5 Things I’ve Learned as a Salesforce ISV Partner
Last year was an exciting one for Five9. As a trusted intelligent cloud contact center provider, 2021 ticked the box for becoming a Summit Tier partner as part of Salesforce’s ISV partner program. What an achievement! Since 2008, Salesforce has been an important strategic partner of Five9, and to reach such a milestone has been quite an accomplishment.
In my time at the company, I’ve seen Salesforce and Five9 achieve wonderful things together. Whether it was working toward us becoming the first Lightning Certified CTI partner in 2014, helping CARFAX improve their agent workflows, or hitting record growth in 2020 together, it’s been quite a journey. Now, as I reflect on an entire year at “the Summit”, I can’t help but think about all the things I’ve learned.
Here are five things you should know about being a Salesforce Summit Tier ISV partner.
1. Trust Your Partner
Trust is of utmost importance to Salesforce when working with partners. The level of integrity of the Salesforce co-marketing team is top-notch and our success together is a high priority for Salesforce. Their co-marketing team has displayed credibility, reliability, and intimacy, all important factors in a trusting relationship (see Charles Green’s Trust Equation).
2. Jump In
Be ready to hit the ground running, but don’t be afraid to trip up every once in a while. Salesforce is always ready to help its partners. They have a methodic, strategic go-to-market template full of resources, tips, and tricks, and years of expertise to back it all up. Don’t be afraid to make mistakes — the Salesforce co-marketing team is there to catch you and keep you on track!
3. Take the Lead
Don’t be afraid to bring new and inventive ideas to the table. Salesforce is one of the most innovative CRMs out there, and is open to ideas you bring to the co-marketing team. After all, you know your product better than anyone. Together, you’ll find a way to bring your integration and partnership to life to raise awareness and fuel your pipeline.
4. Try the Secret Sauce
A Salesforce recipe for success is CRM + ISV + SI. In 2021, Five9 hosted a webinar with Salesforce, Slalom (a top global systems integrator), and joint customer Castlight Health. It turns out prospects are very interested in hearing about your solution when a joint customer, Salesforce, and a top consulting firm are part of the same conversation. The webinar boasted more than 300 registrants and has contributed to significant growth opportunities.
5. Discover the Value of Digital
Tactics that boost pipeline growth are not of the same importance as they were pre-pandemic. Now, marketers must look to investing more in digital media to bolster go-to-market strategies. In 2021, Five9 saw significant lead growth from content syndication programs, webinars, and virtual events. Just because the in-person events have ceased, doesn’t mean the appetite for thought leadership has. The demand is there, and Salesforce is there to help you supply it.
Conclusion:
It’s not news that the last few years have been trying for partnerships across all industries. No one can predict what the future holds, but one thing is absolute: having a trusted partner like Salesforce is a solid way to drive success moving forward.
