Ryan Ourth

With Salesforce CPQ being end-of-sale, a lot of companies are taking a fresh look at what they actually need from a new CPQ system. This clip is a helpful reminder that customer expectations have shifted: people often start online and expect a seamless transition if they later engage with sales or partners. There’s more practical guidance in Conga's full webinar if you’re evaluating your options. #CPQ #Salesforce #Steelbrick

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One of the best podcasts I've listened to recently. My main takeaway is how committed Mike is to an "outcomes-based" pricing model. It aligns all incentives between the customer, the company, and the AE.

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Reps spend too much time prepping and not enough time selling. SugarCRM cuts that down with one screen showing key account insights, open tasks, and smart reminders—so reps are ready in seconds, not scrambling for context. 📽️ Here’s how your team can save hours every week.

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Salesforce can feel like a beast—especially for smaller advisory firms. Josh shares how Quivr CRM creates an easy gateway into Salesforce with a templated system that works right out of the box. No heavy customization. No extra time investment. Just the structure advisors need to get up and running fast. 🎥 Hear how Quivr helps firms get the benefits of Salesforce without the overwhelm. 👉 Watch the full clip #UserSpotlight #QuivrCRM #AdvisorTech #FinancialAdvisors #FinancialPlanning #AdvisorEfficiency #TechForAdvisors #FinTech

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Most Salesforce ISVs get positioning wrong. They try to be everything to everyone. Then wonder why deals take forever and win rates are low. Here's the reality: Your app on the AppExchange is a considered purchase. Your prospects are evaluating alternatives. Maybe 3-5 competitors. Maybe Salesforce itself. If you can't clearly articulate why a customer should choose you over alternatives, you've already lost. Here is a simplified framework to start your positioning discussion: 1️⃣ Define Your Competitive Alternatives Not every vendor in your category. Just the ones you actually see in deals. The ones you win against. The ones you lose to. The non-software alternatives (yes, Excel counts). 2️⃣ Identify Your Differentiated Value What do you offer that alternatives can't match? This could be: ➡️ Specific features they don't have ➡️ A vertical you serve better ➡️ A use case you own  ➡️ Your pricing/distribution model Talk to customers who chose you. Ask: "What alternatives did you consider? Why did you pick us?" 3️⃣ Find Customers That Care Not everyone cares about your differentiation. That's fine. Build your ICP around the segment that does care. Target accounts where your differentiated value matters most. Here's the counterintuitive part: Even if you compete with Salesforce directly, you can win. Why? Salesforce serves the broad market. You can own a specific segment, vertical, or use case that Salesforce serves "good enough" but you serve exceptionally well. That's your beachhead. The output of positioning drives everything:  ➡️ Your messaging ➡️ What category you play in ➡️ Which accounts to target ➡️ Your sales narrative ➡️ Your AppExchange listing ➡️ Your partner pitch. Get positioning right, and everything else gets easier. Get it wrong, and you're competing on price in a crowded market. #appexchange #salesforce #positioning

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