4 Partners Who Are Revving Up Their App Engines With Test Drives
There’s a new age of selling. Cold calling, blast emails to purchased contacts, and mailed brochures are becoming less and less effective. Buyers are looking for vendors who understand their needs and provide information in the most impactful and useful way. When it comes to purchasing software, consumers want to be able to take apps for a spin on their own time so they can truly see if an app fits their business needs.
With more than 10 million lifetime app installs on AppExchange, we’ve learned a thing or two with our partners about how best to showcase the strengths of an app to a prospective buyer. Did you know that any app listed on the AppExchange has the power to provide customers with a contactless demo experience that drives easy, guided exploration in just a few clicks? The way we make this possible is with Test Drive. By building a Test Drive into your listing, you give your customers the opportunity to quickly try your app’s functionalities, features, and real-world performance, which allows them to make the best install decision to help solve their business challenges.
Since your customers can see the value of your app before they install, Test Drive helps you generate more qualified leads, accelerate your sales cycle, and reduce demo overhead. By the time a customer engages with your sales team, they are coming to you with relevant and informed questions.
But don’t just take our word for it. We recently spoke to a few of our ISV partners who have implemented Test Drive and are featured on our new AppExchange Test Drive Collection page.
Accounting Seed is a top-rated accounting and ERP application powered by Salesforce that helps businesses manage the entire financial lifecycle from lead to ledger. Even with an impressive listing, convincing buyers to completely overhaul their accounting solution can be challenging. Sales cycles can be long and there are multiple different buyers involved in the process.
We spoke to Shannon Canzanella, Media Relations Manager at Accounting Seed, about how their Test Drive helped with their sales process.
“If we can get the IT Admin, CEO, and an accountant to take a Test Drive prior to getting on the phone, they’ll likely come with better questions and might be a little more convinced to buy already,” Canzaella said. “Anything we can do to make it easier for accounting teams to feel comfortable and ready to change their solution is ideal. That’s why we love having a Test Drive.”
Since implementing their Test Drive, Accounting Seed had seen a 75% increase in listing traffic and their Test Drive contributes nearly 20% of lead events taken on their listing.
Take the Accounting Seed Test Drive today.
Mission Control is a project management app that helps with complex program and project management. It includes Kanban Whiteboards, Gantt Charts, timesheets, and a Resource Capacity Planning Scheduler. Due to the wide range of capabilities Mission Control provides, customers might not know where to start with their research. Aprika created their Test Drive to create an easier, step-by-step process for customers so it’s not too overwhelming for them to understand the product.
For Colin Johnson, CEO and Co-Founder of Aprika, their Test Drive has become a key source of well-qualified leads.
“It’s a great source of lead generation,” Johnson said. “It gives the customer an opportunity to play around with our app without having to commit to downloading it into their own instance of Salesforce. Then we can start engaging them and nurturing them. Having access to the Test Drive is invaluable because it gives them a head start on their evaluation.”
Take the Mission Control Test Drive today.
Coveo is a market-leading AI-powered relevance platform that enables customers to deliver the relevant and targeted experiences buyers and customers have come to expect. Looking to create a uniquely targeted experience of their own, Coveo built a Test Drive that puts their customers in the driver’s seat and their sales team in the passenger seat.
“What’s been really incredible is that we’ve been able to use our Test Drive at conferences. Customers can walk up to a terminal, take our Test Drive, and then ask us any questions as they’re going through it. It’s led to really strong sales conversations,” said Jordan Hohlfelder, Senior Channel Marketing Manager.
Take the Coveo Test Drive today.
Place is an agile finance platform designed for high-growth SaaS companies and provides a complete perspective that enables business alignment and better decision-making. Finance software is multi-faceted with many unique use cases and needs. This means that it is crucial to sales conversations that buyers come with relevant and informed questions.
“The Test Drive feature is great. It’s an awesome thing that you can offer on the AppExchange,” Alex Siegler, GM, Revenue Operations said. “It helps with our sales conversations and I’m hoping it will help with our lead generation efforts as well. We don’t want to offer a free trial so it gives us this great option.”
Since adding Test Drive to their AppExchange listing, the feature accounts for over 80% of Place’s generated leads from the channel.
Take the Place Technology Test Drive today.
We’re excited to see how the Test Drive feature will continue to help enhance AppExchange listings. Ready to take Test Drive for a spin? Check out our Test Drive Education page on the Partner Community for demos, FAQs, and resources.
