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#SinsOfDIY

Do-it-Yourself vs. Off-the-Shelf
When To Buy An AppExchange Solution

APTTUS

Warren Chen

Miguel Tam

ISV Tech Evangelist

Sr. Director, Product Marketing

APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052
©APTTUS 2013
CONFIDENTIAL
Force.com is Cloud Computing for
the Enterprise
We do
Infrastructure
Services

We do
Application
Services

We do
Operations
Services

YOU
get to focus on
innovation

Network

Security

Authentication

Storage

Sharing

Availability

Build your data model

Operating System

Integration

Monitoring

Database

Customization

Patch Mgmt

App Server

Web Services

Upgrades

Web Server

API

Backup

Data Center

Multi-Language

NOC

Build your business logic
Build your user interface

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Force.com Is Faster
Pre-built, tested, integrated components drive developer productivity
A

B

D

C

Database

Access Control
& Audits

Web Services
API

End User
Administration

Workflow
Engine

Forms & Page
Layout Editor

Reporting &
Analytics

Multi-Device

Multi-Language

MultiCurrency

Clicks

Code

80%
Java / .NET
©APTTUS 2013

20%

20%

80%

#SinsOfDIY
CONFIDENTIAL
2,000+
Apps

27,000+
Customer
Reviews

2,000,000+
Installs

©APTTUS 2013

#SinsOfDIY
CONFIDENTIAL
or

?
#SinsOfDIY

©APTTUS 2013

CONFIDENTIAL
What You May Think about
Do-It-Yourself Apps
“I know Salesforce”

easy

“It’s just a few objects
and tabs”

“I have resources with
some availability”
“Bob built app in 2 weeks”

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
7 Reasons Why It’s Not So Easy
Time and Money
Stuck in the Present

hard

Technical Limits
Developer Churn
Development ≠ Support

Governance Requirements

Technology Isn’t Everything
#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Time and Money

Cost of delay is biggest issue

hard

Assume ZERO out-of-pocket costs
How much money could you be earning or
saving each month if you had that app today?
Takes time to define, design, develop, test and
deploy app

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Stuck in the Present

hard

Custom apps are focused on CURRENT
requirements
Growth will introduce new markets, business
models, product lines, etc.
How to change or upgrade custom app?
How to accommodate platform upgrades?

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Technical Limits

hard

Optimizing code for Force.com – scalability,
responsiveness, etc.
API call limits that should be considered
Best approaches for integration to other cloud
systems or legacy tools

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Developer Churn

hard

Growing job-hopping culture with average
15% turnover rate

IT turnover is higher than average
Who will resolve issues 2 – 3 years later?

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Development ≠ Support

hard

Development is NOT biggest IT resource drain
How to handle user questions, quality issues
SLAs with the business

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Governance Requirements

hard

Documentation and training materials

Standards and audits, especially for regulated
industries

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Technology Isn’t Everything

hard

What are best practices in their industry?
What’s the best way to structure processes?

Organizational change management issues –
like user adoption, organizational alignment
and internal politics

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
What Apttus Builds in Our
Force.com Solutions
Functionality

Expertise

Best practices
Deployment experience
Industry expertise

Upsell/cross-sell
Workflows
Renewals

100K

Deal guidance
Excel-based quotes
Mobile
Integration

Quality

Hours of development,
testing and customer
feedback

Future
Proof

New products
Frequent upgrades

Support and training

Multi-tenant
Hundreds of customers
©APTTUS 2013

#SinsOfDIY
CONFIDENTIAL
It IS Harder than It Looks

CONSTRAINTS

PRODUCT
HIERARCHIES

UPSELL /
CROSS-SELL

RENEWALS

PRICING
MODELS

PROPOSALS

GUIDED
SELLING

DEAL GUIDANCE

MULTICHANNEL

PURCHASE
TERMS

SELF-SERVICE

PRODUCT
COMPARISON

DOCUMENT
GENERATION

ADVANCED
WORKFLOW

X-AUTHOR

MOBILE /
OFFLINE

KEY APTTUS
CAPABILITIES

APTTUS
PLATFORM

SALESFORCE
PLATFORM

FORCE.COM

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
Key Takeaways

80/20 rule

In-house expertise

Updates & support

#SinsOfDIY
©APTTUS 2013

CONFIDENTIAL
#SinsOfDIY

Questions?

Warren Chen

Miguel Tam

ISV Tech Evangelist

Sr. Director, Product Marketing

APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052
©APTTUS 2013
CONFIDENTIAL

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Do-It-Yourself vs. Off-The-Shelf

  • 1. #SinsOfDIY Do-it-Yourself vs. Off-the-Shelf When To Buy An AppExchange Solution APTTUS Warren Chen Miguel Tam ISV Tech Evangelist Sr. Director, Product Marketing APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052 ©APTTUS 2013 CONFIDENTIAL
  • 2. Force.com is Cloud Computing for the Enterprise We do Infrastructure Services We do Application Services We do Operations Services YOU get to focus on innovation Network Security Authentication Storage Sharing Availability Build your data model Operating System Integration Monitoring Database Customization Patch Mgmt App Server Web Services Upgrades Web Server API Backup Data Center Multi-Language NOC Build your business logic Build your user interface #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 3. Force.com Is Faster Pre-built, tested, integrated components drive developer productivity A B D C Database Access Control & Audits Web Services API End User Administration Workflow Engine Forms & Page Layout Editor Reporting & Analytics Multi-Device Multi-Language MultiCurrency Clicks Code 80% Java / .NET ©APTTUS 2013 20% 20% 80% #SinsOfDIY CONFIDENTIAL
  • 6. What You May Think about Do-It-Yourself Apps “I know Salesforce” easy “It’s just a few objects and tabs” “I have resources with some availability” “Bob built app in 2 weeks” #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 7. 7 Reasons Why It’s Not So Easy Time and Money Stuck in the Present hard Technical Limits Developer Churn Development ≠ Support Governance Requirements Technology Isn’t Everything #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 8. Time and Money Cost of delay is biggest issue hard Assume ZERO out-of-pocket costs How much money could you be earning or saving each month if you had that app today? Takes time to define, design, develop, test and deploy app #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 9. Stuck in the Present hard Custom apps are focused on CURRENT requirements Growth will introduce new markets, business models, product lines, etc. How to change or upgrade custom app? How to accommodate platform upgrades? #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 10. Technical Limits hard Optimizing code for Force.com – scalability, responsiveness, etc. API call limits that should be considered Best approaches for integration to other cloud systems or legacy tools #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 11. Developer Churn hard Growing job-hopping culture with average 15% turnover rate IT turnover is higher than average Who will resolve issues 2 – 3 years later? #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 12. Development ≠ Support hard Development is NOT biggest IT resource drain How to handle user questions, quality issues SLAs with the business #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 13. Governance Requirements hard Documentation and training materials Standards and audits, especially for regulated industries #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 14. Technology Isn’t Everything hard What are best practices in their industry? What’s the best way to structure processes? Organizational change management issues – like user adoption, organizational alignment and internal politics #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 15. What Apttus Builds in Our Force.com Solutions Functionality Expertise Best practices Deployment experience Industry expertise Upsell/cross-sell Workflows Renewals 100K Deal guidance Excel-based quotes Mobile Integration Quality Hours of development, testing and customer feedback Future Proof New products Frequent upgrades Support and training Multi-tenant Hundreds of customers ©APTTUS 2013 #SinsOfDIY CONFIDENTIAL
  • 16. It IS Harder than It Looks CONSTRAINTS PRODUCT HIERARCHIES UPSELL / CROSS-SELL RENEWALS PRICING MODELS PROPOSALS GUIDED SELLING DEAL GUIDANCE MULTICHANNEL PURCHASE TERMS SELF-SERVICE PRODUCT COMPARISON DOCUMENT GENERATION ADVANCED WORKFLOW X-AUTHOR MOBILE / OFFLINE KEY APTTUS CAPABILITIES APTTUS PLATFORM SALESFORCE PLATFORM FORCE.COM #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 17. Key Takeaways 80/20 rule In-house expertise Updates & support #SinsOfDIY ©APTTUS 2013 CONFIDENTIAL
  • 18. #SinsOfDIY Questions? Warren Chen Miguel Tam ISV Tech Evangelist Sr. Director, Product Marketing APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 info@apttus.com | +1-650-539-2052 ©APTTUS 2013 CONFIDENTIAL