How to Fast Track Your App(And Move With Lightning Speed)

Jeff Goree, Director of Sales, CodeScienceRob Jacques, Product Manager, CodeScience

@jgoree, jeff@codescience.com@inittowinit210, rob@codescience.com

Back to the FutureA.D. 2014

Back to the Future A.D. 2015

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

A Brief History of Software Abridged

Mainframe70’s

Dot-Com00

PC’s80’s

Client Server90’s

Apps

SaaS05

Web 2.004

It’s a quiet riot“Come on feel the noise” 5.5 Million+ In house applications, SI developed applications

3,100+ AppExchange Apps

Your Next Competitors

+

Lattice Engines Target the Right Accounts with Predictive

Launched their product to the Fortune 500 in just months

Reinvented their app in 2015 and tripled their deal size

SpringCM Your Revenue Accelerated

Howdid they do it?

Focus on building a business Not just an app

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

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

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 PMPark Central Hotel, Franciscan Ballroom

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

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

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

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

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?

SellTransition Phase

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.

TransitionPhase

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.

TransitionPhase

Doesit work?

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.DCEO, Lattice Engines

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 HornSenior Product Manager, SpringCM

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 PensaFounder and CEO, CPGToolBox

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 GrinshpunVP Sales & Marketing/Co-Founder, Terafina

Appendix A

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 GrecoSr. Vice President, Solution Development and Strategy, Health Market Science

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 MorrellCEO and Co-Founder, Riskonnect

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

Thank Y u