Leverage years of insider knowledge, experience, and time in the trenches. This webinar is for existing partners ready to take their Salesforce relationships to the next level, as well as technology and SaaS companies considering developing solutions for the AppExchange. In this webinar, learn how to: *Get started in the Salesforce ecosystem *Breakthrough the noise in the ecosystem *Pinpoint your targets within Salesforce *Take advantage of proven techniques to motivate the ecosystem to sell

2. 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.

3. 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

4. Tom DiVittorio
Chief Product Officer,
MapAnything
Speakers
Erin Murray
Global Alliances Manager,
CodeScience
Tom Martin
CEO,
Glance Networks

5. Defining Your Company
SECTION ONE

6. Who is your company?
What is your 30-second elevator pitch?
1. Defining Your Company

7. What is your value prop to the Salesforce ecosystem?
Who are your mutual success stories?
1. Defining Your Company

8. Selling to Salesforce 101
SECTION TWO

9. Where do you start?
2. Selling to Salesforce 101

10. No customer stories?
How do you get your first one?
2. Selling to Salesforce 101

11. Who is your target within Salesforce?
2. Selling to Salesforce 101

12. 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 Structure
How 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
FinServHealthcare
SAE
GB
MM
SMB
ESB
Commercial
Small
Business
Consumer
CBU Vert Coverage
The CBU has overlays
for three industries,
while the EBU has
dedicated industry
coverage.
2. Selling to Salesforce 101

13. Best ways to communicate with the
Salesforce teams?
2. Selling to Salesforce 101

14. Motivating the Ecosystem to
Sell
SECTION THREE

15. Who are your internal champions?
3. Motivating the Ecosystem to Sell

16. Making Social Media work for you
3. Motivating the Ecosystem to Sell

17. Chatter for the win!
3. Motivating the Ecosystem to Sell

18. Final Thoughts
SECTION FOUR

19. 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.

20. Contact Us:
Thank you!
sales@codescience.com
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.
info@lightercapital.com
www.lightercapital.com