Jacob Rouser
Jan 27, 2020

Dreamforce ‘19 marked the release of our 3rd Annual State of AppExchange Partner Report. To explore the results, we’re bringing together leading ISVs to discuss their strategies for 2020 and lessons learned from 2019.

Our CEO, Brian Walsh, will be joined by President of Geneia, Heather Lavoie, as well as Director of Strategic Partnerships and Pricing at Sparta Systems, Brian Rash. They’ll discuss:

  • Why we believe the AppExchange has reached the Prime stage

  • The reasons ISV partners are joining the AppExchange and the problems they are trying to solve

  • How partners are investing their revenue to achieve growth

  • Partner success and areas of opportunity within the AppExchange

  • And much more!

Our webinar will kick off at 1pm ET/10am PT on Thursday, February 13th — register here. Registrants will receive a copy of the slides, the recording of the session, and a copy of the report.

To set the stage, we’re going to summarize our executive summary and explore the theme of Prime Time.

Prime Time

Prime Time is based on Ichak Adizes’ Corporate Lifecycle Model, which enables the diagnosis of organizational systems and challenges. By all measures, the AppExchange sits squarely in the Prime Stage that Adizes’ outlines.

Indicators of the Prime Stage:

  • Consistent, above-average growth

  • Goals being set and exceeded

  • Intra- and inter-organizational integration and alignment

As we’ve seen over the previous year, Salesforce has continually met and crushed their goals. Based on the Q3 Fiscal 2020 Results, revenue is up 33% year-over-year, and Marc Benioff continues to reiterate the stated goal of doubling revenue in five years.

The success of Salesforce translates to success for partners. Our survey showed that 65% of respondents stated their participation in the Salesforce ISV Program increased their company’s revenue.

It is important to note that when we look at the Lifecycle curve of Adizes’ framework that the Prime stage is not a discrete point in time. Organizations must continue to invest and innovate to remain in the Prime stage. And we see this playing out with Salesforce’s innovations for the AppExchange with:

  • New clouds and market segments

  • New license types (Connector made up 27% of respondents this year)

  • New partner benefits and updates to the Partner Program

  • New technologies like Lightning Web Components (LWCs) and App Analytics

To quote Brian Walsh from our report, “As the AppExchange fills significant whitespace for the system of record, there should be considerable defensibility during the turbulent times ahead. 2020 may prove to be an incredibly interesting year, indeed.”

Register today to learn more from our partner panel and discover the strategies they’re putting in place for 2020.


For CodeScience, our mission is to help partners Thrive on the Salesforce AppExchange. We bring our clients over 250 commercial-grade products worth of experience. No matter if you’re just discovering your opportunity, or are looking for new strategies to win, get in touch today!

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