Despite the thousands of apps on the AppExchange, not to mention the myriad tools and functionalities of the various Salesforce clouds, technology gaps remain. For enterprising ISVs that can find and fill this white space, launching and going to market on the AppExchange brings immense opportunity. In this third installment of our Journey Through the AppExchange series, CodeScience Chief Revenue Officer, Sean Hogan, is speaking with Gauri Chawla, Vice President, Global Partners and Alliances at inriver, about how inriver is filling a gap for Salesforce Commerce Clouds, the challenges they’ve encountered, and the lessons other ISVs can learn from their experience.

2. Today’s Speakers:
Sean Hogan
CRO
CodeScience
Gauri Chawla
VP, Global Partners and Alliances
inriver

3. ● About CodeScience
● Goal of Journey through the AppExchange series overview
● inriver 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 ISVs 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 Gauri of inriver!
Gauri Chawla
VP, Global Partners and Alliances
inriver

13. About inriver

14. 30%
CAGR growth
+20
countries
founded in
Sweden
with
+600
customers
inriver in a
snapshot
founded in
2007
PIM
Market Maker
Supports
+1500
brands
across
30
countries

15. For high engagement purchases, empowered customers are
self-directing their buying experiences… no matter where
customers enter
...and those self-directed buying processes start with product,
not brands.
Today’s digital-first reality
78%
of product searches
do not include a
brand name

16. Product information has become your
company’s digital front door no
matter where customers enter
Website | Social | Search |
Marketplaces | Apps | Distributors |
Channels

17. inriver & the Salesforce
Ecosystem

18. Our Value proposition to
Salesforce customers
“inRiver helps Salesforce
Customers to deliver accurate,
up-to-date product information
across every channel and
marketplace – quickly and easily"
limitless
possibilities
elastic data
model while in
multi-tenant cloud
digital speed
seamless
orchestration
engagement
intelligence
data driven
guidance

19. inRiver helps digital commerce scale easily while weaving a single
source of rich product information truth across the Salesforce
Commerce, Marketing, Sales, and Service Cloud.
Our partnership gives Salesforce the ability to expand the footprint
and broaden proactive conversations with customers that extend
across the enterprise while differentiating itself in the marketplace
from its competitors.
Our Value Proposition to Salesforce Sellers
inRiver positions Salesforce for the Customer 360 vision with
a rich product experience

20. •ACV target 50% increase from previous fiscal.
•80% increase in Pipeline
•16% increase in close rate
•Top PIM Partner in N Europe
‒ Climb from Base to Ridge
•Focusing on 30 | 700 Influencers for B2B & B2C Commerce Cloud
Commercial Success KPI’s for inriver

21. Technology + Distribution
Blue Halo

22. inriver’s
view of the
PIM
process &
Salesforce

23. inriver’s Journey

24. Milestones
B2B Lightning
Adapter
AppExchange
launch
First EMEA
Customer
signed
Next NA
Customer
signed
Salesforce
DemoJam
participation
B2B Adapter
AppExchange
launched
First UK
Customer
signed
First inriver
Salesforce team
formed
First NA
Customer
signed
2017 2018 2019
B2C Adapter
launched
2020 2021
Full Global
Salesforce
Alliance team
Development
of first shared
Business Plan
Further joint
Customers
signed
Integrate demo with
Salesforce demo
environment

25. 30 Commerce Influencers
Focus: Manufacturing & Retail
Partner &
Alliance
Team
B2B Commerce Partner
Alliance Team
(AppExchange) $
B2C Commerce Partner
Alliance Team (LINK)
B2B Commerce Sellers $
B2C Commerce Sellers
Manuf. Core Industry
Sellers
CPG Core Industry
Sellers
Retail Core Industry
Sellers
SMB
Commercial
Enterprise
SMB
Commercial
Enterprise
Customer Accounts
Customer Accounts
Customer Accounts

26. Commerce
Marketing
Sales Service
B2B
B2C
Order Management
Headless Commerce
Customer
CPQ
Partner Management
CDP
Cross Channel
Omni Routing
Self Service
Digital Channels
Connectors
• B2B
• B2C
• Lightning Adaptor
Connectors
• In roadmap
Connectors
• Prioritized in
roadmap
Connectors
• in roadmap
Where we are going with other Clouds & Why…..

27. Key Takeaways

28. Themes to “Get Above The Noise”
Understanding Gain practical working experience of the Salesforce organization
Focus Maintain laser-like approach to executing our goals and objectives
Story Tell a clear, consistent narrative of our value proposition
Enablement Give Salesforce teams the knowledge to best partner with us
Pipeline Drive growth of sales opportunities and conversion

29. Understanding Focus Story Enablement Pipeline
Gain practical working
experience of the
Salesforce organization
Maintain laser-like
approach to executing our
goals and objectives
Tell a clear, consistent
narrative of our value
proposition
Give Salesforce teams the
knowledge to best partner
with us
Drive growth of sales
opportunities and
conversion
• Increase coverage across
Industry-aligned teams (RCG,
Manufacturing)
• Build trust with Salesforce
Partner teams
• Raise profile with core
Industry RVPs/SVPs and their
respective teams
• Work to attain higher
Partner status to improve
trust and visibility
• Use accumulated knowledge
to fine-tune working
practices
• Execute on shared Account
Plans
• Sell based on current
integrations and proven use
cases
• Research existing Customers
for potential Salesforce fit
and/or use
• Target Manufacturing and
Retail (B2B, B2C) industries
• Align regional plans to suit
local market needs
• Share relevant Customer
use cases and outcomes from
their investment in inriver
• Constant education of the
value of PIM to Salesforce
teams and Customers alike
• Use corporate messaging to
drive engagement
• Update AppExchange listing
and marketing collateral
consistently for engagement
• Demonstrate our PIM
domain expertise, offering
and competitive value through
regular enablement of Sales
and Support teams
• Participate in Industry
Events, e.g. Dreamforce,
Connections, DemoJams (>1
per quarter)
• Targeted Industry-focused
marketing campaigns
(Capability, Value, Customer
Wins, Customer Success)
• Increase
• 12mo. Pipeline by 100%
• New Monthly Sales
Qualified Leads to X
• Pilot Outreach Alliance
program
• Proactively manage the
Partner Account team
relationship with regular
pipeline reviews
• Bring opportunities ‘to
Salesforce’s table’
• Work closely with our SI
Partners to further build out
market presence and pipeline
Call To Action

30. • Focus on a specific product | team | region.
• Market into Salesforce with specific messages
• Dedicate a specific Salesforce team
• Clearly define and focus on key ICP since SF is aligned by
industry
• Keep your Appexchange listing updated for engagement
• Engage SF Product consistently
• Engage SE organization
• Enable, enable, enable with the aligned messaging
• Spread yourself across many teams
• Wait to do Partner marketing
• Expect Field sales to spend time with you
Key Takeaways
DO’S DON’Ts

31. Action for all ISVs
Action Resources Completed
inriver Listing Review: https://sforce.co/3D2REid Look for Buyer’s Messaging
CodeScience Demo Challenge: 10 ISV Cohort https://bit.ly/3D0pHqX
Personas & User Switcher https://sforce.co/3CFIokI

32. Please Submit Your Questions Below
Open Q&A

33. Contact Us:
Sean Hogan
Continue the Conversation
sean@codescience.com
Gauri Chawla
gauri.chawla@inriver.com