In today's episode, James welcomes Dieter Härle from Mirage Computer Systems, a recent addition to the Unaric portfolio. Mirage specializes in providing advanced Computer Telephony Integration (CTI) solutions tailored specifically for Salesforce. During the episode, Dieter shares insights into Mirage's two decade journey within the Salesforce ecosystem, including how he established strong relationships with Salesforce consulting partners to drive  over 50% of their revenue.

🚀 Key Highlights:

• Mirage's initiation outside the Salesforce ecosystem, starting with a generic CTI application.
• The inception of Mirage's Salesforce integration in 2004, pre-dating the AppExchange era.
• Challenges faced and strategic decisions made during the evolution of Mirage's CTI products.
• The pivotal role of Salesforce consulting partners in driving over 50% of Mirage's revenue.
• Marketing strategies, including working with Salesforce account executives, system engineers, and AppExchange listings.

💡 Lessons Learned:

• The importance of belief in both the product and oneself during entrepreneurial highs and lows.
• The challenge of predicting market demands for future product development.
• The significance of building relationships early with consulting partners and developers.
• Dieter's advice on securing investors who provide value beyond financial support.

🔮 Envisioning the Future:

• Navigating Salesforce's rapid changes and adopting new technologies at the right time.
• Preparing for the impact of AI on Salesforce apps and staying agile in response to market shifts.

Tune in to gain practical strategies, firsthand experiences, and actionable advice from Dieter's journey within the Salesforce ecosystem.

You can discover more about Mirage's flagship CTI Data Connector on the AppExchange: https://appexchange.salesforce.com/appxListingDetail?listingId=a0N30000004g5sgEAA 

If you are a Salesforce ISV founder with an interesting story to tell, we'd love to hear from you. Send us an email to [email protected] and we'll be in touch.