This document discusses the pros and cons of building a custom application on the Force.com platform versus purchasing an application on the AppExchange. It notes that building custom apps requires significant time and money, and leaves organizations stuck supporting outdated technology. It also highlights risks like developer churn and the difficulties of development versus ongoing support. The document argues that pre-built apps from vendors incorporate expertise, best practices, testing, and ongoing upgrades and support that are difficult for custom solutions to match.

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

4. 2,000+
Apps
27,000+
Customer
Reviews
2,000,000+
Installs
©APTTUS 2013
#SinsOfDIY
CONFIDENTIAL

5. or
?
#SinsOfDIY
©APTTUS 2013
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