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How We Got ThereAuthor: Mike Davis
Are you trying to get ahead in the Salesforce ecosystem and just wish someone would tell you what to do (and what not to do)? Join Mike Davis as he picks the brains of leaders at successful ISVs and people in the ecosystem to bring you insights you can use. Language: en Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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How We Got There: Brittany Hart, Founder of Communiscape
Episode 2
Tuesday, 31 March, 2026
I met Brittany Hart, founder of Communiscape, from an introduction from Blakely Graham. I was planning to interview her on How We Got There about her experience scaling an SI (Fortimize) as employee 2 before starting/exiting her own Salesforce SI (Platinum Cubed) but then I got to listen to her present via a professional leadership community I am a part of called Arcadia and I knew that I had to expand the conversation to have her share a bit about how ISVs can help your customers digest your app through “change architecture”.Brittany shares her experience around industry focus and its importance from her time at SIs, who both went deep in order to more effectively co-sell with Salesforce. Put yourself in your customer’s shoes - you’re interacting across the screen with customers with a different communication style going on and then you are using this technical jargon about new screens of an app that the customers have never seen - the least you can do is work to use the customer’s industry terms to help break through the noise. And don’t let your depth of knowledge cause you to glaze past key learnings during demos. One that we talk about is Salesforce reports & dashboards. Every ISV I have worked with undersells the importance of this functionality.You gotta give before you get. The best ISVs she worked with genuinely care about solving customer problems, not just growing pipeline/revenue, but also commit even before asking for anything in return like TaskRay did with them early days. The worst ones operate much more transactionally.Brittany brings in the 5 terrains of communication through the lens of how ISVs can provide better service to their customers. As an actionable example, listen in to Brittany’s tips around voicescape which is especially important when conveying confidence and authority for women.There is so much goodness in the 2nd half of this episode for sales and services people.This episode is brought to you by ISVApp. ISVapp the usage analytics platform built specifically for Salesforce ISV and OEM applications. ISVapp is your central toolbox for reducing churn, increasing renewals, uncovering upsell opportunities, and closing more deals. #salesforce #isv #gtm #salesforcepartners #appexchange
