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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!
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.
www.lightercapital.com
