Bar Napkin to the AppExchange: 8 Steps

You have a great cloud computing application idea, or perhaps you’re further along and already have customers requesting you to integrate with Salesforce or port to Force.com.  Having never been down this path before, you have no idea what you are up against.  You’ve heard that developing on Force.com is 4-5 times faster than alternate means, but what does this really mean?!

Well, ForceBrain.com has been down this path several times with a number of Force.com applications, including SupplierSoft, Mintfly.com, Cloud2Mail, AdWorks, TalentWorks, etc…

We’ve learned that there are essentially 8 critical steps necessary to successfully get from bar napkin to the AppExchange.

STEP 1: Concept

Whether you have a simple list of high-level requirements, or a 25 page design blueprint, it all starts with your vision.  While we prefer more of an Agile approach of less documentation and more immediate prototypting, it is essential to at least document your project goals in the following areas:

• Specification Requirements
  • Architectural Preferences or Limitations
  • Functional Requirements (Must Have vs. Nice-to-Have)
  • User Interface Demands
• Budget Confinements
  • Total Project Cash Outlay
  • Monthly Cash Flow Limitations
• Timeline Requirements
  • Prototype Deadline
  • Beta Deadline
  • AppExchange Deadline
    

STEP 2: Proof-of-Concept

Early tests are critical to lowering risk, confirming approach, and validating customer value. Fortunately for you, the Force.com platform is a rapid development platform. As found in the IDC Force.com ROI Study, developing on the Force.com platform is 5x’s faster than .NET and Java.  This fact, combined with an Agile methodology approach makes for a quick means to complete your proof-of-concept process.

POC Success Factors – Typically there are a few drivers for a standard POC (proof-of-concept), and these need to be defined up front, so the resulting POC can be measured as successful or not.  Which of the following potential POC milestones must be completed?

• Blueprints Complete
• Integration Test Working
• User Interface Mock Ups Working
• Feature Set Implemented
• Pilot Application

STEP 3: Customer Validation

A step often overlooked, but one we highly recommend is getting customer validation or a focus group to validate your concept.

STEP 4: v1.0 Full Development

Now you’re ready to move into full development.  You’ve proven your concept with some serious skeptics, and refined your core requirements for v1.0.

• Assemble the team, potentially including:
  • Project Manager (10%)
  • Technical Architect (10%)
  • Force.com Developer (50%)
  • Configuration Specialist (10%)
  • User Interface Designer (20%)
• Take the Agile / Scrum Approach (video)!
• Define your must have vs. nice-to-have wish lists.
• Create your monthly release schedules for the development team with monthly deliverables.
• Develop, test, iterate!
  

STEP 5: v.9 Customer Pilot

Now you’ve completed what we call v.9 and are ready to conduct User Acceptance Testing with a Customer Pilot.  You’re typically looking less for value validation, as this was achieved earlier on, and more for bugs, areas for improvement, etc…

• Create Test Scripts for every section of the application, including a template to capture bugs, feature requests, etc…
• Create a list of customers to test, and assign them unique testing roles.
• Conduct customer setup & training
• Commence customer pilot testing
• Review feedback
• Address fixes and move to v1.0

STEP 6: AppExchange Deployment

The AppExchange deployment process takes longer than a first-timer would expect.  The following steps are necessary to complete this process.

1. Backup / Clone Dev Org - Especially if you are going to proceed with a Managed Package, we recommend that you create a clone of your Development Org, as there is no way to undo the creation of a managed package.
2. Beta Package (Unmanaged vs. Managed) – Read the Quick Reference for Developing Packages, and decide on if a private vs. managed package is best for your application.  If you’re not sure yet, we recommend completing the beta test with a private package.
3. Beta Test Install – Install the Managed Beta package and test that it has zero conflicts and all is in order.
4. Released Package – Create your final package.
   
5. Security Review ($5k vs. Free) - Read the AppExchange Publishing Guide for more details.
   
6. AppExchange Profile Creation – You will need to create your AppExchange Profile and upload your app here.
   
7. 30-Day Trial – If you would like your prospects to be able to receive a 30-day trial by completing a lead form you will need to file a ticket with Salesforce Support to create a DOT of your Master Org, which will be cloned for every 30-day trial.
8. Master Trial Org Request
9. Remove Sample Data Button - If you would like your DOT to include sample data, so your prospects have a set of data to play with during their trial, then you should develop a “Remove Sample Data” button and include it. This way, when your prospects convert their trial to a paid org, they have a means to remove the sample data.
10. Salesforce ISV Program – If you will be selling software licenses, you may join the Salesforce ISV Program, and should read the ISV Program Guide.
11. License Management – Salesforce currently offers ISV Partners two EE licenses at no cost to run your business, receive leads, and administer your Force.com apps using the License Management app (LMA).

STEP 7: Post-Launch Support

Be sure to have a support contract in place, post-launch as you will likely need to react to new issues that arise and were not found during testing or the pilot.

STEP 8: Version 2.0

In addition, new customers will have great new feature requests that you’ll likely wish to get started on immediately in a future release.

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About ForceBrain.com OPD Services

ForceBrain.com is a full-service Force.com outsourced product development (OPD) team.  Our OPD team has both decades of experience in software product development, as well as the Force.com expertise needed to successfully take products to market.  Essentially, we build SaaS products from concept to public release.