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How We Got There: Ari Treuhaft, COO of Litify
In today’s episode of How We Got There (which was recorded earlier this year), I talk with Ari Treuhaft, who is the COO of Litify.. Apologies for the audio quality but the conversation was too good not to share! He spent time at a law firm building an operating system for law firms on Salesforce and from there, Litify was born. They offer vertical SaaS for legal organizations, who think of themselves as unique and specialized organizations who need to build custom solutions. Litify has raised a series A pre-pandemic and now has over 200 employees and over 300 customers.
Litify is both an ISV and an OEM partner for Salesforce. Ari shares why being both makes sense for their business to align with buyers preferences in order to reduce go-to-market friction. They’ve found success in co-selling with Salesforce with OEM customers where the Salesforce sales teams was subsequently able to sell additional products, like Sandboxes and Marketing Cloud. And when a customer already has a footprint with Salesforce, they go the ISVforce route.
He talks about how he thinks about vertical SaaS and what they’ve learned from the likes of nCino and Veeva. One of the key learnings was around how to approach services internally and through SIs. Ari shares how they chose partners to work with in the SI realm and how you have to cut through a lot of noise in order to find the great ones. Align around values and mutual skin in the game….get into the single digits with target partners if you’re just getting started to go deep vs. going wide with efforts around enablement and training for your partners. As an ISV/OEM, you need to invest in these relationships.
Ari takes pride in providing a solution on the Salesforce platform in an underserved industry. On the flip side, he acknowledges that building out an internal Services team resulted in successful sales but a backlog of customers who weren’t getting live. They actually called up customers and shared candidly that they had to wait for kickoff for X months while they invested in their SI partner program training.
From a lead source perspective, for OEM leads they come from internal BD efforts and their SI partners. On the ISVforce side of the world, it is mainly the Salesforce AE/SE/RVP referrals. Ari shares some details about their SI partner referral program and how they share revenue with them in addition to having them perform the services. Across the board, focus on things that are working and do more of them. As you work to figure out what gtm channels are right for you, make sure you only run as many experiments as you can successfully measure. Once you start to see success in any of the experiments in the numbers, do more of it and maybe even drop the other active experiments.
Here’s a closer look at the episode:
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By Mike Davis
5
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In today’s episode of How We Got There (which was recorded earlier this year), I talk with Ari Treuhaft, who is the COO of Litify.. Apologies for the audio quality but the conversation was too good not to share! He spent time at a law firm building an operating system for law firms on Salesforce and from there, Litify was born. They offer vertical SaaS for legal organizations, who think of themselves as unique and specialized organizations who need to build custom solutions. Litify has raised a series A pre-pandemic and now has over 200 employees and over 300 customers.
Litify is both an ISV and an OEM partner for Salesforce. Ari shares why being both makes sense for their business to align with buyers preferences in order to reduce go-to-market friction. They’ve found success in co-selling with Salesforce with OEM customers where the Salesforce sales teams was subsequently able to sell additional products, like Sandboxes and Marketing Cloud. And when a customer already has a footprint with Salesforce, they go the ISVforce route.
He talks about how he thinks about vertical SaaS and what they’ve learned from the likes of nCino and Veeva. One of the key learnings was around how to approach services internally and through SIs. Ari shares how they chose partners to work with in the SI realm and how you have to cut through a lot of noise in order to find the great ones. Align around values and mutual skin in the game….get into the single digits with target partners if you’re just getting started to go deep vs. going wide with efforts around enablement and training for your partners. As an ISV/OEM, you need to invest in these relationships.
Ari takes pride in providing a solution on the Salesforce platform in an underserved industry. On the flip side, he acknowledges that building out an internal Services team resulted in successful sales but a backlog of customers who weren’t getting live. They actually called up customers and shared candidly that they had to wait for kickoff for X months while they invested in their SI partner program training.
From a lead source perspective, for OEM leads they come from internal BD efforts and their SI partners. On the ISVforce side of the world, it is mainly the Salesforce AE/SE/RVP referrals. Ari shares some details about their SI partner referral program and how they share revenue with them in addition to having them perform the services. Across the board, focus on things that are working and do more of them. As you work to figure out what gtm channels are right for you, make sure you only run as many experiments as you can successfully measure. Once you start to see success in any of the experiments in the numbers, do more of it and maybe even drop the other active experiments.
Here’s a closer look at the episode: