Introduction
If you’ve ever tried to launch an app on the Salesforce AppExchange, you already know it’s not as simple as pushing code live. From security reviews to compliance documentation, every step requires deep platform expertise, and that’s where a Salesforce PDO Partner comes in.
A Salesforce PDO (Product Development Outsourcer) Partner is certified by Salesforce to help ISVs (Independent Software Vendors) design, build, and publish apps on the AppExchange. These partners act as an extension of your team, ensuring your app meets Salesforce’s technical, design, and security standards while helping you go to market faster.
In this guide, you’ll learn:
- What a Salesforce PDO Partner actually does
- Types of Salesforce PDO Partners
- How to choose the right one for your app
- And how Aquiva Labs supports ISVs as a Salesforce PDO partner
Let’s start by breaking down what a Salesforce PDO Partner really is, and why it’s essential to your AppExchange journey.
What Is a Salesforce PDO Partner?
A Salesforce PDO Partner (Product Development Outsourcer) is a certified consulting and development firm authorized by Salesforce to help businesses and ISVs (Independent Software Vendors) design, build, and launch commercial apps on the Salesforce AppExchange.
These partners specialize in Salesforce App Development, from ideation and architecture to deployment and post-launch maintenance. Their expertise ensures your app not only meets technical and functional requirements but also passes the rigorous Salesforce Security Review, a key step for AppExchange listing.
Essentially, a Salesforce PDO Partner acts as a bridge between your business goals and Salesforce’s development ecosystem. They help ISVs navigate packaging complexities, streamline development workflows, and build apps that are scalable, secure, and AppExchange-ready.
A strong PDO Partner doesn’t just write code; they bring strategic insight, technical best practices, and Salesforce-native innovation to accelerate your product’s market success.
What to look for in a PDO Partner
The global Customer Relationship Management (CRM) market grew by 12.6% to USD$69 billion in 2020, up by USD$7.77 billion from 2019, according to Gartner’s Market Share Analysis: “Customer Experience and Relationship Management Software, Worldwide, 2020”, from June 2021, with CRM accounting for the largest share in the overall enterprise software market at 29%.
As the number one CRM solution in the world, Salesforce has seen high revenue growth over recent years. Its full fiscal year 2021 revenue was USD$21.25 billion, up 24% year over year. With more and more businesses adopting CRM solutions, the global CRM market is expected to gain further momentum, with many factors driving this growth, including an increased focus on digital transformation in businesses.
If you’re looking to invest in the development of a commercial App for Salesforce, this is the opportune time to do so. In doing so, you want to make sure you can unlock its full potential on the Salesforce AppExchange as the biggest collection of business-to-business applications that extend the use and functionality of Salesforce.
The most common and recommended route to long-term success on the Salesforce AppExchange is to work with a Product Development Outsourcer, commonly known as a PDO partner. PDOs are specialist Salesforce partners that are focused on the end-to-end development of commercial Apps for Salesforce, from ideation to maintenance.
PDOs focus on building managed packages and ensuring your products pass the stringent Salesforce Security Review. They help ideate, architect, and design your App, tackle specific areas of your build, such as third-party integrations, and work alongside your in-house development team to support them on your company’s Salesforce journey.
When Should You Partner with a PDO?
Partnering with a Salesforce PDO Partner makes sense when you’re ready to transform your idea into a market-ready AppExchange product, but lack the internal resources or Salesforce expertise to do it efficiently.
Here are key scenarios where a PDO can make all the difference:
1. You’re new to the Salesforce ecosystem
Building your first app for Salesforce can be daunting. A PDO Partner helps you understand Salesforce architecture, APIs, and best practices from day one, preventing costly missteps and technical debt.
2. You want a faster go-to-market
Every month of delay in the AppExchange release cycle can mean lost revenue and competitive ground. PDOs streamline development and Salesforce Security Review processes, helping you launch in weeks, not months.
3. You need managed packaging or complex integrations
PDOs have deep technical experience in packaging, metadata management, and integrating third-party APIs within the Salesforce environment. They ensure your app functions flawlessly across orgs and editions.
4. You’re scaling and need long-term product maintenance
Beyond launch, maintaining compliance with Salesforce’s evolving platform is crucial. PDOs offer ongoing support and optimization, ensuring your app stays secure, updated, and competitive.
5. You’re aiming for AppExchange growth
A strategic PDO Partner can help you refine your product roadmap, improve user experience, and align your app with AppExchange trends, setting you up for long-term visibility and success.
Types of Salesforce PDO Partners
Not all Salesforce PDO Partners offer the same level of expertise or service scope. Salesforce categorizes its PDO ecosystem into tiers that reflect each partner’s experience, specialization, and success rate with AppExchange apps. Understanding these distinctions helps you select a partner that matches your project’s needs and complexity.
Here are the main types of PDOs you’ll encounter:
1. Level I Navigator PDOs
These are entry-level PDOs recognized by Salesforce for foundational expertise. They typically assist startups and emerging Salesforce ISV Partners with basic Salesforce App Development, such as initial architecture, data models, and early-stage packaging support.
2. Level II Navigator PDOs
Level II PDOs have proven success in delivering multiple Salesforce projects. They bring stronger capabilities in product architecture, UX design, and managing the Salesforce Security Review process. This makes them suitable for mid-sized ISVs preparing for AppExchange launches or feature upgrades.
3. Expert Navigator PDOs
At the top of the ecosystem are Expert Navigator PDOs, Salesforce-certified experts who handle end-to-end AppExchange App Development for enterprise-scale products. They manage every stage, from ideation and architecture to deployment, post-launch support, and continuous optimization.
If you’re planning a complex, multi-cloud product or multiple AppExchange apps, this is the level you should look for.
4. Specialist PDOs
Some PDOs focus on specific domains or technologies, such as CPQ, Financial Services Cloud, or integration-heavy solutions. These specialist PDO partners are ideal for ISVs building niche or industry-focused Salesforce apps that require deep domain expertise.
A clear understanding of these PDO levels helps you identify a partner that matches your project scale, technical requirements, and long-term goals.
What Should You Look for When Selecting a PDO Partner?
Choosing the right Salesforce PDO Partner can determine how smoothly your app moves from concept to AppExchange success. A great PDO goes beyond technical delivery; they act as a true product partner, helping you build faster, scale smarter, and stay compliant.
Here are the key factors to evaluate before you commit:
1. Proven AppExchange Track Record
Start by reviewing how many apps they’ve helped launch on Salesforce AppExchange and the complexity of those projects. Look for verified listings, customer reviews, and case studies that showcase experience with apps similar to yours.
2. Security Review and Compliance Expertise
Salesforce’s security review process is notoriously rigorous. A qualified PDO partner will have deep experience in meeting Salesforce’s compliance and security requirements, ensuring your app gets approved without repeated rejections or delays.
3. End-to-End Product Lifecycle Support
The best PDOs act as long-term collaborators, not one-time vendors. They handle every stage, from ideation and architecture to deployment and post-launch support, ensuring your app evolves with each Salesforce release.
4. Certified Salesforce Experts and Architects
Ask about the team’s certifications. A strong PDO will have multiple Salesforce-certified developers, architects, and consultants with proven knowledge of Lightning, Apex, and integrations.
5. Communication and Co-Development Approach
Great partners build with you, not for you. Prioritize PDOs that follow agile processes, offer transparent project tracking, and maintain regular communication throughout development.
6. Strategic Product Insight
Beyond development, a strong PDO Partner will help you shape your app’s roadmap, guiding your pricing model, user experience, and future AppExchange upgrades.
7. Post-Launch Maintenance and Support
After launch, you’ll need ongoing maintenance to stay compliant with Salesforce’s triannual releases. A reliable PDO will proactively manage version updates, bug fixes, and new feature rollouts.
A good rule of thumb: don’t just pick a PDO for what they build, choose them for how they think. The right partner aligns technical delivery with your long-term business vision.
What Makes a Good PDO Partner?
In our view, the best PDOs are those that are:
- Focused on long-term success on the AppExchange – If you’re an ISV partner, you might be planning to develop multiple commercial Apps for Salesforce over time. Finding a trusted partner that can work with you along your Salesforce journey is a big plus.
- Agile and consultative– The Salesforce ecosystem is extremely dynamic, and the technology develops and advances rapidly. The best PDOs are those that are agile and can respond to the latest developments and updates from Salesforce and advise you quickly when new features or releases are being rolled out.
The best PDOs are also consultative; they don’t just sell their development skills but act as a consultative partner to review your requirements and make recommendations that guarantee long-term success on the Salesforce AppExchange.
- Have flexible engagement models – Every company has its own bespoke Salesforce journey, and the best PDOs are those who consider that. Look for a partner that offers flexible engagement models that don’t just include project and scope-based engagements but also options that provide ongoing customer support for maintenance and releases, as well as long-term team augmentation to support your in-house development team.
- Set realistic timeframes – No two Salesforce projects are the same, and the development of each commercial App needs a dedicated approach; there is no such thing as a typical timeframe, and one of the most common pitfalls of commercial App development projects is having unrealistic timelines.
- Transparent in their processes and pricing – Salesforce commercial App development projects are often highly technical and can be complex. Having a clearly laid out process for your application development is key to the efficient and effective Salesforce AppExchange navigation for your project. This ensures you are guided throughout the entire process, from the ideation of your App concept to the successful listing on the AppExchange.
In addition, you must have transparency on the pricing of your project, with a full understanding of what’s included and what may be considered out of scope, which is instrumental in calculating your return on investment (ROI) afterwards.
When your business counts on Salesforce and you’re ready to build a commercial application for listing on the Salesforce AppExchange, make sure to look for an expert PDO partner that has your long-term success at heart.
How Aquiva Labs Supports ISVs as a Salesforce PDO Partner
At Aquiva Labs, we partner with Salesforce ISVs to bring innovative products to life, from concept to AppExchange success. As a certified Salesforce PDO Partner, we specialize in designing, building, and launching high-quality Salesforce-native apps that meet the highest security and performance standards.
Here’s how we help ISVs accelerate their journey:
1. End-to-End AppExchange Development
Our team handles the full product lifecycle, from initial design and architecture to packaging, submission, and post-launch support. We ensure your app meets Salesforce’s security and compliance benchmarks while staying flexible for future releases.
2. Deep Salesforce Expertise
Aquiva Labs’ developers, architects, and consultants hold advanced Salesforce certifications and have built products across multiple clouds, including Sales, Service, Experience, and Revenue Cloud. This means your app architecture aligns seamlessly with Salesforce best practices.
3. Streamlined Security Review Process
We’ve guided numerous clients through Salesforce’s security review with zero rejections. Our experts prepare your app for encryption, authentication, and compliance checks, reducing turnaround times and ensuring smooth approval.
4. Scalable and Future-Ready Solutions
We don’t just build for today; we architect for what’s next. Every product we develop is designed for scalability, modularity, and compatibility with Salesforce’s triannual updates, keeping you ahead of the curve.
5. Strategic Product Partnership
Beyond technical delivery, we act as your go-to product partner, offering guidance on pricing models, user adoption, and AppExchange marketing strategies to help you maximize your investment and growth potential.
With Aquiva Labs, you get more than a Salesforce PDO Partner; you gain a dedicated team that understands the intersection of product strategy, engineering excellence, and Salesforce ecosystem growth.
Conclusion: Build for the Future with the Right Salesforce PDO Partner
Choosing the right Salesforce PDO Partner is one of the most critical decisions for your AppExchange success. A trusted PDO doesn’t just help you build a compliant and secure app; they become your strategic ally in scaling, optimizing, and growing within the Salesforce ecosystem.
With the right expertise, your idea can evolve into a market-ready, revenue-driving solution that stands out among thousands of listings on the AppExchange.
At Aquiva Labs, we bring years of Salesforce experience, technical depth, and product thinking to every engagement. From ideation and architecture to security review and post-launch optimization, we guide ISVs and enterprises every step of the way.
Ready to bring your Salesforce app idea to life?
Book a discovery call with Aquiva Labs, and let’s explore how our team can help you build, launch, and scale your next AppExchange success story.
FAQs on Salesforce PDO Partners
A Salesforce PDO Partner (Product Development Outsourcer) is a certified consulting partner that helps Independent Software Vendors (ISVs) build, package, and launch apps on the Salesforce AppExchange. They manage everything from ideation and architecture to compliance and post-launch maintenance.
While a regular Salesforce Partner focuses on implementations and integrations for end users, a PDO Partner specializes in Salesforce App Development for commercial distribution. PDOs help ISVs design, develop, and certify apps that meet Salesforce Security Review and AppExchange requirements.
The Salesforce Security Review ensures that all apps listed on the AppExchange meet Salesforce’s strict standards for data protection, authentication, and compliance. Passing this review is mandatory for any app to go live. A certified PDO Partner helps you prepare, test, and submit your app efficiently to minimize delays.
You should involve a PDO Partner early, ideally during product planning or prototyping. Their Salesforce expertise helps prevent architectural issues, reduces development rework, and accelerates your AppExchange App Development timeline.
Look for a Salesforce-certified PDO with proven AppExchange experience, strong references, and transparent pricing. Evaluate their past projects, engagement models, and security review success rates. It’s also important that they align with your company’s culture and long-term goals.
Aquiva Labs offers end-to-end Salesforce App Development, from ideation to AppExchange listing. As a Salesforce Expert Navigator PDO Partner, we specialize in secure, scalable app builds and have a proven track record of helping ISVs pass Salesforce Security Reviews smoothly and go to market faster.
