Most ISVs enter the Salesforce ecosystem expecting revenue to come easily. But only a few understand what it actually takes to succeed.

In this episode of Get It, Together, Sam Yarborough (Co-Founder at Arcadia) joins host Tyler Calder (CMO at PartnerStack) to explore the real work behind building a partner motion inside Salesforce. From aligning your entire company around one ecosystem to capturing the attention of Salesforce AEs, this conversation maps out what it means to be ecosystem-ready.

You’ll learn:

• What partner teams must do before listing on the AppExchange
• Why AE relationships are the key to long-term ecosystem impact
• How to support your partnership strategy across product, sales, and marketing

Jump into the conversation:
(0:00) Introducing Sam Yarborough

(3:45) Misconceptions about entering the Salesforce ecosystem

(5:12) How long does it realistically take to see results

(10:30) Winning over Salesforce AEs with the 3 I’s

(14:15) What Salesforce AEs actually care about

(16:57) Aligning product, marketing, and events for partner success

(18:43) How quota retirement works in the Salesforce world

(25:35) How Sam built a Salesforce motion from scratch

(27:33) Building a system to track and engage Salesforce reps

(30:30) The one skill partner leaders must develop

(38:13) Using AI to improve your own curiosity and performance