AppChat Brian Walsh

Ron Huddleston, Chief Partner Officer at Twilio, joins the AppChat Podcast to discuss the importance of building out ecosystems and the differences he has seen building multiple ecosystems for various companies. Other subjects include breaking down various ecosystem models, how Huddleston's previous experience prepared him for working at Twilio, and the importance of trust and credibility in the industry. Here are the key topics, with timestamps, as well as the full interview transcript: Key Topics 00:00-01:58 Introducing the AppChat and our guest, Twilio's Chief Partner Officer Ron Huddleston 1:59-3:28 The challenges of indirect software sales 3:29-8:43 The importance of software companies building out an ISV and/or SI ecosystem 8:44-12:34 The differences in building out an ecosystem for Salesforce and Microsoft 12:35-17:10 The differences between a pure, cloud-based ecosystem, and a hybrid model including cloud and on-premise 17:11-20:02 How much Huddleston uses his previous experiences building ecosystems for Twilio, and how much he has to continue to discover and invent 20:03-25:54 The importance of trust and credibility when building out ecosystems 25:55-29:06 Building an app and sticking to the commitment you made to your ecosystem 29:07-30:22 Closing out and how to get in touch Full Transcript Intro: 00:01 You're listening to the AppChat, a podcast focused on SaaS growth strategies, plus successes in the Salesforce ecosystem, and beyond. Here's your host, CodeScience CEO, Brian Walsh. Brian Walsh: 00:14 All right. We're back on the AppChat Podcast. And today, I'm joined by Ron Huddleston, who, Ron, you have an incredible background when it comes to building out ISV ecosystems. Let me get this right. So you're currently the Chief Partner Officer at Twilio. Ron Huddleston: 00:31 Yeah. Brian Walsh: 00:32 Before that, CVP, One Commercial Partner organization at Microsoft. Ron Huddleston: 00:35 Yeah. Brian Walsh: 00:36 SVP of the AppExchange at Salesforce. Ron Huddleston: 00:38 Yep. Brian Walsh: 00:39 And started the OEM, ISV program at Oracle, where you were vice president. Ron Huddleston: 00:44 Yes. Brian Walsh: 00:45 Are there any bigger partner programs in the world to run than that? Ron Huddleston: 00:51 Amazon, maybe, now? Brian Walsh: 00:53 Maybe now, yeah. Ron Huddleston: 00:54 Yeah. Yeah, they're breaking new ground. But the Microsoft thing was definitely a big one. They've all been really fun. I do think that the folks at companies that get to build ecosystems, ISV, or SI, or any type of partner ecosystem, I think that it's probably the most fun job you can have at a bigger technology company, because you get exposed. It's not the same thing over and over. You get to really understand how to work with other folks and understand what's important to them. And so I stuck with it -- it was probably my 20th job at Oracle -- and when I found it and started building it, I just realized it was the most fun, like exciting, interesting, technically satisfying, from a business perspective, satisfying thing you could really do. So just from a personal perspective, I think it's probably the most fun you can have in cloud technology for a job. Unless you're like the CEO of a startup, or doing what you're doing, like building things. But if you're going to work for somebody else, I think it's a great job. Brian Walsh: 01:59 But I mean, I find that sometimes indirect sales, especially indirect software sales, can be extremely challenging. Like you're not actually doing that final license sale. You're lining up the partners and enabling them. I mean, is there something wrong in your head? Ron Huddleston: 02:14 No, there's not. It does carry its own set of complexities. But the strange thing is, whether it was on-premise or the cloud, those complexities repeat each other over, and over, and over again. So there really, after 20-odd years of doing this, there's not much you haven't seen, because where things get complicated is ar

Yeva Roberts of PFL.com joins the AppChat Podcast to share what her role as Senior Director of Strategic Alliances & Innovation entails and how relationship building plays an integral role. Also addressed is the critical gatekeeper role of Salesforce solution engineers, successful tactics PFL uses to interact with them to drive sales, and what to look for in a great Alliances Manager of your own. Here are the key topics, with timestamps, as well as the full interview transcript: Key Topics 00:00-00:50  Introducing the AppChat and our guest, Printing For Less’ Yeva Roberts 00:51-2:23       Defining the role of Strategic Alliances and what it means 2:24-4:37          The history of Printing For Less 4:38-10:42       How Yeva got involved with PFL and the changes she has seen 10:43-11:55      Bridging the digital and print worlds to ensure people understand the value, importance, and opportunity 11:56-15:31       The breakdown of relationship building vs. business development in Strategic Alliances 15:32-20:04     The role of solution engineers and how to interact with them 20:05-22:39     How to identify the SEs that are going to help you the most to get established 22:40-26:21      Tips on managing relationships with your partner account managers (PAMs) 25:32-28:52      PFL's versatility across multiple clouds at Salesforce 28:53-30:15      What to look for in a great Alliances Manager 30:16-30:52      Closing out and how to get in touch Full Transcript Intro: 00:01 You're listening to the AppChat, a podcast focused on SaaS growth strategies, plus successes in the Salesforce ecosystem and beyond. Here's your host, CodeScience CEO, Brian Walsh. Brian Walsh: 00:13 Welcome back everybody. We are back on the AppChat podcast and today I'm joined by someone I think is absolutely fascinating. I had the honor of working with her for the past, I think a year and a half, two years. We've been on and off again, been working on things, having conversations, meeting up at conferences -- and so with us is Yeva Roberts who's the Alliances Manager for PrintingForLess.com. Welcome. Yeva Roberts: 00:39 Thanks, Brian. I'm so excited to be here. Brian Walsh: 00:41 It is great to be here. I'm sorry everybody else doesn't get to see the video of this because your smile just makes me want to speak in a really happy tone. So thank you for that. How would you define your role as an Alliance Manager? What does that mean? Yeva Roberts: 00:56 Wow. So, that's a tough one. So I guess it depends on what stage of growth you're in. As an ISV, I think for us being a startup within a larger company, it means that you get to wear multiple hats. So initially if you're the very first Strategic Alliances, evangelists is what we call each other, you get to be the channel operations person, the channel sales, channel marketing, what have you, because you're really trying to prove your worth in an AppExchange exchange of 4,000 apps. So for you and me, I think it's a matter of just being open to wearing multiple hats and navigating the ecosystem, and being that internal subject matter expert on Salesforce. As well as being that external subject matter expert on PFL, in my case to all the Salesforce solution engineers, account executives, marketing teams, PR, as well as all the SIs and ISV partners. Brian Walsh: 01:55 That is such an interesting role. I once heard it described to me as you're in charge of making sure two large companies, corporations, actually can speak the same language and understand each other. Yeva Roberts: 02:06 Yeah, it's funny. I love that because you're essentially a translator. You're getting to look at the world through a keyhole, really two keyholes, right? So you get to see your worldview as an ISV and then you get to advocate for and evangelize the second worldview of your partnership. Brian Walsh: 02:24 So why don't we back up a second and actually talk about Printing For Less. What is PFL? What

Jay Abraham, founder of the Abraham Group (and departing COO of CloudCraze, acquired by Salesforce in March), joins the AppChat to discuss his fascinating journey from nuclear physicist and submariner to highly-sought-after startup consultant, as well as what goes into a great (read: productive) relationship between a COO and CEO. Also addressed is: defining scale and how an organization prepares for it; how to know your organization needs a COO; and mistakes Abraham learned from in the trenches at CloudCraze and in his career. Here are the key topics, with timestamps, as well as the full interview transcript: Key Topics 00:00-1:56 Introducing the AppChat and our guest, Jay Abraham (formerly of CloudCraze) 1:57-4:35 Abraham's early career as a nuclear physicist and submariner before he held multiple COO positions 4:36-7:40 Experienced gained from handling the outsourcing of American Express' IT infrastructure 7:41-9:53 Transition to becoming COO of CloudCraze 9:54-16:42 The relationship between COO and CEO, and creating processes to delegate responsibilities 16:43-18:42 Defining scale and how an organization prepares for it 18:43-22:46 The cultural shift that happens when processes are defined and put into place 22:47-25:44 At what point does your organization need a COO? 25:45-31:02 How a CEO begins a great partnership with a newly hired COO 31:03-33:56 Giving power to employees to help identify and solve problems cross-functionally 33:57-36:37 Mistakes that Abraham has learned from 36:38-37:31 Closing out and how to get in touch Full Transcript Intro: 00:01 You're listening to the AppChat. A podcast focused on SasS growth strategies, plus successes in the Salesforce ecosystem and beyond. Here's your host, CodeScience CEO, Brian Walsh. Brian Walsh: 00:13 Alright everybody, welcome back to the AppChat podcast. And thrilled to have with us today, Jay Abraham, who is coming to us most recently from CloudCraze, and they're fresh off of their acquisition by Salesforce, which actually just closed last week. Welcome, Jay. Jay Abraham: 00:28 Welcome Brian, thank you very much. Brian Walsh: 00:32 Yeah, absolutely. Jay, before we get into you, give us a little bit of background, who was CloudCraze, talk about the acquisition, just what happened there? Jay Abraham: 00:41 CloudCraze is, I'd say, one of the foremost B2B e-commerce platforms. It's built natively on Salesforce, so it's tremendously helped our growth and scale, and obviously that was recognized by Salesforce by their recent acquisition of us; and I congratulate them on our acquisition and I think they're gonna have a wonderful future in the years ahead. Brian Walsh: 01:02 Fantastic. I think another statement of how amazing the Force.com platform is to be able to support an application this complex, as CloudCraze across so many large enterprise companies. Jay Abraham: 01:14 That's true, I think one of my team members on the product management side, was very appreciative. She came from one of the competitors, and she said that the biggest thing she recognized is that she didn't have to worry about the backend. But she had to worry about customer facing issues, giving them the capabilities they wanted, and that relying upon the Force.com platform allowed them to leverage everything they could -- and there's a whole team at Salesforce, obviously, building upon the Force.com platform. Brian Walsh: 01:47 Yeah it's such an efficient capital spend to not have to worry about that part of your infrastructure, the pager, all of those headcount just to manage what servers are up. Jay Abraham: 01:56 It is. Brian Walsh: 01:57 Awesome, so let's actually back into you, in your role getting there. So I mean you've done the COO role dozens of times in your life? Jay Abraham: 02:07 Officially as a COO, this is probably the first time. But I think I actively fulfilled the role as a Chief Operating Officer in many projects, both working at company's directly as well as being brought in as an

Dory Weiss, VP of Engineering at nCino, joins the AppChat to talk about embracing the Large Scale Scrum (LeSS) methodology in developing cloud banking products on the Salesforce platform. Other subjects include her unusual start as a writer of code, maintaining company values amid growth, “pollinating” ideas across teams, and a way to show off sprint work while having fun in the process. Here are the key topics, with timestamps, as well as the full interview transcript: Key Topics 0:00-2:25: Introducing the AppChat and our guest, nCino VP of Engineering Dory Weiss 2:26-9:23: Weiss’ early career as a graduate student in English, her transition to coding, and the similarities between the two languages and ways of thinking 9:24-15:00: Scaling personally and professionally by sticking with nCino’s culture and core values 15:01-19:02: Giving out football helmet stickers in recognition of core values, and the tight alignment between nCino and CodeScience that stems from culture 19:03-24:29: How to hire, onboard and train a good culture fit -- making it “emotionally safe” for development and growth, and weighing technical and culture qualifications 24:30-30:20: Moving from agile to large scale scrum (LeSS methodologies) and dividing teams while prioritizing the right work to get done for clients 31:21-38:56: Managing scrum relationships and integrating work responsibilities to balance speed needs while reducing silos and “pollinating” across teams 38:57-42:01: The “review bazaar” process for presenting and evaluating sprints like a science fair 42:02-42:50: Closing out and how to get in touch  Full Transcript: Brian Walsh: 00:13 Okay, everybody, welcome back to the AppChat podcast, and this week, as our promise is, we're gonna have colorful people in amazing SaaS companies. We have with us Dory Weiss from nCino, who's VP of engineering. Dory, introduce yourself and nCino. Dory Weiss: 00:28 Hey Brian, yeah, hey. Great to join you. I am Dory Weiss, as you said. I'm the VP of engineering at nCino. I joined nCino in 2013, which is one whole year after nCino started in 2012. I started in 2013 as a developer. I was the fifth developer when I joined and I think I was employee number 38. Now a mere five years later we are just over 450 folks. We've gotten really big. We are spanning a couple of buildings now at this point, which is exciting, and we've gone international, so it has been a crazy ride over the last couple of years. Dory Weiss: 01:11 nCIno, for folks, who are not familiar with us, we are the worldwide leader in cloud banking. What we do is we make it possible for banks to originate financial products more easily and with more transparency into what they're doing. Brian Walsh: 01:27 You're built entirely on the Salesforce platform? Dory Weiss: 01:31 We like to say we're built 99 percent on the Salesforce platform. Brian Walsh: 01:35 There's always some little piece that you have to do outside? Dory Weiss: 01:37 There is a little bit of magic that we can't make work on platform and that makes us a little bit sad, but those things that we need to do off platform, we do. Brian Walsh: 01:47 That's pretty amazing, though, that these large banks ... Because your customers are the who's who of the banking industry, right? Dory Weiss: 01:54 Yeah, I think at this point we have 10 of the top 30 banks in America as our customers in terms of asset size, so yeah, but also not just the largest enterprise banks are customers. We have 180 customers spanning institutions of all sizes. Brian Walsh: 02:16 That's amazing. Alright, so, you're the fifth developer at nCino. How did you get there? You had a very different course to get into becoming the fifth developer and working your way to VPE. Dory Weiss: 02:26 Yeah, frankly I never quite know how I ended up where I ended up. I learned a couple of years ago to stop trying to guess what was gonna come next, because every time I thought I knew where my life was going, something