➡️ Summary ➡️

In this conversation, Scott Covert interviews Ross Layton from Beaufort 12, exploring the unique partnership model that Beaufort 12 employs within the Salesforce ecosystem. Ross discusses the anti-PDO approach, which allows for better management and support of applications, contrasting it with traditional consultancy models. The conversation delves into the importance of building strong relationships with partners, navigating API limitations, and the critical role of testing in app development. Ross also shares insights on pricing strategies, feature development, and the future of partnership models in the app development landscape.

➡️ Guest ➡️

Ross Layton https://www.linkedin.com/in/ross-layton-b3a46813/

Beaufort 12 https://www.beaufort12.com/

➡️ Takeaways ➡️

Beaufort 12 offers a unique partnership model in the Salesforce ecosystem.

The anti-PDO model allows for better management and support of applications.

Consultancy and app development require different approaches and mindsets.

Building strong relationships with partners is crucial for success.

API limitations can significantly impact development capabilities.

Testing is a critical component of app development, especially for ISVs.

Pricing strategies should be fair and transparent to retain customers.

Feature development is driven by customer feedback and partner needs.

Micro economies of scale can be achieved through a consistent development framework.

The future of the partnership model looks promising with continued innovation.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Beaufort 12, Salesforce, App Development, PDO Model, Integration, Nonprofit, API, Testing, Pricing Strategy, Customer Support

➡️ Hashtags ➡️

#salesforce #isv #appexchange #pdo #integration

Mentioned in this episode:

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Sponsorships

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Sponsors

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ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

➡️ Summary ➡️

In this conversation, Siddharth Sehgal, founder of 360 Degree Cloud, shares his journey of building a successful business focused on providing communication solutions through the AppExchange. He discusses the evolution of their flagship product, the 360 SMS App, and how they navigated the challenges of balancing consulting services with product development. Siddharth emphasizes the importance of customer feedback in product development, the strategies used to penetrate the enterprise market, and the significance of building a strong partner ecosystem. He also touches on the integration of AI into their products and offers valuable advice for early-stage founders.

➡️ Guest ➡️

Siddharth Sehgal https://www.linkedin.com/in/sid360degreecloud/

360 Degree Cloud https://360degreecloud.com/

Cracking the SMS Conversion Code by Siddharth Sehgal https://www.amazon.in/Cracking-Conversion-Code-Siddharth-Sehgal-ebook/dp/B0BPYFNCX6

➡️ Takeaways ➡️

Siddharth founded 360 Degree Cloud to serve SMBs and mid-market clients.

The 360 SMS App evolved from a need for better communication solutions.

60% of revenue comes from the AppExchange, 40% from consulting.

Listening to customer feedback is crucial for product development.

The company is 100% bootstrapped, relying on consulting revenue for growth.

Dedicated teams are essential for successful product development.

Salesforce events are a key lead generation strategy.

Building a partner ecosystem has been beneficial for growth.

AI integration is being approached through multiple channels.

Founders should focus on revenue generation and customer needs.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

360 Degree Cloud, Siddharth Sehgal, AppExchange, SMS App, Salesforce, Consulting, AI Integration, Marketing Strategies, Partner Ecosystem, Startup Advice

➡️ Hashtags ➡️

#salesforce #isv #appexchange #smb #sms

Mentioned in this episode:

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Simplify Your Salesforce Security Review

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Security Review Partner

➡️ Summary ➡️

In this conversation, Kathryn Castle, founder of Candybox, shares her journey of establishing a consulting firm focused on RevOps for early-stage tech companies. She discusses the launch of their free application, Custom Quote Sync, on the AppExchange, and the marketing strategies employed to promote it. Kathryn also delves into her experiences with team building, leveraging LinkedIn for growth, and the importance of considering broader marketing and support plans when launching a product.

➡️ Guest ➡️

Kathryn Castle https://www.linkedin.com/in/kathryncastle/

Candybox https://www.candyboxcrm.com/

➡️ Takeaways ➡️

Candybox specializes in consulting for early-stage tech companies.

The idea for Custom Quote Sync emerged from recurring client needs.

Marketing strategies included leveraging LinkedIn and Reddit for promotion.

Building a team from contractors to employees requires careful consideration.

LinkedIn is a powerful tool for networking and growth.

Paid promotions can be effective, but should be budget-conscious.

Community engagement through events can enhance networking opportunities.

It's essential to have a nurture plan for leads generated from app launches.

Support plans are crucial for the success of a new product.

Giving back to the community can enhance brand awareness.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Candybox, Quote Sync, AppExchange, RevOps, Consulting, Marketing Strategies, Team Building, LinkedIn Growth, Paid Promotions, Salesforce Community

➡️ Hashtags ➡️

#salesforce #isv #appexchange #revops #quote #marketing

Mentioned in this episode:

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

➡️ Summary ➡️

In this episode, Kuldip Hillyer shares his journey from being laid off to founding Kugamon, a native Salesforce application that revolutionizes the quote-to-cash process. He discusses the challenges faced during the transition to Salesforce Lightning, the competitive landscape with Salesforce CPQ (fka Steelbrick), and how Kugamon adapted to meet customer needs. Kuldip emphasizes the importance of community engagement, leveraging AI, and the power of YouTube in driving customer retention and reducing support cases. He also highlights the significance of building a sustainable business model in the evolving Salesforce ecosystem.

➡️ Guest ➡️

Kuldip Hillyer https://www.linkedin.com/in/kuldip/

Kugamon https://www.kugamon.com/

➡️ Takeaways ➡️

Kuldip Hillyer is an accidental entrepreneur who founded Kugamon after being laid off.

Kugamon was the first native quote-to-cash app on the Salesforce AppExchange.

Salesforce's acquisition of Steelbrick posed a significant challenge for Kugamon.

Kugamon focused on making subscription management easy for users.

The transition to Salesforce Lightning required Kugamon to adapt its UI and functionality.

Kugamon's success is attributed to its strong community engagement and customer support.

YouTube has been a powerful tool for Kugamon, reducing support cases significantly.

Kugamon targets the SMB mid-market with competitive pricing.

The company has a small team of nine people, showcasing efficiency and agility.

Kugamon's business model is built on understanding customer needs and leveraging technology.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Kugamon, Salesforce, CPQ, Entrepreneurship, Lightning, Steelbrick, AI, Customer Retention, YouTube

➡️ Hashtags ➡️

#salesforce #isv #appexchange #cpq #layoff

Mentioned in this episode:

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

➡️ Summary ➡️

In this conversation, Vuk Stajić shares his journey from being an accidental Salesforce admin to founding MVRK, a consulting firm focused on improving project delivery in the Salesforce ecosystem. He discusses the development of the First Line Support app, which is offered for free to help the community. Vuk emphasizes the importance of the security review process for apps on the AppExchange and his non-intrusive marketing approach. He also highlights his passion for coaching through the Salesforce Solopreneur Blueprint program and shares insights on the impact of AI on the Salesforce ecosystem and future predictions for the industry.

➡️ Guest ➡️

Vuk Stajić https://www.linkedin.com/in/vuks/

MVRK https://mvrk.ca/

➡️ Takeaways ➡️

Vuk started his Salesforce career as an 'Accidental Admin'.

The First Line Support app was developed to streamline internal support requests.

FLS is offered for free to give back to the Salesforce community.

The security review process for apps on AppExchange can be time-consuming.

Vuk prefers a non-intrusive marketing approach for FLS.

Coaching others has been a rewarding experience for Vuk.

AI is transforming the Salesforce ecosystem and job roles.

Vuk predicts a shift in the partner ecosystem due to AI advancements.

The first clients are crucial for long-term success.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Salesforce, MVRK, First Line Support, AppExchange, AI, Solopreneur, Coaching, Security Review, Marketing, Entrepreneurship

➡️ Hashtags ➡️

#salesforce #isv #appexchange #free #goodwill #solopreneur #ikigai

Mentioned in this episode:

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

➡️ Summary ➡️

In this episode, Scott Covert interviews Adam Zuckerman from Omnitoria, discussing the development of their product, Declarative Webhooks, a no-code integration platform for Salesforce. Adam shares insights on transitioning from consulting to product development, the challenges faced in scaling a consulting business, and the importance of finding product-market fit. He also discusses the technical challenges encountered, the significance of integrations, and the strategies employed to attract users, including a freemium model. Adam emphasizes the need to focus on niche markets and offers advice for aspiring ISV founders.

➡️ Guest ➡️

Adam Zuckerman https://www.linkedin.com/in/adam-zuckerman/

Omnitoria https://omnitoria.io/

➡️ Takeaways ➡️

Omnitoria built a no-code integration platform for Salesforce.

The journey from consulting to product development is challenging but rewarding.

Customer validation is crucial in the early stages of product development.

Transitioning from consulting to product focus requires careful planning.

Scaling a consulting business presents unique challenges.

Finding product-market fit is essential for success.

Technical challenges can arise as the product scales.

Integrations are vital for customer satisfaction and retention.

Targeting the right audience can enhance product adoption.

A freemium model can lower barriers to entry and attract users.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Salesforce, Omnitoria, Declarative Webhooks, Integration, SaaS, Consulting, Product Development, AppExchange, Freemium, Product Market Fit

➡️ Hashtags ➡️

#salesforce #isv #gtm #pmf #appexchange

Mentioned in this episode:

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

➡️ Summary ➡️

In this conversation, Heather Mason shares her extensive experience in the Salesforce ecosystem and discusses the mission of ISV Accelerators in supporting high-potential ISV partners. She emphasizes the importance of co-selling strategies, the impact of AI and consumption models, and the need for effective storytelling in sales. Heather also provides insights from Dreamforce 2025, highlights the evolving role of OEM partners, and offers practical go-to-market strategies for ISVs. Throughout the discussion, she stresses the significance of building strong relationships with AEs and SI partners to drive success in the Salesforce ecosystem.

➡️ Guest ➡️

Heather Mason https://www.linkedin.com/in/heathermason1/

ISV Accelerators https://www.isvaccelerators.com/

➡️ Takeaways ➡️

Heather Mason has over 10 years of experience in the Salesforce ecosystem.

ISV Accelerators focuses on helping high-potential Salesforce ISV partners.

Successful co-selling requires understanding how to drive Salesforce license revenue.

AI is leveling the playing field for smaller partners.

Building strong relationships with AEs is crucial for ISVs.

Storytelling is more impactful than just discussing product features.

OEM partners are gaining more importance in the Salesforce ecosystem.

Salesforce is shifting towards consumption models for revenue.

Effective messaging tailored to the audience is essential for ISVs.

SI partners play a critical role in the success of ISVs.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Salesforce, ISV, partner ecosystem, co-selling, Dreamforce, OEM, AI, consumption models, go-to-market strategy, storytelling

➡️ Hashtags ➡️

#salesforce #isv #oem #gtm #appexchange

Mentioned in this episode:

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

➡️ Summary ➡️

In this MVP episode of AppsemblyLine, Scott Covert discusses key announcements from Dreamforce 2025 that impact partners, focusing on OEM partnerships, AI coding assistance, and new features in the Apex roadmap. The episode highlights the introduction of AgentForce for OEMs, the capabilities of AgentForce Vibes, and upcoming features like exposing AuraEnabled Apex methods to Agentforce actions & Heroku App Link, providing insights for ISVs and OEMs on leveraging these advancements.

➡️ Takeaways ➡️

OEM partners can now sell and distribute Agentforce.

Agentforce Vibes enhances AI coding assistance for developers.

AuraEnabled apex methods can be exposed to actions in the Winter 2026 release.

App Link allows for CPU intensive processes to run on Heroku infrastructure.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Dreamforce 2025, Salesforce, OEM partners, Agentforce Vibes, AI coding assistants, Apex roadmap, Heroku App Link

➡️ Hashtags ➡️

#appexchange #salesforce #dreamforce #isv #oem #agentforce #heroku

Mentioned in this episode:

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

➡️ Summary ➡️

In this episode, Samuel Arroyo shares his journey from consultancy to becoming a product innovator with yplicity. He discusses the challenges and successes of building applications for the Salesforce AppExchange, the importance of continuous innovation, and the lessons learned along the way.

➡️ Guest ➡️

Samuel Arroyo https://www.linkedin.com/in/samuelarroyo/

yplicity https://yplicity.com/

➡️ Takeaways ➡️

Building products requires understanding customer needs and market gaps.

Continuous innovation is key to staying relevant in the tech industry.

The transition from consultancy to product development can open new opportunities.

Understanding the Salesforce ecosystem is crucial for developing successful apps.

Open source projects can build trust and community engagement.

Effective marketing is essential for product success, even with great technology.

Horizontal apps face unique challenges in finding their market fit.

Building a brand involves showcasing tangible achievements and products.

The AppExchange provides a platform for reaching a wide audience.

Networking and partnerships can enhance product visibility and adoption.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Salesforce, AppExchange, innovation, product development

➡️ Hashtags ➡️

#appexchange #salesforce #isv #innovation

Mentioned in this episode:

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner

➡️ Summary ➡️

In this conversation, Scott Covert interviews Warren Walters, the founder of Cloud Code Academy, discussing his journey in the Salesforce ecosystem, the evolution of his educational content, and the impact of AI on development practices. Warren shares insights on workforce development partnerships, the importance of understanding foundational skills in programming, and the marketing strategies that have helped him reach professionals in the Salesforce community. The discussion also touches on the future of AI in Salesforce and the necessity for developers to adapt and learn continuously.

➡️ Guest ➡️

Warren Walters https://www.linkedin.com/in/walters954/

Cloud Code Academy https://www.cloudcodeacademy.com/

➡️ Takeaways ➡️

Warren Walters has over 10 years of experience in the Salesforce ecosystem.

Cloud Code Academy focuses on training individuals in Salesforce development.

Workforce development partners train people on Salesforce and help them find jobs.

Creating content was initially a fun project for Warren, which evolved into a business.

AI will significantly impact how Salesforce development is done in the future.

Understanding the fundamentals of programming is crucial, even with AI tools.

Marketing strategies should focus on where professionals are active, like LinkedIn.

Warren emphasizes the importance of community and collaboration in learning.

The journey of content creation requires patience and consistency.

Warren encourages others to dive into content creation despite initial challenges.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Salesforce, Cloud Code Academy, workforce development, education, AI, programming, development training, YouTube, marketing, professional growth

➡️ Hashtags ➡️

#salesforce #salesforcedeveloper #workforcedevelopment

Mentioned in this episode:

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

Sponsorships

Advertise on AppsemblyLine to elevate your brand and connect with a passionate community of leaders!

Sponsors

Sponsored by Drogba Studio

Drogba Studio helps ISVs build a repeatable partner process within the Salesforce ecosystem. Learn more at www.drogbastudio.com

Drogba Studio

Simplify Your Salesforce Security Review

Get clear explanations, actionable insights, and step-by-step guidance to pass your review and get to market faster.

Security Review Partner