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.

2. Today’s Speakers:
Sean Hogan
CRO
CodeScience
Judy Fainor
Chief Technology Officer
Sparta Systems
Brian Rash
Director, Strategic
Partnerships
Sparta Systems

3. ● About CodeScience
● About Salesforce Partners and how they are driving growth
● Learning how to leverage that opportunity
● Introduction: Sparta Systems
● Sparta Systems’ Partnership Journey
● Key Takeaways
● Q&A
Agenda

4. About CodeScience

5. CodeScience Focus:

6. Client success: 10% of the AppExchange

7. Salesforce Partners Driving the
New Wave of Growth

8. Our partners are critical. We can’t get to
$50B and beyond without them. They not
only have the solution and expertise, but
they have the capacity and connections to
our customers that we don’t. Salesforce
can’t do it alone. We need their help to
drive the scale and the success we need.
- Brian Millham
“ $50B
New Salesforce
economy jobs
through 2024
New business revenue
through 2024
Global
Economic Impact
4.2M
$1.2T
Source: IDC white paper sponsored by Salesforce,
The Salesforce Economic Impact: 4.2 Million New Jobs,
$1.2 Trillion of New Business Revenues from 2019 to 2024,
October 2019. The statements are based on the data from 2019
through 2024.
The
Salesforce
Economy
President, CSG & COO World Wide Distribution
BY 2025
Partners are Essential to Our Path to $50B

9. An Incredible Opportunity to Succeed
Together
1.3x
Partner growth
at the rate of
Salesforce
for every $1
Salesforce makes
by 2024
5 of customers rely
on partners
90%
$
Source: IDC Whitepaper Salesforce Economic Impact 2019
.80

10. Accelerate Development with Customer 360
Platform
Empower Your Customers
Deliver Trust and Innovation
Transform business processes
Improve productivity
Build securely
Innovate continuously
Future-proof your business
Increase collaboration
Source: Nucleus Guidebook
Sponsored by Salesforce
August 2018
Kraig Swensrud
Co-Founder & CEO, Qualified
Jennifer Mercer
Co-Founder & CEO,
Metazoa
Faster
product
development
4-10X

11. Salesforce ISV Lifecycle:

12. ISVs want to build a Thriving Business:

13. Revenue Stage - Team Design Changes

14. An ISVs Journey is in motion…….
New
ISV
Struggling
ISV
Selling
ISV
Expanding
ISV
Red Hot
ISV

15. Welcome Judy & Brian:
Judy Fainor
Chief Technology Officer
Sparta Systems
Brian Rash
Director, Strategic
Partnerships
Sparta Systems

16. About Sparta Systems

17. Confidential - © 2021 by Sparta Systems, a Honeywell Company. All rights reserved.
SPARTA SYSTEMS
25+ Years as the Quality Management Technology Leader
42 of the
Top 50 Pharma 33of the
Top 50 Med Device
1st Purpose built
AI for QMS
1,000+QMS
implementations
~
1MGlobal
QMS users 225+ TrackWise
Digital customers
LIFE SCIENCES
INDUSTRY
QUALITY
MANAGEMENT
F
D
A
I
S
O

18. Sparta Systems’
Partnership Journey

19. Confidential - © 2021 by Sparta Systems, a Honeywell Company. All rights reserved.
SPARTA SYSTEMS
Milestones and Growth
2016-18 2019 2020 2021 2022
Sparta
Systems
acquires 123
Compliance,
joins
AppExchange
TrackWise
Digital
launched,
bringing
best-in-class
QMS to
Salesforce
platform
Summit
Partner
Level
reached
240%
CAGR
Sparta
Systems
rolls out full
Global
Salesforce
team
Honeywell
announces
$1.3B
acquisition
of Sparta
Systems

20. Sparta’s Challenge & Opportunity
Product
On-Prem
Enterprise Install base
Acquired
Salesforce
ISV
IAAS

21. Key Takeaways

22. Key Takeaways
● Do create a plan for and work to build
engagement around both technology and
GTM/Distribution plans
● Do adopt and participate in Salesforce
betas and early access pilots; this is a
great way to shape new platform features
● Do leverage Salesforce technical resources
you have access to as much as possible;
especially roadmap sharing as this will
shape your own roadmap and innovation
● Don’t try to make the Salesforce platform
fit perfectly in to your innovation plan
and roadmap - collaborate with Salesforce
and top PDOs to align your tech goals
● Don’t assume Salesforce will come to you
for GTM and Sales Collaboration - you
have to create a executable plan and
share it with your PAM to build something
they can work with
● Don’t under-resource your Salesforce
platform technology or partner teams
DO’S DON’TS

23. Action for All ISVs
Action Resources Salesforce Contact
Salesforce Partner Portal: https://partners.salesforce.com/ mchiocca@salesforce.com
CodeScience Ideation Challenge Demo Optimization Challenge sales@codescience.com

24. Please submit your questions via the Q&A
button at the bottom of your Zoom window
Open Q&A

25. Contact Us:
Thank you
Sean Hogan
sean@codescience.com
Brian Rash
brian.rash@spartasystems.com
Judy Fainor
judy.fainor@spartasystems.com