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 target customer profile for a Salesforce AppExchange app consists of the common facts, pain points, and benefits your customers share.
If you are just starting out and feel like you do not have enough data points to build a target customer profile, do not worry about it. The important thing is to form a hypothesis, document it, and start testing it. Over time you will come back to your target customer profile and update it as your knowledge about the marketplace evolves.
Let’s take a closer look at the attributes that make up a target customer profile
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