George Kenessey

So you’ve decided to build an app to launch on the AppExchange. First, congratulations! You probably have just begun to read through all of the information to get the process in motion. Most partners building an AppExchange app with the goal of selling to Salesforce customers join the AppExchange Partner Program utilizing the ISVForce app distribution model. If this is you, get … [Read more...] about 12 Most Frequently Asked Questions Partners Ask About the Salesforce PADA

In my previous post, we explored communicating to customers the value they should expect to receive from your AppExchange app. This value represents their side of the “value contract.” The idea of the value contract is simple: you provide the customer something of value, and in return, they provide value back to you (typically in the form of monetary compensation or some other … [Read more...] about How to Price Your AppExchange App

In my previous post, How to Build a Target Customer Profile for Your AppExchange App, we learned to narrow our focus on a specific set of customers by grouping them by their common facts, pain points, and desired benefits.This blog post will take a look at how to create a customer value proposition for your AppExchange app.What is a customer value proposition?You can think of a … [Read more...] about How to Create a Customer Value Proposition for Your AppExchange App

Everything Salesforce does starts with the customer in mind. When creating your AppExchange app’s go-to-market strategy, you should follow suit by creating a target customer profile. Clearly defining who your target customer is will help you craft tailored messaging for your pilot customers and focus your conversations with the Salesforce ISV & direct sales teams.An ideal … [Read more...] about How to Build a Target Customer Profile for Your AppExchange App