There are essentially three ways a SaaS company or Independent Software Vendor (ISV) can go to market in the core Salesforce CRM channel.

  1. ISVForce – This is a revenue sharing model with Salesforce where you sell your product to existing Salesforce customers. The account exec manages the core Salesforce relationship and you manage your own product customer relationship. It is assumed you have some components to install into the customer Salesforce instance.
  2. OEM or Force.com Embedded – This is a revenue sharing model with Salesforce where you sell both the core licenses and product licenses to your customer. There is no account exec as you manage 100% of the relationship with your customer.It is assumed you have some components to install into the customer Salesforce instance. You are able to install your package into existing Salesforce instances (Orgs) as well like the ISVForce model.
  3. Connector Model – This is a fee based model for products that do not have any significant components to install into a customer Salesforce Org. Also called an API-only model.