How We Got There

Mike Davis
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Подкаст «How We Got There»

Are you trying to get ahead in the Salesforce ecosystem and just wish someone would tell you what to do (and what not to do)? Join Mike Davis of Invisory (invisory.co) as he picks the brains of leaders at successful ISVs and people in the ecosystem to bring you insights you can use.

  1. 19 ФЕВР.

    How We Got There: George Kenessey, CEO of Appiphony

    In today’s episode of How We Got There, I talk with George Kenessey who is the CEO of Appiphony. Appiphony is a Product Development Outsourcer (PDO) and more recently an ISV themselves with Drive Connect on the AppExchange. George is one of the best humans and business leaders in the ecosystem. This conversation took place wayyyy back pre-Dreamforce but I finally got around to releasing it and it’s one of the most insightful ones. George shares his experience of helping companies launch on the AppExchange over the last 15 years as well as their own apps, taking their learnings from the PDO world to their own AppExchange journey. He shares tips relevant to new ISVs going through the security process with Salesforce and then moves into GTM lessons from launching Drive Connect. They designed a PLG motion on the AppExchange, including building a way for customers to sign up for a trial and ability to purchase via Stripe on the backend. The best gtm motion they have found is writing specific content to help their customers and partners solve a problem that is related although not fully solved necessarily by Drive Connect. If you help people do their job for free, they will eventually give you money is something I say often and what George and team are doing over there. Drive Connect has one of the best partner resources pages out there, I encourage you to check it out as you consider how well you are set up to enable SI partners. Link to the episode in the comments (or on Apple Podcasts) This episode is brought to you by Invisory. Invisory is designed to meet you where you are: whether you’re looking to list on the AppExchange, are in the process of listing, or listed and looking to accelerate success. Links: George's LI - https://www.linkedin.com/in/georgekenessey/ Appiphony LI - https://www.linkedin.com/company/appiphony/ Drive Connect AppEx listing - https://appexchange.salesforce.com/appxListingDetail?listingId=a0N3A00000FMlVWUA1 Invisory LI - https://www.linkedin.com/company/invisory-co/ Drive Connect Partner Page - https://driveconnect.me/partner-resources/

    29 мин.

  2. 08.09.2023

    How We Got There: Stephanie Betters, Founder and CEO of Left Main REI

    In today’s episode of How We Got There, I talk with Stephanie Betters who is the Founder and CEO of Left Main REI. Left Main REI is an OEM and (now) ISVforce partner of Salesforce focused on building for companies in the real estate vertical. As a fellow SUNY alum, it was great to hear Stephanie’s story of how she stumbled her way into the Salesforce ecosystem. As many founder stories go, she created Left Main REI after experiencing challenges (and an expensive SOW) in building out Salesforce to fit her business needs. After realizing what she built had a market need in the Salesforce ecosystem, she started working with the Salesforce partnerships team and successfully launched after security review was completed. She shares why she decided to enter both an ISVforce and OEM agreement with Salesforce and where she’s found success in co-selling with Salesforce AEs with a clear way to help them. Now they have over a hundred customers, when they started Stephanie relied heavily on her network and thought leadership before uncovering more advanced motions like Salesforce AMP programs and co-selling. In my opinion, Left Main REI’s focus and having a niche helped them with clarity of the strategy in co-selling with Salesforce AEs. They were able to share SIC codes where they were best when they met more and more AEs. Stephanie’s ability to empathize with the Salesforce AE gave her conviction to pursue the ISVforce agreement after initially just being OEM so they had a harmonious gtm approach with Salesforce. This episode is brought to you by Tequity Advisors. Tequity Advisors is a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies with a focus on the Salesforce ecosystem and beyond! https://www.linkedin.com/in/stephanie-betters-a09b2a59/ https://www.linkedin.com/company/leftmainrei/ https://appexchange.salesforce.com/appxListingDetail?listingId=a0N3A00000FMnPoUAL https://www.linkedin.com/company/tequityadvisors/

    33 мин.

  3. 06.09.2023

    How We Got There: Andrew Walker, Founder of Sanitas Accounting

    In today’s episode of How We Got There, I talk with Andrew Walker, who is the Founder at Sanitas Accounting. I consider Andrew a friend after our time together at TaskRay where he was our full-time CFO after starting as a fractional CFO. His business is now focused on helping smaller software companies with accounting and finance so they can focus on running their business. We reminisce about our learnings alongside each other at TaskRay (where I headed up sales along with other revenue activities) from when he joined the business, including what he worked on in the first 90 days. Andrew shares how he optimized TaskRay’s cash position as we entered the start of the pandemic by incrementally improving our accounts receivable process, including moving our payment terms from Net 30 to Net 7. This created a give-get scenario for our sales team and helped us in our negotiation….in the rare cases when someone actually pushed back! Other topics include legal agreement best practices around what really matters, friction between sales and finance, sales tax (which can pierce the corporate veil), pricing strategy, exiting the business, and more. If you’re a founder without an FTE over finance, this episode is for you! If you are a gtm leader, get in the head of your finance counterpart with some lessons learned. This episode is brought to you by Tequity Advisors. Tequity Advisors is a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies with a focus on the Salesforce ecosystem and beyond! https://www.linkedin.com/in/mrandrewwalker/ https://www.linkedin.com/company/sanitas-accounting-bookkeeping/ https://www.linkedin.com/company/tequityadvisors/

    22 мин.

  4. 05.07.2023

    How We Got There: Jason Hoult, President of Anvil App Works

    In today’s episode of How We Got There, I talk with Jason Hoult, who is the President at Anvil App Works. We talk about the origin story of the business solving problems for his own business before launching as an OEM of Salesforce for a very specific niche. I am consistently inspired by the quality of businesses like Anvil App Works that can be built with an intentional focus like Jason and his team have done. As he puts it, “an overnight success, five years in the making”. Jason shares how building the business bootstrapped helped them at the start then moved to raise a round to facilitate growth by investing in employees slightly before they needed that person. Anvil App Works runs the EOS model to help the company stay focused and execute at a higher level, even helping define their initial target market of John Deere distributors to grow intentionally and learn the market. Since then they have widened to other distributor type organizations to expand their TAM. Jason also shares how they looked to Salesforce for guidance on things like marketing as well as increasing their average deal size by following their model of selling premium support and charging a percentage of annual spend to increase ARR. We talk about a variety of GTM topics and I appreciate Jason’s openness in sharing in this great episode. Resources: Website:⁠ ⁠https://anvilappworks.com/ Jason's LinkedIn: ⁠https://www.linkedin.com/in/jasonhoult/ EOS: https://www.eosworldwide.com/ Behind The Cloud book: https://www.amazon.com/Behind-Cloud-Salesforce-com-Billion-Dollar-Company/dp/0470521163 This episode is brought to you by Tequity Advisors, a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies. They are focused on SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, Adobe and the MSP Clouds. Tequity has already completed 22 transactions in the Salesforce and Salesforce ISV ecosystems. Visit⁠⁠ ⁠tequityadvisors.com⁠⁠⁠ to learn how they Achieve great outcomes for our clients both in valuation and in terms.

    29 мин.

  5. 05.04.2023

    How We Got There: Sam Yarborough, SVP of Partnerships at PFL.com

    In today’s episode of How We Got There, I talk with Sam Yarborough,  (https://www.linkedin.com/in/sam-yarborough-a96b3326/) who is the SVP of Partnerships at PFL (https://www.linkedin.com/company/pflcom/). We talk about rebooting a partnership program but starting with working on their Trailblazer partner score to build momentum and aligning closely with their Partner Account Manager (PAM) to build deep rapport. From there, they started diving deeply into an industry-specific approach vs. just having a horizontal message. Sam and team has built an impressive solution in their instance of Salesforce to track partnerships with Salesforce and SIs in a scalable manner. All Salesforce AEs are now tracked and treated as customers, with marketing focus included. Resources: Website: ⁠https://www.pfl.com/ Sam’s LinkedIn: https://www.linkedin.com/in/sam-yarborough-a96b3326/ This episode is brought to you by Tequity Advisors, a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies. They are focused on SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, Adobe and the MSP Clouds. Tequity has already completed 22 transactions in the Salesforce and Salesforce ISV ecosystems. Visit⁠ ⁠tequityadvisors.com⁠⁠ to learn how they Achieve great outcomes for our clients both in valuation and in terms.

    20 мин.

  6. 29.03.2023

    How We Got There: Cynthia LeCornu, Global Leader of the Salesforce Alliance at Avalara

    In today’s episode of How We Got There, I talk with Cynthia LeCornu  (https://www.linkedin.com/in/cynthialecornu/) who is the Global Leader Salesforce Alliance at Avalara (https://www.linkedin.com/company/avalara/). We talk about aligning to Salesforce’s Customer360 vision, SI partnerships in the ecosystem, how to drive your ISV partner score, and more. Cynthia brings a great energy and depth of experience to her partnerships.  Here’s a closer look at the episode: 1:30 What Avalara does and Cynthia's role  2:20 How did your experience inform your approach at Avalara or working with SI as an ISV? 3:30 Can you give an example to folks who are listening to what    a mutual SI goal might be? 4:39 What's the best go to market program you've ever created or the team's created? 6:16 What are you most proud of that you've accomplished? 7:08 What's a mistake that you've made along the way? 9:15 How you think about prioritization when everything could be a good opportunity? 11:00 From Public to Private again, what's changed, if anything? 13:00 How do you think about partnering?  15:00 Heading into next year, what are you working on these days? 16:10 What can you share about the ISV partner score and how best to maximize, Avalara's performance on it? 23:00 Rapid Fire Questions Resources: Website: www.avalara.com Cynthia’s LinkedIn: https://www.linkedin.com/in/mike-getchis-57075891/ This episode is brought to you by Tequity Advisors, a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies. They are focused on SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, Adobe and the MSP Clouds. Tequity has already completed 22 transactions in the Salesforce and Salesforce ISV ecosystems. Visit ⁠tequityadvisors.com⁠ to learn how they Achieve great outcomes for our clients both in valuation and in terms.

    23 мин.

  7. 09.02.2023

    How We Got There: Tal Frankfurt, Founder and CEO of Cloud For Good

    Before we hop in, thank you for your support on our journey. GTM Guides is now part of InVisory! (https://home.invisory.co/press-release) In today’s episode of How We Got There, I talk with Tal Frankfurt, who is the founder and CEO of Cloud For Good. He shares his journey to the Salesforce ecosystem and to the the US from the early days of Salesforce consulting, starting 13 years ago. Cloud For Good is a Salesforce SI focused on Non-profits, higher ed, and more that now has over 200 employees on their team, Tal is passionate about helping unlock talent by upskilling people to add to the ecosystem with a focus on diverse candidates via apprenticeships with Talent For Good. If you are looking for diverse, well-trained talent please check out Talent For Good. He shares his thoughts on partnering with ISVs from an SI’s point of view. Cloud For Good has over 20 ISV partners listed on their website. First and foremost, does it solve a problem for his clients. Next he evaluates their technology with regards to integration and extensability within Salesforce without customization. Lastly, is the company support. Support requests are inevitable but Tal shares his expectations about alignment with the end client to ensure timely and satisfactory resolution when a problem arises They often give multiple ISV options to their clients vs. just recommending a single solution. His advice to ISVs is to look to enable consultants vs. his sales team. They track their referrals for ISVs and the top ones have had 100s of referrals since they started tracking it. The best way to start a partnership? Come with an existing mutual client and then offer up enablements to their consulting teams that leans into the technical details of your application. As a SI, their top producing lead source is Salesforce AEs who bring them directly into client accounts. He shares openly about their successes and failures in expanding their focus area globally with local offices in Europe with languages, currencies, and employment laws. Resources: Tal’s LinkedIn: https://www.linkedin.com/in/talfrankfurt/ Cloud For Good: https://cloud4good.com/ Talent For Good: https://cloud4good.com/talent-for-good/ This episode is brought to you by Tequity Advisors, a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies. They are focused on SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, Adobe and the MSP Clouds. Tequity has already completed 22 transactions in the Salesforce and Salesforce ISV ecosystems. Visit tequityadvisors.com to learn how they Achieve great outcomes for our clients both in valuation and in terms.

    29 мин.

  8. 04.11.2022

    How We Got There: Mike Getchis, former VP of Sales at Zenkraft and now Partner Solutions Engineer at Bringg

    In today’s episode of How We Got There, I talk with Mike Getchis, who was the VP of Sales at Zenkraft. They were acquired by Brinng earlier this year and he is now Partner Solutions Engineer. Mike was at the helm of Zenkraft’s sales organization which bootstrapped their way to a strategic exit but started his Salesforce journey with hands on keyboard. Zenkraft’s top gtm strategies included working with SIs, Salesforce, and other ISVs. They found that their AppExchange listing was the starting point for the SI community, so focused on giving them partner-ready materials and a quick way to get them in touch with technical resources. The access to technical resources is an important component to any SI partner program that is often overlooked and mirrors my experience at Conga. Mike shares his experience participating in Salesforce Accelerate and how it improved their positioning and execution of aligning with SEs and AEs. Their SDO page is a high water mark for the ecosystem in terms of enabling the Salesforce SEs to demo their solution. And when they close a deal, they are intentional about a bottoms up strategy to share the win with their peers in a lean way. Zenkraft’s app is horizontal so they have a challenge of focus which I hear from a lot of ISVs.  In regards to their AppExchange listing, he speaks to the value from an Account Management perspective of knowing when customers refresh their sandbox and how Test Drive can help drive leads. His secret sauce to having over 300 5-star reviews? Asking them. After a successful implementation or great support experience, their whole team asks them to write a review.  Here’s a closer look at the episode: 1:00 About ZenKraft and How Mike joined the ecosystem  3:00 Salesforce hands on keyboard, what did that teach you about selling in the ecosystem? 4:00 What was the best go to market program that you created there? 9:10 How did you prioritize with a small team that was Bootstrap? 13:20 For folks that haven’t gone through an accelerated program, what would you say to them as they consider applying for a future cohort? 15:44 The importance of the AppExchange  17:28 Tips on improving reviews on the AppExchange 18:42 Through your journey at Zenkraft, what are you most proud of? Resources: AppExchange Listing: https://appexchange.salesforce.com/appxListingDetail?listingId=a0N3A00000DvLFvUAN Website: https://www.bringg.com/ Mike’s LinkedIn: https://www.linkedin.com/in/mike-getchis-57075891/ Salesforce Accelerate: https://www.salesforce.com/campaign/accelerate/ Zenkraft’s Demo Kit: https://zenkraft.com/demokit/retail This episode is brought to you by ISVapp. ISVapp is used by leading Salesforce ISVs and OEMs as the central toolbox to reduce churn, increase renewals, identify upsell potential, and close more deals. ISVapp is the only plug & play solution for the AppExchange AppAnalytics API and provides deep product insights. The set up is easy and takes less than 5 minutes. Visit isvapp.com to learn how you can take advantage of usage data in your app today.

    28 мин.
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Are you trying to get ahead in the Salesforce ecosystem and just wish someone would tell you what to do (and what not to do)? Join Mike Davis of Invisory (invisory.co) as he picks the brains of leaders at successful ISVs and people in the ecosystem to bring you insights you can use.

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    Mike Davis
  • Годы выхода
    2020 - 2024
  • Выпуски
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    Без ненормативной лексики
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    © Mike Davis
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    How We Got There

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