The Exchange Winter 2019

Magazine | 28 pages | Contents Include: Spend time generating revenue, Salesforce lab solutions, AppExchange news & getting started in tech

WINTER 2019

TABLE OF THE contents exchange Hello, docusign. Editor-In-Chief APPYGAIL THE BOBCAT Never look Editorial Directors 4 ANDREW GOTHELF JOSIE CHILES for a pen again. Creative Director RON LIM 10 Senior Editor TONY NEWTON Community Editor 8 AMANDA NELSON Program Managers CLAYELLE WOLF STEPHANIE SEGER Managing Editor JESSICA CHARLTON Contributing Editors and Writers CHRISTINE LEE 13 14 MARIA CATALDO Copy Editor 16 DANIEL ACUFF The Exchange is a quarterly digital magazine produced by Salesforce. Questions? Comments? Letters to the editor? Tweet them @AppExchange. © 2019 Salesforce AppExchange Automate and accelerate Salesforce agreements. Route and sign agreements in Salesforce – all automatically, all digitally. Increase conversion/retention rates for faster time to revenue. ON THE COVER: The next generation of creators 22 23 is ready to take on the world. bit.ly/docusign-for-salesforce 2 THE EXCHANGE WINTER 2019

EDITOR’S Debits & Credits. letter Checks & Balances. Where did it all begin for you? accounting seed Every story has a beginning. My story Also, I am app-solutely thrilled about started almost two years ago when the news that Salesforce was named a & salesforce. I became your helpful guide, ready Leader for SaaS Marketplaces. to help and connect. And still, to Probably the only thing that makes this day, nothing makes me appyer me appyer than being your guide is than helping customers navigate the how AppExchange is truly for everyone AppExchange ecosystem and solve — whether you’re a one-person shop business challenges. selling customized fashion glasses For others, their stories may start in a (hit me up) or a Fortune 100 banking APPYGAIL THE BOBCAT company. It’s for all Trailblazers. EDITOR-IN-CHIEF diﬀerent place — a diﬀerent industry @APPEXCHANGE or a diﬀerent location. And for some, To new beginnings and continued the beginning is a natural stop along appyness in 2019. the journey. I’m excited to share Appy reading, some of the stories of how people got their start in tech and, more importantly, why they love it. To see how Trailblazers believe no challenge is too great makes this bobcat so appy. LEARN MORE ABOUT OUR FEATURED PARTNERS IN THIS ISSUE. CATEGORY Accounting Document Customer Agent Generation Service Productivity ACTION Connect the front Automate Send, e-sign, Give agents the and back oﬃce documents and track agreements information they need Some things in life just go together. Accounting Seed BENEFIT Track ﬁnances across Simplify business Faster, easier Close cases is native to Salesforce. So you can manage your ledger, the entire lifecycle processes agreements faster with AI disbursements, receipts, and accounting without worrying about sync issues and dueling databases. bit.ly/accounting-seed-appex 4 THE EXCHANGE WINTER 2019 WINTER 2019 THE EXCHANGE 5

WHAT’S Spend time appening generating revenue, not documents. Appyness was 30 days of thanks. Salesforce Labs is a growing collection (over 300) of free AppExchange solutions created by Salesforce employees just for Trailblazers to install — and love. They’re open source, too. So customers can customize them to their heart’s content. To honor and share our appreciation of employees and Trailblazers, November was a month of thanks. We celebrated with an #AppyNovember sweepstakes — a chance to win one of 30 Salesforce Labs beaker mugs. Each day from November 1–30, we highlighted Salesforce Labs solutions, employees, Trailblazers, and resources we’re most thankful for. Conga Composer is document generation made easy. So your team can spend their time closing deals instead of generating quotes and proposals from scratch. That increases productivity, avoids errors, and saves time, which gives your team time to do more important things. bit.ly/CongaComposer 6 THE EXCHANGE WINTER 2019

WHAT’S appening the info Northeast Dreamin’ 2018: they need Everything we dreamed it would be. before The inaugural Salesforce Community User Conference for the Northeast United States took place in November. And it was a resounding success: a full day of breakout sessions and keynote speakers, checking out apps — plus Demo Jams — and networking with other admins and developers. Check out the photos. Pure appyness. they need it. Watson Discovery for Salesforce lets you seamlessly access the info you need no matter where it lives. Watson AI learns from past instances to predict and serve up case resolving info, so your team is always ready to close. bit.ly/watson-for-salesforce MVPs Jeff Grosse and Joshua Hoskins congratulate Rich Baker, Scott Baker, Sandy Tise, and Jon Mead of runner-up Glance. 8 THE EXCHANGE WINTER 2019 WINTER 2019 THE EXCHANGE 9

WHAT’S They’re free. They’re customizable. appening They’re Salesforce Labs solutions. Forrester just named AppExchange a Leader. We’re extremely excited that in The Forrester New Wave™: SaaS Marketplaces, Q4 2018, components Forrester gave AppExchange the highest possible score across 8 of 10 criteria. For 13 years, AppExchange has been dedicated to helping Trailblazers find the right solution to their business challenges. Our journey of innovation, growth, and reinvention couldn’t have been successful without our customers, partners, and Trailblazers. APPS READ THE BLOG > bolts bit.ly/appexlabs 1010 THE EXCHANGE WINTER 2019

WHAWHATT’’SS SAVE THESE DATES WHAT’S appappenineningg appening MARCH 6 World Tour Sydney Our favorite MVPs: Spotlight on Corey Snow. MARCH 7 World Tour Amsterdam Corey serves as CRM Strategist & Solution Architect at Harvard University. He partners with 40+ trailblazing teams MARCH 8 spanning seven schools to foster cross-campus collaboration and promote shared success with the Salesforce London Calling platform and ecosystem. His current mission enables higher-ed institutions to thrive in an era of renewed relevancy by courageously embracing the power of CRM technology. MARCH 20 Snowforce HOW DID YOU GET INVOLVED WITH SALESFORCE? Nine years ago, a customer insisted on a Salesforce version of an app my team had MARCH 21 built. I wanted to prove that my app was better. Salesforce proved me wrong. Southeast Dreamin’ DO YOU REMEMBER THE FIRST APPEXCHANGE APP YOU DOWNLOADED? APRIL 3 It was Milestones PM. World Tour Boston COREY SNOW Salesforce MVP WHAT APP DO YOU FIND YOURSELF USING TIME AND TIME AGAIN? APRIL 11 CRM Strategist ORGanizer for Salesforce lets me keep track of login credentials for all of my orgs. Harvard World Tour Toronto WHAT IS YOUR FAVORITE DREAMFORCE MEMORY? APRIL 12 In 2014, I met Marc Benioﬀ — who happened to be standing next to Hillary Clinton. dreamOlé WHERE’S YOUR FAVORITE PLACE YOU’VE TRAVELED TO? I once went on a 100-mile trek out of Philmont in New Mexico with my teenage scout and his troop. If you ever have the chance to go oﬀ the grid, take it. WHAT’S THE LAST BOOK YOU READ? 3 The Excellence Dividend by Tom Peters. GOT A MENTOR OR IDOL? neat Picking one is impossible. My Ohana is filled with mentors. tweets WHAT DOES BEING A TRAILBLAZER MEAN TO YOU? @sfdc_Seema @SFMichaelHolt @sanas_wit Trailblazers have the courage to get out on the pointy end of the spear to innovate, Salesforce journey in 2018 Time to try out my Sharing is caring... giving away take risks, and get comfortable with uncertainty in the face of adversity. Tweet us. was awesome. Cleared PD2, @appexchange hot sauces! one of my two darling #Appy We love to hear App Builder, Vlocity Developer #Salesforce #Appyness to @PiyumiFernando3 exam. New career directions. #HotSauce #birthdaygirl #birthdaygift what you’re up to. Salesforce certified trainer for @appexchange WHAT ADVICE DO YOU HAVE FOR TRAILBLAZERS? All gifts come from giving. In your next meeting, give someone else the credit. @appexchange ADM201 and Vlocity. Mentored people.Thanks @salesforce Trailblazers pay it forward by creating new Trailblazers. @appexchange @trailhead @SalesforceAdmns @littleiglooo @lexpisani 12 THE EXCHANGE WINTER 2019 WINTERWINTER 22001199 THETHE EXCHANGE EXCHANGE 1313

You want the latest phones, cars, and TVs. WHAT’S appening How about the latest Appy Holidays from around the world. AppExchange news? We asked Trailblazers worldwide to send us photos of their holiday spirit. In return, they’d get a chance to appear in No one wants last year’s news. That’s why you’ll want our newsletter. You’ll get the latest e-books, articles, webinars, and more – everything you The Exchange. Wow. We got a ton of pawesome responses. Here are five of our favorites. need to extend Salesforce to any department or industry. Sign up now. Join us at bit.ly/appexnews 14 THE EXCHANGE WINTER 2019

Getting started in tech. BY ANDREW GOTHELF • ILLUSTRATIONS BY RON LIM n December 2008, I had a conversation with a man at an airport that would I change my life. I noticed he was wearing a Northwestern University shirt (my school at the time) and we started talking about my studies at Northwestern’s School of Journalism. He told me of a friend who had graduated from there and founded a tech startup, Buddy Media. I took his card and thanked him. The following spring, I began to look for broadcasting internships in New York City and decided to reach out to my Buddy Media contact, who was gracious enough to chat with me by phone for a few minutes. I asked if they needed any help that summer. He said yes. The three months with the company were incredible. I left with valuable connections and a nascent interest in technology. And when I decided to move back to New York after graduation, I called Buddy Media again and was hired for a full-time position. Eventually, the company was bought by Salesforce. And I’m still working in tech — all because of the kindness of a stranger who decided to help a college kid. I was curious how a few of our AppExchange partners got into tech, what they love about it, their challenges, and what advice they have for people either starting their careers or looking to switch to tech. The following profiles highlight executives from IBM, Accounting Seed, Conga, and DocuSign, and reveal a range of career arcs and perspectives on working in technology. 16 THE EXCHANGE FALL 2018 WINTER 2019 THETHE EXCHANGE EXCHANGE 17

pursue their dreams, specifically scale and help them make a We want to make sure we're in areas of STEM. If I didn’t difference in society. That's fun, not laggards when it comes work in tech, but could still do awesome, and amazing. to technology, but also want something like this full time and to make sure we do right for help others along, especially What are the biggest the user. We’ve learned that those who society labels as challenges you face in tech? it’s easy to build technology, disenfranchised or unable to We live in a world where things but we need to ensure that we make it, that would be my life. are moving fast. Before, it would build technology that solves take years to develop a product problems, delivers value, and Many times people say to me and go-to market. Now, that’s drives differentiation. Rashida Hodge “Oh, you're not going to make changing from months to VP, Watson AI Strategic Partnerships and it. Your mother is a teenage weeks. In some cases, the speed Any advice for those looking Partner Product Management, IBM parent,” and many other societal of change continues to be a to get into tech? Be open, labels. But people invested in challenge for many enterprises. be present, and have a spirit of me. They mentored me. They While they’re fascinated and exploration. We often go in to FOR STARTERS, CAN YOU TELL US to their platform, drive scale of I’ve gathered over the last 15 saw potential in me before I saw excited with the ability to fields or study things because we WHAT IBM’S WATSON DISCOVERY Watson, and differentiate value years. These experiences allow potential in myself and because innovate, many companies are what we see. I grew up on FOR SALESFORCE DOES? for our joint clients. me to bring a holistic point of of their investment I can do the struggle to keep up with the 32 square miles in St. Thomas, Watson Discovery for Salesforce view and perspective to my same for others. Seeing others pace of innovation that’s U.S. Virgin Islands, but given my is designed to allow agents How did you get into tech? clients in how we solve problems thrive — and this is my focus required to remain competitive. desire to be curious, I’ve been on Salesforce Service Cloud I studied Industrial Engineering and bring solutions to the table. each day — would be a dream. to over 50 countries all over the to resolve customer cases in a at North Carolina State More importantly, while keeping world, said yes to the jobs most quicker, more efficient manner, University where my love for They also let me truly partner What do you like about pace is critical, a business also people say no to, and open using machine learning, natural engineering, solving problems, with our clients, as our working in tech? Well, each needs to ensure they provide myself up to try anything once. language processing, and and technology began. When I collaboration is more than day is different. One of the the right solution, for the right domain customization to ensure started at IBM, I was planning just “here is what we want to things for me is innovation problem, for the right client, at Who would’ve thought a girl we provide case-resolving on getting my Ph.D., and build” or “here is how you can and change. From a tech the right time. with a teenage parent would be recommendations to agents worked part time while getting use IBM Watson AI” but rather perspective, I look back at leading a large AI team? That faster. Clients can now ingest my Masters. I fell in love with “how do you want to reimagine my 15 years at IBM — I‘ve had happened because I’ve always and enrich their company's data the work, the people, and the your client experience” or “how more than 10 jobs. I‘ve had to been open to new experiences. from a variety of sources. experience. At that time, I was do you want your customers upskill and learn new things I’ve always said yes to the new. working in the IBM Systems to interact with your product continuously. The exciting part There’s a Robert Frost quote What do you do at IBM? group, developing customized or platform?” It’s much is that every day is different, I live by: “Two roads diverged I have the opportunity to solutions in support of our IBM more about the end-to-end every year is different, and in a wood, and I took the road advance our Watson technology Personal Computer Division experience and the impact it every job brings an awesome less traveled by.” I think for by working with clients and Operations Team. has on the end user versus just new challenge. For a company people interested in getting into partners to embed Watson focusing on the technology. It like IBM, with 400,000-plus technology, or changing fields, AI into their cloud-based The great thing should never be about the employees, in 170 countries or doing something different, platforms. I work across all our about IBM is technology alone. across the world, not only do say yes. Say yes to those roads ISV and Cloud Providers like the breadth I get to influence how offerings that are less traveled by. Salesforce, Box, Workday, SAP, and depth of What would you do if and products are brought to and others. Ultimately, we work experience you didn’t work in tech? market, but I get to interact with our partners to determine My passion is to help other with clients on a global how we can add intelligence women and people of color 18 THE EXCHANGE THE EXCHANGE 19

What do you like about working in tech? Every business has accounting and every business uses technology, and Accounting Seed brings together the best of both worlds. I love exploring endless boundaries of what can be used Tony Zorc for customers, the customer Justin Mongroo Chief Executive Oﬃcer, Accounting Seed experiences it can create, the VP of Sales Excellence, Conga savings it can create on the back-end, and the scaling What does Accounting Seed The company went under, but options. It's very exciting to What does Conga composer which owns QuickBooks, among I’d probably be a photographer, do? Accounting Seed is a because I was the numbers guy, see how you can really scale do? Conga Composer brings other technologies. and not worry about the end full accounting solution that I saw it coming. operations through technology. efficiency to the document product. I would travel and manages your entire back office process whether it be revenue- When I went into the software take photos in different places, — from your general ledger At that point, I had an epiphany. What are the biggest generating or internal documents. industry, I thought it was mostly of waterfalls. and billing/cash collections to I’d done everything I had challenges you face in Composer removes roadblocks important to start where I vendors, payments, and bank wanted to do as an accountant. tech? to connect all parts of your started in real estate: If you don't What do you like about Keeping current with reconciliation. In addition to our Now I was trying to figure out the technology, balancing business, allowing businesses know how to sell the product, working in tech? core accounting, we also have what was exciting to me, what the learnings about new and reps to focus on what's how can you coach other As soon as we create a process, project accounting and orders challenged me. I decided what important — the context of the people to sell the product? I’m somebody that wants technologies, and finding and inventory. I loved most about my job as time for those in addition to document and the document's How can you teach them to to analyze it and figure out an accountant was engineering my regular responsibilities of end result. To me, that’s what understand how to ask the right ways to improve it. Just like What do you do at it and automating it through managing Accounting Seed. Composer does: It puts the right questions to ascertain needs when I build something at Accounting Seed? software technology. It was In a nutshell, it's all about time. data in the right place at the and wants of customers? So my house, I want to figure out I’m the founder and Chief then that I truly discovered right time for a business. I started as a software sales another project and continually It’s hard to find time to do those Executive Officer. my passion for tech and three things. rep and worked my way up to innovate. To me, software is decided to do it in a way that What do you do at Conga? management, and that's where not a thing, it is continuous How did you get into tech? would change the landscape Any advice for those looking I’m VP of Sales Excellence, I am today. innovation, and that’s exciting. My first tech job was as a of accounting. I wanted to to get into tech? responsible for helping the What we have today is not what consultant in the Microsoft ERP create more than a software sales team remove barriers to What did you wanT to be when we’ll have tomorrow; it will be Don't give it another thought. space, implementing Microsoft application; I wanted to find Go for it! All the jobs in the its success, and helping them you were a kid? I wanted to the improved version of that. mid-market ERP systems in a true solution. That’s how future in this country are achieve what they ultimately be a photographer for travel 2005. I started my career as a Accounting Seed came into going to be heavily related to want, which is great service to magazines. Back then there CPA. From there, I took jobs as existence. information technology and their customers and growth. were these travel books like a controller, then a CFO working software — especially if you're Lonely Planet where people How did you get into tech? would read them while traveling for diﬀerent companies, helping What did you want to be when a knowledge worker. them manage their accounting you were a kid? Two things — I started in real estate during in Europe. At one point I and their back-office. Then I an astronaut and a doctor. Think about it: Computers, the refi boom. I owned a dreamed of traveling and taking decided to get into technology. Being an astronaut would be technology, and software will be business and ran it when the photographs and making my super cool. I still would love to ingrained in whatever you do. market crashed. Then it was own travel guidebook. I went to work for a startup in do that, by the way! But being So I wouldn’t waste another day time to make a decision. the biotech and pharmaceutical a doctor, I found out early in thinking about it. Just start. I started investing in real estate What would you do space in the early 2000s. college that it wasn’t really my You cannot go wrong. There and building an investment if you didn’t work I thought I was going to retire passion. I had such a passion are so many tech jobs available portfolio. I was in San Francisco in tech? early with stock options but it for business; I loved studying it, that if you're even remotely at the time, and went to work just didn't pan out. and I loved technology. interested, give it a shot. with a company called Intuit, 20 THE EXCHANGE WINTER 2019 WINTER 2019 THE EXCHANGE 21

Regardless of whether you’re different ways to improve our all the different roles. Understand through travel. As I've learned in 70 or 17 years old, you can have software, other use cases for our the companies. Don't be siloed in my personal travels, travel shapes a hunger for innovation. So one solutions, or new software that your approach to understanding the way you see the world. I think thing I like about software is the could be developed. That's how software. For people looking the more you’re challenged and intermix of people and their some of the greatest businesses to make a career change, be exposed to new and different alignment and passion around in the world have spun up. humble. The career you had things, the more tolerant and innovation. It’s challenging to be around when you made a career change understanding you’ll be of that much creativity and is not the career you now have. everything around you. I think What are the biggest innovation, and at the same You've got to make sure you have that's very important today. challenges you face in tech? time, to stay focused on the task the same diligence to earn your Constant innovation takes a at hand, on what needs to be stripes and cut your teeth in the Andy Tzou What do you like about really open mind. Hopefully, done today when we know the software world as well. working in tech? It's super people in this industry are future is going to be so crazy Lead Product Manager, DocuSign fast-moving. There's a lot passionate about things. and interesting. of innovation that's always And when you’re passionate, What does DocuSign do? engineering. Art, too. And so I happening, so you get to talk to a sometimes it's hard to have an Any advice for those looking Since 2003, DocuSign has thought that engineering would lot of brilliant folks that are deeply open mind and see the other to get into tech? For young relentlessly focused on improving help me knock two birds out passionate and knowledgeable side. We often sit around after people looking to do it, learn the way business agreements with one stone, like a little data about what they're working work and talk about ideas, everything about the industry and get done. We led the e-signature engineering with a little creativity. on. Every day, walking around revolution and now we’re this office, I get to have these connecting that solution to every That brought me into technology conversations and see new other aspect of the process: how and, eventually, through a series technologies being developed. agreements are prepared, signed, of conversations with myself enacted, and managed. DocuSign about how I could better use my What are the biggest enables Salesforce customers electrical engineering degree, challenges you face in tech? to quickly and easily generate, I came back to the Bay Area. One of the challenges comes negotiate, and sign agreements From a product engineering role, from not working all the time with within Salesforce, improving I moved into operations. I was incumbent, existing technology, compliance and minimizing working in sales operations but instead looking to always errors. It’s a better experience for because I wanted to learn more improve. Because of that desire customers, who can now sign about the business and how to improve, you're always running from practically anywhere, on any everything ran. into new challenges. So it's up device, thereby accelerating the to you to be more creative and entire sales cycle. What did you want to be when search out how you can create you were a kid? As a kid I was that. That could require either What do you do at DocuSign? all over the place. At some point partnering with other people with I'm a product manager focused I wanted to be an astronaut. other expertise, or working with on Salesforce. I started with At another point I wanted to be your own engineering team. our solution engineering team a musician. At another point to help customers come to an I wanted to be a basketball Any advice for those looking optimal DocuSign solution for player. Once I found something to get into tech? Jump in. their processes. Now I work with new, I'd take it on to see how far The tech community is very our product development team it'd take me and to venture into welcoming. I don't think I know to create new solutions for those something else that seemed a single person that would not customers. awesome. encourage it. At the very least, investigate it and see if it's right. How did you get into tech? What would you do if you There's always an opportunity to I’ve had a lot of different roles, didn’t work in tech? It would talk to someone in technology but in college I had a degree be related to education in some that’s able to offer feedback, in electrical engineering. I sort of way, and helping people direct you to another resource, was always fascinated with understand other people better. and gauge what's right for you. technology, always interested in That’d most likely manifest itself So just jump in! 22 THE EXCHANGE WINTER 2019 WINTER 2019 THE EXCHANGE 23

CUSTOMER FUN & games reviews Print and solve. Here’s a tip: Our four featured partners are included in this month’s puzzle. 1 2 3 4 5 6 7 8 9 10 1 1 12 13 14 ACCOUNTING SEED DEMANDFARM TIMETRADE 15 16 Run accounting and CRM ORG CHART SCHEDULER on one platform. Enabling the right Meeting and appointment “Accounting Seed relationships. scheduling purpose-built 17 18 allows us to focus on “Org Chart lets you for Salesforce. 19 20 analyzing data rather than see exactly who the “TimeTrade makes assembling data from influencers are and scheduling meetings with 21 multiple platforms.” goes perfectly with clients a breeze. With CLINTON KABLER one of Salesforce's the calendar integration, guiding principles of I can have my clients 22 23 a 360-degree view schedule a time that of the customer.” works for all of us. CONGA SIGN DAVID LELAND No more phone tag, no E-signature solution built more double bookings.” for Salesforce. TONY GARCIA “With a signing PROLIFIQ CRUSH experience that's simple, Account planning and lightning fast, and execution native on intuitive, I'd recommend Salesforce. Conga Sign to any Salesforce Admin." “With CRUSH, we see PETER REIMER all of the details visually 18 Stuﬀ we all get every day and build our tactics around that data. CRUSH is indispensable.” EDITOR’S NOTE: Reviews were PATRICK MALEY edited for clarity and length. 24 THE EXCHANGE WINTER 2019 WINTER 2019 THE EXCHANGE 25

WHERE IN THE WORLD IS THE TAIL end appy? For automated processes, go with the Flow. Now admins can automate their company’s processes. These partner-built flow actions make it easy to connect with and perform actions on third-party systems – without additional integration or code. Find Lightning Flow actions now on AppExchange. Learn more at bit.ly/appexflows Know the answer? TWEET #APPYADVENTURES Tell us where she is at #AppyAdventures and we’ll feature your answer in lots of social media. You’ll be a rock star. Got an idea for the next Where in the World Is Appy? Send us your photo of Appy in a not-so-obvious destination at #AppyAdventures and you might be featured in the next issue of The Exchange. 26 THE EXCHANGE WINTER 2019

Don’t take our word for it. Read what Trailblazers like you recommend. Who knows better than the actual users of these apps? Our app guides — recommended by the users themselves — can jumpstart your search for the right app in sales, service, manufacturing, marketing, integration, the back office, and Salesforce Labs. BUILT BY SALESFORCE EMPLOYEES • FREE • RECOMMENDED BY OUR CUSTOMERS P GUIDE # AP 4 ✤✁✜✂✄ SALESFORCE ✤✁✜✂✄ SALESFORCE ✙✙☎☎☎☎✤✤ LABS ASRECOMMENDEDBYOURCUSTOMERS LABS APPS APPS GUIDE PP # A 6 As recommended by our customers and us. As recommended by our customers. Download them all at http://bit.ly/appexguides