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Selling to Salesforce.com Companies: Who is Your Decision Maker? Neil September 15

Salesforce.com Companies:Who is Your Decision Maker

The rise of Salesforce.com as the CRM of choice amongst tens of thousands of companies also triggered the market for salesforce add on applications for salesforce automation, document management, analytics, security and a lot more. With over 800 such applications which can switch your salesforce.com capabilites to nitrous oxide mode, its given companies that use salesforce.com a plethora of applications to choose from but at the same time with that many applications, several companies wouldn’t be completely aware of all these options. This is where the marketing and sales teams for these companies face their challenges and compete for a piece of that SFDC pie.

Whatever the application and fuction of the product they have to sell, there are two factors that every appexchange product marketing team needs to start with:

A list or databse of Salesforce.com Customers
Identified decision makers or business contacts within those accounts who are involved with SFDC

The first point is really the key qualifier for any company selling a salesforce related product or service into a company. If the company is using Salesforce.com within the company or some part of their operations then it becomes a target account. The second requirement is where it can really change from company to company depending on the nature of your product. While most companies target the head of sales and marketing or the person responsible for sales operations, depending on the nature of the product, the right decision maker can differ. For example a company that sells a security application for SFDC users, the key decision maker or influencer may be within IT Security or a more technical contact. If the product is about document control, the decision maker maybe from the compliance side.

So while the best contacts to have are those who work directly with the salesforce application within the company, the best decision maker for your product will depend on what has worked best for your product and may need that extra effort locate. Once you have your target companies and decision makers in place, the rest will fall into place.

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