SaaSguy profile picture
SaaSguy profile picture

SaaSguy

Account Executive

Tycoon
Big Shot
Politicker
+8

Who else sells into the Salesforce Ecosystem? (ISV's, Integrator's, Consultants)

Curious to see if any War Room savages are also selling into the juicy Salesforce ecosystem. I work with a highly regarded ISV and think its a great ecosystem to be a part of.

Are you selling into the Salesforce Ecosystem?

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☁️ Software Tech
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22 comments

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MediocreSalesGuy
Valued Contributor
4
AE (Account Executive)
To @Sunbunny31 ‘s point, it can be great and lucrative IF Salesforce AEs are getting paid on your deals. Otherwise it’s a huge uphill battle. If the prospect asks the AE about your solution, they are likely to either recommend a competing solution that they get Spiffed on even if you are the better fit. This doesn’t apply to all of them, but I also don’t blame them as at the end of the day they’re interested in that $$.
Diablo
Politicker
2
Sr. AE
I am sure it must be great, not into that space as of yet.
SaaSguy
Tycoon
0
Account Executive
Its a great space. There are 200,000 Salesforce customers from tiny mom and pop nonprofits to IBM. If you can sell a product with a wide reach to these accounts its very lucrative. Salesforce is already expensive and hard to get setup to something that can streamline/enhance processes in SFDC is a huge value add.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
It can be tough to get the attention of busy SFDC reps.  There's got to be something in it for them, the same way that you want things to be if a third party wants to "work with you".    I work for a company that has a solution that integrates with the various SFDC clouds and makes it easy to work in both.   For me, having the connection to SFDC makes my solution stickier; because of the partnership, my SFDC partner gets a spiff when the deal closes.
SaaSguy
Tycoon
1
Account Executive
Yeah most ISV's give a percentage to the SDFC rep when a deal closes even if they had no involvement. 
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
I do try to engage them; it can make for an easier time if they even nod and agree that the solutions work together.   
butwhy
Politicker
1
Solutions Engineer
Busy is a...really nice word for many of the reps there that I had to interact with. But yes, getting their attention is a challenge, unless you undercut an upsell deal they are trying to pitch. That gets their attention quite quickly ;) 
buckets1
Politicker
1
AE
Most SFDC reps I’ve worked with act like they are Gods gift to this green earth. That said...they get SPIFFed on my product so nice to have them in my corner on deals.
Avon
Politicker
0
Senior Account Executive
Copado?
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
No, but even if you guess, I won't tell, in order to preserve anonymity.  :)
SaaSguy
Tycoon
1
Account Executive
ha same, gotta keep my anonymity. 
butwhy
Politicker
1
Solutions Engineer
I have worked for three ISVs in my career. Been to eight Dreamforces since 2010ish. Yelled at quite a few douche-ass Core reps due to their insanely bad sales culture. I am excited to be starting a new job at one of their competitors, talk about too big for their britches. 
SaaSguy
Tycoon
1
Account Executive
8 dreamforces! thats awesome - its a shame thats a huge source of leads for my company and basically was neutered this year.
butwhy
Politicker
0
Solutions Engineer
Yeah, I thought they way they did it this year was very weird and kind of undercut the...entire point. Dreamforce back in the early days was kind of like Twitter, I have a lot of nostalgia for it - very democratizing for the "every man/woman." I used to meet Harris and Marc in person at the Q&A they did the last day that no one ever went to because they were all flying back, wait in line to be second row for my favorite business people, swing in the hammocks in between the Moscone Centers before you had to wait in line for two days, and get RTed by celebrities, and have insanely close pictures of people like Hillary Clinton, Sean Penn, and the Beach Boys. It changed a lot after 2015-ish when Trailhead was a bigger thing and it was 175k people. 

"Old woman yells at Cloud"
BillyHoyle
Tycoon
1
Senior Account Executive
I spent several years working for a consultancy in the ecosystem. Honestly, wasn't for me. Being dependent on Salesforce AEs in order to source deals just felt like I wasn't in control of my own fate at times.

The expense accounts were pretty nice though!
SaaSguy
Tycoon
0
Account Executive
I see how that could be a limiting factor. I can basically self source opp's for myself and also get some from SFDC AE's and other consulting partners so its a good mix
JMSwiggidy
Politicker
0
Enterprise Account Executive
I’m relatively new to the ecosystem, been a SFDC new logo core AE for 6 months now. From what I’ve heard and seen, it’s a super lucrative ecosystem and you can leverage relationships in a multitude of ways. Seen people who have been at Salesforce, ISV and SIs and have run the gambit. Although probably a lot of people here with more experience than myself!
SaaSguy
Tycoon
0
Account Executive
Very cool! I work for an ISV thats in the Summit partner category - I wonder if we have some overlapped accounts!
JMSwiggidy
Politicker
0
Enterprise Account Executive
Might have a few! I support a particular part of the mid-Atlantic region. Happy to take it offline and connect. Just don’t want to give out too much info here.
Flippinghubs
Opinionated
0
Account Executive
I dont speak spanish 
Jewcan_Sam81
Politicker
0
Account Executive
We do a partner integration with our software, the company we use is a bit hit or miss on the quality of their work but the tool is next level
Maximas
Tycoon
0
Senior Sales Executive
Congrats!

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