The AppExchange is in its Prime. Are you taking advantage? Dreamforce ‘19 marked the release of our 3rd Annual State of AppExchange Partners report. We hosted a panel session in the Partner Lodge with leaders in the ecosystem. We’re following up on that conversation to see their results and hear predictions for 2020. We cover: Why we believe the AppExchange has reached the Prime stage The reasons ISV partners are joining the AppExchange and the problems they are trying to solve: - How partners are investing their revenue to achieve growth - Partner success and areas of opportunity within the AppExchange - And much more! This is your chance to learn from some of the best and brightest on the AppExchange Access the recording here: https://learn.codescience.com/WBN-2020AppExchangePartnersBenchmarks_LP-OnDemand.html

1. 3rd Annual State of the AppExchange
Partners Report
AppExchange Insights: ISVs Share
Their Forecasts for 2020 and Beyond

2. Panelists
Heather Lavoie
Director of Strategic
Partnerships - Sparta Systems
Brian Rash
President - Geneia CEO - CodeScience
Brian Walsh

3. We help partners thrive on the Salesforce AppExchange
Founding partner of the Product
Development Organization (PDO) program.
Named Master PDO is 2017.
The PDO program provides app development
services to ISVs for the Salesforce
AppExchange.
We have partnered with clients to build
over 250 apps on the AppExchange that sell
to every industry.
From to build to deploy to support, we have
services for the full lifecycle of an ISV.
Who is CodeScience

4. Client Success

5. Methodology

7. Executive Summary

8. Prime Time
The AppExchange Ecosystem is in the Prime Stage

9. The Prime Stage
Common Characteristics of Companies in Their Prime
● The company operates in a focused, energized and predictable manner.
● Stretch goals are set, aligned and consistently achieved.
● There is an enterprise-wide focus on customers and earning their long-term satisfaction.
There is a high degree of customer loyalty. At the same time, the organization knows when
and how to say "no" to the market. It is disciplined enough to protect itself.
● There is intra- and inter-organizational integration and cohesion with clients, suppliers,
investors, and the community. This internal cohesion enables the Prime organization to
devote much of its energy externally.
● They enjoy consistent, above average growth in both sales and profits

10. Product and Company

15. Panelist Experiences

16. Growth

17. Forecasted Revenue Growth

18. Forecasted Headcount Growth

19. Of respondents in high-growth companies (those who said
their revenues are significantly increasing) predict
significant increase in all three areas: sales personnel,
developer personnel, and R&D investments (both internal
and external)
50%

21. Panelist Experiences

22. Technology and Platform

29. Panelist Experiences

30. Salesforce as a Channel

33. Most Beneficial Aspect of the AppExchange

34. Areas for Improvement

35. Panelist Experiences

36. Investments and Outcomes
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38. Unicorns
Private Companies Valued > $1B USD
● Vlocity
● Druva
● Icertis
● nCino
● UiPath
● WalkMe
● Talkdesk
● Netskope

39. AppExchange ISVs represent 7% of global, funded SaaS
AppExchange ISVs received roughly 19% of funding
dollars

40. IPOs
2018
● Vlocity
● Druva
● Icertis
● nCino
● UiPath
● WalkMe
● Talkdesk
● Netskope
2019
● Slack
● Change Healthcare
● Zoom

43. Q&A

44. Thank You!

45. Contact Us:
Brian Walsh
CEO
sales@codescience.com
We Help Partners Thrive on the AppExchange