TENTANG EPISODE INI
➡️ Summary ➡️
Tim Schuitemaker, managing director of GoMeddo, joins to share how a product that began as Booker25 inside an SI fifteen years ago grew into the Salesforce-native scheduling and booking platform powering brands like Club Med, Basic Fit, and Jaguar Land Rover — with customers on every continent except Antarctica. Tim explains why splitting the ISV away from the SI business was the unlock for growth: roadmaps stopped losing priority to implementation projects, and other SI partners finally stopped seeing GoMeddo as a competitor, opening the door to the global partner network that now drives the business. He walks through niching down a horizontal product by pairing industries with regions, sponsoring World Tours and partner events where prospects actually are, and building Salesforce relationships the practical way — SEs match you to RFPs, AEs get you into deals early, and your partner account manager can always tell you which AE owns an account you just closed. Tim also shares the origin of Novigem, his new Salesforce-native gamification app born from watching implementations fail for lack of adoption (one pilot customer doubled logged activities in two months), how GoMeddo went from Agentforce launch partner to exposing its booking engine over MCP, and his advice for new ISVs: nail your ICP, almost give the product away to launching customers, and let their success bring the next ones.
➡️ Guest ➡️
Tim Schuitemaker https://www.linkedin.com/in/timschuitemaker/
GoMeddo https://www.gomeddo.com
Novigem https://novigem.com
➡️ Takeaways ➡️
GoMeddo started as Booker25 fifteen years ago, built by SI bench resources between projects until it grew big enough to split into a pure ISV four to five years ago
Inside an SI, implementation work gets prioritized over the product roadmap — a problem once enterprise deals include committed features and support levels
Splitting from the SI also removed a partnership blocker: other SIs stopped seeing a competitor in the shadow of the product, and the partner network took off
With customers already in multiple regions, GoMeddo grew by sponsoring World Tours and partner-run events in markets where it had reference cases
Scheduling is a horizontal product, but pairing an industry with a region — like student housing in education — makes the message resonate and the go-to-market easier
Salesforce itself is a growth channel: SEs match your product to incoming RFPs, while AEs get you into deals earlier because they're in front of customers
After closing a deal, ask your partner account manager which AE owns the account — then ask about other customers in their patch
Leverage happy customers to introduce you to their AE; showing success in an industry opens Salesforce's industry teams' doors
Novigem was born from watching implementations fail after six to nine months for lack of adoption — gamification changes behavior in a lasting way
Launching an ISV today is completely different from fifteen years ago: you're essentially committing to be an Agentforce product from day one, and standing out among thousands of listings is much harder
GoMeddo was an Agentforce launch partner — among the first ISVs worldwide with a listing — and now exposes its booking engine via MCP so any interface can drive it
Dreamforce tip: book your meetings a month in advance and consider sponsoring side events instead of a booth — everyone's calendar fills up before they land
Advice for new ISVs: nail your ICP quickly, almost give the product away to launching customers, and support them heavily — their references bring the next customers
➡️ Youtube ➡️
Watch this episode on our Youtube channel
➡️ Keywords ➡️
GoMeddo, Novigem, Tim Schuitemaker, Salesforce ISV, scheduling, booking platform, Booker25, SI split, partner network, World Tour sponsorship, horizontal product, niche marketing, ICP, gamification, user adoption, Agentforce, Agent Exchange, MCP, Dreamforce, partner account manager
➡️ Hashtags ➡️
#AppsemblyLine #Salesforce #ISV #GoMeddo #Novigem #Agentforce #Dreamforce
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