Over the past year we’ve brought you key functional tips from top-performing ISVs in the Salesforce AppExchange. In the final webinar of our Acting Like a Top 25 ISV series, CodeScience CRO, Sean Hogan, is joined by Steve Jacobson, CEO and Founder of Appinium, who returns after helping us kick off the series.
Sean and Steve will review how Appinium is achieving commercial success by focusing on the buyer’s and seller’s journeys to qualify and close prospects faster. They’ll showcase some of the ways the Appinium team is adjusting, measuring, and innovating to improve conversion rates.
3. ● About CodeScience & Steve Jacobson of Appinium
● Acting like a Top 25 ISV overview
● Quick review of Part 6 & Part 7 (Buyer’s Journey | Seller’s Journey)
● Showcase Appinium Trial Experience
■ Lessons Learned
■ Tools / Techniques they have Optimize
■ Resources to help you
● Open Q&A in chat please
Agenda
10. 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
11. 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: Trial Experience - Buyer’s Journey Design
Part 7: Trial Experience - Seller’s Journey Design
Part 8: Appinium’s Buyer + Seller Trial to Close showcase
Top 25 ISV Series in Review
16. (Build | Measure | Learn) - Close
Technology
Selection
Buyer’s
Journey
Seller’s
Journey
Part 6 Part 7
Personas Exit Criteria
Outcomes
17. Your Seller’s Journey is a Team Sport:
Customers Salesforce Internal
Sales Team Alliances Team Exec Team
Sales Engineers
Demo Environment|Product Marketing | AppExchange
38. Series Thank You:
Acting Like a Top 25 ISV
Steve Jacobson
CEO and Founder
Appinium
Mike Davis
Founder
GTM Guides
Matthew
Hutchison (Hutch)
Vice President
Product Marketing
OwnBackup
Reid Jackson
Director of of Global
Solution Consulting
nCino
Craig Rosenberg
Distinguished VP,
Analyst
Topo, now Gartner
Ken Cavallon
Vice President, Global
Alliances
Conga