Acting Like a Top 25 Salesforce ISV: How Appinium Applies Buyer's and Seller's Journeys to Close Deals Faster
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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.
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Acting Like a Top 25 Salesforce ISV: How Appinium Applies Buyer's and Seller's Journeys to Close Deals Faster
- 1. Placeholder for title slide
- 2. Today’s Speakers: Sean Hogan CRO CodeScience Steve Jacobson CEO and Founder Appinium
- 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
- 5. Client success: 10% of the AppExchange
- 6. Revenue Stage - Team Design Changes
- 7. Acting Like a Top 25 ISV
- 8. Technology + Distribution Blue Halo
- 9. Acting controlled within the chaos
- 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
- 14. Buyer + Seller Journey + 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
- 15. Trial Experience rests on 3 Pillars Personas Exit Criteria Outcomes
- 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
- 18. Technology + Distribution Blue Halo
- 20. Welcome back, Steve! Steve Jacobson CEO and Founder Appinium
- 21. From Startup to ACV climb one Pitch at a time
- 22. Wins create more wins + refinement:
- 23. Buyers & Influencers Board: Persona s
- 24. 1 & 2 of 3 Pillars: Personas Outcomes
- 25. Dashboards mapped to a Persona Personas Outcomes
- 26. New App for ISVs - User Switcher:
- 27. Trial Experience Innovation: Exit Criteria
- 28. Exit Criteria will come from your prospects: Can I buy Appinium right now? What is Deployment Success? Why is a POC required?
- 29. + V2MOM + Buyer = Client Success Trial Experience Innovation
- 30. Investment Outcomes: Personas Exit Criteria Outcomes Close Rates|Deployment Costs | Renewal Rates
- 31. Your transition from Sales to CEO
- 32. Why the selling connection is getting lost
- 33. Why you make selling - human again?
- 34. What you can do TODAY!
- 35. Build your V2MOM for Buyers & Sellers Trial Experience: Tool: Descriptions: Exit Criteria Vision: Values: Methods: Obstacles: Measures:
- 36. Seller’s Journey: Trial Experience Checklist Tool: Optimized: 3rd Party Reviewed: Your Competitor: Design stages of trial experience Y/N Define trial setup process Y/N Define kickoff Y/N Define checkpoints Y/N Define end of trial meeting Y/N Build trial management tool Y/N Train sales Y/N
- 37. Series Summary: Acting Like a Top 25 ISV
- 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
- 39. Please Submit Your Questions Below Open Q&A
- 40. Contact Us: Sean Hogan Continue the Conversation sean@codescience.com Steve Jacobson sjacobson@appinium.com