So, you’re considering building an AppExchange app. Hence, you're not just thinking like a developer, but more like a product strategist. In this territory, your success depends on planning, compliance, and long-term commitment, rather than coding skills only.
Before you wireframe a single feature or pitch the idea to your team, one question needs a clear answer: What will it cost?
AppExchange success is possible, but it comes with more than a price tag. From Salesforce’s security review and architectural demands to packaging, upgrades, and ongoing support, every step adds time, money, and responsibility. And while the opportunity is big (71% of Salesforce users rely on AppExchange apps), the reality is often quieter, like this Reddit user who nailed it:
“It’s a lot easier making money consulting. Apps are tricky, and as soon as you have some paying customers, you are stuck in that tech debt forever, so make sure it’s something you care to maintain and improve upon.”
At Noltic, we’ve built and launched over 20 AppExchange apps. We’ve experienced the ups and downs, surprises, costs, and tradeoffs. This guide shares what we’ve learned to help you decide if building an app is the right move for your team.
What AppExchange development cost: 2 real-life projects that break it down
Every AppExchange app starts with a different intent. Some are born to solve a specific operational challenge, while others are here to help other AppExchange users. Each requires evaluating your goals, technical decisions, and long-term vision to influence the path from idea to listing. So, we share two stories: one from a client partnership and one from our own product lab.
Case #1: building a niche Salesforce product for our client
Gimbal Logic, a cloud solutions provider for industries like manufacturing and professional services, approached us with a focused idea: a Salesforce-compatible tool for generating 1D barcodes. At first glance, it seemed like a small utility. But as we mapped out business needs across different teams, inventory, logistics, HR, and event staff, the scope expanded quickly.
The product needed to do more than generate static barcodes. It had to:
- Handle both 1D and 2D formats (QR codes, data matrices);
- Work across mobile and desktop;
- Trigger real-time updates to Salesforce records;
- Integrate with physical hardware like Zebra scanners;
- Stay simple for end users.
This shift from utility to product changed the development path and the cost.
Key challenges and cost factors
- Business complexity, not just tech complexity. Supporting multiple use cases (inventory, returns, time cards, event check-ins) required a flexible data model, reusable components, and multiple UI flows. That added dev time and testing effort.
- Mobile scanning and cross-platform support. Barcode scanning had to work on both Android and iOS, including older devices. We used Cordova and Ionic to bridge native features while keeping one codebase, but mobile testing, camera integrations, and scan accuracy tuning added significant hours.
- Salesforce packaging and compliance. To list on AppExchange, the solution had to pass Salesforce’s security review. That meant rewriting parts of the codebase to follow secure patterns, isolating external API calls, and packaging the solution as a managed package. Each of these steps requires time, documentation, and coordination.
- Architecture decisions that affect maintenance. From the start, we had to think about how the product would be updated. Will new features require client-side updates? What happens if a scanner manufacturer changes its SDK? These decisions shape whether the app will be easy or expensive to maintain.
- Client onboarding and documentation. With over 100 businesses using the app, documentation, setup guides, and support processes became just as important as the core features. This often gets overlooked in early cost planning, but it adds development and consulting hours.
What we built:
- Barcode generation for 1D and 2D formats (Code 128, EAN-13, QR, etc.);
- Mobile barcode scanning with built-in cameras and external devices;
- Real-time syncing with Salesforce objects via REST APIs;
- Modular use-case functions (inventory, events, returns, time tracking);
- Managed package for AppExchange listing.
We can’t share the exact development cost due to an NDA, but the biggest contributors weren’t just lines of code; they were:
- The number of user scenarios we had to support;
- Time spent preparing the package for Salesforce’s review process;
- Mobile testing and hardware compatibility;
- Ongoing updates and client support.
Even if your idea starts small, the moment you want it to work reliably across devices, meet AppExchange standards, and serve more than one use case, the cost curve rises fast. Planning for that from the start saves a lot of surprises later.
Case #2: internally developing and scaling the solution for verifying phone numbers
At Noltic, we kept seeing the same issue across different projects: verifying and formatting phone numbers in Salesforce was clunky, inconsistent, and often handled manually. Clients operating in multiple countries struggled with region-specific rules, while others had no validation at all. Some paid for third-party tools; most hacked together workarounds or ignored the problem entirely.
It didn’t just create messy data. It broke automations, caused delivery issues, and made it harder to communicate with customers reliably.
So, we built CheckMyNumber, a Salesforce-native app designed to validate, format, and clean phone numbers from any region, with or without code. But building something simple for end users meant facing real complexity behind the scenes.
Key challenges and cost factors
- Balancing code and no-code usability. We wanted admins to use it in Flow without touching code, but also wanted to offer advanced tools for developers. This dual focus meant we had to build and maintain Flow Actions, metadata-driven configuration, and custom Apex APIs. Supporting both audiences added development and testing overhead.
- Handling global formats and edge cases. Different countries have different rules for valid formats, prefixes, and number types. We used the Libphonenumber library as the core engine, but wrapping that into Apex, supporting dynamic region detection, and parsing edge cases required careful design and constant updates as international standards change.
- Building for AppExchange. Since we planned to list and monetize the product, we had to follow Salesforce’s strict packaging and security review process. That meant isolating logic, sanitizing error handling, documenting every component, and preparing for future upgrades, none of which are quick tasks.
- Creating a scalable licensing model. We added support for trials, user-based licensing, and backend logic to control access based on subscription status. This added complexity both in terms of code and support.
- User support and ongoing improvements. Once real users started installing the app, we had to prioritize usability: setup guides, config walkthroughs, error handling, and feedback-driven updates. This post-launch effort is often underestimated, but it’s essential for maintaining high AppExchange ratings and renewals.
What it delivers:
- Format and validate phone numbers from any country;
- Support both custom objects and standard fields;
- Use in Flows with no code or extend with Apex;
- Identify number types (mobile, landline, VoIP, etc.);
- Parse numbers, compare formats, and add country codes.
It’s now a 5-star-rated app on AppExchange, used by companies like PwC and TripAdvisor. It replaces ad hoc scripts and manual cleanups with a single, native, automated solution.
Building a Salesforce-native app that feels simple to the user requires thoughtful design, hours of testing, and constant iteration. The real cost isn’t just in the initial build, it’s in making sure the app works reliably across orgs, countries, and use cases, and continues to evolve after launch.
Actions before estimations and developing: what are you actually building?
Before you think about budgets, timelines, or hiring developers, you need to answer a more basic question: what exactly are you building?
“Scope” isn’t just a list of features. It’s about understanding the kind of product you’re creating and how that affects everything from architecture to security review, packaging, and long-term support.
To help teams clarify this early, we group most AppExchange projects into three scope categories:
1. Internal productivity tools (non-commercial)
You’re building this app for internal use, either just for your team or across your company. You might still go through the packaging and listing process (e.g., for partner apps or internal distribution), but you don’t plan to market or sell it externally.
Typical traits:
- Fewer user-facing features, more automation or data handling;
- Minimal UX/UI work;
- Lower security review burden if not publicly listed;
- Usually a one-time build with limited post-launch support.
Why it matters for cost:
These apps are usually the most affordable. But if you don’t scope them tightly, they can sprawl quickly, especially if other teams start depending on them.
Cost implications:
- Lower initial cost ($20K–$50K);
- Maintenance overhead is minimal unless repurposed;
- Often delivered faster since there’s no AppExchange packaging.
2. Commercial ISV product
You’re planning to sell the app on AppExchange. It must pass Salesforce’s full security review, handle upgrades cleanly, and work across multiple orgs and industries.
Typical traits:
- Managed package architecture;
- Thoughtful onboarding and support features;
- Built-in flexibility for different org setups;
- Need for trials, licensing logic, documentation, and ongoing support.
Why it matters for cost:
Expect higher upfront costs and a need for long-term planning. Even if your app is small, the operational side (support, updates, compliance) is what adds up.
Cost implications:
- Mid-range to high initial cost ($50K–$150K+);
- Requires budgeting for ongoing support, updates, and AppExchange compliance;
- You’re not just building a tool, but a whole product business.
For example, our CheckMyNumber product is a commercial solution. We had to build configuration layers, and polish the UX for general use. The shift in scope added ~40% to the original dev time, but made monetization and distribution possible.
3. Complex vertical apps (regulated, enterprise, niche)
These are full-featured applications, often targeting a specific industry like healthcare, finance, or manufacturing. They need deep customization, strong data security, and support for unique workflows.
Typical traits:
- Heavy configuration, user roles, and reporting;
- Multiple integrations (e.g., document management, e-signature, external APIs);
- Often includes both mobile and desktop support;
- May require third-party audits or regional compliance standards (HIPAA, GDPR, etc.).
Why it matters for cost:
These are the most expensive and time-consuming to build, and the hardest to maintain. But if done right, they also have the highest business potential.
Cost implications:
- High cost ($100K–$300K+);
- Timeline: 6–12+ months;
- May require certified architects, QA automation, and domain-specific consultants;
- Ongoing support and update cycles are non-negotiable.
In the case of Gimbal Logic, we’ve developed a complex vertical app. Building it as a commercial AppExchange product required 1,000+ dev hours, advanced REST API integrations, and a carefully managed Security Review process. The result was scalable and market-ready, but only because we scoped it right from the start.
Core drivers in AppExchange development cost
Building an AppExchange app involves various factors that contribute to the overall cost. Let’s break it down, using a hypothetical lead enrichment app to show how things escalate depending on what you aim to develop:
Complexity
This is the biggest factor. It is not about having more features, but about how deeply they are connected to users, data, and other systems.
What increases complexity:
- Multiple user roles with different access levels;
- Admin-configurable settings instead of fixed logic;
- Support for custom and standard objects;
- Integration with external APIs or services;
- Heavy data processing or asynchronous logic.
Example:
A basic version of a lead enrichment app adds a single field using one API call. One trigger. No UI. A more advanced version allows admins to select different APIs by region, customize mappings, handle fallback logic, and schedule batch jobs. This means more testing, error handling, and longer setup time.
How does it affect cost:
The advanced version could take several months, while the basic one could be built in weeks.
Design
If your app needs to be used by people outside your dev team, you will need a usable interface with setting screens, dashboards, and feedback messages.
What adds cost:
- Custom user interfaces built with Lightning Web Components;
- Config wizards or setup assistants;
- Mobile support;
- Localization and accessibility;
- User help and tooltips.
Example:
If your enrichment app needs a screen where admins map fields, you will need design work, component development, and testing. No UI at all? You skip all that.
How does it affect cost:
Design often adds 20 to 30 percent to development time, depending on how many screens are needed.
Development team
The team’s experience level will impact both the time and quality of the build.
What influences cost:
- Senior vs junior developers;
- Salesforce certifications and platform knowledge;
- Experience with packaging and security review;
- Ability to plan for product maintenance, not just delivery.
Example:
A senior Salesforce team can design an app that is scalable and ready for AppExchange. A less experienced dev may create something that works short-term but breaks with edge cases or fails review.
How does it affect cost:
Better teams may charge more per hour, but they often build faster and avoid expensive rewrites.
Technical architecture
Your architectural decisions will affect scalability, maintenance, and feature expansion.
What adds cost:
- Managed packages with clean upgrade paths;
- Support for async processing and high-volume operations;
- Flexible configuration using custom metadata;
- Integration with third-party systems.
Example:
If your app is meant to process large volumes of leads nightly, you will need batch logic, error logging, and possibly platform event handling.
How does it affect cost:
These features require more planning, testing, and support compared to a single-trigger action.
Time to market
Shorter deadlines often lead to cutting corners. That can mean skipping polish, skipping tests, or pushing unfinished work into the next release.
What is impacted:
- Depth of testing;
- Quality of documentation;
- UI and UX refinement;
- Post-launch support load.
Example:
If you want the enrichment app live before an event in six weeks, you may need to launch with fewer features and come back for improvements later.
How does it affect cost:
Short timelines can increase spending if you need to scale your team or push rework into future sprints.
Compliance and security
Every AppExchange app must pass Salesforce's security review. If your app handles personal data, the bar is even higher.
What is required:
- Secure handling of all inputs and outputs;
- Strong test coverage;
- Documented public methods and APIs;
- Optional encryption or data masking;
- Full documentation for the review process.
Example:
If your app touches emails, phone numbers, or geographic data, you will need to meet data protection rules such as GDPR or HIPAA.
How does it affect cost:
Review prep can take 40 to 100 hours or more depending on complexity. Non-compliance can delay the listing or force changes.
The process of building an app for AppExchange
Now that we have a better understanding of the cost influencers let's explore the process of developing an app for AppExchange.
Creating an app for AppExchange requires a detailed and strategic approach. Each phase is crucial for ensuring the app's success in the competitive marketplace, from planning and research to development and testing.
Planning and research
Planning and researching the app's requirements is essential before starting the development. This phase involves conceptualizing the app, identifying key functionalities, and conducting AppExchange market research to understand the target audience and competition. Collaborating with a consulting company like Noltic can help businesses organize this process and ensure a well-defined roadmap.
During the planning and research phase, you need to define the app's unique selling points and value proposition. Understanding the target audience's needs and analyzing market trends can provide valuable insights that shape the direction of the app development process and set a strong foundation for a successful app launch.
Designing the app
The design phase focuses on creating the app's visual elements and user interface. It involves wireframing, prototyping, and iterating to achieve an optimal user experience by working closely with the design team.
Effective app design goes beyond aesthetics and considers usability and functionality. Designers play a key role in translating the app's features and functionalities into a user-friendly interface that enhances the overall user experience. Businesses can launch an app targeting their audience's needs by prioritizing user-centric design principles and incorporating feedback from usability testing.
Developing and testing the app
The development phase brings the app to life. Skilled developers write code, integrate functionalities, and test the app for bugs and usability. Iterative testing and quality assurance ensure a stable and reliable application. Partnering with a development and consulting company like Noltic provides businesses access to a team that excels in this phase, ensuring the app meets the highest standards.
During the development and testing phase, collaboration between developers, designers, and quality assurance teams is essential to locate issues promptly and ensure a top-notch user experience. Thorough testing methodologies, such as automated testing and user acceptance testing, help detect and fix any bugs or performance issues before the launch on the AppExchange platform. Businesses can deliver a powerful and reliable app that meets users' expectations by prioritizing quality assurance in every development process stage.
Becoming an AppExchange partner
If you're wondering how to list on AppExchange, the process starts by joining the Salesforce Partner Program and submitting your app for security review and technical validation. Collaborate closely with Salesforce's Partner team to refine your listing and leverage their marketing and sales support to reach a broader audience. Engage actively with the Salesforce community through events, webinars, and user groups to build awareness and gather feedback for continuous improvement. Demonstrating innovation, commitment to quality, and alignment with Salesforce's values enables you to navigate the process and establish a successful presence on the AppExchange platform.
Becoming an ISV partner and listing applications on the Salesforce AppExchange is free, making it an attractive choice for organizations looking to broaden their product range and access Salesforce's extensive user community.
Salesforce AppExchange fees
When placing your application on AppExchange, you must pay fees, the price of which depends on the chosen monetization model. If your application is free for customers, you won't be charged a security review fee. For paid apps, the fee for the initial submission and any subsequent attempts is $999.
Businesses are required to remit 15% for ISV and 25% for OEM (Original Equipment Manufacturer) app sales revenue to Salesforce AppExchange. This collaboration enables enterprises to integrate their business solutions as add-ons to Salesforce's existing functionalities, expanding service offerings within the Salesforce ecosystem.
Cost breakdown of building an app for AppExchange
Understanding the cost breakdown is crucial to budgeting and planning. Let's explore its essential components:
Planning and research (Cost: $5,000 - $20,000+)
This phase involves defining the project scope, gathering requirements, analyzing the market, and researching competitors. While the exact cost depends on project complexity, expect to invest anywhere from $5,000 to over $20,000. Here's how the price can vary:
- Smaller projects may require less time for scoping and research, keeping costs closer to $5,000.
- Complex apps or large-scale initiatives involve extensive market analysis, competitor research, and user feedback gathering, potentially pushing costs upwards of $20,000.
Design (Cost: $5,000 - $30,000+)
Design involves creating graphics, wireframes, prototypes, user interface (UI), and user experience (UX) design. The cost can range from $5,000 to over $30,000 depending on factors like:
- Design complexity: Simple app interfaces require less effort than apps with intricate features and animations.
- Number of screens and functionalities: More screens and features translate to more design work, impacting the cost.
- Design expertise: Hiring experienced UI/UX designers costs more than hiring freelancers with less experience. However, this investment reduces the likelihood of encountering bugs and the need to redesign the app later on.
Development and testing (Cost: $15,000 - $100,000+)
This phase involves writing code, integrating functionalities, and rigorous testing. Here's a breakdown of cost considerations:
- Development complexity: Simple apps with basic features will cost less than those with complex functionalities and integrations.
- Development team experience: More experienced developers will naturally command higher fees, impacting the overall cost.
- Development location: Outsourcing development to regions with lower development rates can be a cost-saving option.
- Testing scope: The extent of testing (unit testing, integration testing, user acceptance testing) will influence the overall cost.
A rough cost estimation for building an app for AppExchange
AppExchange fees
Ways to minimize the cost of app Development
Building a Salesforce app doesn't have to drain your budget. Of course, if you make smart decisions early. Below are five proven strategies we use at Noltic to help clients maximize ROI, reduce rework, and get to market faster without compromising on quality.
Build an MVP first and let real users shape the roadmap
One of the biggest cost traps is trying to build the full product upfront. Instead, focus on your core use case and get a basic version into users’ hands fast.
Example:
If you're building a lead routing app, don’t start with drag-and-drop builders or advanced rule logic. Start with basic assignment rules and reporting. Let feedback drive the next features.
Why it saves money:
You reduce time spent on features users don’t need, shrink your QA scope, and get to market faster.
Partner with a certified PDO to avoid costly rework
A certified Product Development Outsourcer (PDO) isn’t just a dev team; they’re experts in AppExchange compliance, packaging, and architecture.
Why it matters:
PDOs know what will pass the Security Review and how to design for long-term maintainability. That means no last-minute refactors or surprises.
Example:
We’ve seen apps built by in-house teams fail review over avoidable issues like hardcoded permissions or missing FLS checks, doubling their timeline and cost.
Why it saves money:
You avoid rebuilds, delays, and wasted effort on fixes that could’ve been avoided from the start.
Use pre-built Salesforce components when possible
Salesforce provides a comprehensive toolkit, so be sure to utilize it effectively. Don’t reinvent layouts, forms, or UI logic that already exists.
Example:
Instead of building a form from scratch, use lightning-record-form and tweak only what’s needed. For flows and automations, use Flow Builder before writing Apex.
Why it saves money:
Standard components are easier to maintain, faster to build, and upgrade-proof when Salesforce updates its platform.
Don’t over-engineer the UI: clarity beats cleverness
Flashy UIs are expensive and often backfire. Your users care more about clarity than clever animations or overly custom screens.
Example:
For a scheduling app, skip the fancy drag-and-drop interface at first. Use list views and filters. If users want more later, you’ll know what to build.
Why it saves money:
You cut front-end development time, reduce QA scope, and make the app easier to use from day one.
Prioritize testing early to catch issues before they multiply
Bugs found late are expensive. Plan for testing from the start. Write unit tests with your Apex code and build QA into each sprint.
Why it saves money:
You prevent regressions, shorten review time, and avoid last-minute blockers before listing on AppExchange.
How we reduce AppExchange development cost for our clients
At Noltic, we build Salesforce apps with cost-efficiency built into every layer of architecture, process, and team structure.
As a certified Salesforce PDO Expert, we’ve helped companies bring over 20 AppExchange apps to market and successfully launched 5 of our own. That firsthand experience means we know exactly where development budgets often go off track: unclear scope, last-minute Security Review fixes, overly customized components, and unused features.
We help clients avoid those traps by:
- Scoping lean, with a clear line between MVP and future-phase features;
- Designing for AppExchange from day one, so Security Review isn’t an afterthought;
- Using Salesforce-native tools and components where possible, to reduce build time and improve compatibility;
- Bringing in the right expertise at the right time, from architecture to QA to product, not just logging hours
Our clients don’t just choose us for clean code or certifications. They work with us because we treat cost control as part of the delivery strategy. The goal is not just to ship a working app, but to do it without unnecessary spend, while still meeting Salesforce standards for security, performance, and maintainability.
We also provide post-launch support, helping teams evolve their products without bloated budgets or heavy rework. That long-term thinking is built into how we work, from kickoff to listing.
Conclusion: is building an app for AppExchange worth the cost?
Considering the potential benefits and competitive advantages of building an AppExchange app, the cost becomes a worthwhile investment for many organizations. By leveraging the Salesforce platform capabilities and collaborating with expert development teams like Noltic, businesses can create and launch customized Salesforce solutions that meet their specific needs and drive success.
Ready to employ Salesforce's full potential for your business? Noltic is here to transform your vision into reality. With our extensive experience in delivering custom Salesforce solutions across various industries, we are the partner you need to build your AppExchange app. Our team of over 60 engineers and 10 Salesforce Certified Architects has achieved a 4.9 rating on AppExchange through 110+ successful projects and our in-house projects like CheckMyNumber or Tracky.
FAQs
Can I build an app for AppExchange with an in-house development team?
Yes, it is possible to build an app for AppExchange with an in-house team. However, it is essential to ensure your team possesses the necessary Salesforce development expertise and experience. Collaborating with a consulting company like Noltic can provide access to a specialized team dedicated to AppExchange app development, ensuring a smooth and efficient development process.
If you want to build an app for AppExchange with your in-house development team, there are some things to keep in mind.
First, your team needs the right skills and experience. Developing for AppExchange requires a strong understanding of the Salesforce platform, including its features, APIs, and security. If your team isn't familiar with Salesforce development, they'll need training or you might need to hire new people.
Thus, to eliminate all related risks, you can approach Salesforce product development outsourcing companies. For example, we at Noltic already successfully delivered 18+ projects for AppExchange and are familiar with all nuances. Collaboration with such companies can save you time and resources compared to building that expertise in-house. They can also provide project management expertise to keep things on track.
How long does it take to build an app for AppExchange?
The time required to build an app for AppExchange can vary depending on various factors:
- The complexity of your app. Simple apps with basic features can be built in a few weeks, while complex apps with many features and integrations can take several months or even longer.
- Design. A straightforward UI/UX interface will be faster to develop than a custom design with a lot of bells and whistles.
- The capacity of your development team. A dedicated team working solely on your app will finish much faster than a team juggling other projects.
On top of that, good project management and thorough testing can help keep things on track and avoid delays. That’s why the best way to get a specific timeframe for your app is to talk to a Salesforce development expert.
Can I make money by selling my app on AppExchange?
Yes, you can generate revenue by selling your app on AppExchange. AppExchange provides a platform to monetize your app by offering it to a wide range of Salesforce users. However, it's important to consider factors such as the competitive landscape, Salesforce PDO pricing strategies, and marketing efforts to maximize your app's revenue potential.
Here are several steps to evaluate the potential of your future AppExchange app:
- Conduct competitor research. Since AppExchange is a rich ecosystem with numerous offerings, you should understand how demanding your app is. Analyze existing apps that address similar problems and identify any gaps or opportunities for differentiation. This will help you refine your app's value proposition and target the right audience.
- Develop a strategic pricing model. Consider factors like the complexity of your app, the value it delivers to users, and typical pricing for similar solutions on AppExchange. You can choose between a fixed price, a tiered pricing structure based on features, or even a freemium model with a limited free version and paid upgrades for advanced functionalities.
- Invest in marketing. While AppExchange offers some level of discoverability, you should actively promote your app by yourself. Utilize various marketing channels like social media, content marketing, and targeted advertising to reach your ideal customer base within the Salesforce community.
Also, don’t forget about providing a high level of customer support. After all, it’s a key to building a loyal user base and fostering long-term profitable relationships.
.webp)
together