The 5 Must-Have’s Every Salesforce ISV Needs to Win More Deals
If you’re a Salesforce ISV, having an AppExchange listing is a great first step, but let’s be honest: it’s not enough to win deals.
Too many listings are just product screenshots, buzzwords, and boilerplate copy. If you want to enable AEs, accelerate pipeline, and actually convert interest into action, you need supporting materials that do the heavy lifting.
Here are the 5 pieces of collateral every Salesforce ISV should invest in:
✅ 1. A Sharp, Benefit-Led AppExchange Listing
Your listing isn’t just a technical spec sheet, it’s your first impression.
It should speak to the why, not just the what. Think outcome-driven language, clean visuals, and a headline that actually earns a scroll.
Quick tip: Treat it like a landing page. What action do you want them to take?
✅ 2. A 1-Pager Made for Salesforce AEs
If an AE wants to champion your app, make it easy for them.
This isn’t a datasheet, it’s a forwardable cheat sheet with:
A clear solution overview and value prop
Target customers
Use cases
AE value
A CTA they can act on
✅ 3. A Short, Visual Sales Deck (Max 5 Slides)
Use it for AE enablement, partner intros, or early prospect calls.
Keep it clear, high-level, and sales-focused. Your goal: deliver your value in under 5 minutes.
Include:
The pitch
Problem → Solution
What makes you different
CTA or next step
✅ 4. Website Copy That Reflects Your Current Product
If your messaging still sounds like launch day, it’s time to level up.
As your product evolves, your positioning should too.
Update your website to reflect:
New capabilities
New customer use cases
Stronger market credibility
✅ 5. Use-Case Content That Feels Specific
Use-case content doesn’t have to be complex, it just needs to feel relevant.
Think:
A vertical-specific breakdown (e.g., Healthcare, FinServ)
A persona-level view (e.g., Admins, IT leaders)
A pain-to-solution narrative
Even one strong use case can shorten your sales cycle.
Final Thought
Most ISVs skip these steps.
They launch an app, post an AppExchange listing, and wait.
Then wonder why AEs don’t pick them up, or why leads don’t convert.
If you want to stand out in the Salesforce ecosystem, you need more than a product.
You need messaging, positioning, and collateral that sells.
🔧 I help Salesforce ISVs fix that , with conversion-focused content, GTM strategy, and sales enablement that actually supports your pipeline.