In this episode, Mark Robinson, founder of Kimble Applications, shares his journey in the Salesforce ecosystem. He discusses the need for a new system to manage professional services firms and how the Salesforce platform provided a solution. Mark highlights the challenges of adapting Salesforce CRM for the professional services market and the importance of building a brand outside of Salesforce. He emphasizes the need to qualify leads better and avoid excessive discounting. Mark also shares his experience navigating the challenges of COVID-19 and offers advice for entrepreneurs.
During the conversation, James and Mark discuss:
- How Mark got started in the Salesforce ecosystem from a consulting background.
- Strategies for acquiring the first few customers and building relationships.
- Navigating the challenges of transitioning from a services business to a software business.
- Insights on marketing and collaborating with Salesforce as the brand evolved.
- Overcoming unexpected hurdles, including the impact of COVID-19.
- Key advice on qualifying leads and avoiding excessive discounting for long-term success.
Chapters
00:00
Introduction and Background
00:30
Identifying the Need for a New System
03:23
Acquiring the First Customers
05:16
Building on the Salesforce Platform
06:34
Challenges of Adapting Salesforce CRM for Professional Services
08:29
Transitioning from Services to Software
10:41
Acquiring Customers and Overcoming Implementation Challenges
11:27
Marketing and Go-to-Market Strategy
13:08
Selling with Salesforce as the Brand Grows
15:47
Collaboration with the Channel and System Integrators
18:43
Success Turning Customers into Partners
19:41
Unexpected Hurdles and Lessons Learned
20:50
Navigating the Challenges of COVID-19
24:56
Advice: Qualify Better and Avoid Discounting
If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.
In this episode, Mark Robinson, founder of Kimble Applications, shares his journey in the Salesforce ecosystem. He discusses the need for a new system to manage professional services firms and how the Salesforce platform provided a solution. Mark highlights the challenges of adapting Salesforce CRM for the professional services market and the importance of building a brand outside of Salesforce. He emphasizes the need to qualify leads better and avoid excessive discounting. Mark also shares his experience navigating the challenges of COVID-19 and offers advice for entrepreneurs.
During the conversation, James and Mark discuss:
- How Mark got started in the Salesforce ecosystem from a consulting background.
- Strategies for acquiring the first few customers and building relationships.
- Navigating the challenges of transitioning from a services business to a software business.
- Insights on marketing and collaborating with Salesforce as the brand evolved.
- Overcoming unexpected hurdles, including the impact of COVID-19.
- Key advice on qualifying leads and avoiding excessive discounting for long-term success.
Chapters
00:00
Introduction and Background
00:30
Identifying the Need for a New System
03:23
Acquiring the First Customers
05:16
Building on the Salesforce Platform
06:34
Challenges of Adapting Salesforce CRM for Professional Services
08:29
Transitioning from Services to Software
10:41
Acquiring Customers and Overcoming Implementation Challenges
11:27
Marketing and Go-to-Market Strategy
13:08
Selling with Salesforce as the Brand Grows
15:47
Collaboration with the Channel and System Integrators
18:43
Success Turning Customers into Partners
19:41
Unexpected Hurdles and Lessons Learned
20:50
Navigating the Challenges of COVID-19
24:56
Advice: Qualify Better and Avoid Discounting
If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to podcast@unaric.com and we'll be in touch.