Do you have a FileMaker application you built from the ground up? Are you considering selling your FileMaker application in the marketplace, but don't know where to start? With our experience managing multiple applications in different industries, we can help you prepare you for what to expect to maximize your success.

Licensing

First (and if you want to make money), you must ensure users pay for your software. Deciding on a price point is tricky, depending greatly on the type of system you want to sell: 1) As an open source system, allowing the buyer to customize the application in FileMaker Pro. This cuts down significantly on your work after selling the system; or 2) As a proprietary system where you plan to maintain the code and provide the end users license keys to use your software.

Open Source

When a customer purchases the software in open source systems, you give them the entire FileMaker application and file format. The customer is then able to customize the software to their needs. Any time the customer wants to upgrade to a new version of your product, they will have to purchase it and re-customize the software as they see fit. The significant advantage here is that there is no software maintenance on your part. Once you sell it, it's theirs. A good selling practice here is to familiarize potential customers with your product by providing a limited-time free trial version or an unlimited, simplified version of the software.

Proprietary Software

This approach requires you to give the user a key to use the software. You may distribute it as a run-time or in a server-client environment. In the proprietary approach, you must consider how you plan to offer upgrades and/or maintenance so users can upgrade to the latest versions of your software. In the past, we have deployed a Maintenance Server that allows users to "Check for Updates" to determine whether a new version is available and if the user is licensed for updates.

Purchase Methods

How do you plan for users to pay for your software? Many options are available, but you must set up the infrastructure to receive credit card payments.

Marketing

How do you plan to market your software? Who is your target market and how will you reach them? Some of the more traditional marketing methods include trade shows, trade magazines, and online marketing. Do you plan to offer online product demos using sites like GoToMeeting and Yugma?

One thing is for sure: if people are looking for software, they are likely to do this on their computer, where they can install it. So make sure you are visible online in the search engines--especially Google.

SWOT Analysis

Ensure you understand the marketplace and where you fit in it. Do a Strengths, Weaknesses, Opportunities, and Threats (SWOT) Analysis of your product in comparison to the industry you are targeting.

Solution Bundle Agreement (SBA)

The Solution Bundle Agreement allows Claris Partners to sell their vertical solutions, such as apps, plug-ins, add-ons, extensions, and developer tools. Your product can then reach a wider audience by being listed on the FileMaker Marketplace and through your own methods.

Requirements for an SBA

• Be a Claris Partner

• Submit your custom application along with a 5-10-minute informal demonstration video

• Provide a link to your hosted demo application with full access permissions

• Must bundle the FileMaker Platform with the approved custom application

• Provide sales reporting of end-user customers with each order

• Make payments on time to maintain your account with FileMaker

• Complete annual SBA agreement

SBA Licensing Requirements

• Minimum initial order of 10 licenses (user or concurrent)

• 5 license minimum for reorders

• Every year, must renew or purchase a minimum of 50 licenses (user or concurrent)

How DB Services Can Help

We also help customers maximize their licensing investment by qualifying for SBA discounts. Many organizations don’t realize they’re eligible, but we’ve guided several clients through creating and managing SBA products. Our close partnership with Claris makes licensing straightforward, while our experienced development team can help maintain and enhance your application.

Beyond licensing, we offer hosting and can build the security and release processes your solution needs to deliver upgrades to your customers safely. With the right foundation, you can focus on growing your business while we take care of the details.

Support

How do you plan on supporting your software and your users? This can range from online forums for users to collaborate to a support toll-free number to an online support request form. You have many options.

Support will often feed your development, and you must maintain a project list prioritized for your developers. The development, in turn, turns into new version releases and/or upgrades.

Do you want to learn more about reselling your application? Read the article 50 Great Tips on Taking Your Product to Market.

I'll leave you with another tip: GREAT EFFORT = GREAT REWARD.

Want guidance on building your support strategy or taking your product further? Contact DB Services today to get started!