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How We Got There: Jack Campbell, Director of Strategic Partners at OpFocus
In today’s episode, I am joined by Jack Campbell, Director of Strategic Partnerships at OpFocus, Jack has been in the Salesforce ecosystem for over 8 years with a focus on the System Integrators throughout his career. OpFocus is solely focused on helping SaaS businesses optimize their revenue operations and that usually centers around their usage of Salesforce. I was excited to talk to Jack because he sees a ton of growing SaaS business so he can share trends that are likely relevant to you as an ISV now, or in the future.
His top recommendation for ISVs to have an updated release date that is recent on your AppExchange listing! It’s a bad look to have that be from 5 years ago…
He works with a lot of companies that either just recently have been acquired or are targeting to be by another company or private equity (PE) so he shares insight how earlier SaaS businesses can do systems work early to make the process easier. The ease is important but it also increases organizational value because the acquiring entity and/or the public market analysts can have confidence in your numbers.
As Robert Smith, CEO & Chairman of the board at Vista Equity, said at a conference that was quoted in a WSJ article, “Software companies taste like chicken,” he said at a conference in New York a few years ago. “They’re selling different products, but 80% of what they do is pretty much the same.”
He shares his experience helping a SaaS business ensure they’re being compliant with ASC 606 and OpFocus’ reasoning, process, and outcomes from focusing their business to just SaaS businesses.
Here’s a closer look at the episode:
1:00 How did you make your way into the Salesforce ecosystem?
5:04 What are some industry trends related to SAS that might be useful for the ISV listeners?
7:57 Advice going through the process of getting acquired by private equity
14:44 What are you most proud of from your time at OpFocus?
15:23 Where does their main line of business come from?
19:28 Why did you go down the path of specializing?
22:44 Do you implement any ISV solutions that are out on the AppExchange and what are you looking for in a good AppExchange partner?
27:31 Rapid fire questions
Resources:
Jack’s Linkedin: https://www.linkedin.com/in/jack-campbell-4361671a
Website :https://opfocus.com/
Twitter: https://twitter.com/OpFocusInc
Linkedin: https://www.linkedin.com/company/opfocus/
Facebook: https://www.facebook.com/OpFocus
Youtube: https://www.youtube.com/opfocus
This episode is brought to you by ISVapp. ISVapp is used by leading Salesforce ISVs and OEMs as the central toolbox to reduce churn, increase renewals, identify upsell potential, and close more deals. ISVapp is the only plug & play solution for the AppExchange AppAnalytics API and provides deep product insights. The set up is easy and takes less than 5 minutes. Visit isvapp.com to learn how you can take advantage of usage data in your app today.
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By Mike Davis
5
66 ratings
In today’s episode, I am joined by Jack Campbell, Director of Strategic Partnerships at OpFocus, Jack has been in the Salesforce ecosystem for over 8 years with a focus on the System Integrators throughout his career. OpFocus is solely focused on helping SaaS businesses optimize their revenue operations and that usually centers around their usage of Salesforce. I was excited to talk to Jack because he sees a ton of growing SaaS business so he can share trends that are likely relevant to you as an ISV now, or in the future.
His top recommendation for ISVs to have an updated release date that is recent on your AppExchange listing! It’s a bad look to have that be from 5 years ago…
He works with a lot of companies that either just recently have been acquired or are targeting to be by another company or private equity (PE) so he shares insight how earlier SaaS businesses can do systems work early to make the process easier. The ease is important but it also increases organizational value because the acquiring entity and/or the public market analysts can have confidence in your numbers.
As Robert Smith, CEO & Chairman of the board at Vista Equity, said at a conference that was quoted in a WSJ article, “Software companies taste like chicken,” he said at a conference in New York a few years ago. “They’re selling different products, but 80% of what they do is pretty much the same.”
He shares his experience helping a SaaS business ensure they’re being compliant with ASC 606 and OpFocus’ reasoning, process, and outcomes from focusing their business to just SaaS businesses.
Here’s a closer look at the episode:
1:00 How did you make your way into the Salesforce ecosystem?
5:04 What are some industry trends related to SAS that might be useful for the ISV listeners?
7:57 Advice going through the process of getting acquired by private equity
14:44 What are you most proud of from your time at OpFocus?
15:23 Where does their main line of business come from?
19:28 Why did you go down the path of specializing?
22:44 Do you implement any ISV solutions that are out on the AppExchange and what are you looking for in a good AppExchange partner?
27:31 Rapid fire questions
Resources:
Jack’s Linkedin: https://www.linkedin.com/in/jack-campbell-4361671a
Website :https://opfocus.com/
Twitter: https://twitter.com/OpFocusInc
Linkedin: https://www.linkedin.com/company/opfocus/
Facebook: https://www.facebook.com/OpFocus
Youtube: https://www.youtube.com/opfocus
This episode is brought to you by ISVapp. ISVapp is used by leading Salesforce ISVs and OEMs as the central toolbox to reduce churn, increase renewals, identify upsell potential, and close more deals. ISVapp is the only plug & play solution for the AppExchange AppAnalytics API and provides deep product insights. The set up is easy and takes less than 5 minutes. Visit isvapp.com to learn how you can take advantage of usage data in your app today.