6 Key Lessons I’ve Learned From Partnering With Salesforce For 10 Years To Build Software Applications

At Blueprint, our leadership team has collectively worked with hundreds of Salesforce customers across the world, and has logged tens of thousands of dedicated development hours. But beyond experience and technical expertise, our value lies in the efforts we’ve made to build a strong relationship with the team at Salesforce over the last decade.

1. If you want to be successful, you have to ingrain yourself in the technical aspects of Salesforce.

That means figuring out how it works and why it works that way. Before starting a project, make sure you have a deep understanding of each of the different Salesforce products you’re using — how they work together, how they work independently, and how you can leverage that knowledge to create something great. On the other side of the coin, you have to understand a product’s limitations, how far you can extend it, and what it can and can’t do.

2. Salesforce certifications matter.

Salesforce has a massive training program that offers both general and complex certifications. Early on at Talent Rover, we didn’t give them much thought, because we were focused on our own product. But we soon learned that these certifications are extremely valuable.

3. You have to understand how Salesforce sells its products in order to avoid competition and strengthen the partnership.

We’ve sold with Salesforce on client deals, we’ve sold independently, and we’ve competed with them on deals. As soon as we realized we were in direct competition with Salesforce, we had to ask ourselves how to do what’s right for the customer without jeopardizing the great relationship we had with our partner.

4. Approach partnering with Salesforce as a marathon — not a sprint.

It took a long time for us to gain the trust and respect of Salesforce’s leaders.

5. You have to “eat your own dog food.”

Buy and use Salesforce products. Don’t try to cheat the system and create workarounds that make them lose revenue.

6. Salesforce evolves and grows quickly, so it’s critical to keep the lines of communication open and be clear about expectations.

When I started working with them, Salesforce’s revenue was around ~$1.5B. In 2018, the company surpassed $10B in revenue — and that meteoric rise shows no signs of stopping. At Talent Rover, we understood scaling quickly — but not on that scale. We grew at 3000%, with revenue in the millions. But billions is an entirely different animal.

Dog dad, husband, entrepreneur, investor. www.linkedin.com/in/Metcalf

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