I am joined by ⁠Sean Lewis⁠, Director of Partnerships at Vicasso and the Serviceblazer User Group Leader for AMER.   We talk about his journey from customer support to sales to partnerships and everything in between. When he was selling, a Salesforce AE sent them a referral to a F100 company that really opened his eyes to the value of the partnership. Now Vicasso has two FTEs focused on partnerships to drive further top of the funnel growth.

The partner team at Vicasso focuses on Salesforce AEs, SEs and leaders but has started to explore SI partnerships as well since Vicasso no longer provides SI work as part of their business as a pure ISV. 

Sean shares an incredibly valuable learning around focus when it comes to coselling with Salesforce.  One time they found that one Service Cloud RVP has 5x the number of existing accounts and were only in 5% of their total accounts. Hyperfocus means Sean and his team knows where they will provide value to them.

If your app helps add value to Service Cloud users, the Serviceblazer community events might be worth your time to check out. Here is a link to ⁠join the serviceblazer slack community⁠.

We talk a bit about Chris Voss’ book called ⁠Never Split the Difference⁠, which is a sales classic everyone can get value out of. And Sean calls out ⁠Matt Kravitz⁠ as a great person to follow to learn about service cloud.

And thanks again to ⁠Jon Schultz⁠ for the recommendation to have Sean on!

This episode is brought to you by ⁠⁠⁠⁠⁠Invisory⁠⁠⁠⁠⁠. Invisory is designed to meet you where you are: in your cloud marketplace journey through a strong go-to-market strategy that helps drive prospect and co-sell opportunities with Salesforce, AWS, Microsoft, and Google. 

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