Investing In Industries: How 5 Appexchange Partners Are Seeing Success

eBook | 9 pages | How five industry-focused partners are helping salesforce transform customer businesses

Investing in Industries How 5 AppExchange Partners are Seeing Success

Revolution inspires transformation. Leaders at all levels are strategizing on how to operate and succeed in the Fourth Industrial Revolution. A smarter, more connected world is being built around us. Technologies like artificial intelligence are impacting the way we live, work, and interact. This revolution means customers expect more; they expect always-on connectivity and companies who understand their needs from the start. Disruption is happening across every single industry — and Salesforce is doubling-down and transforming its industry strategy. Eighty-eight percent of Salesforce’s opportunity lies in seven industries*. The key to unlocking that potential? Our partners. Partners speak the language of the customer and extend the power of the Salesforce Platform — and there’s never been a better time to bring your industry expertise and become part of the Salesforce Ecosystem. Read on to hear how five industry-focused partners are helping Salesforce transform our customers’ businesses. 88% *Total addressable market. of Salesforce’s opportunity lies in 7 industries. INVESTING IN INDUSTRIES | 03

Retail & Consumer Goods “Because of our partnership with Salesforce, we signiﬁcantly increased the value proposition of our solution, and have realized a corresponding Meet ICIX increase in our average deal size.” — Brian Roufa, Chief Marketing Officer, ICIX helps the retail industry’s leading companies collaborate across trading SVP Sales Operations - ICIX partner networks to drive transparency, ensure compliance and safety, protect their brand, and maintain customer trust. Rising to the Challenge The retail industry is undergoing constant change. The path to purchase will never be the same, and that starts the supply chain. ICIX recognized that many companies suffered a lack of transparency into their trading partner networks: “They might know where the invoice came from, but not how or where the product was made,” says Brian Roufa, Chief Marketing Officer, SVP Sales Operations. This, plus siloed systems, manual-resource intensive processes, and disparate information gathering tools, could have a drastic impact on product safety, quality, and brand reputation. Successes Seen “We used to be viewed as a point solution, especially when talking to IT. Now, being built 100% native on the Salesforce Platform and listed on AppExchange, it has elevated the sales cycle conversations we are having. Now, we have the opportunity to talk directly with IT leaders and CIOs, whereas before we primarily sold at the Director level,” says Roufa. VIEW ON APPEXCHANGE INVESTING IN INDUSTRIES | 04

Healthcare & Life Sciences “[The AppExchange] is an entire community Salesforce has put in front of you. You can easily see tons of complementary solutions that can help boost yours to make it even more amazing. Take advantage of that!” Meet FitBliss Founded in 2014 and a graduate from the Salesforce Accelerate program — Navid Rastegar, CEO & Founder, FitBliss for startups, FitBliss socially connects employees, fitness wearable devices (like FitBit and Apple Health), and intelligent health coaching on one platform to improve health and productivity outcomes. Combating the Decline of Employee Well-Being For FitBliss, the ultimate goal is reducing hospital admissions and readmissions due to preventable issues. “Research shows that a high number of employees are disengaged, which costs the U.S. economy billions of dollars,” says CEO and Founder Navid Rastegar. “FitBliss tackles that through the angle of health and wellbeing. Using things like data, analytics, artificial intelligence, and more, FitBliss can help maintain a steady rehabilitation.” Advice to Potential Partners Rastegar shares insights on how any size partner — from developer to startup to ISV — can succeed with the help of the Salesforce Ecosystem: “Understand what the white spaces and gaps are. Companies that have been able to successfully find those and understand customer needs will thrive. Actively work with Salesforce’s Solution Engineering, Marketing, and Product teams; it allows you to build a great channel for yourself. The Salesforce team is there VIEW ON APPEXCHANGE to help YOU.” INVESTING IN INDUSTRIES | 05

Investing In Industries: How 5 Appexchange Partners Are Seeing Success - Page 5

Financial Services “The technical speed-to-market is light years faster, and then you layer on the trusted feeling that customers get from Salesforce in your Meet nCino infrastructure.” — Trisha Price, EVP of Product Development With nCino’s Bank Operating System, built on the Salesforce Platform, and Engineering, nCino financial institutions can deliver the speed and digital experience that customers expect, backed by the quality and transparency that bankers need. Fostering Collaboration “One of the biggest challenges was the lack of a tool for teams to collaborate across the bank,” says Trisha Price, EVP of Product Development and Engineering at nCino. Processes like opening a deposit account or applying for and approving a loan involves engagement across several different teams like underwriting, the back office, and others. “Prior to nCino, there were often siloed systems where people might do each of those functions, but there wasn’t a system of engagement for these various departments to collaborate in one place digitally. The goal was to help drive transparency and efficiency across these types of processes.” Earning Trust in a Legacy Industry When it comes to strategic advantages of going to market with Salesforce, Price pointed out: “Banks, traditionally, haven’t put major processes in the cloud. They may have had a few cloud applications here and there, and maybe even a CRM, but this is the lending process — if they can’t lend, they VIEW ON APPEXCHANGE can’t do business. Getting them comfortable with the data and relying on another company for such a core process was a big deal. I don’t think we could have done it if we hadn’t gone to market with Salesforce.” INVESTING IN INDUSTRIES | 06

Manufacturing & ERP “Our joint value proposition with Salesforce is the primary factor behind our rapid pace of growth.” — Tom Brennan, Chief Marketing Officer, Rootstock Meet Rootstock Rootstock helps manufacturers and distributors deliver personalized products and customer experiences by connecting all the people, data, and things important to a company on a modern cloud ERP application. Answering Industry Challenges “Manufacturers and distributors are competing in a business environment where customer demands are rising quickly, and the amount of technology they are trying to absorb in operations is progressing at an unprecedented rate,” says Tom Brennan, Chief Marketing Officer at Rootstock. When discussing the advantages of working with Salesforce, Brennan says, “Customers appreciate that we work so well together both at technical and business levels. The problems of application integration, upgrades, security, and cross-application functions, like reporting, are no longer their problem. The AppExchange and the Salesforce Platform’s architecture take care of that.” Hitting an Industry Home Run Bringing expertise and understanding of an industry is an important element that Brennan was quick to point out: “Our account executives work closely with their peers at Salesforce to provide a more complete, coordinated solution based on the customer’s needs. This is particularly VIEW ON APPEXCHANGE important in industries like manufacturing where industry and account knowledge are critical to recommending the right solution.” INVESTING IN INDUSTRIES | 07

Nonproﬁt “The fact that we can associate our brand with Salesforce is huge. It resonates. When looking at the last three years of data, over 90% of Classy for Salesforce users renew their contract.” Meet Classy — Ryan Ross, Director, Channels & Alliances at Classy Classy is a social enterprise that helps nonprofits grow their online fundraising through events, peer-to-peer, crowdfunding, and donation pages. Helping Nonprofits Do More Good “Nonprofits were getting left behind when it came to new technology to help their cause,” says Director of Alliances at Classy, Ryan Ross. Classy also wanted to improve and evolve the donor experience: “Our focus on technology and tools to appeal to a younger donor audience was critical — when was the last time you wrote a physical donation check?” Creating End-to-End Efficiency Increasing efficiency was a key element to Classy’s mission, considering many employees at nonprofits wear multiple hats and have little time. “Historically, nonprofits would end up layering lots of point solutions that didn’t necessarily talk to each other, which meant that information wasn’t getting into their database. That’s when we saw the opportunity to partner with Salesforce and provide an end-to-end fundraising solution that feeds all information into the Nonprofit Success Pack. Plus, there’s an innate level of trust when you are affiliated with Salesforce.” VIEW ON APPEXCHANGE INVESTING IN INDUSTRIES | 08

The time for transformation is now. The Fourth Industrial Revolution is creating a smarter, more connected world, and customers expectations are transforming every industry. This creates a massive opportunity for the Salesforce partner ecosystem to create better customer experiences, fuel the next revolution, and deliver the next wave of innovative industry technology. Learn more about becoming an AppExchange partner! Visit joinappexchange.com to get started. LEARN MORE