5 Stories Of Appexchange Partner Success

STORIES OF APPEXCHANGE PARTNER SUCCESS 5 And why there's never been a better time to partner with the world's #1 CRM

01_ INTRODUCTION There's never been a better time to partner with the world's #1 CRM 02_ ACCESSING CUSTOMERS Tenfold scales business with access to over 150k Salesforce customers Table of Contents 03_ THE SUPPORT OF AN ECOSYSTEM Conga thrives as a part of a supportive ecosystem of solutions 04_ LEVERAGING TECHNOLOGY Dell Boomi uses Salesforce technology to drive constant innovation 05_ THE POWER OF TRUST RingCentral leverages compliance to establish trust with enterprise clients 06_ DELIVERING RESULTS FAST Absorb LMS develops the solution their customers want in record time 07_ CONCLUSION Advice on getting started – straight from our partners

CHAPTER 1: INTRODUCTION There's never been a better time to partner with the world's #1 CRM. There's no doubt about it: It's an incredibly exciting time to be a Cloud provider in today's market. 55% While the concept of Cloud isn't exactly brand new, recent years OF LARGE have seen Cloud shift significantly toward the mainstream – and move rapidly up-market. So much so, in fact, that Gartner ENTERPRISES WILL predicts that 55% of large enterprises will successfully BE ALL-IN-CLOUD implement an all-in-cloud SaaS strategy by 2025.* BY 2025.* And, as more and more enterprises move to implement wall-to- wall SaaS solutions, providers face an enormous opportunity. With the concept of Cloud spreading across new departments and into new industries, entirely new markets are opening up – as evident by the thriving ecosystem of SaaS solutions that have sprung up around and integrate with Salesforce. Looking to capitalize on this momentum? Read on to learn more about opportunities for partnering your solution with Salesforce – and why there's never been a better time than now. *Cloud Strategy Leadership: Gartner Insights on How and Why Leaders Must Implement Cloud Computing, 2017, David Mitchell Smith Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, and is used herein with permission. All rights reserved. APPEXCHANGE: Place the title of the e-book in this space

There is an endless amount of " Everyone can be an functionality within Salesforce that AppExchange partner. could complement the solution you As the Salesforce ecosystem continues to grow and are creating for your clients, evolve (an ecosystem that IDC expects will reach $859B in GDP impact by 2022*), Salesforce's channel effectively providing a better overall partnership program has expanded to become more end-product." inclusive of emerging tools – including bots and components – as well as offer several options for how JENNIFER KENNEDY businesses choose to partner: Director of New Product Development, Absorb LMS NATIVE APPS are built fully on top of the Salesforce Platform. COMPOSITE APPS combine Salesforce functionality with an off-platform product. CONNECTOR APPS utilize a lightweight, API- only integration into Salesforce. All partnerships benefit from access to Salesforce customers, the latest innovations in Salesforce technology, and the resources of a wider ecosystem. In the following chapters you'll learn how five partners in particular leveraged these benefits to develop innovative solutions quickly, scale their businesses significantly, and – most importantly of all – give their customers exactly what they want. *Source: IDC White Paper sponsored by Salesforce, “The Salesforce Economy Forecast: 3.3 Million New Jobs and $859 Billion New Business Revenue to Be Created from 2016 to 2022,” October 2017

CHAPTER 2: ACCESSING CUSTOMERS " Integrating with Salesforce Tenfold scales business with access to has helped the company a growing pool of Salesforce customers. scale, as we have been able MEET TENFOLD to leverage the existing Tenfold helps companies increase productivity, improve customer footprint of customers and experience and enhance the quality of their data through advanced integration of communication platforms into business applications, such work collaboratively with as Salesforce. the Salesforce product and WHY TENFOLD CHOSE TO PARTNER sales organizations to For Tenfold, the choice was an obvious one: "The integration just made address challenges for sense as it aligned directly with the needs of our customers and target market," says Dan Sincavage, Co-Founder and Chief Strategy Officer. existing and new Furthermore, it wasn't difficult: "The process of integrating with Salesforce customers." was incredibly seamless. The APIs are well documented and pretty comprehensive from a capabilities perspective." DAN SINCAVAGE HOW THE INTEGRATION HAS IMPACTED BUSINESS Co-Founder & Chief Strategy Officer Founded just under three years ago, Tenfold now has 120 employees Tenfold serving over 600 global customers. Part of their secret to scaling? Access to Salesforce's 150k+ customers."We have seen a meaningful and growing Tenfold Realtime Customer number of opportunities coming from this alignment," says Dan, "and we Experience Management have lots of exciting things on the roadmap for 2018 and beyond." APPEXCHANGE: A Complete Guide to the Salesforce ISV Technic

CHAPTER 3: THE SUPPORT OF AN ECOSYSTEM Conga thrives as a part of a supportive Salesforce operates as a " community of people ecosystem of solutions. looking to help each other. MEET CONGA This means there are As one of the earliest AppExchange partners ("We’ve been Salesforce integrated since day one," says Eric Wong, VP of Marketing), Conga resources available; if you offers a suite of solutions that simplify and automate data, document, use them, you can contract and sales processes. Conga also takes advantage of several of Salesforce's partnership options, offering some apps that are natively mitigate risk of future built on the platform and some that integrate in through connectors. challenges and make the HOW CONGA LEVERAGES A GROWING ECOSYSTEM entire process of building "Conga was founded as a purpose-built solution to support and an integrated solution a enhance Salesforce," says Eric. And as the ecosystem of solutions positive experience." around has grown, the surrounding community has yielded a wealth of resources that Conga and other businesses in the ecosystem can leverage. The end result? Growth for everyone involved. "Salesforce ERIC WONG keeps growing and so do we," says Eric. VP of Marketing Conga CONGA'S ADVICE TO OTHER BUSINESSES "Speak to Salesforce users, Salesforce MVPs, other ISVs, and the many Conga resources who are dedicated toward helping Salesforce ISVs succeed," Document Generation & says Eric. "There are many people who want to help; utilize your Contract Management resources and the experience will be a positive one." APPEXCHANGE: Place the title of the e-book in this space

CHAPTER 4: LEVERAGING TECHNOLOGY " Given that the Salesforce Dell Boomi uses Salesforce technology and Dell Boomi platforms to drive constant innovation. are both cloud-native and MEET DELL BOOMI require zero coding, Dell Boomi offers a cloud platform that enables the movement, developing and supporting management, and governance of data to automate business processes, including integration, master data management, EDI, Salesforce connectors API management, and workflow automation. is incredibly easy." WHY DELL BOOMI CHOSE TO PARTNER "Salesforce is an industry leader, and we make a point of developing CHRIS MCNABB and supporting connectors to the most widely-used platforms and CEO Dell Boomi applications on the market," says Chris McNabb, CEO of Dell Boomi. "A large percentage of our customer base is integrating to Salesforce or otherwise using some component of our platform to Dell Boomi move, manage, and govern data that resides within one or more AtomSphere for Salesforce orgs. That number grows every single month." Integration THE PROCESS OF INTEGRATING In addition to gaining access to a wealth of Salesforce customers and a thriving ecosystem, the partner benefit of gaining access to Salesforce technology – an open platform built API-first – can't be overlooked. For Dell Boomi, this technology made integration simple: "Given that the Salesforce and Dell Boomi platforms are both cloud-native and require zero coding, developing and supporting Salesforce connectors is incredibly easy," says Chris. APPEXCHANGE: A Complete Guide to the Salesforce ISV Technic

CHAPTER 5: THE POWER OF TRUST RingCentral leverages compliance to Security Review took a " while to complete but was establish trust with enterprise clients. not wasted time, as being MEET RINGCENTRAL compliant helps cut down RingCentral empowers mobile and distributed workforces to be connected anywhere and on any device through voice, video, our sales cycles with larger team messaging, collaboration, SMS, conferencing, online companies who meetings, contact center, and fax. understand how rigorous WHY RINGCENTRAL CHOSE TO PARTNER the review is." For RingCentral, integrating with Salesforce just made sense: "Most CRM users want the ability to initiate calls from inside the DAVID LEE UI of Sales and Service Cloud," says David Lee, Vice President VP of Platform Products of Platform Products at RingCentral. "So we naturally RingCentral complement each other by creating productive workflows." RingCentral PASSING (AND LEVERAGING) SALESFORCE SECURITY REVIEW Integrated cloud business RingCentral came to appreciate Salesforce's rigorous Security communications Review process once it started opening the doors to new customers: "We've had the opportunity to get exposure to customers we might not naturally acquire on our own," says David. "The RingCentral for Salesforce integration is our top integration by usage. We have seen more interest now that we are enabled for both Classic and Lightning environments, and look to build further workflows for added productivity within the Salesforce Clouds." APPEXCHANGE: Place the title of the e-book in this space

CHAPTER 6: DELIVERING RESULTS FAST " Leveraging a PDO allowed Absorb LMS develops the solution their us to get an app in the customers want – in record time. AppExchange faster than MEET ABSORB LMS doing all the heavy lifting Absorb LMS provides a Learning Management System for businesses to in-house. Many of our power their internal and external training programs, with all data synced back to Salesforce for review and reporting needs. prospective and current clients use Salesforce as the WHY ABSORB LMS CHOSE TO PARTNER “Partnering with Salesforce was a logical next step for Absorb, as our hub of all their information; research indicated that some of our prospective clients were opting to work this allowed us to capture with our competition in the LMS space, simply because they had an existing lightweight integration,” says Jennifer Kennedy, Director of New Product that market." Development. “Our integration allows both existing and new clients to connect into Absorb and provides a robust and streamlined approach to JENNIFER KENNEDY Director of New Product user management and reporting.“ Development, Absorb LMS DELIVERING RESULTS FAST Absorb LMS Once they decided to build an app on AppExchange, Absorb LMS enlisted Learning Management the help of a Product Development Organization (PDO)* and managed to System for Salesforce hit their goal of launching by Dreamforce – with a significant payoff: “The Recorded Webinar launch of our app brought us significant daily, high-quality leads during our *Click here to learn more about how the Absorb LMS team worked with presence at Dreamforce,” says Jennifer. “A number of our existing clients PDO Appiphony to launch faster. that use Salesforce were able to find out more at the event, and we are seeing a great deal of interest with our integration. Overall, we gained great product recognition and got the conversation started for new and current clients alike."

" If you’re considering building an integration, CONCLUSION chances are it’s well worth the investment of The bottom line is, whether resources. The value of Salesforce is very much businesses choose to build solutions on the Salesforce related to the ecosystem that has been built platform or connect in via API, around it, and being a part of that ecosystem a more inclusive and democratic ecosystem is what opens up a lot of new opportunities." makes the most sense for end customers of both Salesforce DAN SINCAVAGE and Salesforce partners. Co-Founder & Chief Strategy Officer Tenfold So, explore the options available to you, determine the type of partnership that makes the most sense for your business, and figure out how you can leverage the power of an $859B ecosystem to do what's right for your customers. S U C C E S S

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