spearfishing in the salesforce ecosystem: how to rev up your deal flow

Who is Lighter Capital?

● Lighter Capital is a fintech company that has created a new funding pathway for technology and SaaS companies through revenue-based financing (RBF)

● They provide entrepreneurs up to $2m in capital to grow their startups while retaining equity and control of their business

● To date, they have funded more than 190 companies, including 30 Salesforce AppExchange ISVs

● In September 2016, they announced their $25m AppExchange Fund, dedicated to Salesforce ISVs.

Who is CodeScience?

● Founding partner in the Salesforce Product Development Outsourcing (PDO) Program since 2008

● PDO Program provides app development services to ISVs for Salesforce AppExchange

● Partnered with many clients in various industries to assist in building 100+ apps on the AppExchange

● Certified as PDO Master in 2017

● Clients range from 3 person start-ups to a Fortune 3 company

Tom DiVittorioChief Product Officer,

MapAnything

Speakers

Erin MurrayGlobal Alliances Manager,

CodeScience

Tom MartinCEO,

Glance Networks

Defining Your CompanySECTION ONE

Who is your company? What is your 30-second elevator pitch?

1. Defining Your Company

What is your value prop to the Salesforce ecosystem? Who are your mutual success stories?

1. Defining Your Company

Selling to Salesforce 101SECTION TWO

Where do you start?

2. Selling to Salesforce 101

No customer stories? How do you get your first one?

2. Selling to Salesforce 101

Who is your target within Salesforce?

2. Selling to Salesforce 101

EBU 2k Named Accounts

GB 501-3.5k* emp

MM 101-500 emp

SMB 21-100 emp

ESB 1-20 emp

Know Salesforce’s Org StructureHow is their business structured? Who should you be talking to?

Coverage Model

AEs are aligned by customer size with overlays for some verticals

GB covers up to 3.5k employee companies, excluding Named Accounts

Segments specific to AMER

FinS

erv

Healthcare

SAE

GB

MM

SMB

ESB

Commercial

SmallBusiness

Consum

er

CBU Vert Coverage

The CBU has overlays for three industries, while the EBU has dedicated industry coverage.

2. Selling to Salesforce 101

Best ways to communicate with the Salesforce teams?

2. Selling to Salesforce 101

Motivating the Ecosystem to Sell

SECTION THREE

Who are your internal champions?

3. Motivating the Ecosystem to Sell

Making Social Media work for you

3. Motivating the Ecosystem to Sell

Chatter for the win!

3. Motivating the Ecosystem to Sell

Final ThoughtsSECTION FOUR

4. Final Thoughts

● Clearly define your company and ensure it's messaged for the Salesforce ecosystem.

● Focus on a specific Sales group and generate success in that group before casting your wide net.

● Reduce friction and reap the rewards by making life easy for the Salesforce team. Being a true team player goes a long way.

Contact Us:

Thank you!

sales@codescience.com

www.codescience.com

More questions? We’ve got answers. If you’re coming to Dreamforce, attend our Lunch & Learn on Wednesday, November 8th for a deeper dive in a small setting.

info@lightercapital.com

www.lightercapital.com