Cloud marketplace

Invisory Marketplace Boosts Supply with GTM Guides Acquisition

February 1, 2023 Vernon Keenan

InVisory, a marketplace for Salesforce AppExchange vendors and buyers based in New York City, today announced it has acquired Denver-based GTM Guides. “With thousands of ISV and consulting firms in AppExchange, we’ve built the first centralized hub where Salesforce customers can quickly and confidently find the best partner based on mission-critical priorities,” said Patrick Cronan, the CEO of InVisory in a press release. “With GTM Guides, we’re addressing the need to help AppExchange vendors connect with customers based on buyer intent and specific requirements.”

Mike Davis, founder of GTM Guides, will join InVisory as chief revenue officer, and Sienna Quirk will serve as VP of Marketing. “GTM Guides is a perfect fit for InVisory as we bring more than 70 customer-facing and partner-facing templates to help product marketing and alliance teams drive top-line growth more effectively and efficiently,” said Davis. “Coming together with InVisory enables us to serve more clients and continue to innovate to help ISVs become great companies in the Salesforce ecosystem.”

What is InVisory?

Earlier this week I had a call with Patrick Cronan and Mike Davis to learn more about the InVisory marketplace.

The company was founded about a year ago by Mr. Cronan. It was started to create better channels between buyers and sellers in the Salesforce AppExchange marketplace. Mr. Cronan and his team have created a unique rating system for AppExchange vendors based on a proprietary algorithm. The inputs to the rating system include refinements to AppExchange listings that filter out irrelevant results. Other inputs include InVisory-sourced data, such as whether an app is fully “Salesforce native.”

The InVisory marketplace is free for buyers. You can sign up from their home page and start searching right away. You may also fill out a request for proposal (RFP) form where you will receive customized recommendations. Vendors in the marketplace are charged for listings and RFPs.

Why Use InVisory?

I had a chance to check out the InVisory marketplace from a buyer perspective. InVisory helped me find the top vendors in various categories a lot faster than using the AppExchange web site. I did notice that some top vendors I expected to see were missing in certain categories. Mr. Cronan stated in our call that the sell side of the marketplace should continue to grow, especially with this acquisition.

InVisory is also the only independent, Salesforce-focused application marketplace. This makes InVisory comparable to G2 or Gartner Peer Insights, but its singular focus on Salesforce makes InVisory unique. So, if you find value from using G2 or Gartner Peer Insights, and you are shopping the Salesforce AppExchange for solutions, you will probably like using InVisory.

Building the Sell Side

During our chat, I realized that InVisory has a lot to offer for AppExchange sellers. Especially for those making the “go to market motion, ” and looking to step up their game and compete better. Mr. Davis told me that GTM Guides expertise brings several new services to InVisory.

“We help with the problem of brand awareness for ISVs and consultancies. Invisory helps our vendors make strategic partnerships with delivery firms, and we can even improve the vendor’s relationships with Salesforce. We do that by helping vendors to map their sales propositions to the goals of Salesforce account executives,” explained Mr. Davis during our call.

Enterprise IT Getting More Complicated

As noted in Salesforce research released today, IT leaders are confronted with increased complexity in delivering customer-centric solutions. And IT buyers need assistance to help find the right solutions as Salesforce grows as a data integration platform.

InVisory has established a nice foundation for helping buyers cut through the noise in the Salesforce AppExchange. This acquisition of GTM Guides bolsters the InVisory market on the sell side by delivering their go-to-market services to new vendors. And as the marketplace continues to expand throughout 2023 buyers should find increased utility and satisfaction with their choices.

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