➡️ 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

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Security Review Partner

ISV Forge

Accelerate Your AppExchange Success!

ISV Forge

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➡️ 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:

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

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 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

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

Sponsorships

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

Sponsors

➡️ 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:

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 conversation, Zach Rothstein, co-founder and president of SalesReady, discusses the evolution of his company, which focuses on enhancing the quoting experience within Salesforce. He shares insights on market validation, customer feedback, and the importance of building connections in the Salesforce ecosystem. Zach also delves into their go-to-market strategy, pricing considerations, and the challenges of being a bootstrap company. He emphasizes the significance of security in software development and offers advice for aspiring ISV founders.

➡️ Guest ➡️

Zach Rothstein https://www.linkedin.com/in/zrothstein/

SalesReady https://salesready.io/

➡️ Takeaways ➡️

SalesReady evolved from consulting projects to a dedicated quoting tool.

Customer feedback is crucial for product iterations and market fit.

Building connections on LinkedIn has been a key strategy for lead generation.

SalesReady focuses on enhancing the quoting experience in Salesforce.

Pricing strategy is a complex but essential aspect of SaaS businesses.

Security is a critical consideration for ISVs and should not be overlooked.

The AppExchange serves as a significant source of inbound leads.

Embracing mistakes can lead to valuable learning experiences.

Hiring for diverse skill sets can complement a founder's strengths.

It's important to maintain transparency in pricing to build trust with customers.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

SalesReady, Salesforce, quoting tool, document generation, e-signature, market validation, go-to-market strategy, pricing strategy, customer retention, ISV founders

➡️ Hashtags ➡️

#appexchange #salesforce #isv #gtm

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

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

➡️ Summary ➡️

In this conversation, Chris Federspiel, co-founder and CEO of Blackthorn, shares insights into the journey of building an event management platform integrated with Salesforce. He discusses the evolution of their apps, the challenges faced during the COVID-19 pandemic, and the importance of go-to-market strategies. Chris also delves into funding strategies, the significance of building relationships with Salesforce and system integrators, and the lessons learned from the early days of the company. He emphasizes the roller coaster nature of entrepreneurship and offers valuable advice for new founders.

➡️ Guest ➡️

Chris Federspiel https://www.linkedin.com/in/chrisfederspiel/

Blackthorn https://blackthorn.io/

➡️ Takeaways ➡️

Blackthorn is an event management platform built natively on Salesforce.

The company has evolved from a payments app to a comprehensive event management solution.

COVID-19 prompted Blackthorn to quickly adapt by integrating with virtual event platforms.

Funding strategies can include debt facilities and revenue-based financing.

Building relationships with Salesforce and system integrators is crucial for success.

Early validation of market fit is important, but technical founders often focus on product over sales.

Go-to-market strategies require significant effort and should not be underestimated.

Technical challenges can arise unexpectedly, especially in payment processing.

Entrepreneurship is a roller coaster with ups and downs, requiring resilience.

New founders should focus on building unique IP and understanding their market.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Blackthorn, Salesforce, event management, payments app, entrepreneurship, funding strategies, go-to-market, startup challenges, founder advice

➡️ Hashtags ➡️

#appexchange #salesforce #isv #mentalhealth

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

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 and Sruly Markowitz discuss the journey of Fast Track Digital acting as both an SI and an ISV with its payment solution, Paytram, designed for nonprofits and small businesses. They explore the challenges of integrating payment processing with Salesforce, the importance of customer service in the SaaS industry, and strategies for navigating the AppExchange. Sruly shares insights on pricing strategies, compliance issues, and the significance of gathering customer reviews to enhance credibility. The discussion also touches on the evolving landscape of payment solutions and the need for effective marketing strategies to attract clients.

➡️ Guest ➡️

Sruly Markowitz https://www.linkedin.com/in/sruly-markowitz/ [email protected]

Fast Track Digital https://ftdigital.com/

Paytram https://www.paytram.io/

➡️ Takeaways ➡️

Fast Track Digital serves as both an SI and ISV partner on the Salesforce platform.

Fast Track Digital started to fill gaps in payment processing for nonprofits.

Paytram offers a more affordable payment solution integrated with Salesforce.

Customer service is crucial in the SaaS industry, especially for smaller clients.

Navigating the AppExchange requires effective marketing and SEO strategies.

Gathering customer reviews is essential for building credibility.

Compliance with payment processing regulations is a significant challenge.

Pricing strategies should reflect the target market's budget and needs.

Building a product that meets client needs can lead to organic growth.

The importance of flexibility in payment solutions for various industries.

Getting initial clients can be the hardest part of launching a new product.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Fast Track Digital, Paytram, Payment Processing, Salesforce, Nonprofits, AppExchange, Customer Service, Compliance, SaaS, Marketing Strategies

➡️ Hashtags ➡️

#appexchange #salesforce #isv #si

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

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, Jordan Fleming, founder and chairman of smrtphone, shares insights into his entrepreneurial journey, the evolution of his company, and the importance of customer feedback and partnerships in achieving success. He discusses the challenges of bootstrapping versus fundraising, the significance of traction in SaaS, and his perspective on risk and opportunity. Jordan also emphasizes the need for a focused approach in the Salesforce ecosystem and offers valuable advice for early-stage founders.

➡️ Guest ➡️

Jordan Fleming https://www.linkedin.com/in/jsfleming/

smrtPhone https://www.smrtphone.io/

➡️ Takeaways ➡️

smrtPhone is an all-in-one cloud phone system.

Bootstrapping allowed for greater control and vision.

Traction is the hardest part of building a SaaS business.

Listening to customers is crucial for product development.

Risk should be viewed as opportunity.

OEM partnerships can accelerate growth.

Pricing strategies should align with customer expectations.

AI tools are becoming essential in SaaS offerings.

Consistency in focus leads to better results.

Transitioning roles can provide new opportunities for growth.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

smrtPhone, SaaS, bootstrapping, Salesforce, CRM, entrepreneurship, AI, pricing strategy, customer feedback, OEM partnerships

➡️ Hashtags ➡️

#appexchange #salesforce #podio

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

➡️ Summary ➡️

In this conversation, Adam Erstelle shares his journey of building Cyfuno Labs and its Teams Connector app for Salesforce. He discusses the challenges of bootstrapping, the importance of market validation, and effective marketing strategies. Adam emphasizes the need for constructive feedback and the significance of community engagement in the Salesforce ecosystem. He also touches on pricing strategies and the future of ISVs in the Salesforce landscape, offering valuable insights for aspiring entrepreneurs.

➡️ Guest ➡️

Adam Erstelle https://www.linkedin.com/in/adamerstelle/

Cyfuno Labs https://cyfunolabs.com/

➡️ Takeaways ➡️

Building apps that benefit the community is essential.

Empowering administrators can unlock numerous use cases.

Market validation is crucial before product development.

Constructive criticism is more valuable than positive feedback.

Bootstrapping allows for control but comes with challenges.

Engaging with community forums can drive customer acquisition.

Pricing strategies should be informed by customer feedback.

Navigating the Salesforce ecosystem requires early discussions with Salesforce.

Surrounding yourself with experienced peers can provide valuable insights.

The future of ISVs may involve balancing AI with human connection.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Cyfuno Labs, Teams Connector, Salesforce, AppExchange, Marketing Strategies, ISV, Customer Acquisition, Bootstrapping, Pricing Strategies, Community Engagement

➡️ Hashtags ➡️

#appexchange #salesforce #microsoft

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

➡️ Summary ➡️

In this conversation, Jelle van Geuns, CEO of Cirra AI, discusses the inception and evolution of Cirra AI, a tool designed to automate Salesforce admin tasks. He shares insights on the challenges of bootstrapping versus fundraising, the importance of customer feedback, and strategies for acquiring customers. Jelle also reflects on his previous venture, Decisions on Demand, and the lessons learned from that experience, including the significance of focusing on specific use cases and the dynamics of managing a remote team. He concludes with advice for early founders and highlights future opportunities within the Salesforce ecosystem.

➡️ Guest ➡️

Jelle van Geuns https://www.linkedin.com/in/jgeuns/

Cirra AI https://cirra.ai/

➡️ Takeaways ➡️

Cirra AI automates Salesforce admin tasks to save time.

Bootstrapping can be slower but allows for more control.

Customer feedback is crucial for product development.

Focusing on specific use cases can lead to better market fit.

Building relationships through events and content marketing is effective.

Pricing strategies should align with customer expectations.

Remote teams require clear communication and collaboration tools.

AI presents opportunities to enhance user experience in Salesforce.

Early founders should be open to feedback and iteration.

Everything takes longer than expected in startup life.

➡️ Youtube ➡️

Watch this episode on our Youtube channel

➡️ Keywords ➡️

Cirra AI, Salesforce, app exchange, bootstrapping, fundraising, customer acquisition, remote work, pricing strategies, AI opportunities, early founders

➡️ Hashtags ➡️

#appexchange #salesforce

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