Don’t go it alone.
While we believe that everyone building for the AppExchange should choose a PDO, we understand that it may not be the best fit for you. However, it is essential to realize there are many steps you must take before your app goes live.
Even before you start to build, you need to understand what type of partner license you will choose and the implications involved (OEM Embedded vs. ISVforce).
One of the most crucial steps that we help our customers complete is the security review. Salesforce shares our obsession with security. One of the key features to the AppExchange is their ecosystem is secure, and the applications work. Not only are they looking for best practices, but they are also regularly updating what it takes to get through the process. One of the benefits of working with a PDO is they have the expertise in building code that will pass.
CodeScience, for example, guarantees it. Having the experience of building and launching so many applications, we know what it takes to have them pass—even if we didn’t build it.
Understanding the journey.
Knowing what success looks like is paramount as you start building your app for the AppExchange. By working with a partner, like a PDO, you can leverage their experience and knowledge of the Salesforce Ecosystem. We have a keen understanding of what it takes to build successfully on the AppExchange and beyond. Even after you get your app listed on the AppExchange, the next place partners struggle is interfacing with Salesforce correctly.
There are some tricks to the trade like signing up for the partner community and taking advantage of Trailhead to establish credibility with your Salesforce team, but there are over 5,000 applications on the AppExchange that Salesforce AEs keep track of when discovering the best solutions for their customers. With the breadth of apps on the AppExchange, it is important to sell with Salesforce.
Selling with Salesforce is the most difficult non-technical aspect of taking full advantage of the AppExchange. We’ve listed out different strategies to capture your AE’s attention, but it takes time. When you work with a PDO, they can expedite the process because the knowledge of the landscape is already established. The best PDOs know who to talk to and how to talk to them. Success for us is different than a body shop—it is important for us to see your business succeed rather than just building an app and pushing it out the door.
If you’d like to learn more about how companies navigate the AppExchange to drive deals, check out this webinar where we’ve pulled together an expert panel to discuss the various strategies and best practices companies use.
Additionally, when it comes to pricing your application, there are common mistakes we see again and again.