In this fourth installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Tammy Hawes, CEO of Virsys12. They’ll discuss how Virsys12 made the move from systems integrator (SI) to ISV, the importance of staying aligned with the Salesforce product roadmap, and valuable lessons other ISVs can learn from their experience. In this webinar, you’ll learn: - Key insights from Virsys12’s experience as an SI and how they transitioned from one-off deployments to creating market fit via distributed IP with their Salesforce products - How Virsys12 found the specific use case they could solve in a repeatable and scalable fashion - How they refined their internal and Salesforce messaging to differentiate and rise above the “noise” - Actionable advice any ISV can use to better align with Salesforce’s product roadmap and why this is critical to ongoing innovation and success on the AppExchange.

2. Today’s Speakers:
Sean Hogan
CRO
CodeScience
Tammy Hawes
CEO and Founder,
Virsys12

3. ● Introduction to CodeScience
● Goal of Journey through the AppExchange series overview
● Introduction to Virsys12
● Virsys12’s AppExchange Journey
● Key Takeaways and Action Steps for all ISVs
● Open Q&A (submit questions via Q&A button)
Agenda

4. About CodeScience

5. Client success: 10% of the AppExchange

6. Goal of
Journey Through the AppExchange

7. Revenue Stage - Team Design Changes

8. Salesforce ISV Lifecycle

9. ISVs want to build a Thriving Business

10. An ISV’s Journey is in motion…
New
ISV
Struggling
ISV
Selling
ISV
Expanding
ISV
Red Hot
ISV

11. Spotlight ISV Success by Functions
Strategy
Product
Management
Product
Marketing
Marketing
Ops
Sales Ops
Seller’s
Journey
Buyer’s
Journey
Sales
Sales
Engineers
SFDC
Alliances
Marketing Deploy
Support

12. Welcome Tammy of Virsys12!
Tammy Hawes
CEO and Founder,
Virsys12

13. About

14. Why Healthcare? Why then?

15. Why shift from Services to
Software?

16. The Healthcare Provider Journey
Provider Network
Provider Contracting
Provider
Pre-Enrollment
Provider Credentialing
Provider Activation
Provider Demographics
Initial Provider
data verification
Provider Relationships
Ongoing Network Maintenance /
Provider directory
Our Value Proposition to Salesforce healthcare customers:
Automating Provider Lifecycle Management
“V12 Network and V12 IPD helps Salesforce Healthcare Customers build and manage provider
networks to serve their patients and members in a collaborative way"

17. 158%
Total company
Revenue
Growth YOY
279%
ARR growth
YOY
Based in Nashville
since 2011
snapshot
Healthcare
“Enterprise”
PLM Solutions
Leader
Focus in
US

18. Journey

19. How we began

20. Milestones
GTM plan with
Vlocity /
Salesforce
Industries
Started as SI
Custom build
of V12 ACO
Rebranded
V12 Network
Grew ARR
279% YOY
1st
investment
from Salesforce
Ventures
2011 2012 2013
V12 ACO on
Appexchange,
First Customer
2016 2020
V12 IPD (Heroku
and AWS)
companion
product created
Recognized as
both SI and ISV.
Joint business plan
established
First Health
Plan Payer
signed, formal
SF product
team meetings
2019 2021
2018
2nd investment
from Salesforce
Ventures

21. & the Salesforce Ecosystem

22. Our Value Proposition to the Salesforce Sales Teams
HLS Payer and Provider
Provider Lifecycle Digital 360: Sell More

23. Technology + Distribution
Blue Halo

24. So whatʼs next?

25. Key Takeaways

26. Key Takeaways
● Know thy customer, stay close and listen to their
needs
● Focus and stay true to your mission
● Be an expert and add value in the sales process
with Salesforce
● Build your own pipeline & “own it”
● Stay close to Salesforce product teams
● Donʼt spend marketing money on “more,” spend
it on quality messaging
● Donʼt underestimate the value of knowledge and
best practices your app brings to your customers
● Donʼt put your partnerships above what is right
for your customers
DOʼS DONʼTS

27. Action for all ISVs
Action To do Link
Virsys12 Listings Review Look for Buyer’s Messaging V12 Network 2.0
CodeScience Demo Challenge 10 ISV Cohort
https://bit.ly/3D0pHqX
2022 Product Roadmap Audit
Align with Salesforce &
leverage ISV-ready technology
https://bit.ly/30uukvB

28. ISV Business Functions to review:
Acting Like a Top 25 ISV

29. Please Submit Your Questions Below
Open Q&A

30. Contact Us:
Sean Hogan
Continue the Conversation
sean@codescience.com
Tammy Hawes
tammy.hawes@virsys12.com