We are in the midst of a major shift towards product-led growth (PLG) in the market. If you’re not yet leveraging a product-centric strategy to drive customer acquisition, innovation, and growth on the AppExchange, you’re going to want to watch this session! In this fifth installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Dave Vacanti, Founder of MagicRobot, a Salesforce-native data attribution intelligence solution. Sean and Dave discuss how MagicRobot has found success in the AppExchange by focusing on the product and innovating through strong partnerships with key early customers.

2. Today’s Speakers:
Sean Hogan
Chief Revenue Officer
CodeScience
Dave Vacanti
Founder and Chief Innovation Officer
MagicRobot

3. ● About CodeScience
● Journey through the AppExchange series overview
● Lessons learned from MagicRobot and their AppExchange Journey
■ About MagicRobot
■ Laser Focus on Product - Market Fit
■ Key lessons learned
● Takeaways and Action steps for all ISVs
● Open Q&A (submit questions via Q&A button)
Agenda

4. About CodeScience

5. Client success: 10% of the AppExchange

6. Journey Through the
AppExchange

7. An ISVs Journey is in motion…….
New
ISV
Struggling
ISV
Selling
ISV
Expanding
ISV
Red Hot
ISV

8. Revenue Stage - Team Design Changes

9. Salesforce ISV Lifecycle:

10. ISVs want to build a Thriving Business:

11. ISV Functions through the AppExchange:
Strategy
Product
Management
Product
Marketing
Marketing
Ops
Sales Ops
Seller’s
Journey
Buyer’s
Journey
Sales
Sales
Engineers
SFDC
Alliances
Marketing Deploy
Support

13. Welcome Dave!
Dave Vacanti
Founder and Chief Innovation Officer
MagicRobot

14. Marketing Attribution

15. Top of Funnel Problem for Marketing
“I donʼt know which activities directly or indirectly contributed
to closed deals (revenue) - individually and in aggregate.”
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● Numerous campaigns, across multiple channels
and content types.
● Prospects are engaging via multiple methods,
devices and platforms.
● Need to attribute and measure which
activities at every touch-point are creating
optimal ROI contributions.
● CRM and marketing automation platforms
donʼt provide the ʻfull-pictureʼ needed to
determine contribution to revenue.

16. MagicAttributionTM
● MagicAttribution is 100% Salesforce native.
● Installs at the core ʻdata warehouseʼ.
● Define which campaigns to run in the future
against historical performance.
● Full automation capabilities (itʼs a robot).
● Enterprise level configurations.
● Definitive, proven, trusted full-path
measurement across multiple data sources.
Reliable and Proven Full-Path Multi-touch Attribution Intelligence
MagicAttribution Delivers
Complete Salesforce Platform attribution technology
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Two use case examples:

17. 17

18. MagicRobot’s Journey

19. Traction
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Notable Clients
● Expansive and proven technology built.
● In-market testing complete.
● Post revenue milestone achieved.
● 35+ paying clients secured.
● Technology operating in both domestic
and international markets.
● No outside funding to-date.
● 2022: Full commercialization.

20. Company Timeline

21. What’s next?

22. Where is MagicRobot now…….
New
ISV
Struggling
ISV
Selling
ISV
Expanding
ISV
Red Hot
ISV

23. Sales &
Marketing
Maximize the Salesforce Partner
Program marketing services (AMP).
Optimize marketing budget w/demand-gen focus:
● Direct response content, email and online
advertising.
● Webinars and live demo events.
● Attend Dreamforce annually.
● Salesforce consultant awareness/EDU.
● Key strategic partner relationships.
● Sales team direct outreach.
Priority Target Markets:
Financial Services, Life Sciences and SaaS B2B.
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Near-Term Goal
SELL MagicAttribution™

24. Key Takeaways

25. Key Takeaways
● Maintain a laser focus on your product
& the core problem you’re solving to
find Market Fit.
● Beta test your product in market with
early customers
● Create a timeline to bring in
experienced leadership to help grow
the company
● Don’t create your product in a vacuum;
partner with your customers to get
feedback
● Don’t be afraid to go all-in on the
Salesforce platform
● Don’t worry too much about Salesforce
entering your space; maintain your
focus
DOʼS DONʼTS

26. Action for all ISVs
Action To do Link
MagicRobot Listing Review Look for Buyerʼs Messaging MagicAttribution
CodeScience Demo Challenge Optimize your demo org
https://bit.ly/3D0pHqX
2022 Product Roadmap Audit
Align with Salesforce &
leverage ISV-ready technology
https://bit.ly/30uukvB

27. Please Submit Your Questions Below
Open Q&A

28. Contact Us:
Sean Hogan
Continue the Conversation
sean@codescience.com
Dave Vacanti
vacanti.d.9966@magicrobot.com