Wanna build a killer app? Don't you wish there was a way to bolt past the competition, avoid the normal pitfalls, and fast track your time to market? CodeScience has worked with top ISV partners on leading-edge commercial solutions, with war stories to prove it. Not “Lightning Ready?” Self conscious about your backlog? Unsure about the right milestones or stakeholders for the Salesforce ecosystem? No problem. With tips from the premier PDO to crack your SaaS MVP, your ISV app will be launched ASAP. If you need help breaking that last sentence down, then this session is for you! Presented at DF16.

1. How to Fast Track Your App
(And Move With Lightning Speed)
Jeff Goree, Director of Sales, CodeScience
Rob Jacques, Product Manager, CodeScience
@jgoree, jeff@codescience.com
@inittowinit210, rob@codescience.com

2. Back to the Future
A.D. 2014
Connect and Sell from Anywhere

3. Back to the Future
A.D. 2015

4. “It’s a world of laughter, a world of … Apps?”
it’s a small world after all

5. A Brief History of Software
Abridged
Mainframe
70’s
Dot-Com
00
PC’s
80’s
Client Server
90’s
Apps
SaaS05
Web 2.004

6. It’s a quiet riot
“Come on feel the noise”
5.5 Million+
In house applications, SI developed applications
3,100+
AppExchange Apps

7. Your Next Competitors

8. Lattice Engines
Target the Right Accounts with Predictive
Launched their product to the
Fortune 500 in just months

9. Reinvented their app in 2015
and tripled their deal size
SpringCM
Your Revenue Accelerated

10. How
did they do it?

11. Focus on building a business
Not just an app

12. Don’t spend all your money
on your features
• 32% Sales and Marketing
• 24% R&D
Cost Structure of App Companies
Growth Mode
R&D
G&A
COGS Sales and Marketing
Source: Pacific Crest Securities – 17th Annual Global Technology Leadership Forum

13. Work with people who fall in
love with your application
problem space.
Plan
The best partners help you
find the best way forward to
meet your business objectives
You bring the domain
expertise and your partner
focuses it towards strong &
reliable app. delivery
Inception Phase

14. Full user experience design is critical, even for
integration apps.
SFDC Side Personas
Customer Journey
Design
Our Unicorn SquadTM specializes in rapid
prototyping your designs for customer
feedback and build.
We call them Design Sprints.
Inception Phase
Come see us showcase a Design Sprint LIVE
10/7 9:00 am-12:00 PM
Park Central Hotel, Franciscan Ballroom

15. Discover
Spend the time to analyze and design your
full application architecture taking security
concerns and the Salesforce security review
in mind as a first principle. Scan your API’s
early.
Agile delivery does not mean unplanned!
Product Managers and Product Owners
perform detailed analysis for functional
package design. Utilize Product Management
principles to get a MVP to market, fast. Get
the most efficient capital spend possible for
your application investment.
Inception Phase

16. Testing, both unit and user,
must be a first-class citizen.
Automate that which is
automatable. Use test
expertise for the rest!
Build and Test
Build is the most critical time of your application, the
transformation of ideas and strategy into real working
software.
This is the threshold between cheap and expensive
change.
Does your development team know what to do?
Construction Phase

17. Utilize the tools available to treat your
application marketing with the importance it
deserves. Journey builder is an amazing tool
for reaching your audience with targeted
messaging over time.
Market
Content is king! Align your AppExchange
listing, PR campaigns and other marketing
efforts vertically. The strongest impact comes
from an aligned and repeated message.
Transition Phase

18. Your commercial agreement with Salesforce
can have a large impact on your revenue
model. Plan it and pro-forma possible
scenarios to be sure of your business plan
success.
Distribute
Utilize native AppExchange distribution
mechanisms to help your effort. There are also
package apps to consider which can your
distribution easier on your operations team.
Journey Builder for customer onboarding can do
wonders to your customer conversion rate!
Transition Phase

19. Consider your channels
when designing your sales
process.
Do you need inside sales to
perform pipeline
management?
Do you need sales support
such as Field Sales &
Technical Sales due to app
complexity?
Sell
Transition Phase

20. Some applications require complex
implementation process. If your organization
doesn’t have system integration capability, you
may consider a SI partner to handle that
aspect.
Implement
Don’t ignore the possibility of a SI partner and
the strong revenue stream that it can provide
with enhanced capacity. System Integration is
a core competency and a skill in its own right.
Transition Phase

21. Support must be effortless for
your customers. Open the
lines of communication via a
customer community
implementation associated to
your business org. Be sure to
staff the management
appropriately and prepare for
scale as your app grows.
Support
The #1 enemy of lifetime value is churn.
Good support can be one of your best ways to
intercept a churning customer. Even small efforts
such as personal touch and constant communication
when that inevitable bug arises can prevent a
customer from leaving you.
Transition Phase

22. Does
it work?

23. We are extremely proud to announce that our app is being
used by 10,000 sales reps within the first 6 months of our
launch, creating more pipeline for customers at a rate of 2x.
Shashi Upadhyay, Ph.D
CEO, Lattice Engines

24. We now have a framework in place that lowers our costs and
increases our ability to deliver needed functionalities -- and, most
important, we’re consistently conveying a message to our
customers that we can respond to their feedback, faster.
Chris Van Horn
Senior Product Manager, SpringCM

25. Your efforts have single handedly changed the paradigm of
our application. The curb appeal of our tool just put us into a
whole new neighborhood.
Rick Pensa
Founder and CEO, CPGToolBox

26. Working with CodeScience allowed us to bring a product to
market 40% faster than we would have been able to if we
tried to do all our APEX-based Force.com development and
security reviews ourselves.
Boris Grinshpun
VP Sales & Marketing/Co-Founder, Terafina

27. Appendix A

28. From educating our team on Salesforce to the design and
build process, CodeScience has been an invaluable
member of our team from day one. We could not have
brought the Provider MasterFile to market without them.
Theresa Greco
Sr. Vice President, Solution Development and Strategy, Health Market Science

29. CodeScience has been an integral part of one of the most complex and exciting
projects our company has ever undertaken. Their expertise on elaborate custom
interfaces and system integration has been the perfect complement to our
industry-leading technology and experience. A Riskonnect and CodeScience 1-2
punch has been a powerful partnership for both companies’ arsenals.
Bob Morrell
CEO and Co-Founder, Riskonnect

30. Their folks bring all the necessary expertise in modern client-side
technologies and enterprise-scale architectures to help accelerate
our product development.
Dory Weiss
Director of Engineering, nCino

31. Thank Y u