Journey Through the AppExchange: From SI to ISV with Virsys12

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In this fourth installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Tammy Hawes, CEO of Virsys12. They’ll discuss how Virsys12 made the move from systems integrator (SI) to ISV, the importance of staying aligned with the Salesforce product roadmap, and valuable lessons other ISVs can learn from their experience. In this webinar, you’ll learn: - Key insights from Virsys12’s experience as an SI and how they transitioned from one-off deployments to creating market fit via distributed IP with their Salesforce products - How Virsys12 found the specific use case they could solve in a repeatable and scalable fashion - How they refined their internal and Salesforce messaging to differentiate and rise above the “noise” - Actionable advice any ISV can use to better align with Salesforce’s product roadmap and why this is critical to ongoing innovation and success on the AppExchange.

Software

Today’s Speakers:
Sean Hogan
CRO
CodeScience
Tammy Hawes
CEO and Founder,
Virsys12

● Introduction to CodeScience
● Goal of Journey through the AppExchange series overview
● Introduction to Virsys12
● Virsys12’s AppExchange Journey
● Key Takeaways and Action Steps for all ISVs
● Open Q&A (submit questions via Q&A button)
Agenda

An ISV’s Journey is in motion…
New
ISV
Struggling
ISV
Selling
ISV
Expanding
ISV
Red Hot
ISV

Spotlight ISV Success by Functions
Strategy
Product
Management
Product
Marketing
Marketing
Ops
Sales Ops
Seller’s
Journey
Buyer’s
Journey
Sales
Sales
Engineers
SFDC
Alliances
Marketing Deploy
Support

Welcome Tammy of Virsys12!
Tammy Hawes
CEO and Founder,
Virsys12

The Healthcare Provider Journey
Provider Network
Provider Contracting
Provider
Pre-Enrollment
Provider Credentialing
Provider Activation
Provider Demographics
Initial Provider
data veriﬁcation
Provider Relationships
Ongoing Network Maintenance /
Provider directory
Our Value Proposition to Salesforce healthcare customers:
Automating Provider Lifecycle Management
“V12 Network and V12 IPD helps Salesforce Healthcare Customers build and manage provider
networks to serve their patients and members in a collaborative way"

158%
Total company
Revenue
Growth YOY
279%
ARR growth
YOY
Based in Nashville
since 2011
snapshot
Healthcare
“Enterprise”
PLM Solutions
Leader
Focus in
US

Milestones
GTM plan with
Vlocity /
Salesforce
Industries
Started as SI
Custom build
of V12 ACO
Rebranded
V12 Network
Grew ARR
279% YOY
1st
investment
from Salesforce
Ventures
2011 2012 2013
V12 ACO on
Appexchange,
First Customer
2016 2020
V12 IPD (Heroku
and AWS)
companion
product created
Recognized as
both SI and ISV.
Joint business plan
established
First Health
Plan Payer
signed, formal
SF product
team meetings
2019 2021
2018
2nd investment
from Salesforce
Ventures

Our Value Proposition to the Salesforce Sales Teams
HLS Payer and Provider
Provider Lifecycle Digital 360: Sell More

Key Takeaways
● Know thy customer, stay close and listen to their
needs
● Focus and stay true to your mission
● Be an expert and add value in the sales process
with Salesforce
● Build your own pipeline & “own it”
● Stay close to Salesforce product teams
● Donʼt spend marketing money on “more,” spend
it on quality messaging
● Donʼt underestimate the value of knowledge and
best practices your app brings to your customers
● Donʼt put your partnerships above what is right
for your customers
DOʼS DONʼTS

Action for all ISVs
Action To do Link
Virsys12 Listings Review Look for Buyer’s Messaging V12 Network 2.0
CodeScience Demo Challenge 10 ISV Cohort
https://bit.ly/3D0pHqX
2022 Product Roadmap Audit
Align with Salesforce &
leverage ISV-ready technology
https://bit.ly/30uukvB

ISV Business Functions to review:
Acting Like a Top 25 ISV

Please Submit Your Questions Below
Open Q&A

Contact Us:
Sean Hogan
Continue the Conversation
sean@codescience.com
Tammy Hawes
tammy.hawes@virsys12.com

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Foundation models are machine learning models which are easily capable of performing variable tasks on large and huge datasets. FMs have managed to get a lot of attention due to this feature of handling large datasets. It can do text generation, video editing to protein folding and robotics. In case we believe that FMs can help the hospitals and patients in any way, we need to perform some important evaluations, tests to test these assumptions. In this review, we take a walk through Fms and their evaluation regimes assumed clinical value. To clarify on this topic, we reviewed no less than 80 clinical FMs built from the EMR data. We added all the models trained on structured and unstructured data. We are referring to this combination of structured and unstructured EMR data or clinical data.

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Unlocking the Future of AI Agents with Large Language Models

aagamshah0812

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How To Troubleshoot Collaboration Apps for the Modern Connected Worker

ThousandEyes

At TECUNIQUE, we're a stable and steadily growing Indian software services company with over 14 years of industry experience. Specializing in offshore software development and quality assurance services, we've built a reputation for delivering unique and effective solutions to start-ups, software development companies, enterprises, and digital agencies. We pride ourselves on our commitment to excellence and innovation. By blending insightful business domain knowledge with exceptional technical prowess, we craft tailor-made solutions that meet the unique needs of our clients. Our dedicated teams are adept in specific technologies, ensuring seamless integration of skills and delivering reliable, scalable, and high-quality software solutions aligned with our clients' preferences. Bespoke Dedicated Teams: Crafted to meet your specific needs and technology preferences, our dedicated teams are committed to delivering top-notch software solutions. Offshore Software Development: Accelerate your software development and scale up quickly with our 12+ years of expertise in offshore development. Quality Assurance Services: Ensure the quality of your software products with our dedicated teams of experienced QA professionals. IT Staff Augmentation: Overcome skill gaps with our client-centric software team, offering staff augmentation services. Expert Software Services: Unlock our capabilities in custom software development, product development, and quality assurance. Mission and Vision: Our mission at TECUNIQUE is to be the catalyst for our clients' success in the dynamic domain of software development. Rooted in our core values of respect, authenticity, and responsibility, we strive to ease the software outsourcing experience, reducing both time and cost to market for our clients. We envision ourselves as the leading Indian software services company, renowned for our unwavering commitment to excellence and innovation. www.tecunique.com

TECUNIQUE: Success Stories: IT Service provider

mohitmore19

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Right Money Management App For Your Financial Goals

Jhone kinadey

Data spaces in distributed environments should be allowed to evolve in agile ways providing data space owners with large flexibility about which data they store. Agility and heterogeneity, however, jeopardize data exchanges because representations may build on varying ontologies and data consumers may not rely on the semantic correctness of their queries in the context of semantically heterogeneous, evolving data spaces. Graph data spaces are one example of a powerful model for representing and querying data whose semantics may change over time. To assert and enforce conditions on individual graph data spaces, shape languages (e.g SHACL) have been developed. We investigate the question of how querying and programming can be guarded by reasoning over SHACL constraints in a distributed setting and we sketch a picture of how a future landscape based on semantically heterogeneous data spaces might look like.

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Journey Through the AppExchange: From SI to ISV with Virsys12

2. Today’s Speakers: Sean Hogan CRO CodeScience Tammy Hawes CEO and Founder, Virsys12

3. ● Introduction to CodeScience ● Goal of Journey through the AppExchange series overview ● Introduction to Virsys12 ● Virsys12’s AppExchange Journey ● Key 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. Goal of Journey Through the AppExchange

7. Revenue Stage - Team Design Changes

8. Salesforce ISV Lifecycle

9. ISVs want to build a Thriving Business

10. An ISV’s Journey is in motion… New ISV Struggling ISV Selling ISV Expanding ISV Red Hot ISV

11. Spotlight ISV Success by Functions Strategy Product Management Product Marketing Marketing Ops Sales Ops Seller’s Journey Buyer’s Journey Sales Sales Engineers SFDC Alliances Marketing Deploy Support

12. Welcome Tammy of Virsys12! Tammy Hawes CEO and Founder, Virsys12

13. About

14. Why Healthcare? Why then?

15. Why shift from Services to Software?

16. The Healthcare Provider Journey Provider Network Provider Contracting Provider Pre-Enrollment Provider Credentialing Provider Activation Provider Demographics Initial Provider data veriﬁcation Provider Relationships Ongoing Network Maintenance / Provider directory Our Value Proposition to Salesforce healthcare customers: Automating Provider Lifecycle Management “V12 Network and V12 IPD helps Salesforce Healthcare Customers build and manage provider networks to serve their patients and members in a collaborative way"

17. 158% Total company Revenue Growth YOY 279% ARR growth YOY Based in Nashville since 2011 snapshot Healthcare “Enterprise” PLM Solutions Leader Focus in US

18. Journey

19. How we began

20. Milestones GTM plan with Vlocity / Salesforce Industries Started as SI Custom build of V12 ACO Rebranded V12 Network Grew ARR 279% YOY 1st investment from Salesforce Ventures 2011 2012 2013 V12 ACO on Appexchange, First Customer 2016 2020 V12 IPD (Heroku and AWS) companion product created Recognized as both SI and ISV. Joint business plan established First Health Plan Payer signed, formal SF product team meetings 2019 2021 2018 2nd investment from Salesforce Ventures

21. & the Salesforce Ecosystem

22. Our Value Proposition to the Salesforce Sales Teams HLS Payer and Provider Provider Lifecycle Digital 360: Sell More

23. Technology + Distribution Blue Halo

24. So whatʼs next?

25. Key Takeaways

26. Key Takeaways ● Know thy customer, stay close and listen to their needs ● Focus and stay true to your mission ● Be an expert and add value in the sales process with Salesforce ● Build your own pipeline & “own it” ● Stay close to Salesforce product teams ● Donʼt spend marketing money on “more,” spend it on quality messaging ● Donʼt underestimate the value of knowledge and best practices your app brings to your customers ● Donʼt put your partnerships above what is right for your customers DOʼS DONʼTS

27. Action for all ISVs Action To do Link Virsys12 Listings Review Look for Buyer’s Messaging V12 Network 2.0 CodeScience Demo Challenge 10 ISV Cohort https://bit.ly/3D0pHqX 2022 Product Roadmap Audit Align with Salesforce & leverage ISV-ready technology https://bit.ly/30uukvB

28. ISV Business Functions to review: Acting Like a Top 25 ISV

29. Please Submit Your Questions Below Open Q&A

30. Contact Us: Sean Hogan Continue the Conversation sean@codescience.com Tammy Hawes tammy.hawes@virsys12.com

Journey Through the AppExchange: From SI to ISV with Virsys12

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