are you trying to address a small, tactical problem or a
large, strategic initiative?
Tactical Apps to
solve a particular
problem
VS.
Strategic Apps to
address an enterprise
business process
• Carefully defining your business requirements is key
APTTUS Confidential
#SFDCAppex
APTTUS

4. Tip #2: Read Reviews
How many
reviews?
What’s the
average rating?
Read Helpful
AND negative
reviews
When was the
last review?
APTTUS Confidential
#SFDCAppex
APTTUS

5. Tip #3: Application Footprint
• Does vendor address your current and future needs?
QUOTE-TO-CASH INTELLIGENCE
DEAL
MANAGEMENT
RENEWALS
MANAGEMENT
REBATE
MANAGEMENT
CONFIGURE PRICE
QUOTE
CONTRACT
MANAGEMENT
REVENUE
MANAGEMENT
DOCUMENT
GENERATION
ADVANCED
WORKFLOW
X-AUTHOR
MOBILE /
OFFLINE
SALESFORCE PLATFORM
APTTUS Confidential
#SFDCAppex
APTTUS

6. Tip #4: Vendor Evaluation Factors
Multi-vs.
single
Platform
focus?
APTTUS Confidential
Competing
Ecosystem?
#SFDCAppex
Similar
Customers?
APTTUS

7. Tip #5: Native vs. Composite Apps
Vendor’s
resource
focus
Tight
integration
Familiar
UI?
Internal
platform
expertise
Impact: Total Cost of Ownership
APTTUS Confidential
#SFDCAppex
APTTUS

8. 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
APTTUS Confidential
#SFDCAppex
APTTUS

9. 11/6/2013
www.FinancialForce.com
9

10. About 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
www.FinancialForce.com

11. A platform to build your business on
FinancialForce
Apps
Accounting
Billing
Revenue
Recognition
PSA
Media
Salesforce ecosystem
Sales
Salesforce Platform
Service
Form Builder
Mobile
Visual Workflow
Global Data
Centers
ISO 27001
Certified Security
Backups &
Disaster
Recovery
#SFDCAppex
www.FinancialForce.com
appexchange
Social
collaboration
Multi-tenant
Kernel
Your Apps
Enterprise Report Builder
Identity &
Search
Authentication
Highest
Performance
Proven
Reliability
Real-time
Sandbox

12. Finding the right apps for your business
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
www.FinancialForce.com

13. #1 - Ensure security & audit controls are in place
#SFDCAppex
www.FinancialForce.com

14. 100% native means everything in one place...
www.FinancialForce.com

15. ...and audit trails are baked-in
Instantly view all changes and supporting documentation
#SFDCAppex
www.FinancialForce.com

16. #2 - Utilize a shared data model...
• 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)
#SFDCAppex
www.FinancialForce.com

17. …and align Sales, Service and Finance
#SFDCAppex
www.FinancialForce.com

18. #3 - Break down department walls
A true 360° view of the customer on one platform
Customer
Leads
Customer
Profitability
Quotes
Opportunities
Chatter Conversations
(not just transactions)
Cases
Revenue
Analysis
Contracts
Projects
Credits
Invoices
Payments
#SFDCAppex
www.FinancialForce.com

19. ...with automated workflows and collaboration
#SFDCAppex
www.FinancialForce.com

20. Customers revolutionizing their back office
www.FinancialForce.com

21. Learn More….
• To speak with a FinancialForce.com representative,
contact your Account Executive, or email
info@financialforce.com
• View our demo center and events page for
on-demand videos
– See it in action!
– Order to cash
– Break down back office walls
#SFDCAppex
www.FinancialForce.com

22. 11/6/2013
www.FinancialForce.com
22

23. Vidya Chadaga
Director of Product Marketing

24. Field Service
Face-to-face, quality interaction is
Imperative
#SFDCAppex

25. What’s At Stake Without 360° View?

No visibility to products or service history
Impacts first time fix rates
Dispatch tech with wrong skills or parts

No knowledge of previous troubleshooting
Impacts time on site
Alienates customers

Inaccurate entitlement information
Give away support for free
Miss SLAs
#SFDCAppex

26. 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

27. 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 realtime 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

28. ServiceMax Extends Salesforce Capabilities
ServiceMax transforms Service Cloud into a
complete Service Life Cycle solution
Sales
Cloud
Service Cloud
powered by
#SFDCAppex
Marketing
Cloud

29. Can you tell which is what?
#SFDCAppex

30. Customer Profile: Luminex
Before ServiceMax

ABOUT
Luminex Corporation develops,
manufactures and sells biological
testing technologies and products
with applications throughout the
life sciences and diagnostics
industries.

INDUSTRY
Life Sciences & Diagnostics

SIZE
$200+ M sales / $8+ M service
GEOGRAPHY
Global
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
#SFDCAppex

31. Customer Profile: Luminex
After ServiceMax

ServiceMax Solutions

ServiceMax, featuring:

Service Parts

Installed Base Mgmt


Advanced Scheduling

Entitlements & Warranty
Mgmt

ServiceMax Mobile for
iPad
# OF USERS
72

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
#SFDCAppex

32. Questions?
#SFDCAppex