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In today’s episode of How We Got There, I talk with Tal Frankfurt, who is the founder and CEO of Cloud For Good. He shares his journey to the Salesforce ecosystem and to the the US from the early days of Salesforce consulting, starting 13 years ago. Cloud For Good is a Salesforce SI focused on Non-profits, higher ed, and more that now has over 200 employees on their team, Tal is passionate about helping unlock talent by upskilling people to add to the ecosystem with a focus on diverse candidates via apprenticeships with Talent For Good. If you are looking for diverse, well-trained talent please check out Talent For Good.
He shares his thoughts on partnering with ISVs from an SI’s point of view. Cloud For Good has over 20 ISV partners listed on their website. First and foremost, does it solve a problem for his clients. Next he evaluates their technology with regards to integration and extensability within Salesforce without customization. Lastly, is the company support. Support requests are inevitable but Tal shares his expectations about alignment with the end client to ensure timely and satisfactory resolution when a problem arises
They often give multiple ISV options to their clients vs. just recommending a single solution. His advice to ISVs is to look to enable consultants vs. his sales team. They track their referrals for ISVs and the top ones have had 100s of referrals since they started tracking it. The best way to start a partnership? Come with an existing mutual client and then offer up enablements to their consulting teams that leans into the technical details of your application.
As a SI, their top producing lead source is Salesforce AEs who bring them directly into client accounts. He shares openly about their successes and failures in expanding their focus area globally with local offices in Europe with languages, currencies, and employment laws.
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This episode is brought to you by Tequity Advisors, a global sell-side M&A advisory firm with core expertise in B2B Enterprise Cloud, SaaS, and IT Services companies. They are focused on SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, Adobe and the MSP Clouds. Tequity has already completed 22 transactions in the Salesforce and Salesforce ISV ecosystems. Visit tequityadvisors.com to learn how they Achieve great outcomes for our clients both in valuation and in terms.