Are you trying to get ahead in the Salesforce ecosystem and just wish someone would tell you what to do (and what not to do)? Join Mike Davis as he picks the brains of leaders at successful ISVs and people in the ecosystem to bring you insights you can use.
How We Got There
Claim This Podcastby Mike Davis
5.0(12 reviews)
56 episodes
Updated Inactive
Accepts GuestsHas SponsorsLocation 🇺🇸
34
Podcast Authority
BetaPoorBased on show quality, social media presence, reviews, charts, and more
Quality38
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Engagement77
Podcast Overview
Are you trying to get ahead in the Salesforce ecosystem and just wish someone would tell you what to do (and what not to do)? Join Mike Davis as he picks the brains of leaders at successful ISVs and people in the ecosystem to bring you insights you can use.
Language
🇺🇲
Publishing Since
12/8/2020
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Engagement77
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Recent Episodes
May 22, 2026
How We Got There: Mark Rutledge, Chief Storyteller | Global ISV Partner Solutions at Salesforce
<p>This episode of the How We Got There podcast features a conversation with <a href="https://www.linkedin.com/in/rutledgemark/?skipRedirect=true">Mark Rutledge</a>, Chief Storyteller | Global ISV Partner Solutions at <a href="https://www.linkedin.com/company/salesforce/">Salesforce</a>. The builder advocacy program that he works on is one that every ISV should learn about and explore if they might be a fit for working with them.</p><p>Fun fact - I worked with Mark Rutledge when he as a client of my former business, GTM Guides, while he was building on the Salesforce platform for at Moody’s. Thanks to Codescience (now <a href="https://www.linkedin.com/company/bridgenext/">Bridgenext</a>) for bringing us together.<br></p><p>Mark shares his journey of being in the ecosystem to working at Salesforce to bring the human aspect to partners - contemplate who we are building for vs. just what we are building. PDOs are an essential part of the ecosystem as they have a view of the technology and the market to help an ISV’s vision come to production - especially important for composite apps who don’t have Salesforce dev and architecture talent internally.</p><p>One of my favorite parts of the conversation was hearing Mark talk about constructing a hero story around the pain end customers will be feeling all the way to “the universe has been saved” in the narrative. It all starts with spending time listening to customers, approaching it with empathy. If you’re just getting started, try to end a demo of a feature with “…so you can _________” as an easy way to integrate what it actually means to your customers.</p><p>We touch on the shift from per-seat pricing to consumption-based pricing and how ISVs should be looking to adapt to the model where Salesforce is goring towards.</p><p>This episode is brought to you by <a href="https://www.linkedin.com/company/isvapp/">ISVApp</a>. ISVapp the usage analytics platform built specifically for Salesforce ISV and OEM applications. ISVapp is your central toolbox for reducing churn, increasing renewals, uncovering upsell opportunities, and closing more deals. </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforce&origin=HASH_TAG_FROM_FEED">#salesforce</a> <a href="https://www.linkedin.com/search/results/all/?keywords=%23isv&origin=HASH_TAG_FROM_FEED">#isv</a> <a href="https://www.linkedin.com/search/results/all/?keywords=%23gtm&origin=HASH_TAG_FROM_FEED">#gtm</a> <a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforcepartners&origin=HASH_TAG_FROM_FEED">#salesforcepartners</a> <u>#appexchange</u></p>
April 29, 2026
How We Got There: Jeff Freund, Founder & CEO of Akoonu
<p>I got introduced to <a href="https://www.linkedin.com/in/jefffreund/">Jeff Freund</a>, Founder & CEO of <a href="https://www.linkedin.com/company/akoonu/">Akoonu</a>, a number of years ago and I finally got to hear his full story on <a href="https://www.linkedin.com/company/how-we-got-there/?viewAsMember=true">How We Got There</a> earlier this year. Jeff has been in the ecosystem in 2003 and founded the business in 2014 as a native Salesforce app to solve b2b sales - inspecting pipeline and then forecasting. </p><p><br></p><p>Jeff lays out the story and the why of Akoonu so clearly - overnight, in Salesforce, a large portion of the opportunities in the pipeline disappeared. Which deals were they? What happened to them? Are they lost or delayed? We all have been there. I used to (try to) solve this with a whiteboard in the office!</p><p><br></p><p>I appreciate his approach and point of view on AI/Agentforce for their customers. They already have some features to help users have an “on-ramp” to using AI capabilities like their embedded insights. A passive ability to get real value.</p><p><br></p><p>Jeff shares his decision around keeping the business bootstrapped and how it’s helped him shape the business the way he wants to vs. going the VC-backed route. He recently hired a Chief Growth Officer to help grow the business more directly and talks about why he pulled the trigger on that key hire.<br></p><p>I appreciate the renewed importance in the ecosystem around being native with some the recent security concerns in the ecosystem, specifically around composite apps. It’s also unlocking a true “better together” story to layer functionality on top of forecasting tools in Salesforce. </p><p><br></p><p>On the GTM front, the AppExchange continues to be a great source of leads but the number one source of revenue continues to be word of mouth or a customer moves to a new company. Related to the AppExchange, they are exploring a freemium option to increase top of funnel lead flow in 1H of this year. Jeff also calls out the value of events - both from a selling perspective but also from a learning perspective to get immediate feedback. He went to places like Opstars and Dreamforce.<br></p><p>This episode is brought to you by <a href="https://www.linkedin.com/company/isvapp/">ISVApp</a>. ISVapp the usage analytics platform built specifically for Salesforce ISV and OEM applications. ISVapp is your central toolbox for reducing churn, increasing renewals, uncovering upsell opportunities, and closing more deals. </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforce&origin=HASH_TAG_FROM_FEED">#salesforce</a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23isv&origin=HASH_TAG_FROM_FEED">#isv</a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23gtm&origin=HASH_TAG_FROM_FEED">#gtm</a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforcepartners&origin=HASH_TAG_FROM_FEED">#salesforcepartners</a> </p><p><u>#appexchange </u></p>
March 31, 2026
How We Got There: Brittany Hart, Founder of Communiscape
<p>I met <a href="https://www.linkedin.com/in/brittanyhart/">Brittany Hart</a>, founder of <a href="https://www.linkedin.com/company/communiscape/">Communiscape</a>, from an introduction from <a href="https://www.linkedin.com/in/blakelygraham/">Blakely Graham</a>. I was planning to interview her on How We Got There about her experience scaling an SI (<a href="https://www.linkedin.com/company/fortimize/">Fortimize</a>) as employee 2 before starting/exiting her own Salesforce SI (<a href="https://www.linkedin.com/company/platinum-cubed/">Platinum Cubed</a>) but then I got to listen to her present via a professional leadership community I am a part of called <a href="https://www.linkedin.com/company/bearcadia/about/">Arcadia</a> and I knew that I had to expand the conversation to have her share a bit about how ISVs can help your customers digest your app through “change architecture”.</p><p><br></p><p>Brittany shares her experience around industry focus and its importance from her time at SIs, who both went deep in order to more effectively co-sell with Salesforce. Put yourself in your customer’s shoes - you’re interacting across the screen with customers with a different communication style going on and then you are using this technical jargon about new screens of an app that the customers have never seen - the least you can do is work to use the customer’s industry terms to help break through the noise. </p><p><br></p><p>And don’t let your depth of knowledge cause you to glaze past key learnings during demos. One that we talk about is Salesforce reports & dashboards. Every ISV I have worked with undersells the importance of this functionality.</p><p><br></p><p>You gotta give before you get. The best ISVs she worked with genuinely care about solving customer problems, not just growing pipeline/revenue, but also commit even before asking for anything in return like <a href="https://www.linkedin.com/company/taskray/posts/?feedView=all">TaskRay</a> did with them early days. The worst ones operate much more transactionally.</p><p><br></p><p>Brittany brings in the 5 terrains of communication through the lens of how ISVs can provide better service to their customers. As an actionable example, listen in to Brittany’s tips around voicescape which is especially important when conveying confidence and authority for women.</p><p><br></p><p>There is so much goodness in the 2nd half of this episode for sales and services people.</p><p><br></p><p>This episode is brought to you by <a href="https://www.linkedin.com/company/isvapp/">ISVApp</a>. ISVapp the usage analytics platform built specifically for Salesforce ISV and OEM applications. ISVapp is your central toolbox for reducing churn, increasing renewals, uncovering upsell opportunities, and closing more deals. </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforce&origin=HASH_TAG_FROM_FEED"><strong>#salesforce</strong></a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23isv&origin=HASH_TAG_FROM_FEED"><strong>#isv</strong></a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23gtm&origin=HASH_TAG_FROM_FEED"><strong>#gtm</strong></a> </p><p><a href="https://www.linkedin.com/search/results/all/?keywords=%23salesforcepartners&origin=HASH_TAG_FROM_FEED"><strong>#salesforcepartners</strong></a> </p><p><strong>#appexchange</strong></p>
56 total episodes available
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