Jacob Rouser
Oct 25, 2019

For the past four months, we’ve been on the Road to the AppExchange, where we released short videos capturing important topics for new partners to consider as they make their way to the AppExchange. 

Yesterday marked the final video in our series where we’ve recapped key insights that we heard along the way — you can check it out here. If you’re curious about what our series entailed, you can check it out below.

Key tips to accelerate your Salesforce partnership agreement

For any new partner, getting your partnership agreement right is vital because it sets the stage for your go-to-market strategy. Unless you’ve been through the process before, there are gotchas along the way that can trip you up and slow things down.

We brought together Sean Hogan, CodeScience’s CRO, and Melissa Burnell, Director of AppExchange Partnerships at Salesforce, to share a master’s level session on how to accelerate your partnership agreement.

How to build a plan for submitting for Security Review

Security Review tends to cause partners the most anxiety and worry as they make their way to launching. Without passing Security Review, your application cannot go live on the AppExchange.

Ron Kiker, Manager of Commercial Services, joined Sean to cover what you need to know to set your company up for success for the process. Ron has been part of 50+ successful security reviews and shares tips and tricks he’s learned along the way.

How to supercharge your AppExchange listing and harness the analytics

After Security Review, the next question partners have, “are there any best practices for my AppExchange listing?” Over the past year, Salesforce has rolled out many enhancements to the AppExchange, including better search and more in-depth analytics.

Ron and Sean discuss how your business model shapes your listing strategy and strategies for turning your listing into a lead-driving machine.

How to operationalize your AppExchange GTM strategy

Many new partners fail to realize there is an entire operational arm they must stand up for their app. There are a number of tools to put in place and align with your own business process to ensure leads, deals, and fulfillment happens smoothly. 

Ron and Sean discuss the tools, their use case, and any considerations you need to make along the way to operationalize your go-to-market strategy.

Building an AppExchange deployment plan for new applications

For many new partners, the process of getting your application launched on the Salesforce AppExchange is considered the finish line. Most don’t realize there must be a full plan in place for getting your application into the hands of your customers. From selling your solution to the required customizations needed to get your application up and running, having a plan in place ensures your teams can work effectively and minimize the unexpected bumps that happen along the way.

Sean brings in Nicole Widder, Deployments Project Manager, to discuss what it takes for partners to plan for successful deployments and how to create a feedback cycle that can inform your product-build cycle.

How to leverage Dreamforce for your GTM

Dreamforce ‘19 is right around the corner. For those getting started, Dreamforce can be overwhelming, and without a strategy in place, it can show lackluster results. Sean is joined by Molly Walsh, Director of Marketing, and Errin Murray, Global Alliances Manager, to bring together the information you need to know to get the most from Dreamforce.

We cover strategies for inside the conference, outside the conference, connecting with the Salesforce team, and wrap up with our insider-pro-tips.

How to sell better with Salesforce

Selling with Salesforce can be a challenge for those who have been part of the ecosystem for years. For new partners starting their relationship, we’ve resurfaced a webinar just for you. Erin is joined by Tom Martin CEO of Glance Networks, Tom DiVittorio Chief Product Officer of MapAnything, as well as BJ Lackland, CEO of Lighter Capital, to share what they’ve learned over the years and how to position your product in a light that will resonate with PAMs and AEs.

If you’re looking for more info on what’s next, you should check out our Beginner’s Guide to Salesforce to learn about your business opportunity with Salesforce and discover what success looks like for some of our partners.


Our mission is to help partners thrive on the AppExchange. We’ve built over 250 applications on the Salesforce AppExchange and were the first organization to receive the Master Navigator designation for PDOs from Salesforce. Get in touch to learn more!

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