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Journey Through the AppExchange: From SI to ISV with Virsys12

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Journey Through the AppExchange: From SI to ISV with Virsys12

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In this fourth installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Tammy Hawes, CEO of Virsys12. They’ll discuss how Virsys12 made the move from systems integrator (SI) to ISV, the importance of staying aligned with the Salesforce product roadmap, and valuable lessons other ISVs can learn from their experience.

In this webinar, you’ll learn:
- Key insights from Virsys12’s experience as an SI and how they transitioned from one-off deployments to creating market fit via distributed IP with their Salesforce products
- How Virsys12 found the specific use case they could solve in a repeatable and scalable fashion
- How they refined their internal and Salesforce messaging to differentiate and rise above the “noise”
- Actionable advice any ISV can use to better align with Salesforce’s product roadmap and why this is critical to ongoing innovation and success on the AppExchange.

In this fourth installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Tammy Hawes, CEO of Virsys12. They’ll discuss how Virsys12 made the move from systems integrator (SI) to ISV, the importance of staying aligned with the Salesforce product roadmap, and valuable lessons other ISVs can learn from their experience.

In this webinar, you’ll learn:
- Key insights from Virsys12’s experience as an SI and how they transitioned from one-off deployments to creating market fit via distributed IP with their Salesforce products
- How Virsys12 found the specific use case they could solve in a repeatable and scalable fashion
- How they refined their internal and Salesforce messaging to differentiate and rise above the “noise”
- Actionable advice any ISV can use to better align with Salesforce’s product roadmap and why this is critical to ongoing innovation and success on the AppExchange.

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Journey Through the AppExchange: From SI to ISV with Virsys12

  1. 1. Today’s Speakers: Sean Hogan CRO CodeScience Tammy Hawes CEO and Founder, Virsys12
  2. 2. ● Introduction to CodeScience ● Goal of Journey through the AppExchange series overview ● Introduction to Virsys12 ● Virsys12’s AppExchange Journey ● Key Takeaways and Action Steps for all ISVs ● Open Q&A (submit questions via Q&A button) Agenda
  3. 3. About CodeScience
  4. 4. Client success: 10% of the AppExchange
  5. 5. Goal of Journey Through the AppExchange
  6. 6. Revenue Stage - Team Design Changes
  7. 7. Salesforce ISV Lifecycle
  8. 8. ISVs want to build a Thriving Business
  9. 9. An ISV’s Journey is in motion… New ISV Struggling ISV Selling ISV Expanding ISV Red Hot ISV
  10. 10. Spotlight ISV Success by Functions Strategy Product Management Product Marketing Marketing Ops Sales Ops Seller’s Journey Buyer’s Journey Sales Sales Engineers SFDC Alliances Marketing Deploy Support
  11. 11. Welcome Tammy of Virsys12! Tammy Hawes CEO and Founder, Virsys12
  12. 12. About
  13. 13. Why Healthcare? Why then?
  14. 14. Why shift from Services to Software?
  15. 15. The Healthcare Provider Journey Provider Network Provider Contracting Provider Pre-Enrollment Provider Credentialing Provider Activation Provider Demographics Initial Provider data verification Provider Relationships Ongoing Network Maintenance / Provider directory Our Value Proposition to Salesforce healthcare customers: Automating Provider Lifecycle Management “V12 Network and V12 IPD helps Salesforce Healthcare Customers build and manage provider networks to serve their patients and members in a collaborative way"
  16. 16. 158% Total company Revenue Growth YOY 279% ARR growth YOY Based in Nashville since 2011 snapshot Healthcare “Enterprise” PLM Solutions Leader Focus in US
  17. 17. Journey
  18. 18. How we began
  19. 19. Milestones GTM plan with Vlocity / Salesforce Industries Started as SI Custom build of V12 ACO Rebranded V12 Network Grew ARR 279% YOY 1st investment from Salesforce Ventures 2011 2012 2013 V12 ACO on Appexchange, First Customer 2016 2020 V12 IPD (Heroku and AWS) companion product created Recognized as both SI and ISV. Joint business plan established First Health Plan Payer signed, formal SF product team meetings 2019 2021 2018 2nd investment from Salesforce Ventures
  20. 20. & the Salesforce Ecosystem
  21. 21. Our Value Proposition to the Salesforce Sales Teams HLS Payer and Provider Provider Lifecycle Digital 360: Sell More
  22. 22. Technology + Distribution Blue Halo
  23. 23. So whatʼs next?
  24. 24. Key Takeaways
  25. 25. Key Takeaways ● Know thy customer, stay close and listen to their needs ● Focus and stay true to your mission ● Be an expert and add value in the sales process with Salesforce ● Build your own pipeline & “own it” ● Stay close to Salesforce product teams ● Donʼt spend marketing money on “more,” spend it on quality messaging ● Donʼt underestimate the value of knowledge and best practices your app brings to your customers ● Donʼt put your partnerships above what is right for your customers DOʼS DONʼTS
  26. 26. Action for all ISVs Action To do Link Virsys12 Listings Review Look for Buyer’s Messaging V12 Network 2.0 CodeScience Demo Challenge 10 ISV Cohort https://bit.ly/3D0pHqX 2022 Product Roadmap Audit Align with Salesforce & leverage ISV-ready technology https://bit.ly/30uukvB
  27. 27. ISV Business Functions to review: Acting Like a Top 25 ISV
  28. 28. Please Submit Your Questions Below Open Q&A
  29. 29. Contact Us: Sean Hogan Continue the Conversation sean@codescience.com Tammy Hawes tammy.hawes@virsys12.com

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