5 Stories Of Appexchange Partner Success

STORIES OF APPEXCHANGE PARTNER SUCCESS 5 And why thereës never been a better time to partner with the worldës æŠ CRM

‰Šî INTRODUCTION Thereës never been a better time to partner with the worldës æŠ CRM ‰‹î ACCESSING CUSTOMERS Tenfold scales business with access to over ŠŽ‰k Salesforce customers Table of Contents ‰Œî THE SUPPORT OF AN ECOSYSTEM Conga thrives as a part of a supportive ecosystem of solutionsć ‰î LEVERAGING TECHNOLOGYć Dell Boomi uses Salesforce technology to drive constant innovation ‰Žî THE POWER OF TRUST RingCentral leverages compliance to establish trust with enterprise clients ‰î DELIVERING RESULTSćFAST Absorb LMS develops the solution their customers want in record time ‰î CONCLUSION Advice on getting startedćú straight from our partners

CHAPTER Šá INTRODUCTION Thereës never been a better time to partner with the worldës æŠ CRMç Thereës no doubt about itá Itës anćincredibly exciting time to be a Cloud provider in todayës marketçć ŽŽĭ While the concept of Cloud isnët exactly brand newâ recent years OF LARGE have seen Cloud shift significantly towardćthe mainstream ú and move rapidly upûmarketç So much soâ in factâ that Gartner ENTERPRISES WILL predicts that ŽŽĭ of large enterprises will successfully BE ALL-IN-CLOUD implement an allûinûcloud SaaS strategy by ‹‰‹ŽçÝ BY 2025.* Andâ as more and more enterprises move to implement wallûtoû wall SaaS solutionsâ providers face an enormous opportunityç With the concept of Cloud spreading across new departments and into new industriesâ entirely new markets are opening upćú as evident by the thriving ecosystem of SaaS solutions that have sprung up around and integrate with Salesforceç Looking to capitalize on this momentumè Read on to learnćmore aboutćopportunities forćpartnering your solution with Salesforce ú and why thereës never been a better time than nowç ÝCloud Strategy Leadershipá Gartner Insights on How and Why Leaders Must Implementć Cloud Computingâ ‹‰Šâ David Mitchell Smith Gartner does not endorse any vendorâ product or service depicted in its research publicationsâ and does not advise technology users to select only those vendors with the highest ratings or other designationç Gartner research publications consist of the opinions of Gartnerës research organization and should not be construed as statements of factç Gartner disclaims all warrantiesâ expressed or impliedâ with respect to this researchâ including any warranties of merchantability or fitness for a particular purposeç GARTNER is a registered trademark and service mark of Gartnerâ Incç andíor its affiliates in the UçSç and internationallyâ and is used herein with permissionç All rights reservedç APPEXCHANGEá Place the title of the eûbook in this space

There is an endless amount of ê Everyone can be an functionality within Salesforce that AppExchange partner. could complement the solution you As the Salesforce ecosystem continues to grow and are creating for your clientsâ evolve õan ecosystem that IDC expects will reach Ċ‘Ž’B in GDP impact by ‹‰‹‹Ýöâ Salesforceës channel effectively providing a better overall partnership program has expanded to become more endûproductçê inclusive of emerging tools ú including bots and componentsćú as well as offer several options for how JENNIFER KENNEDY businesses choose to partnerá Director of New Product Development, Absorb LMS NATIVE APPS arećbuiltćfully on top of the Salesforce Platformç COMPOSITE APPSćcombine Salesforce functionality with anćoffûplatform productçć CONNECTOR APPS utilize aćlightweightâ APIû only integration intoćSalesforceç All partnerships benefit from access to Salesforce customersâ the latest innovations in Salesforce technologyâ and the resources of a wider ecosystemçć In the following chapters youëll learn how five partners in particular leveraged these benefits to develop innovative solutions quicklyâ scale their businesses significantlyâ andćú most importantly of allćú give their customers exactly what they wantç ÝSourceá ćIDC White Paper sponsored by Salesforceâ ĂThe Salesforce Economy Forecastá ŒçŒ Million New Jobs and Ċ‘Ž’ Billion New Business Revenue to Be Created from ‹‰Š to ‹‰‹‹âă October ‹‰Š ć

CHAPTERć‹áćACCESSING CUSTOMERS Integrating with Salesforce ê Tenfold scales business with access to has helped the company a growing pool of Salesforce customers. scaleâ as we have been able MEET TENFOLD to leverage the existing Tenfold helps companies increase productivityâ improve customer footprint of customers and experience and enhance the quality of their data through advanced integration of communication platforms into business applicationsâ such work collaboratively with as Salesforceç the Salesforce product and WHY TENFOLD CHOSE TO PARTNER sales organizations to For Tenfoldâ the choice was an obvious oneá êThe integration just made address challenges for sense as it aligned directly with the needs of our customers and target marketâê says Dan Sincavageâ CoûFounder and Chief Strategy Officerç existing and new Furthermoreâ it wasnët difficultá êThe process of integrating with Salesforce customersçê was incredibly seamlessç The APIs are well documented and pretty comprehensive from a capabilities perspectiveçê DAN SINCAVAGE HOW THE INTEGRATIONćHAS IMPACTED BUSINESS Co-Founder & Chief Strategy Officer Founded just under three years agoâ Tenfold now has Š‹‰ employees Tenfold serving over ‰‰ global customersç Part of theirćsecret to scalingè Access to Salesforceës ŠŽ‰kį customersçêWe have seen a meaningful and growing Tenfold Realtime Customer number of opportunities coming from this alignmentâê says Danâ êand we Experience Management have lots of exciting things on the roadmap for ‹‰Š‘ and beyondçê ć APPEXCHANGEá A Complete Guide to the Salesforce ISVć Technic

CHAPTER Œá THE SUPPORT OF AN ECOSYSTEM Conga thrives as a part of a supportive Salesforce operates as a ê community of people ecosystem of solutions. looking to help each otherç MEET CONGA This means there are As one of the earliest AppExchange partners õêWeąve been Salesforce integrated since day oneâê says Eric WongâćVP of Marketingöâ Conga resources availableì if you offers a suite of solutions that simplify and automate dataâ documentâ use themâ you can contract and sales processesç Conga also takes advantage of several of Salesforceës partnership optionsâ offering some apps that are natively mitigate risk of future built on the platform and some that integrate in through connectorsçć challenges and make the entire process of building HOW CONGAćLEVERAGES A GROWING ECOSYSTEM êConga was founded as a purposeûbuilt solution to support and an integrated solution a enhance Salesforceâê says Ericç And as the ecosystem of solutions positive experienceçê around has grownâ the surroundingćcommunity has yielded a wealth of resources that Conga and other businesses in the ecosystem can leverageç The end resultè Growth for everyone involvedç êSalesforce ERIC WONG keeps growing and so do weâê says Ericç VP of Marketing Conga CONGAëS ADVICE TO OTHER BUSINESSES êSpeak to Salesforce usersâ Salesforce MVPsâ other ISVsâ and the many Conga resources who are dedicated toward helping Salesforce ISVs succeedâê Document Generation ĺ says EricçćêThere are many people who want to helpì utilize your Contract Management resources and the experience will be a positive oneçê APPEXCHANGEá Place the title of the eûbook in this space

CHAPTERćáćLEVERAGING TECHNOLOGY ê Given that the Salesforce Dell Boomi uses Salesforce technology and Dell Boomi platforms to drive constant innovation. are both cloudûnative and MEET DELL BOOMI require zero codingâ Dell Boomi offers a cloud platform that enables the movementâ developing and supporting managementâ and governance of data to automate business processesâ including integrationâ master data managementâ EDIâ Salesforce connectors API managementâ and workflow automationç isćincredibly easyçê WHY DELL BOOMIćCHOSE TO PARTNER êSalesforce is an industry leaderâ and we make a point of developing CHRIS MCNABB and supporting connectors to the most widelyûused platforms and CEO Dell Boomi applications on the marketâê saysćChris McNabbâćCEO of Dell Boomiç êA large percentage of our customer base is integrating to Salesforce or otherwise using some component of our platform to Dell Boomi moveâ manageâ and govern data that resides within one or more AtomSphere for Salesforce orgsç That number grows every single monthçê Integration THE PROCESS OF INTEGRATING In addition to gaining access to a wealth of Salesforce customers and a thriving ecosystemâ the partner benefit of gaining access to Salesforce technologyćú an open platform built APIûfirstćú canët be overlookedç For Dell Boomiâ this technology made integration simpleá êGiven that the Salesforce and Dell Boomi platforms are both cloudûnative and require zero codingâ developing and supporting Salesforce connectors isćincredibly easyâê says Chrisç APPEXCHANGEá A Complete Guide to the Salesforce ISVć Technic

CHAPTER ŽáćTHE POWER OF TRUST RingCentral leverages compliance to Security Review took a ê while to complete but was establish trust with enterprise clients. not wasted timeâ as being MEET RINGCENTRAL compliant helps cut down RingCentral empowersćmobile and distributed workforces to be connected anywhere and on any device through voiceâ videoâ our sales cycles with larger team messagingâ collaborationâ SMSâ conferencingâ online companies who meetingsâ contact centerâ and faxç understand how rigorous WHY RINGCENTRAL CHOSE TOćPARTNER the review isçê For RingCentralâ integrating with Salesforce just made senseá êMost CRM users want the ability to initiate calls from inside the DAVID LEE UI of Sales and Service Cloudâê says David Leeâ Vice President VP of Platform Products of Platform Products at RingCentralç êSo we naturally RingCentral complement each other by creating productive workflowsçêć RingCentral PASSING õAND LEVERAGINGö SALESFORCE SECURITY REVIEW Integrated cloud business RingCentral came to appreciate Salesforceës rigorous Security communications Review process once it started opening the doors to new customersá êWeëve had the opportunity to get exposure to customers we might not naturally acquire on our ownâê says Davidç êThe RingCentral for Salesforce integration is our top integrationćby usageç We have seen more interest now that we are enabled for both Classic and Lightning environmentsâ and look to build further workflows for added productivity within the Salesforce Cloudsçê APPEXCHANGEá Place the title of the eûbook in this space

CHAPTERćáćDELIVERING RESULTSćFASTć ê Leveraging a PDO allowed Absorb LMS develops the solution their us to get an app in the customers want 3 in record time. AppExchange faster than MEET ABSORB LMS doing all the heavy lifting Absorb LMS provides a Learning Management System for businesses to inûhouseç Many of our power their internal and external training programsâ with all data synced back to Salesforce for review and reporting needsç prospective and current clients use Salesforce as the WHYćABSORB LMS CHOSE TO PARTNER ĂPartnering with Salesforce was a logical next step for Absorbâ as our hub of all their informationì research indicated that some of our prospective clients were opting to work this allowed us to capture with our competition in the LMS spaceâ simply because they had an existing lightweight integrationâă says Jennifer Kennedyâ Director of New Product that marketçê Developmentç ĂOur integration allows both existing and new clients to connect into Absorb and provides a robust and streamlined approach to JENNIFER KENNEDY Director of New Product user management and reportingçĂ Development, Absorb LMS DELIVERING RESULTS FAST Absorb LMS Once they decided to build an app on AppExchangeâ Absorb LMS enlisted Learning Management System for Salesforce the help of a Product Development Organization õPDOöÝ and managed to hit their goal of launching by Dreamforce ú with a significant payoffá ĂThe Recorded Webinar launch of our app brought us significant dailyâ highûquality leads during our ÝClick here to learn more about how the Absorb LMS team worked with presence at Dreamforceâă says Jenniferç ĂA number of our existing clients PDO Appiphony to launch fasterç that use Salesforce were able to find out more at the eventâ and we are seeing a great deal of interest with our integrationç Overallâ we gained great product recognition and got the conversation started for new and current clients alikeçê

If youąre considering building an integrationâ ê CONCLUSION chances are itąs well worth the investment of The bottom line isâ whether resourcesç The value of Salesforce is very much businesses choose to build solutions on the Salesforce related to the ecosystem that has been built platform or connect in via APIâ around itâ and being a part of that ecosystem a more inclusive and democratic ecosystem is what ê opens up a lot of new opportunitiesç makes the most sense for end customers of both Salesforce DAN SINCAVAGE and Salesforce partnersç Co-Founder & Chief Strategy Officer Tenfold Soâ explore the options available to youâ determine the type of partnership that makes the most sense for your businessâ and figure out how you can leverage the power of an Ċ‘Ž’B ecosystem to do whatës right for your customersç S U C C E S S

THANK YOU Want to learn more about becoming an AppExchange partnerè Check out the link below to get startedç LEARN MORE