Selecting the right Salesforce Partner to help navigate the complexities of the AppExchange is paramount to catalysing long-term success for your organization. We’ve put together a handy guide that points out and elaborates on eight key aspects you should consider while making your choice. Extentia® is a global technology and services firm that helps clients transform and realize their digital strategies. With a unique Experience Centric Transformation approach, our ground-breaking solutions are in the space of mobile, cloud, and design. Our team is differentiated by an emphasis on excellent design skills that they bring to every project. Focused on enterprise mobility, cloud computing, and user experiences, we strive to accomplish and surpass their customers’ business goals. Our inclusive work environment and culture inspire team members to be innovative and creative and to provide clients with an exceptional partnership experience. Expand your digital horizons with us. We will help you transform your business and surpass your goals. Write to us at inquiries@extentia.com

1. www.extentia.com | Confidential
8 Aspects to Evaluate While
Selecting the Right PDO

2. www.extentia.com | Confidential
What is Salesforce AppExchange?
• A leading enterprise cloud marketplace
• The most extensive collection of B2B,
cloud-based applications for enterprises to
choose from
• Hosts over 5000 applications – both paid
and free of charge – to extend Salesforce
into any industry or function
• A place to create, publish or install apps
and extensions to Salesforce

3. www.extentia.com | Confidential
An Advantage for Developers
• AppExchange acts as a marketing tool for
app developers
• High visibility of applications to the entire
Salesforce ecosystem
• Back-end algorithms categorize applications
into business areas such as sales, marketing,
or analytics bringing them in front of the
right audience
• Users can analyze the applications and
install them right from the AppExchange
• Applications seamlessly integrate with user’s
Salesforce instance
• Developers can display necessary details
for their applications such as highlight
product capabilities, product demo
videos, and pricing

4. www.extentia.com | Confidential
Why do You Need a PDO?
• Developers or Independent Software Vendors (ISVs) face several challenges while
building applications on the Salesforce platform, such as:
• Custom Salesforce development
• Package creation and deployment
• Passing the Security Review
• Salesforce integration with other APIs, products, or internal systems
Partner Development Outsourcers (PDOs) assist ISVs in addressing all
the above challenges and aid in listing the product idea on Salesforce
AppExchange

5. www.extentia.com | Confidential
Why Should You Work With a PDO?
1. Faster time to market:
• A PDO has years of experience in listing applications on the AppExchange
• PDOs assist at every stage of the process – architecture, licensing, and
security review
2. Through understanding of the process:
• Selection of the right Salesforce license for your product
• Correct estimation of the budget for a scalable MVP
3. Assured passing of Security Review:
• Security Review by Salesforce is the final hurdle to listing an application, a
PDO knows how to code an app that will pass the review
• Passing it the first time saves time and money required in a resubmission

6. www.extentia.com | Confidential
Selecting The Right PDO
1. First and foremost – Review the list of PDOs on
salesforce.com:
• Classification of PDOs into graded ranks – Certified Specialist,
Certified Navigator, Specialist Navigator, and Masters Navigator
• Higher level of certification indicates greater ease in passing
the security review
2. Shortlist a few – Review PDO’s past successes:
• Review the type of solutions that the PDO has developed in the
past
• Check the rate of success in the security review process

7. www.extentia.com | Confidential
Selecting The Right PDO
3. Check familiarity with your industry:
• Ensure whether the prospective PDO has previously worked in your
industry
• Industry understanding is especially critical if you belong to a highly
regulated industry
4. Ensure relevant cloud experience:
• Ask whether the prospective PDO has previously worked on the cloud
platform you prefer
5. Seek customer references:
• Consult with customers of the prospective PDO
• Seek out customers of similar size, project type, and application expertise

8. www.extentia.com | Confidential
Selecting The Right PDO
6. Ensure application code ownership:
• Ensure that your company retains all ownership of the
application code
• It must be made explicit in the service contract that you sign
with a PDO
7. Ensure NDA readiness:
• Sign an NDA with legal enforcement in the country/state of your
choice
8. Review data security systems:
• Review data security systems the prospect PDO has in place

9. www.extentia.com | Confidential
Domestic vs Offshore PDO – Which One is Better?
• Client remains close to Salesforce users
• Better utilization of expertise
• Onsite project planning and management ensure goals are met
• Access to many different Salesforce skills
• Improved focus on core business activities
• Particularly suited to special application skills
• Relatively costly alternative
• Possible security issues
• Difficulty in finding the right fit
Domestic Offsite Model
Pros
Cons

10. www.extentia.com | Confidential
Domestic vs Offshore PDO – Which One is Better?
 Can quickly start a project
 Potential for the lowest cost
 Accelerated development through near ‘24 by 7’ timeframe
 Access to many different Salesforce skills
 Improved focus on core business activities
 Particularly suited to special application skills
 More agile development
 Need to lock down security issues with enforceable NDA
 Potential disconnect due to time zones
 Potential management issues
 Potential cultural barriers
Offshore Outsourcing Model
Pros
Cons

11. www.extentia.com | Confidential
Aiming for Client Satisfaction
• Your business objectives are set
• The PDO is shortlisted and vetted
Now, together, you are ready to create excellent solutions to achieve client
satisfaction!

12. www.extentia.com | Confidential