’s Dreamforce 2016: Two Ideas for Channel Value Add

As the cloud universe convenes on San Francisco this week for the Dreamforce event, it is insightful to take a look at the 8,000 strong partner community.


I see two key areas for partner value add:

1.) Extending the SFDC platform far beyond its traditional CRM roots into unique areas via partner owned I.P. (intellectual property).
Examples of partner owned I.P. typically include ISVs that have built unique extensions that leverage the power of the SFDC platform into whole new areas of functionality — all easily accessible on the Salesforce AppExchange. Look at RO Innovations if you want to drive easy online reference management and video testimonials, fully integrated with your SFDC CRM data, and an easy tab addition for your ADD sales team.

2) Customization of the platform using

Smaller, vertically focused Professional Services firms are proving there is a big market in building out custom solutions. For example, Vertiba has carved out a niche as the #1 Partner for State and Local government SFDC implementations that bust the myth that government IT are all about ineffective legacy systems. Vertiba has completed a number of projects ranging from grant tracking for the Colorado Department of Transportation to mobile based social case management for the Colorado Adult Protective Services unit.

Many in the channel complain that profits and value add are elusive with G Suite and Office 365. Maybe you should be checking out