This document discusses the importance of leveraging platform marketplaces and ecosystems. It makes three key points:
1) Open platforms help drive network effects as they allow more applications and services to be built, attracting more users and partners.
2) Building applications and platforms is about more than just technology - it requires augmenting capabilities, gaining customer trust, and focusing on network effects.
3) Leveraging existing platforms can accelerate growth by providing infrastructure, core capabilities, and access to customers and resources, allowing innovators to focus on their unique applications.
SaaS partnerships, business application marketplaces and ecosystem growth str...Judy Loehr
Secrets to successful SaaS product integrations and partnerships. Details how to select the right strategic partnership opportunities and leverage business application marketplaces to reach new customers.
Originally presented at Openview's 2017 Product Leadership Forum.
While marketing teams swim in a sea of data and information, the future depends on creativity. Establishing a culture of human ingenuity gives purpose to data intelligence, transforms your team, and elevates customer experience.
You'll learn:
-Why being a marketer is more complex than ever before
-What the future of marketing will look like
-Five phases for leading the change from in-person to online experiences
How to Make the Most of Your Event Strategy in 2022Demandbase
Join Demandbase’s Beki Scarbrough, VP of Account-Based Experience, and Asher Mathew, VP of Data Cloud, as they dive into how to combine data and advertising to ensure you get the most of your 2022 event strategy.
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...YuHsuan Chao
Growth strategies should be tailored for the different stages a B2B SaaS is in. Founders should make sure their product, marketing, sales, and support strategies always go hand-in-hand regardless of the stages their companies are at.
Great articles I drew my ideas from:
1. Joel York's Three SaaS Sales Models
http://chaotic-flow.com/saas-startup-strategy-three-saas-sales-models/
2. Guillaume Lerouge's Go-To-Market Strategy for B2B SaaS Companies
https://www.slideshare.net/GuillaumeLerouge1/go-tomarket-strategy-for-b2b-saas-companies
SaaS partnerships, business application marketplaces and ecosystem growth str...Judy Loehr
Secrets to successful SaaS product integrations and partnerships. Details how to select the right strategic partnership opportunities and leverage business application marketplaces to reach new customers.
Originally presented at Openview's 2017 Product Leadership Forum.
While marketing teams swim in a sea of data and information, the future depends on creativity. Establishing a culture of human ingenuity gives purpose to data intelligence, transforms your team, and elevates customer experience.
You'll learn:
-Why being a marketer is more complex than ever before
-What the future of marketing will look like
-Five phases for leading the change from in-person to online experiences
How to Make the Most of Your Event Strategy in 2022Demandbase
Join Demandbase’s Beki Scarbrough, VP of Account-Based Experience, and Asher Mathew, VP of Data Cloud, as they dive into how to combine data and advertising to ensure you get the most of your 2022 event strategy.
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...YuHsuan Chao
Growth strategies should be tailored for the different stages a B2B SaaS is in. Founders should make sure their product, marketing, sales, and support strategies always go hand-in-hand regardless of the stages their companies are at.
Great articles I drew my ideas from:
1. Joel York's Three SaaS Sales Models
http://chaotic-flow.com/saas-startup-strategy-three-saas-sales-models/
2. Guillaume Lerouge's Go-To-Market Strategy for B2B SaaS Companies
https://www.slideshare.net/GuillaumeLerouge1/go-tomarket-strategy-for-b2b-saas-companies
The overall benchmark for the online customer experience has risen dramatically. Businesses are faced with new challenges and will need to experiment with a variety of channels, deploy their budget strategically, and continue to analyze what is working for them. How can you grow your businesses in this busy market? You will need to level up your marketing game.
You’ll learn:
-Tips for personalizing your customer journey
-How to coordinate a cross-channel strategy
-Ways to analyze what’s working in order to grow your business
Journey Through the AppExchange: Product-Led Growth with MagicRobotCodeScience
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.
Marketing Through the Funnel: Tips for Small Yet Powerful TeamsMarketo
Marketing goals are lofty and it often takes a lot of hands on deck to make them happen. But what if you don’t have enough hands? Or budget? Or time?
Join our Commercial Demand Generation team for their webinar, Marketing Through the Funnel: Tips for Small Yet Powerful Teams, to learn how they overcame these common marketing barriers and get some tips for how small teams can scale their efforts throughout the marketing funnel.
You'll learn:
-What mix of channels will help you see the most results
-How marketing automation helps small teams scale
-How to structure small teams in order to get the most done
This webinar will walk you through how Masergy, a leading networking and security solutions company, achieved their growth targets by aligning sales and marketing on their ABM strategy and taking a data-driven approach to scaling their ABM program for sustained growth.
In this webinar, you will learn the following:
-Aligning your team on the buying cycle with the Sirius Demand Unit Waterfall framework
-Key sales and marketing plays you can use at each stage of the Waterfall to jump start your ABM strategy
-How Masergy’s used these plays to fuel their ABM strategy and drive a 20% increase in revenue within 3 months
Speakers:
Malachi Threadgill, Director of Demand Generation, Masergy
Matt Senatore, Service Director, Sirius Decisions
Nipul Chokshi, VP Product Marketing, Lattice Engines
5 Strategies to Supercharge Your Data-Driven MarketingMarketo
The majority of marketers agree — data-driven marketing is an essential practice for any business. But what does it look like to “get it right?” And if your approach is less than sound, what are the consequences?
You'll learn about:
-Why data-driven marketing is so difficult to get right
-How to clean, organize, and manage your database
-Where lead lifecycle marketing and account-based marketing fit into a data-driven approach
-Using your data to create more personalized and engaging experiences
-Implementing the right attribution solution for your organization and team
Marketing automation software or strategy webinarMarketo
“Marketing Automation is no longer an optional solution but … essential to assure business success.”Nucleus Research: “Marketing Automation Drives Business Success” 2019
6 tips to drive SaaS retention in 2020 and beyond | Traction Conf 2019Brightback
The following six principles represent a methodology founded on the belief that the best way to retain customers is to reimagine the cancel experience. Companies could and should be doing more to meet the needs of customers in the moment. Yes, even if that moment is the point of cancel. By taking a systematic approach to retaining customers, SaaS and subscription companies can grow in a long-term, sustainable way.
10 Things to Know About Marketo + B2B MarketingMarketo
Marketers face many challenges when navigating today’s environment: the complexity of MarTech stacks, the ever-increasing number of digital channels, a shift in the engagement landscape, and the expectation for marketing to drive business impact. Marketo helps marketers drive business growth by personalizing complex buyer journeys and uniquely aligning marketing and sales teams across every channel through an omnichannel, all-bound approach. The intent is to give the marketer an operating system to orchestrate the entirety of all marketing activities.
You'll learn Marketo's secrets to:
- Why nearly 5,000 customers leverage the solution every day
- Leveraging its unrivaled suite of marketing applications to help B2B marketers plan, engage, and measure throughout the entire journey, globally
- An open and expansive ecosystem and how it allows for further innovation
Sales Plays to Exceed Quota and Close Out This Year StrongSales Hacker
What You'll Learn:
- Deliver a compelling highly, interactive demo
- Design the ultimate sales presentation
- Avoid discounting by presenting proposals (instead of sending)
- Craft arresting use case stories
- Control meetings with simple meeting management principles
Marketing Analytics 101: How to Prove and Improve Marketing Impact with DataMarketo
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he’ll set the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
Prove Your Marketing Impact: The Fundamentals of Marketing AttributionMarketo
Every marketing team faces the challenge of proving direct impact to the bottom line, but it’s no longer enough to show email metrics or the number of leads generated. In order for marketing to earn its seat at the table, the C-suite needs to know how it translates to revenue for the business.
You'll learn:
-Why attribution is essential to modern marketing teams
-How to establish marketing KPIs that align with business objectives
-How to think like the C-suite in your marketing strategy and reporting
Create Incredible Customer Experiences Using Conversational MarketingMarketo
Customers expect businesses to roll out the red carpet for them at every stage of their journey and on every channel they interact with. However, as most marketers know, creating this experience is easier said than done. So, how can marketers equip themselves with the right tools to help build an outstanding customer experience?
Watch Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, for our webinar, Create Incredible Customer Experiences Using Conversational Marketing, as they discussed how to incorporate web chat tools into your marketing strategy to benefit your customers and prospects, no matter where they are in the marketing funnel.
Un-Break My Heart: Help Your Prospects Love You Again Using Intent DataMarketo
So you have a database of thousands of ‘dead’ leads. How do you find the few that are still interested in hearing from you and get them to love you (again) with content that’s relevant? Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they broke down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritize them for sales.
Strategic Partnerships: The New Key to InnovationCodeScience
Learn how Sparta Systems leverages their Salesforce partnership to drive innovation and what you can learn from their journey.
Partner strategy is a sometimes overlooked aspect of building success in the Salesforce ecosystem, but it is the key to innovation for companies of all sizes. Strategic partnerships can help catalyze and build momentum behind new initiatives and drive new revenue.
This session, moderated by CodeScience Chief Revenue Officer, Sean Hogan, follows the partnership journey of Sparta Systems, a leading provider of quality management solutions. We explore how collaborating with Salesforce has positively impacted their engagement strategy, driven technology innovation and adoption, and accelerated their go to market.
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qual...Sales Hacker
Revenue Summit 2018 San Francisco
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qualification
Speakers:
Jaimie Buss - VP of Sales in Americas, Zendesk
Ran Xiao - Director of Sales & Customer Operations, Zendesk
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
The overall benchmark for the online customer experience has risen dramatically. Businesses are faced with new challenges and will need to experiment with a variety of channels, deploy their budget strategically, and continue to analyze what is working for them. How can you grow your businesses in this busy market? You will need to level up your marketing game.
You’ll learn:
-Tips for personalizing your customer journey
-How to coordinate a cross-channel strategy
-Ways to analyze what’s working in order to grow your business
Journey Through the AppExchange: Product-Led Growth with MagicRobotCodeScience
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.
Marketing Through the Funnel: Tips for Small Yet Powerful TeamsMarketo
Marketing goals are lofty and it often takes a lot of hands on deck to make them happen. But what if you don’t have enough hands? Or budget? Or time?
Join our Commercial Demand Generation team for their webinar, Marketing Through the Funnel: Tips for Small Yet Powerful Teams, to learn how they overcame these common marketing barriers and get some tips for how small teams can scale their efforts throughout the marketing funnel.
You'll learn:
-What mix of channels will help you see the most results
-How marketing automation helps small teams scale
-How to structure small teams in order to get the most done
This webinar will walk you through how Masergy, a leading networking and security solutions company, achieved their growth targets by aligning sales and marketing on their ABM strategy and taking a data-driven approach to scaling their ABM program for sustained growth.
In this webinar, you will learn the following:
-Aligning your team on the buying cycle with the Sirius Demand Unit Waterfall framework
-Key sales and marketing plays you can use at each stage of the Waterfall to jump start your ABM strategy
-How Masergy’s used these plays to fuel their ABM strategy and drive a 20% increase in revenue within 3 months
Speakers:
Malachi Threadgill, Director of Demand Generation, Masergy
Matt Senatore, Service Director, Sirius Decisions
Nipul Chokshi, VP Product Marketing, Lattice Engines
5 Strategies to Supercharge Your Data-Driven MarketingMarketo
The majority of marketers agree — data-driven marketing is an essential practice for any business. But what does it look like to “get it right?” And if your approach is less than sound, what are the consequences?
You'll learn about:
-Why data-driven marketing is so difficult to get right
-How to clean, organize, and manage your database
-Where lead lifecycle marketing and account-based marketing fit into a data-driven approach
-Using your data to create more personalized and engaging experiences
-Implementing the right attribution solution for your organization and team
Marketing automation software or strategy webinarMarketo
“Marketing Automation is no longer an optional solution but … essential to assure business success.”Nucleus Research: “Marketing Automation Drives Business Success” 2019
6 tips to drive SaaS retention in 2020 and beyond | Traction Conf 2019Brightback
The following six principles represent a methodology founded on the belief that the best way to retain customers is to reimagine the cancel experience. Companies could and should be doing more to meet the needs of customers in the moment. Yes, even if that moment is the point of cancel. By taking a systematic approach to retaining customers, SaaS and subscription companies can grow in a long-term, sustainable way.
10 Things to Know About Marketo + B2B MarketingMarketo
Marketers face many challenges when navigating today’s environment: the complexity of MarTech stacks, the ever-increasing number of digital channels, a shift in the engagement landscape, and the expectation for marketing to drive business impact. Marketo helps marketers drive business growth by personalizing complex buyer journeys and uniquely aligning marketing and sales teams across every channel through an omnichannel, all-bound approach. The intent is to give the marketer an operating system to orchestrate the entirety of all marketing activities.
You'll learn Marketo's secrets to:
- Why nearly 5,000 customers leverage the solution every day
- Leveraging its unrivaled suite of marketing applications to help B2B marketers plan, engage, and measure throughout the entire journey, globally
- An open and expansive ecosystem and how it allows for further innovation
Sales Plays to Exceed Quota and Close Out This Year StrongSales Hacker
What You'll Learn:
- Deliver a compelling highly, interactive demo
- Design the ultimate sales presentation
- Avoid discounting by presenting proposals (instead of sending)
- Craft arresting use case stories
- Control meetings with simple meeting management principles
Marketing Analytics 101: How to Prove and Improve Marketing Impact with DataMarketo
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he’ll set the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
Prove Your Marketing Impact: The Fundamentals of Marketing AttributionMarketo
Every marketing team faces the challenge of proving direct impact to the bottom line, but it’s no longer enough to show email metrics or the number of leads generated. In order for marketing to earn its seat at the table, the C-suite needs to know how it translates to revenue for the business.
You'll learn:
-Why attribution is essential to modern marketing teams
-How to establish marketing KPIs that align with business objectives
-How to think like the C-suite in your marketing strategy and reporting
Create Incredible Customer Experiences Using Conversational MarketingMarketo
Customers expect businesses to roll out the red carpet for them at every stage of their journey and on every channel they interact with. However, as most marketers know, creating this experience is easier said than done. So, how can marketers equip themselves with the right tools to help build an outstanding customer experience?
Watch Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, for our webinar, Create Incredible Customer Experiences Using Conversational Marketing, as they discussed how to incorporate web chat tools into your marketing strategy to benefit your customers and prospects, no matter where they are in the marketing funnel.
Un-Break My Heart: Help Your Prospects Love You Again Using Intent DataMarketo
So you have a database of thousands of ‘dead’ leads. How do you find the few that are still interested in hearing from you and get them to love you (again) with content that’s relevant? Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they broke down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritize them for sales.
Strategic Partnerships: The New Key to InnovationCodeScience
Learn how Sparta Systems leverages their Salesforce partnership to drive innovation and what you can learn from their journey.
Partner strategy is a sometimes overlooked aspect of building success in the Salesforce ecosystem, but it is the key to innovation for companies of all sizes. Strategic partnerships can help catalyze and build momentum behind new initiatives and drive new revenue.
This session, moderated by CodeScience Chief Revenue Officer, Sean Hogan, follows the partnership journey of Sparta Systems, a leading provider of quality management solutions. We explore how collaborating with Salesforce has positively impacted their engagement strategy, driven technology innovation and adoption, and accelerated their go to market.
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qual...Sales Hacker
Revenue Summit 2018 San Francisco
Full Funnel Forecasting: Pipeline Metrics, Sales Process and Opportunity Qualification
Speakers:
Jaimie Buss - VP of Sales in Americas, Zendesk
Ran Xiao - Director of Sales & Customer Operations, Zendesk
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
Slides from my keynote at the NHS Conference talking about health clouds and marketing clouds, and how digital technology is connecting patients (and customers), keeping people out of hospital and saving lives.
Salesforce IoT - Using low code orchestrations to achieve immediate resultsScalefactory.eu
Why Servitisation ?
Manufactured goods, whether it are machinery and equipments are becoming more and more commoditised. Globalisation and use of technology has enabled such products to be produced at much lower costs and the speed of imitation and copying has only increased significantly.
It is no longer sufficient to justify the capital cost of the produced goods with the standard explanation of features & benefits it offers. The customer demands today the product to be supported with lifetime service agreements and guaranteed cost of operation.
This requires a servitisation transformation which is not easy to realize and therefore may scare of certain organizations…
How can Salesforce & IoT help to realize this roadmap by Jan Van Den Broeck - Cloud Architect at Salesforce
Summer of Mobile #2: How to Go Mobile on the Salesforce PlatformSalesforce Partners
The enterprise app revolution is here and the opportunity around mobile is massive. The journey to mobile first is no longer just in the consumer space, but has taken flight across enterprises.
Learn about the Salesforce Platform and the flexibility it offers for building Native, Hybrid, or HTML5 mobile apps. Plus, hear from a successful partner about their experience building an app on our trusted and secure platform.
This is the second webinar in our 'Summer of Mobile' webinar series.
Welcome to the Internet of Customers.
It's an Internet of Customers, and we need to reassess how we connect with our customers in a whole new way. Everyone and everything is connected.
You see, some companies pivot to their shareholders. Some companies pivot to their competitors. Some companies pivot to their partners. But at salesforce.com, we pivot to our customers, and we have one message to our customers: Pivot to your customers.
Your customers have the answers. There's never been a more important time to listen and interact and engage with your customers. That is what the new world is about. That is what we are doing here when we talk about the third wave of computing it’s not an Internet of Things, it’s an Internet of Customers.
Appnovation Accelerate Conference - November 18, 2015
Presenter: Chris Tiernan
As a $5 billion company growing 30% YoY, Salesforce prioritizes agility and scalability in everything they do. In this session learn why and how Salesforce leverages open technologies like MuleSoft to create faster time-to-market, increased scalability, and fundamentally change how data is delivered
in their organization.
Internet Of Things: Creativity, Innovation & The Internet of Things IOT WorldReidCarlberg
It's easy to get started with an Internet of Things solution your customers will love. Join me at IOT World in Palo Alto tomorrow June 17 as talk about getting creative in this exploding space.
Rory O’Driscoll - The war is over and the cloud won. What comes next?SaaStock
The COVID recession has not impacted the 20-year love affair investors have had with SaaS. But as the era of "SaaS for X" draws to a close, where are the next opportunities for today's cloud startups? Rory O’Driscoll, partner at Scale Venture Partners and early investor in SaaS pioneers like Box, Docusign, and Bill.com, takes a data-driven look at the evolution of the SaaS market then looks ahead to the next generation of enterprise software: the Intelligent Connected World.
Jacco vanderKooij - This time it’s personal: Business ethics & ego in a globa...SaaStock
The moral imperative for SaaS vendors is the idea that "what got you to this point, will not get you to the next point". Many founders/leaders of a company have achieved their success by bucking the trend and ignoring the advice of trusted advisors. This for many is perceived as having an ego. But this was needed for survival to make it this far. Then suddenly this method stops working. That point has come for many of us, as the problems we face today are far greater than any single company can tackle. It requires companies to work together as a team, it asks for die hard competitors (Apple and Google) to create a unified front, and may even require a joint venture between a multinational and a small start-up with innovative products. This is the time to put your ego in check and let common sense prevail.
Andy Byrne - Your checklist for revenue confidenceSaaStock
How can you create confidence in your revenue outlook at a time when all your planning assumptions have changed? When Covid hit, leading Silicon Valley Venture Capital firms asked Clari CEO Andy Byrne to call on the company’s experience to deliver a series of clinics on this question for CEO’s of portfolio companies. In this practical how-to session Andy shares the checklist of 13 must-do tasks and analyses revenue leaders can take their team through to establish certainty of their revenue outlook. Attendees will get practical guidance on assessing pipeline risk, protecting renewals and finding new sources of growth.
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
Tricia Gellman - Re-think the funnel: High-touch engagements in a low-touch w...SaaStock
It’s official. The digital future is here. It’s not going anywhere, and if you’re not on board, you’re in trouble. So, in this new world where digital channels have become the primary (and sometimes the only) customer-engagement model, how can you adapt and thrive? Tricia Gellman, CMO of Drift will discuss exactly that, and how in a new low-touch world, you can continue to have high-touch engagements and hit your revenue goals. You'll uncover how savvy marketers can “think outside the screen”, optimise different channels and double down on customer experience and communication.
Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.
Rafael Sweary - Shifting priorities, reducing risk and strategizing for the n...SaaStock
COVID-19 sent the entire ecosystem into a new reality. Rafael Sweary, co-founder and president of WalkMe, the leading Digital Adoption Platform will share how WalkMe, with 800+ employees and 10 global offices, quickly adopted its plan and execution and turned the COVID-19 disruption into a big opportunity. The session includes in-depth, multi-faceted explorations of the complex issues (from shifting product priorities to board communication) and provides a practical guide, tips, and proprietary data that you can use in your plan today.
Nathan Latka - Grow 2x during crisis: The secret to Customers, Cash, and Crea...SaaStock
Nathan Latka is a tour-de-force of data. Over the last few months he’s collected 3 tactics for customers, cash, and growth by interviewing 100 SaaS CEO's during COVID. In this session, we'll talk through all 9 tactics so you can:
- Grow your customers even when you think you can't
- Get cash from places you didn't know you had access to
- Drive growth using tactics no one knew about 3 months ago
If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.
Meagen Eisenburg - Marketing in times of crisisSaaStock
The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.
Matt Henderson - Walking the SaaS tightrope: Protecting revenue whilst plotti...SaaStock
For most SaaS companies, now is the time to carefully protect revenue. As lockdown and shelter-in-place measures begin to lift, attention must turn to the economic recovery. SaaS has a major role to play. SaaS improves the efficiency of existing businesses, makes it cheaper and easier to start new ones, and lowers the barriers to economic access. As a result SaaS companies need to combine two modes of thinking: protecting revenue today, whilst plotting growth tomorrow.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
Henry Schuck - Hit Your Number: How ZoomInfo Developed a Winning (and Leading...SaaStock
With the recent COVID-19 crisis and its massive-scale impact on shifting market trends and budgets, sales organizations are now faced with two options: sink or swim. Who is your ideal buyer? What does the new remote selling look like? How can (and should) you adapt? You’ll walk away from this session learning how our best-in-class (now remote) sales team recently blew past our 1,000 demo per day target as well as other major takeaways to help you: Identify your ideal buyer; Shift your selling strategy; Ensure sales effectiveness.
Personio is said to be one of Europe's next unicorns and received a Series C funding led by Accel in January and has the ambitious goal of becoming Europe's leading HR software for SMBs. As we all know, Covid-19 has turned the world upside down and has presented businesses with major, and unthinkable, challenges. Yet as many of us struggle to keep pace with the changing market, Hanno Renner, co-founder and CEO of HR software provider Personio, will share his insights on how he led his team in adapting their growth targets and current strategy to the new situation. We’ll dive into how – with the right team, products, and processes – you can continue to accelerate your growth in any situation, no matter the challenge.
David Skok - How to survive and thrive in the post COVID eraSaaStock
David will start at the very high level analyzing the huge forces that are disrupted the world, and then drop down to how they will cause a major shift in the world equivalent to going through the industrial revolution in a highly compressed timetable. He will look at how the new world is going to be different to the old world. He will then look at the macroeconomic impacts, and then drop down a level to look at the impact on the tech industry, and then drop down to look at the impact this will have on your SaaS business. He will discuss how, as a SaaS entrepreneur/CEO you want to take action to reposition your business for the new world. And finally he will give tactical advice on how to minimize churn and optimize bookings.
Vasco Pedro - The future is here: How humans and AI will propel the hybrid wo...SaaStock
The threat of AI taking over our jobs is a belief that many still have today. But nothing can be further from the truth—as with any disruptive technology, some jobs will be replaced by machines, while many more opportunities will be created and augmented for more efficiency and value. This is evident with the current COVID-19 crisis in how organizations that are utilizing a hybrid workforce of humans and AI-powered virtual agents have been able to optimize the customer experience. While conversational AI provides 24/7 automated self-service, live agents are given more bandwidth to focus on more complex, higher-value work that requires personal interactions.
Tim McCormick - SaaSOptics Case Study: Increasing cash flow in a crisisSaaStock
In this keynote, SaaSOptics CEO Tim McCormick will discuss the difficult balancing act of getting cash in the door by reducing AR balance while also maintaining a positive relationship with your customers in the process. After all, we’re all feeling the effects of COVID-19's economic impact. Attend, and you’ll learn:
-How we reduced AR balance by 70%
-How to automate collections communications
-How to reallocate your resources to better support your customers"
Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).
Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...SaaStock
No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.
Keith Casey - Transform the customer experience with a modern customer identi...SaaStock
With an abundance of devices, increasing reliance on technology, rapidly-evolving customer requirements, and higher expectations for security, privacy, and customer experience, companies who want to succeed must find ways to ensure their customers can engage with their services at any time, from any device, in a secure and safe manner. A modern CIAM solution must not only meet today’s security and compliance standards but create frictionless customer experiences to meet customers where they are in the ways they need. This webinar will focus on key trends to guide organizations as they design a ciam solution that will meet their current and future needs: ciam and iam features are increasingly overlapping; frictionless, consistent omni-channel experiences facilitated by single sign-on; improved developer support; further emphasis on security and compliance
Search and Society: Reimagining Information Access for Radical FuturesBhaskar Mitra
The field of Information retrieval (IR) is currently undergoing a transformative shift, at least partly due to the emerging applications of generative AI to information access. In this talk, we will deliberate on the sociotechnical implications of generative AI for information access. We will argue that there is both a critical necessity and an exciting opportunity for the IR community to re-center our research agendas on societal needs while dismantling the artificial separation between the work on fairness, accountability, transparency, and ethics in IR and the rest of IR research. Instead of adopting a reactionary strategy of trying to mitigate potential social harms from emerging technologies, the community should aim to proactively set the research agenda for the kinds of systems we should build inspired by diverse explicitly stated sociotechnical imaginaries. The sociotechnical imaginaries that underpin the design and development of information access technologies needs to be explicitly articulated, and we need to develop theories of change in context of these diverse perspectives. Our guiding future imaginaries must be informed by other academic fields, such as democratic theory and critical theory, and should be co-developed with social science scholars, legal scholars, civil rights and social justice activists, and artists, among others.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
PHP Frameworks: I want to break free (IPC Berlin 2024)Ralf Eggert
In this presentation, we examine the challenges and limitations of relying too heavily on PHP frameworks in web development. We discuss the history of PHP and its frameworks to understand how this dependence has evolved. The focus will be on providing concrete tips and strategies to reduce reliance on these frameworks, based on real-world examples and practical considerations. The goal is to equip developers with the skills and knowledge to create more flexible and future-proof web applications. We'll explore the importance of maintaining autonomy in a rapidly changing tech landscape and how to make informed decisions in PHP development.
This talk is aimed at encouraging a more independent approach to using PHP frameworks, moving towards a more flexible and future-proof approach to PHP development.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
"Impact of front-end architecture on development cost", Viktor TurskyiFwdays
I have heard many times that architecture is not important for the front-end. Also, many times I have seen how developers implement features on the front-end just following the standard rules for a framework and think that this is enough to successfully launch the project, and then the project fails. How to prevent this and what approach to choose? I have launched dozens of complex projects and during the talk we will analyze which approaches have worked for me and which have not.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Builder.ai Founder Sachin Dev Duggal's Strategic Approach to Create an Innova...Ramesh Iyer
In today's fast-changing business world, Companies that adapt and embrace new ideas often need help to keep up with the competition. However, fostering a culture of innovation takes much work. It takes vision, leadership and willingness to take risks in the right proportion. Sachin Dev Duggal, co-founder of Builder.ai, has perfected the art of this balance, creating a company culture where creativity and growth are nurtured at each stage.
Let's dive deeper into the world of ODC! Ricardo Alves (OutSystems) will join us to tell all about the new Data Fabric. After that, Sezen de Bruijn (OutSystems) will get into the details on how to best design a sturdy architecture within ODC.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
De-mystifying Zero to One: Design Informed Techniques for Greenfield Innovati...
SaaStock 2019 - chris hemingway
1. Who’s Afraid of Leveraging the Platform Play?
ISV Regional VP, Salesforce
Chris Hemingway
2. The link between
platforms &
ecosystems
3 Takeaways
Open platforms
help drive
network effect
Building apps is
not just about
technology
3. Forward Looking Statement
Statement under the Private Securities Litigation Reform Act of 1995
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if
any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-
looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of
product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of
management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments
and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our
service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of
growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and
any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain,
and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling
non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the
financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form
10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the
Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may
not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently
available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
4. We’re in the Middle of a Massive Transformation
Cloud provider revenue is expected to grow 22%+ year-over-yearCloudRevenue
Source: IDC Worldwide Semiannual Public Cloud Services Tracker, May 2018"
$358.4B
$165.9B
$47.6B
5. We Are All Connected
Welcome to the Fourth Industrial Revolution
6. Platform /ˈplæt.fɔːm/
Noun (COMPUTING)
A platform is a group of technologies that are used as a base
upon which other applications, processes or technologies are developed.
7. Marketplace /ˈmɑːkɪtpleɪs/
Middle English word dating back to 1350-1400
Noun:
1. an open area in a town where a market is held.
2. the commercial world; the realm of business, trade, and economics.
3. any sphere considered as a place where ideas, thoughts, artistic creations, etc.,
compete for recognition
8. The Power of Platform Marketplaces: More than Technology
“No matter who you are, most
of the smartest people work
for someone else.”
Bill Joy, Co-Founder,
Sun Microsystems
Augment Core
Capabilities
"The App Store has forever
changed the world of software
and forever has changed all
of our lives”
Tim Cook, CEO, Apple
Customer Love
“Network effects and
ecosystems build moats and
drive stickiness.”
Neeraj Agrawal & Logan Bartlett,
Battery Ventures
Network Effects
9. It’s not about “the cloud”
Growth is driven by the value the cloud unlocks
Trust Ecosystem
Intelligence
Mobility
Innovation
Platform
10. 10 Core Platform Metrics
1. Availability of applications
2. Buyer interface
3. Transacting
4. Contract terms
5. Due Diligence and assurance
6. Management console
7. Intelligence and automation
8. Vision
9. Roadmap
10.Market approach
.
11. 2006 2013 2015 20172011 2016
2 Million
Installs1 Million
Installs
2020
Growing the Strongest Platform & Partner Ecosystem
2019
AppExchange
Launch
3 Million
Installs
4 Million
Installs
5 Million
Installs
7 Million
Installs
10+ Million
Installs
12. Network Effect in Play
Product/
Market fit
Social
Responsibility
Partner
Investments
Knowledge
Base &
Education
Partners &
Services
Platforms &
Marketplaces
15. A Typical PaaS
A typical PaaS
IaaS
Services
and more..
Artificial Intelligence
Analytics
Security, Identity & Compliance
✓ IaaS
✓ + Developer Services
✓ General Purpose
16. ~80%
of any SaaS app is
the same
innovation that delivers the
app’s value
~20%
Utilising Platforms
Behind SaaS Apps
Trusted Infrastructure
Core Capabilities
Distribution Technologies
Your Innovation
18. Constituents of Platform Marketplaces
Access to Technology &
Services
Access to Customers Access to Resources
Thriving Marketplace Trusted Platform Growth Multipliers
19. Summary
• Successful platforms of the future have thriving ecosystems
• Building apps & platforms is not just about technology and tools
• Leverage ready built platforms (real PaaS)
Welcome .. Welcome to and thank you for being here at SaaStock..
What an amazing city Dublin, it’s a home or a platform for so many things, it’s the home of The Irish Stock Exchange, EuroNext, a fantastic platform for trading stocks on.. this will become apparent later !
so let’s start the journey around leveraging the platform play..
TALK TRACK
The AppExchange team wants to make it easier for our customers to find and install applications, and they want to make it easier for your solution to come up for your target market customers.
Over the next 20 minutes or so, we’ll be covering three topics to get you on the right path. First, we’ll give you a quick overview of the AppExchange, including what’s changed in the last year, Then we’ll move on to publishing and design best practices, and last we’ll walk through the resources that are available to you as an inmarket partner. After that we’ve left 15 or so minutes to take any questions you may have.
Key Message:
Salesforce is a publicly traded company. Customers should make buying decisions only on products that are commercially available.
Talk Track:
Before I begin, just a quick note that you should base your purchasing decisions on products and services that are currently available.
Key Message:
Customers switching to cloud-based technology spend at a massive rate.
We all know cloud is where new technology is headed.
Talk Track:
It’s no secret we’re in the middle of a massive transformation. The cloud is now undeniably the industry standard in enabling organizations large and small to transform.
Key Messages
People are more connected than ever before
In the Fourth Industrial Revolution, businesses must be just as smart, always-on, and as connected as consumers are
Talk Track
Today, we are going through an amazing digital transformation, where every customer is connected and every customer expects the companies they do business with to connect them in new ways.
As companies, we need to deliver on this expectation. We need to make this transformation.
Companies like Marriott are doing this. They are connecting their hotel rooms, and their mobile app so customers can unlock their doors, check-in automatically, and text a concierge when they need service in their room. Marriott has over 110M guests in their loyalty programs, and can service millions of guest preferences.
For Kone, this means connecting elevators to anticipate service needs for their customers before they have problems. This is critical since they’re moving more than 1B people every day on their escalators and elevators.
[Tell a personal story of a connected device/experience or share a customer story].
Example: As for myself, I have a connected home. In my home, my sprinklers are connected to weather sensors so they know ahead of time when it is going to rain so they don’t turn on. My thermostat is connected; security is connected, and so on.
Today, not every company is connected to their customers in the Fourth Industrial Revolution – and this is the big challenge. We have lots of systems and data to connect together. But this is where Salesforce can help.
Transition
We want to show you how Salesforce can bring you into the Fourth Industrial Revolution.
Joys Law – highlights the need for an ecosystem – to “effectively” recruit talent to augment your own company’s core capabilities
Network effect - Systems and Data attract more information and data – it helps add value to existing systems and helps increase the value people derive from a market place – creating stickiness
Network Effect - As defined by Investopedia - A phenomenon wherein increased numbers of people or participants improve the value of a good or service.
Cook said more than 140 billion apps have been downloaded, adding that the number of downloads is up more than 100 percent year-over-year. "It is phenomenal, and the growth is literally off the charts," he said.
Solve a wider range of customer problems
5 Facts Apple Investors Should Know About the App Store
App developers earned $20 billion last year. Apple paid out $20 billion to iOS developers in 2016. … and over 20Bn IOS developers
2.2 million apps available. The 2.2 million apps available for download in the App Store represent a 20% increase year over year. … (500 in 2008)
$240 million in sales on New Year's Day. … It shifted $240 million in apps on New Year’s Day 2017, up from $144 million the previous year. In 2018 it shifted $300 million in apps.
$2.7 billion in subscription revenue. ...
China grew 90%
Steve Jobs - 2008 launch
Key Message:
The cloud is so much more than just a technology delivery method. The cloud opens you up to an ecosystem that allows everyone to succeed together.
Talk Track:
But, the truth is it’s not about “The Cloud” anymore.
It’s about the value the cloud has unlocked for customers.
They expect the highest standards of Trust, that is Security, Performance and Availability, whether they are a small business or a multi-national.
They expect their software to be delivered as a service. A service that is constantly innovating and improving, without the need for costly, painful and time consuming upgrades. And if it doesn’t meet their expectations, they’ll simply subscribe to another service
They expect to be able to get the job done anywhere, at any time on any device.
They expect to unlock deep business value through analytics and AI applied to their data
And they expect a world without silos. They expect an ecosystem of applications and partners ships that will work seamlessly together to deliver the value they need
And that ecosystem has, for many years, been core to what makes Salesforce successful.
Key Message:
The AppExchange marketplace is the place to grow your business as an ISV.
Talk Track:
The ecosystem that we’ve built together with ISV partners is one where we’ll continue to win together. The future looks extremely bright for our ecosystem and there’s no sign of slowing down. In fact, by 2020, we expect to have more than 10 million installs from the AppExchange.
When we first started this journey together on AppExchange in 2006, it started purely as an app directory. In 2011, we talked to customers and partners and got feedback on what they wanted to see improved and added easier navigation and a better UI in AppExchange. Now in 2018, the 4th industrial revolution, we’re making sure AppExchange has the intelligent features they expect - a smarter AppExchange, the Salesforce store.
Our customers are hungry for solutions that will help them solve their business challenges and the opportunity is with AppExchange ISV partners.
3 core components
Objective to flip where your effort is put.. to help you maximise returns
A platform with services should allow this to happen
Purpose of this slide:
Explain the high benefit of using our Platform - not reinvesting the wheel which gets the partner to market faster.
This slide should be used by the PAM. If a TE is pitching this deck they should start with this slide then go deeper into the “chiclet” slide after
Key message:
80/20 rule: Do not reinvent the wheel when it comes to building technology.
By not reinventing the wheel, you can get to market faster with our Platform
Leverage our platform services that don’t make a difference for your app when building for the Salesforce customer base/”market” outlined in the previous section
Example Talk Track:
The first thing to highlight is that our platform is fundamentally different to other Platforms in the market.
While most platforms are start of life providing Infrastructure-as-a-Service, and then layering additional value adding capabilitioes on top, we take the opposite approach
Our start point is the exact same Platform that we use to deliver OUR products to OUR customers. And we then unbundle that platform and share it with our partners, so that they can use the same capabilities to build and deliver THEIR products to THEIR customers. And what that means is that, every time we introduce a new feature, capability or innovation, we make also make it available to our partners as soon as we can.
<Click> And it turns out that this is a really valuable for partners, because in software as in life, the 80/20 rules applies.
If you think about building any SaaS application, 80% of every app is basically the same: You’re going to need Trusted Infrastructure, you’re going to need core capabilities like identity, workflow, reporting, search, etc etc and your going to need the ability to sell, distribute, licence, support and upgrade your app.
<Click> But, while those things are incredibly important, they’re not what delivers value to your customers. It’s your innovation, the 20% that sits on top that provides the value.
Our goal is to provide you with the 80%, so you can focus on your innovation, getting to market, and to value, faster
Key Message:
Access to Customers: The program provides access to our customers through AppExchange, the #1 cloud marketplace
Access to Technology: Our technology and platform allows our partners to leverage capabilities to align with the needs of the customers they’re after on AppExchange
Access to Resources: By being a partner, these companies get to leverage the multiplier effect which will help them grow faster
Talk Track:
The way these partners succeed in the Salesforce Ecosystem is through the Salesforce AppExchange Partner Program, which helps independent software companies achieve massive growth with us.
Today, I’m going to talk to you about three things: Customers, Technology and Resources
AppExchange provides access to our customer base through the world’s #1 SaaS marketplace. In fact it was also the world’s first app marketplace, predating Apple’s AppStore by a couple of years, inspired by a conversation between our founder, Marc Benioff, and the late Steve Jobs
The AppExchange Partner Program provides access to Technology through the same platform that is trusted by some of the world’s leading companies. A Platform that will give you the ability to build a solution that exceeds even the most sophisticated customer expectations. Leverage as much as you’d like, whether it’s an API connection, fully native, and everything in between.
Finally, we have many types of resources that will act as growth multipliers, helping you achieve massives scale when growing in the ecosystem.
Our goal here is share the technology and knowledge that we have gained over the past 19 years building the world’s leading SaaS business, so that together we can build the best possible solutions to our customer’s challenges.
Transition: I’m going to start by talking about the market opportunity with our customers.
Platform Marketplace
Apps & Platform is more than just technology
Build Network Effect
Focus your 80% effort on what drives real customer value
Frees resource to build your ecosystem and Network Effect