We’ve been the Salesforce AE you’re trying to reach.
Now we run go-to-market for Salesforce ecosystem companies: sales, partnerships, and RevOps, as your fractional operators. Then we build the systems that keep it running.
01
Operate
Fractional CRO, COO, or Chief Partner Officer embedded on your team for the quarter that matters. We run the motion alongside you. Not a strategy deck handed over the wall. The actual work.
How fractional works →02
Build
Running it shows us where the week goes. We turn the repeatable work into systems: rep briefings, partner updates, pipeline rollups, QBR prep. They run in the Salesforce, Slack, and inbox your team already uses, and stay with your team.
How a build works →
Who we work with.
Salesforce ecosystem companies, ISVs and SIs, usually when one of these sounds familiar.
“We’re on the AppExchange, and no Salesforce AE knows we exist.”
We map the field by name and give reps a reason to call. One ISV went from no Salesforce presence to its first co-sold deals within eight months.
“Every SI brings us one deal, then disappears.”
That’s normal: 60 of 65 SIs at one ISV showed up once. We build enablement for the deal in front of them, and find the few who come back.
“Another software company wants to resell us. Nobody here has done that deal.”
OEM, resale, and referral models, priced and negotiated, with a launch plan both sides can run.
“The board asks what partners produce, and we can’t answer.”
A scorecard from the raw CRM data. One covered 11 partners and 815 opportunities.
“We need Salesforce reps in our industry to bring us in.”
Named AEs and RVPs mapped by industry and region, with a point of view for each.
Both sides of the co-sell.
I carried a Salesforce quota twice. I know which partners an AE brings into a deal, and why most never get the call.
Then I moved to the ISV side: founding rep at Kenandy, alliances at Xactly and DocuSign. I’ve built the Salesforce-facing sales kit, worked the PAMs, and recruited the SIs.
So you don’t pay for us to learn how Salesforce works. We start on the deals.
Josh Weckesser, founder · More on the background →
Five teams. One operating system.
Modern GTM runs on five functions: Sales, Marketing, Customer Success, RevOps, and Partnerships. We build AI workflows inside each one, drawn from the experience of having run them. The workflows compose across the org, so a partner-sourced deal flows through sales, gets briefed for the rep, triggers a CS renewal check, and shows up in the board report without anyone retyping anything.
See the workflows we build for each team, and the problem each one solves. Start with the one that’s hurting most.
Field notes
All field notes →60 of 65 SIs brought us one deal. The long tail is the partner program.
What three years of CRM data says about who actually refers, who actually pays, and what enablement has to look like when most partners show up once.
Most partner plans stop at the partners you can see from inside Salesforce
The five kinds of partner an ISV can work with, and why the ones who send the second deal rarely show up in the CRM.
What it actually takes to launch a net-new ISV on the Salesforce AppExchange
AppExchange listing, Salesforce field activation, an ISV reseller partnership, and an SI program, built from zero over two and a half years.
Eleven partners, 815 opportunities, and a scorecard the board could read
A partnership assessment, a sourced-versus-influenced taxonomy, and a scorecard across 11 named partners. $47.5M partner-influenced pipeline at delivery.
Answers in Slack, grounded in your own docs
Product, enablement, and customer questions answered in the Slack channel where they are asked, cited from the company’s own docs and Salesforce Knowledge.
Tell us where your GTM is stuck.
We’ll tell you whether it needs a system, an operator, or both, and what that looks like in the first thirty days. Thirty minutes, no deck, no obligation. If we’re not the right people for the job, we’ll say so on the call.