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How Salesforce Monetized Ecosystem Lock-In
Episode 7 of Business Strategy Talks dives into Salesforce's ecosystem strategy — how AppExchange, its partner marketplace, turned the CRM giant into a platform with $30 billion in annual revenue and a competitive moat that competitors struggle to replicate. Lucas and Luna unpack the network effects at play: why 90% of Salesforce customers use at least one third-party app from AppExchange, how ISVs pay Salesforce a 25% revenue share, and why the company's customer acquisition cost drops 40% for ecosystem-attached users. They also examine the risks — partner over-reliance and the…
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