Publish date:

• 17th April, 2025

Are you thinking about launching your business idea on the AppExchange marketplace? You have two options for the AppExchange app development process: you can do it yourself or work with a recognized Salesforce AppExchange Partner.

Choosing the first approach requires much investment. However, there is no guarantee that your application will pass the Salesforce Security Review on the first try. You may also face several other obstacles, which we outline below.

You should hire a development team for your project, but be careful: not all development teams have the right skills or certifications to create apps for the Salesforce AppExchange marketplace.

Only certified Salesforce Consultant AppExchange experts can provide the services your business needs. Working with an expert is essential because of the various application types, plugins, platforms, and compliance guidelines.

It is more helpful if your AppExchange Consultant is an independent software vendor (ISV) with experience developing AppExchange software and apps.

Let’s examine both terms more closely and understand why they are important for your AppExchange development journey.

What is a Salesforce AppExchange Partner?

Salesforce AppExchange Partner is an umbrella term for:

• Independent software vendors (ISVs)

• consulting and integration partners

• cloud resellers.

Who is an Independent Software Vendor?

An independent software vendor (ISV) is a company that meets Salesforce's specific requirements and has successfully listed its product or service on the AppExchange marketplace.

Independent vendors create software that works with Salesforce or is built on it.

ISVs know the Salesforce Ecosystem well. They can help you throughout the AppExchange app development process, from building your app to publishing it on AppExchange and providing ongoing support.

But how can you check the level of professionalism of an ISV?

Salesforce created the "AppExchange Trailblazer Score" to help users. The score has four levels: Base, Ridge, Crest, and Summit.

Salesforce evaluates its partners every quarter based on their performance. Depending on their scores, partners can move to a new tier. The highest possible score is 1,000 points.

The score is based on how much the partner contributes to four main areas: Customer Success, Innovation, Growth, and Impact. All the requirements for earning full points in each category are here.

High AppExchange ISV Track Trailblazer Score for partners means:

Their products receive high ratings and use the latest Salesforce technology. 

Their developers have Salesforce certifications. 

They understand the best ways to submit a product on AppExchange, which saves time and money during the Salesforce Security Review process.

Who is a Consulting and Integration AppExchange Partner?

Consulting and integration AppExchange partners are certified experts and companies that provide various services to Salesforce customers.

AppExchange partners primarily offer consultation services. They spend much time with customers to understand their businesses and discuss how to implement and improve Salesforce solutions.

Consulting and integration partners on AppExchange do not have their listings like independent software vendors (ISVs). Instead, they focus on providing consulting services.

Consulting refers to the range of services that AppExchange partners offer. The ABC of Consultants on AppExchange guide explains how these experts can assist your business.

Some companies act as both independent vendors and consultants.

We have built our presence on AppExchange, which has helped us reach thousands of active users and potential customers.

We are Summit AppExchange consultants. We help companies achieve quick and meaningful results by managing the development, coding, configuration, user training, and integration of Salesforce products into your operating systems.

Our experience as consultants and independent software vendors (ISVs) gives us a strong understanding of the Salesforce ecosystem. We approach it from two different angles: consulting and product development. This combination helps us deliver better and more efficient services.

Why Do You Need a Salesforce AppExchange Consultant to Publish a Listing on AppExchange

You can apply to become a Salesforce AppExchange Partner and start sharing your apps with a new audience. However, keep in mind that not all apps get approved by Salesforce.

Salesforce requires a strict security check for all AppExchange solutions. If your app doesn’t meet their standards, you must pay another $999 for another review.

In addition to the security review, companies face many other challenges when they start developing the AppExchange independently.

• Lack of technical skills

• Understanding Salesforce’s policies can be complex.

• Difficulty in planning the development process effectively

• Low trust from Salesforce

• Ensuring proper data migration without losing any context or business momentum

• Installing and modifying Salesforce managed packages in your Salesforce org.

The best way to overcome these challenges is to hire a consultant who specializes in AppExchange and acts as a vendor. They can guide you in planning your AppExchange projects effectively and help you avoid the mistakes they encountered while developing their solution.

This practical advice is invaluable. It can save you time, money, and stress during the process.

What benefits can you expect from hiring an AppExchange Partner?

You’ll get help with getting or improving your Salesforce partnership. If you’re not already a Salesforce customer, you must sign up as a partner and request a trial for a partner business organization. The experienced AppExchange consulting team will guide you through completing the form and submitting the trial request correctly.

You do not need to create a new partner business organization as a Salesforce customer. You can use your current organization to build your package first. After that, you can reach out to become a partner.

The most crucial step in building your product is deploying a managed package on AppExchange.

As mentioned, not every development team has certification or experience with Salesforce products.

What makes Salesforce AppExchange Partners different from other software development vendors?

• They have experience developing and supporting Salesforce products.

• You can check their published listings on the AppExchange platform to see features, ratings, and reviews.

• Salesforce trusts its partners. The higher the level of AppExchange partnership a company has, the more credible it is to Salesforce and customers.

AppExchange partners must carefully check their budgets, resources, and technologies. 

Launching a product on AppExchange is just the beginning. You must gather feedback, plan marketing, support users, and manage licenses.

If you are new to this, managing all these tasks can feel overwhelming and take away from your main business activities. Experienced AppExchange partners can help you by training your teams and tracking all critical metrics.

Partnering with a Salesforce AppExchange partner gives you several benefits:

• A detailed plan for the features and functions of your AppExchange solution

• A complete review of your solution

• An estimate of the budget needed

• A faster implementation process for Salesforce in your organization

• A forecast of potential challenges and risks you may encounter

• Help with creating a strong marketing plan

• Assistance with passing the Salesforce security review

• Guidance in choosing and using apps from the marketplace that match your business goals

• Support for launching your product

• Insights and recommendations to optimize your Salesforce setup and fully use its features

• Training and support for your team to make the most of Salesforce

• And more!

If your AppExchange partner has experience as a consultant and a software vendor, they can offer even greater value.

When developing a product, working with a certified AppExchange Partner helps you successfully create and launch your Salesforce-based product on AppExchange. 

In addition to this, a versatile AppExchange Partner can offer other benefits for your product development.

• Technical Expertise: Certified AppExchange Partners have strong technical skills and knowledge in the Salesforce platform development. They know how to use Salesforce development tools, APIs, and best practices.

• Solution Architecture: AppExchange Partners can help you design your product’s architecture to ensure it is scalable and meets industry standards.

• Custom Development: Certified partners use Salesforce tools to create a custom AppExchange product that fits your vision and needs.

• Quality Assurance and Testing: AppExchange Partners carry out various tests, such as functional testing, performance testing, security testing, and user acceptance testing. These tests ensure that your product meets quality standards, does not harm the Salesforce ecosystem, and works efficiently.

• AppExchange Listing and Promotion: AppExchange Partners help you submit your product, review it, and get approval. They ensure that your product meets the listing requirements.

• Ongoing Support: Certified AppExchange Partners fix bugs, add improvements, and provide updates. They help keep your product current and running well.

A certified AppExchange Partner can offer many benefits to your business regarding consulting.

• Expertise and Experience: Certified AppExchange Partners have completed specific training and certifications about Salesforce and the AppExchange ecosystem. This training gives them strong knowledge and skills for implementing Salesforce solutions, integrating apps, and effectively using the platform’s features.

• Efficient Implementation: AppExchange Partners have a proven method and strong project management skills to help ensure a smooth transition and reduce disruptions during implementation.

• Training and Adoption: A certified partner develops tailored training materials, runs workshops, and provides ongoing support to help users adopt your AppExchange solution successfully.

• Support and Maintenance: A certified AppExchange Partner can provide ongoing support and maintenance after your app is set up. They will fix any problems, make improvements, and provide updates to keep your AppExchange app working well.

It is essential to choose a reliable and experienced Salesforce AppExchange partner who matches your organization’s goals and values. To find the right fit for your needs, research, review client testimonials, and have detailed discussions.

Benefits of Cooperating with AppExchange Partner like Codleo

The AppExchange onboarding process is difficult to understand and follow, and the documentation and support options can be confusing and difficult to manage.

The Codleo team understands how to become a Salesforce Partner and develop apps for the AppExchange. We have experience both as a product company and as consulting partners. As individual vendors and consultants on the Salesforce AppExchange, we know what our clients need attention to, the steps, and how they can reach their goals.

Codleo is a team of skilled developers and consultants who specialize in Salesforce. We know how to create a package, what documentation you need, and how long it takes to submit your solution successfully on the AppExchange platform.

So, what benefits do you get from cooperation with Codleo?

• AppExchange consulting: We provide a complete range of services. We help you become a partner with AppExchange and Salesforce. We also assist with developing apps for AppExchange and publishing them in the AppExchange marketplace.

• Optimization of investments: You don't need to spend time finding every potential issue during the Security Review. An experienced AppExchange partner like Codleo knows how to effectively manage the time required for the review, which can take anywhere from 2 weeks to 3 months.

• Unique expertise This guarantees a successful Security review on the first attempt. This is important because, starting March 16, 2023, AppExchange has introduced a new security review fee of $999 for each attempt for paid apps. Working with a company that has successfully published and promoted three listings on AppExchange can help you save much money.

• Go-to-market strategy: We can help you market your solution and provide support after its release.

• The in-house team of specialists: If your team has an AppExchange developer, business analyst, or product owner but lacks a QA engineer or Salesforce consultant, you can rely on the Codleo team. We have all the specialists you need for successful AppExchange development and production, so you don’t have to hire full-time employees. We share the workload among our team members so everyone can work effectively.

As a company that has successfully turned ideas into thriving businesses with our real estate products, we know many opportunities exist. We help our clients succeed in this process.

We understand how to succeed with Salesforce. Contact us to get started.