Representation at the AppExchange Partner Summit

Previously, I wrote about my experience with building diverse teams at nCino, the worldwide leader in cloud banking, and shared takeaways from the LendIt Fintech “Success Through Diversity” panel. Today, I’d like to introduce you to two women with their own experiences and perspectives on these issues.

Gauri Chawla is the Head of Global Business Development and Alliances at Showpad, a sales enablement platform that empowers businesses to create the best experiences for their buyers. Dory Weiss is the VP of Engineering at nCino, and oversees the software development teams responsible for creating our cloud-based bank operating system. Both Gauri and Dory are passionate about driving change, building strong teams and being exceptional human beings. They recently attended the AppExchange Partner Summit in Chicago which inspired the following discussion.

First things first — why did you decide it was important to attend this event?

Dory: I had two real goals for attending the summit. Part of what I wanted was to meet my peers in the AppExchange space and learn what other folks are doing and the challenges they’re facing. That collaborative sharing is really valuable as we do our work. The other half was the chance to have a dialogue with Salesforce about where they’re going next and the opportunity to influence those decisions. I take that seriously as part of our responsibility as an AppExchange partner.

Gauri: My goals were similar. This was our first event in terms of the partner advisory board and the idea of providing influence was important. I wanted to see if this was a forum where we could be heard, and it was clear that it is. It was a chance to learn what others are doing with Salesforce and confirmed that we’re not alone in the things we think about. Sitting down with partners at different stages in their relationship with Salesforce was eye opening, and I liked that it wasn’t just the bigger partners that got play time.

What’s one benefit of being an AppExchange partner that you learned about or a gained a deeper appreciation for?

Gauri: The challenges that everybody is facing. Big partners are facing exposure challenges, while smaller partners are getting really technical. Showpad has just begun to get involved with the partner advisory board, so it was great to learn about situations we will be dealing with, see how others are handling certain situations, are executing in different ways and adapt our plans as needed. For the position we’re in, it was incredibly helpful to talk to and forge relationships with both smaller and larger companies.

Dory: It’s easy to get caught up in our work and feel isolated, which is why it’s valuable to talk to others who are wrestling with the same thing and reassuring to know others have the same challenges. You get to commiserate and empathize or get wonderful insights from someone else. It’s an aspect of networking but because the ISV ecosystem is still growing and building momentum, it’s still young and can feel lonely. But those moments of camaraderie and connection are so helpful.

While Salesforce itself is a champion for equality and visibility, it seems other companies still have a way to go. You mentioned there wasn’t as much gender diversity and representation as you we would have liked amongst the summit attendees.

Gauri: It’s 2018, you’d expect these smaller, forward-thinking ISVs to have more senior women on their teams. I enjoy working with men and have a lot of respect for the men I have worked with. I’ve never felt excluded. But I still see that many women don’t ask for a seat at the table. I’d encourage young and mid-career women to just ask if you can be there. There also has to be a bigger focus on mentoring female leaders and helping them both develop some of the intangible qualities that men have and believe in the strength of their own experiences. We bring different perspectives, different styles, different viewpoints, and that diversity is so important to growing businesses.

I love your point about asking — there’s more we can do to encourage others, our peers, etc. But as a woman, if you’re in these companies, don’t count yourself out. Ask if you can go.

Dory: I agree, that’s really powerful. Looking at the numbers as they exist, they become such an excuse for passivity or inactivity. “I’d love to include women, but there aren’t any.” By asking for those opportunities you’re pressing back against that idea. “What if you try this, how about this, can you include me like this?” It takes away the excuse for not trying. Part of the challenge is broadening the definition of what a professional space or a leader looks like. We need to make space for multiple skills that are all seen as equally valuable, rather than forcing everyone into the same traditional model. There are absolutely skills that women need to learn but it’s important that they’re allowed to perform those skill or functions in their own way. For me, if it’s more natural to lead with compassion or “feminine” qualities, that doesn’t mean I’m less of a leader. My leadership looks different but it’s no less valuable. If leadership always looks like the older model, then it’ll never be an inclusive place for underrepresented groups. That diversity of experience and approach and perspective is valuable and if you flatten it out, you lose that.