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In this episode, James is joined by Loic Deo Van, CEO & Co-Founder of Everready.AI, as he shares his journey in the Salesforce ecosystem.

Loic shares insights on the challenges salespeople face in using CRM systems and how EverReady addresses these challenges. Loic and James also cover the importance of using internal data instead of relying on external data sources like LinkedIn. Loic highlights the value of creating a collective self-intelligence using AI and customer data. He shares insights into marketing strategies in the Salesforce ecosystem and offers advice for ISV founders entering the French marketplace.

Loic's deep experience of the French marketplace make this a must-listen episode for ISVs looking to grow their presence in one of Europe's biggest Salesforce marketplaces.

Takeaways:

• Salespeople often struggle with using CRM systems effectively, leading to incomplete and inaccurate data.
• EverReady addresses this challenge by using internal data and creating a solution that syncs activities and contacts automatically.
• The French marketplace has a longer sales cycle and requires building trust and relationships with decision-makers.
• Marketing strategies in the Salesforce ecosystem include creating valuable content, engaging with the Salesforce community, and leveraging SEO.
• Focus on simplicity, be clear about your value proposition, and specialize in one area to stand out in the market.

About Everready.ai

EverReady.ai is a next-gen tool designed to take the hassle out of CRM management by using artificial intelligence to handle time-consuming tasks for sales and account teams. Think of EverReady as your dedicated assistant, ensuring that your CRM data—like contacts, emails, meetings, and calls—is always up-to-date without lifting a finger. It’s the easiest way to keep your records accurate, giving you more time to build customer relationships and close deals.

Want to join the podcast?

If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.

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In this episode, James Gasteen is joined by Carl Carell, CRO and Co-Founder of GetAccept. GetAccept is a digital sales room platform and graduate of the Winter 2016 cohort of Y-Combinator.

Carl shares insights on acquiring the first few customers, transitioning from founder-led sales to employee-led sales, and evolving the ideal customer profile (ICP) over time. They also explore strategies for building a strong relationship with Salesforce and leveraging the Salesforce community to generate demand and awareness. Carl's advice for himself nine years ago is to hire Salesforce developers internally earlier.

Takeaways

• GetAccept is a digital sales room platform that helps buyers and sellers collaborate to make informed decisions.
• Acquiring the first few customers involved founder-led sales and building relationships with trial customers.
• Transitioning from founder-led sales to employee-led sales requires finding entrepreneurial individuals who are willing to do the job and giving them the right circumstances to succeed.
• The ideal customer profile (ICP) evolved from transactional B2B sales to mid-market segments with a focus on companies using Salesforce.
• Building a strong relationship with Salesforce involves focusing efforts on specific teams, finding ways to help Salesforce achieve its objectives, and participating in the Salesforce community.
• Leveraging the Salesforce community, such as Salesforce Ben, can generate demand and awareness through in-depth reviews and targeted events.

About GetAccept

GetAccept is a digital sales room platform that helps sales teams improve their win rates by providing a better buyer experience. Learn more at https://www.getaccept.com/

Want to join the podcast?

If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.

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In this episode, James is joined by Luke Sims, CEO and co-founder of Booknow Software. Luke shares the journey from trampoline park owner to building a prominent software platform for the leisure industry.

The initial idea came from Luke's experience in the USA, where he discovered a trampoline park concept that didn't exist in the UK. They built the UK's first trampoline park and eventually expanded to four locations. Luke realized the need for better software to manage their business and developed an online booking system. They later sold their consulting business and focused solely on the software, partnering with Salesforce as an OEM.

Luke discusses the challenges of selling as an OEM and the importance of targeting specific industries and mapping out potential customers. He also emphasizes the need for a product-focused approach and the confidence to say no to customers' requests.

Takeaways

• Booknow started as a trampoline park and evolved into a software platform for the leisure industry.
• Luke Sims emphasizes the importance of targeting specific industries and mapping out potential customers.
• Selling as an OEM has its challenges, but it also provides opportunities to access larger customers and expand the market.
• Marketing strategies that have been effective for Booknow include direct sales, SEO, and PPC campaigns.
• A product-focused approach is crucial, and it's important to have the confidence to say no to customers' requests.

About BookNow

BookNow is a comprehensive venue management solution built on the world's best CRM, giving business owners everything they need to drive ROI. Learn more at https://booknowsoftware.com/

Want to join the podcast?

If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.