In today’s episode of How We Got There, I talk with George Kenessey who is the CEO of Appiphony. Appiphony is a Product Development Outsourcer (PDO) and more recently an ISV themselves with Drive Connect on the AppExchange. George is one of the best humans and business leaders in the ecosystem. This conversation took place wayyyy back pre-Dreamforce but I finally got around to releasing it and it’s one of the most insightful ones. George shares his experience of helping companies launch on the AppExchange over the last 15 years as well as their own apps, taking their learnings from the PDO world to their own AppExchange journey.
He shares tips relevant to new ISVs going through the security process with Salesforce and then moves into GTM lessons from launching Drive Connect. They designed a PLG motion on the AppExchange, including building a way for customers to sign up for a trial and ability to purchase via Stripe on the backend. The best gtm motion they have found is writing specific content to help their customers and partners solve a problem that is related although not fully solved necessarily by Drive Connect. If you help people do their job for free, they will eventually give you money is something I say often and what George and team are doing over there.
Drive Connect has one of the best partner resources pages out there, I encourage you to check it out as you consider how well you are set up to enable SI partners.
Link to the episode in the comments (or on Apple Podcasts)
This episode is brought to you by Invisory. Invisory is designed to meet you where you are: whether you’re looking to list on the AppExchange, are in the process of listing, or listed and looking to accelerate success.
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