Webinar: Acting Like a Top 25 Salesforce ISV - Designing Trial Experiences that Boost Close Rates and Help ISVs Sell with Salesforce

1. Placeholder for title slide

2. Today’s Speakers: Sean Hogan CRO CodeScience Mike Davis Founder GTM Guides

3. ● Acting like a Top 25 ISV overview ● About CodeScience & Mike Davis ● Trial Experience - Buyer’s Journey Design Overview: ■ Target Audiences ■ Tools to Optimize ■ Resources to help you ● Open Q&A in chat please Agenda

4. About CodeScience:

5. Client success: 10% of the AppExchange

6. Revenue Stage - Team Design Changes

7. Acting Like a Top 25 ISV

8. Top 25 ISVs Connect Strategy to Functions Strategy Product Management Product Marketing Marketing Ops Sales Ops Customer Success Finance Sales Sales Engineers SFDC Alliances Marketing Support Deploy

9. Part 1: Insights to Grow Your Business - Appinium Part 2: Product Marketing Strategies - OwnBackup Part 3: Demo Org Optimization - nCino Part 4: How Tech Support Drives ACV Growth - CodeScience Part 5: Designing a GTM Alliances Team Part 6: Designing your Trial Experience & Buyer’s Journey Part 7: Enabling your GTM teams to the Buyer’s Journey Part 8: Appinium’s Trial to Close Buyer’s Experience Top 25 ISV Series in Review

10. Defining Trial Experience

11. Trial Experience = Buyer’s Journey + Your App

12. Buyer’s Journey + Team + Tech = Trial Experience Strategy Product Management Target Buyer App Exchange Listing Product Marketing Trial Tech Report & Dashboard Sales Alliances SEs Demo Org Personas User Switcher

13. Trial Experience Design: (Welcome Mike!) Technology Selection Buyer’s Journey Enablement Optimization Outcomes Today’s Focus

14. Mike Davis GTM Guides & TaskRay mike@gtmguides.com +1 720.316.5201 linkedin.com/in/techmikedavis/

15. Buyer Journey Trends

16. Trends & Traps Mike Sees - Buyer’s Journey Build It & They Will Come Curiosity & Sales Basics AppExchange Excellence

17. Frictionless & Multi-Channel

18. Stories that Sell Conﬁdential 1 Buyer Journey Multi Channel Touch Points: QUICK TIP - Each receiver of your story needs differing levels of detail and different messaging Engages Your Team

19. Stories that Sell Conﬁdential Design Buyer Stories for: Customers Salesforce Internal

20. Customer Data Point: 50% Admin Rights 50% No Admin Rights AppExchange Visitors:

21. Stories that Sell Conﬁdential Stories for Customers: QUICK TIP - Business buyers at enterprise clients often struggle for trials in their Production/Sandbox Orgs Challenge: ■ The culture in the Salesforce ecosystem demands a hands-on evaluation Solution: ■ Persona(s), Market Segment, Industry, and focus on Outcomes is everything Tools: ■ Test Drive, Free Trial, and Trialforce are storytelling tools.

22. Lessons Learned:

23. Stories that Sell Conﬁdential 1 Customer Journey begins: QUICK TIP - Each receiver of your story needs differing levels of detail and different messaging Engages Your Team

24. Stories that Sell Conﬁdential Stories to Salesforce an ISV Needs to Tell Challenge: ■ SEs need to solve customer problems that the AE or CSM identiﬁes with the customer with their products at the center Solution: ■ All customer demos start from the SDO or an IDO Tool: ■ ISVs can now build extension packages that are aware of the SDO/IDO and facilitate setup in <5 minutes, with demo materials QUICK TIP - Don’t expect to get “in” the SDO, build an extension app that is aware of the SDO

25. SDO | IDO Excellence by ISVs https://www.accountingseed.com/sdohttps://taskray.com/sdo-onboarding/https://info.cognism.com/salesforce- partner-demo-kit

26. Stories that Sell Conﬁdential 1 Salesforce Action Journey: QUICK TIP - Each receiver of your story needs differing levels of detail and different messaging Engages Your Team

27. Stories that Sell Conﬁdential Internal Stories an ISV Needs to Tell Challenge: ■ Predictable Demo Environment ■ Clean - Relevant Data Solution: ■ Persona Based Outcome Stories to Target Buyers with known Budget Tools & Outcomes: ■ User Switcher ■ Trialforce Investment: No tech Cases to spin up & accelerate demo prep and close rates QUICK TIP - Light customization with a logo or ﬁeld name change can make a big impact for the customer

28. Stories that Sell Conﬁdential 1 Employee Buyer Journey to Close Rates: QUICK TIP - Each receiver of your story needs differing levels of detail and different messaging Engages Your Team

29. Trialforce | Demo Org Excellence: https://learn.codescience.com/top-25-salesforce-isv-demo-org-optimization.html

30. Design Done - Now Tech

31. Pick 1 or More Tech Frameworks: Demo Environment Customer Trial Experience Salesforce SDO | IDO

32. Nuances and Considerations Native v Composite ICP & Industries “Size” of your App and PS footprint Employee Segment Rules: IT Regulatory

33. Aligned Buyer’s Journey to Team & Tech Strategy Product Management Target Buyer App Exchange Listing Product Marketing Trial Tech Report & Dashboard Sales Alliances SEs Demo Org Personas User Switcher

34. RACI for Technologies in the Journey - Large AppExchange Listing & Demo R: VP Marketing/CMO A: Demand Gen Mgr C: VP Sales, Product Marketing I: Sales, SEs Test Drive R: SE Leader A: Lead SE, Marketing Mgr C: Product Management I: Sales, SEs, Demand Gen SDO R: VP Biz Dev/CRO A: Dev, Lead SE C: Product Mkting, Product Mgmt I: SEs, Sales Trialforce R: SE Leader A: Product Mgmt, Lead SE C: Dev, Prod Mkting I: SEs, Sales

35. RACI for Technologies in the Journey - Small AppExchange Listing & Demo R: VP Marketing/CEO A: VP Marketing/CEO C: VP Sales, Sales I: Everyone! Test Drive R: VP Sales/CEO A: CTO, Sales (SE) C: VP Marketing I: Everyone! SDO (probably too early) R: VP Sales/CEO A: CTO/Sales (SE) C: VP Marketing/Sales I: Everyone! Trialforce R: VP Sales/CEO A: CTO/Sales (SE) C: VP Marketing/Sales I: Everyone!

36. Audit Your Design - NOW

37. Stories that Sell Conﬁdential 1 Audit Your Tech to Buyer Journey: QUICK TIP - Buy a friend a cookie or a glass of wine Engages Your Team

38. Buyer’s Journey: Close Rate Audit Checklist: Tool: Optimized: 3rd Party Reviewed: Your Competitor: Install Optimization Y/N Watch Demo Y/N Test Drive Y/N Get It Now Y/N SDO | IDO Ext Package Y/N Trialforce Y/N Report & Dashboard Y/N Personas & User Switcher Y/N

39. Additional Resources

40. Salesforce ISV Slack Community Value to ISVs: ● Ask best practices advice from a community of Sales Leaders, Alliances Professionals, Founders, and other go-to-market folks ● No-cost way to connect and learn from the greater community - Only for ISVs To learn more go to gtmguides.com/salesforce-isv-slack Salesforce ISV Podcast

41. Mike’s Final Thoughts: Trial Installed! Don’t go hands off! 30-days does not ﬁt all.

42. Trial Experience Next Level Poll: Which subtopic would like to learn more about? 1) AppExchange Optimization 2) Trial Technology Selection 3) Company Enablement to the Trial Experience 4) Onboarding Excellence

43. Time for a Poll Thanks for Participating

44. Please Submit Your Questions Below Open Q&A

45. Contact Us: Sean Hogan Continue the Conversation sean@codescience.com Mike Davis mike@gtmguides.com

46. APPENDIX

47. Additional Resources: AppExchange App Trial Management Module https://trailhead.salesforce.com/en/content/learn/modules/isv_app_trials AppExchange Basics Module https://trailhead.salesforce.com/en/content/learn/modules/appexchange_basics ISVforce Guide: Provide a Free Trial on the AppExchange https://developer.salesforce.com/docs/atlas.en-us.packagingGuide.meta/packagingGuide/free_trial_appexch ange.htm Why Use Trialforce? https://help.salesforce.com/articleView?id=trialforce_why_use.htm&type=5 CodeScience Road to the AppExchange Webinar Series https://www.codescience.com/road-to-appexchange-webinar-series?wchannelid=fg2xc2km22&wmediaid=dbl vg8sjcf https://www.codescience.com/road-to-appexchange-webinar-series?wchannelid=fg2xc2km22&wmediaid=cdr xsijul9

48. RACI for Technologies in the Journey - Large AppExchange Listing & Demo R: VP Marketing/CMO A: Demand Gen Mgr C: VP Sales, Product Marketing I: Sales, SEs Test Drive R: SE Leader A: Lead SE, Marketing Mgr C: Product Management I: Sales, SEs, Demand Gen SDO R: VP Biz Dev/CRO A: Dev, Lead SE C: Product Mkting, Product Mgmt I: SEs, Sales Trialforce R: SE Leader A: Product Mgmt, Lead SE C: Dev, Prod Mkting I: SEs, Sales

49. RACI for Technologies in the Journey - Small AppExchange Listing & Demo R: VP Marketing/CEO A: VP Marketing/CEO C: VP Sales, Sales I: Everyone! Test Drive R: VP Sales/CEO A: CTO, Sales (SE) C: VP Marketing I: Everyone! SDO (probably too early) R: VP Sales/CEO A: CTO/Sales (SE) C: VP Marketing/Sales I: Everyone! Trialforce R: VP Sales/CEO A: CTO/Sales (SE) C: VP Marketing/Sales I: Everyone!

Webinar: Acting Like a Top 25 Salesforce ISV - Designing Trial Experiences that Boost Close Rates and Help ISVs Sell with Salesforce

Esté a ler uma amostra.

Confira estes a seguir

Webinar: Acting Like a Top 25 Salesforce ISV - Designing Trial Experiences that Boost Close Rates and Help ISVs Sell with Salesforce

Mais Conteúdo rRelacionado

Diapositivos para si (20)

Semelhante a Webinar: Acting Like a Top 25 Salesforce ISV - Designing Trial Experiences that Boost Close Rates and Help ISVs Sell with Salesforce (20)

Mais de CodeScience (20)

Mais recentes (20)