Alex Immerman

a16z · Inside Salesforce’s $100 Billion M&A Playbook | John Somorjai

• How Do Acquisitions Put a Startup in Front of Salesforce's Sales Force?

  Alex Immerman says an acquisition can put a startup in front of Salesforce's 15,000 sales reps, and that in the case of Listen Labs a handful of those reps can open the product to the whole sales team. John Somorjai says building that channel alone takes a very long time. A company has to hire the reps, ramp them, enable them, and get them productive, across small business, medium-sized business, and enterprises, and it has to do that globally. He calls that a heavy task.

  Salesforce also keeps a partner path. Somorjai says the company works with probably more than 8,000 ISV partners, and Salesforce Ventures sometimes invests in those partners, so a customer can buy a partner product or a Sa

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