Salesforce Liftoff for ATS?

What happens when the world's largest CRM moves ATS?

Start-ups need to prioritize where they allocate resources and picking the perfect partner platform for your app can be a challenging task. While most HR tech providers rely on companies like iCIMS, Bullhorn, Greenhouse and others, some solutions are looking to a more massive option. One such software provider is This Way Global, or AI4Jobs, who has built its service on a little known platform called Salesforce. Why, exactly?

Well, Chad & Cheese dive-in to find out and make quite a few discoveries. For any company questioning their integration options, this episode is a must-listen.

Enjoy this exclusive brought to you from our friends at NEXXT.


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Intro: Hide your kids, lock the doors, you're listening to HR's most dangerous podcast. Chad Sowash and Joel Cheesman are here to punch the recruiting industry right where it hurts. Complete with breaking news, brash opinion and loads of snark. Buckle up boys and girls, it's time for The Chad and Cheese Podcast.

Joel: Oh yeah, you know what's up. We're back everybody. Welcome to The Chad and Cheese Podcast, HR's most dangerous. I'm your co-host Joel Cheesman.

Chad: And I am Chad Sowash.

Joel: And on this episode we are privileged to be joined today by Angela Hood from This Way Global, as well as Rich Landry, director of A. Mayer ISV solutions management at this little company called Salesforce. Guys and girls, welcome to the show.

Rich Landry: Thank you.

Angela Hood: Howdy.

Chad: Howdy.

Joel: Howdy.

Chad: That's the best Texas, howdy.

Joel: I'm from Texas.

SFX: Hell yeah.

Chad: Howdy y'all. So right out of the gate, we hear some things are going on over at This Way Global and with Salesforce. Can you give us a quick intro of yourself, Angela, from This Way Global, and then Rich over at Salesforce. Just a quick intro.

Angela Hood: Absolutely. I am the founder and CEO of This Way Global, and we have a product suite called AI4Jobs that serves mid-market and enterprise and solution providers inside the HR tech space.

Rich Landry: And then as that large title says, I actually lead a team where we kind of try to be the guide internally and externally to Salesforce's AppExchange where we have over 5,000 different partners working with us.

Chad: Wow. What is ISV stand for?

Rich Landry: Well, that's pretty cool. That's independent software vendor. So there's lots of independent software vendors. That's IBM, that's Oracle, that's Salesforce, that's everybody. Everyone who builds software.

Chad: Got you. Okay. Let's just jump into this craziness. Give us a quick overview, Angela, of this new partnership, this new app that's going to be in the Salesforce app store, AppExchange.

Angela Hood: Yeah. We're pretty excited about this. About 18 months ago, we as a company identified there were some pretty significant problems in the talent acquisition space. And we said, "Okay, where can we actually do what the customer wants us to do?" And we found that home inside the Salesforce ecosystem and build a partnership with Salesforce and we launch it here in a couple of weeks. We're pretty excited about it.

Chad: Okay. How many people are actually using Salesforce? How many companies are actually using Salesforce as an applicant tracking system? Because we know Salesforce as a juggernaut on the sales and marketing and some of the other industry sectors, but not in recruiting. So why should anybody give a shit about recruiting and why did you guys?

Angela Hood: Well, the big point is, there's a small company called Bullhorn that acquired a couple of other really not so small companies, Talent Rover and Jobscience, all built on Salesforce. And so we said, "Okay, here's some of the biggest staffing agencies in the world, including Adecco, Robert Half. They are all using Salesforce to power their ATS because they weren't able to get what they needed from the talent acquisition space as it is right now.

Angela Hood: So we said, "Okay, there's something there." We started digging into it more. We found 2,800 other companies that were using it. And then we started seeing our customers say to us, "Hey, we're having trouble because [inaudible 00:03:40.25] sunsetting and UltiPro and Kronos are merging. We don't know what's going to happen. We need a place to go." And they started highlighting that they wanted to get a Salesforce. And so that's why we turned and said, "This is a very customer focused solution, so let's go to Salesforce as well."

Joel: A little history lesson here, a little company called Google got into our space a few years ago in a big way and launched a solution called Hire, Hire by Google, which was essentially an applicant tracking system. This past year, Google announced that they were going to be shutting that down. A lot of people had entrusted them, a big name like Google, they're obviously going to be around. And I think a lot of people felt sort of shell shocked when Google said, "We're going to get out of this." So partly, how do you kind of calm any fears of companies that want to either use Salesforce as an ATS or use Salesforce as a recruiting tool in general, that you guys aren't going to turn around and go Google and pull the plug on some of these initiatives?

Angela Hood: Yeah, I think that's a valid request. And I think that a lot of customers have that concern. The thing that we really like about Salesforce app network and AppExchange is that you can go in there and plug and play and build up the solution that you need. So a company can say, "I want that from that vendor, this from this other vendor." And they're not requiring on all of us to work together in a partnership. They're also not getting closed out by some of the really big ATSs that don't have an open network.

Angela Hood: And that kind of flexibility is what made iTunes and Google Play, all the app exchanges so powerful, because it gave us the customer complete control. That's what we wanted to do. And so that's why we feel like that it's the best move and we're not going to, we're not forcing them to use anything that they don't want to use. They get to use which part of our app that they want. There's four different sections. And we're launching them, we're rolling out in phases so customers can adopt when they want to.

Chad: Okay. So overall when it comes to adoption and integration, integration is always a bitch on the recruiting side of the house. For you guys, why are you working with Salesforce? Is it easy for a company to go ahead and flip on an app. What's the time frame, integration time, that kind of thing? Is it a lot of pain or you don't think

Joel: And what's the cost?

Angela Hood: Yeah. So four hours and if you buy 10 seats or more, we do the integration without cost, additional cost to the customer.

Joel: Is it a cost to you to integrate with Salesforce?

Angela Hood: Well, so we, the way our relationship works with Salesforce is we pay Salesforce 15%. And that's something that we negotiated with them. We're happy to do that because we feel like there's a lot of value from the ecosystem. And it's same day access to the value that we drive as well because you could get results immediately. Just within 30 minutes of having the installation complete, you have results.

Joel: Is the 15% pretty consistent, Rich?

Rich Landry: Yeah, very consistent.

Chad: Okay. So four hours for implementation, that's it. Pretty much it's just a slow flip of the switch. And then you're talking about 30 minutes, after that you can actually start using the AI4Jobs platform in Salesforce?

Angela Hood: Absolutely. Yeah, within 30 minutes and we spent, we have a annual, or I'm sorry, quarterly offsites. We spent an entire offsite three days making sure that we could develop the technology to deliver value within 30 minutes of the installation being complete. So four hours for the installation and onboarding and 30 minutes to value.

Chad: Okay. So companies, and correct me if I'm wrong, so using Salesforce as the applicant tracking system, obviously all your candidates are going into Salesforce as the system of record, companies are paying hundreds of millions of dollars to drive candidates into their applicant tracking system into Salesforce. In this case, what you guys are doing is really going against that data to do matching. Can you explain that a little bit more?

Angela Hood: Yeah, absolutely. So the first thing we can offer is passive sourcing. So that's, we have 3,000 partners that are on the back-end of this and they're supplying that pipeline, if you think of it like that way, for passive candidates. That includes healthcare, technical defense and clearance jobs, which is huge right now. Then we enrich your current database to refresh your records to make sure that the records you have are current. That's huge. Then we remove the bias from the job description. We remove the bias from the applications and resume. We make the match, we rank in score and deliver it inside Salesforce natively.

Joel: When you mentioned Bullhorn and some other big names being integrated with Salesforce, and I would give a little bit of push back to say those guys integrate with a whole lot of systems. For you guys, is Salesforce going to be sort of the end all be all in terms of your integration strategy or are you also looking at integrating with a myriad of other ATSs or other providers? Are you putting all your eggs in one basket or otherwise?

Angela Hood: No, no. So we started actually with, our first integration was with Greenhouse. We have iCIMS coming up, we're under contract with them. We've got two or three others that we're finalizing right now. But we really, we saw Salesforce as the most flexible of all of these. And that was why we thought, okay, let's really double down on Salesforce. So this is a big initiative for the next 120 days. And the response we've had has been significant. We have almost half a million dollars in presales and that was just in the first quarter of this year.

Chad: We'll get back to the interview in a minute, but first we have a question for Andy Katz, COO of Nexxt. Andy, if a company wants to actually come to Nexxt and utilize your database and target texting candidates, I mean, how does that actually work?

Andy Katz: Right. So we have the software to provide it two different ways. If an employer has their own database of opted in text messages, whether it's through their ATS, we can text on their behalf. Or we have over eight and a half million users that have opted into our text messaging at this point. So we can use our own database, we could dissect it by, obviously by geography, by function, any which way some ... and sometimes we'll even parse the resumes of the opted in people to target certifications. So we really can dive really deep if they want to hone in on, just give me the best hundred candidates that I want to text message with and have a conversation back and forth with versus going and saying, "I need 30,000 retail people across the country." And that's more of a, yes, no, text messaging back and apply.

Chad: For more information, go to Remember, that's Nexxt with the double X, not the triple X,

Joel: So explain that, half a million in presales, has that directly because of the Salesforce integration?

Angela Hood: Yeah, that's specifically half a million dollars in presales just on the Salesforce app alone. And that was prior to us even launching the app. It was just because there was that much pin-up interest in demand. Because people are just not able to get what they want out of the applicant tracking systems because of lack of flexibility. Some of the platforms just don't integrate well. Just exactly what you just said, takes too long, cost too much money, too much paperwork. People need solutions now, not in three months.

Joel: Yeah. So as I look at the AppExchange and when you go in and you can sort of select categories to look through. And if I choose human resources, the first four results of the sponsored solutions, which I assume they're getting free advertising there because they are Salesforce, are Salesforce apps. And the recruiting app which has three out of five stars but only 11 reviews so far. Did any of that give you pause when you were doing your due diligence on Salesforce or were there other things that trumped that?

Angela Hood: I think it would have, one of the things we did as part of our due diligence, because we went to Dreamforce this year and actually talked to the other companies that are on Salesforce that also have apps. So the 5,000 companies that are using Salesforce for part of their own business growth. And about 83% of them I think is what's the number came back said, yes, they would be interested in using this technology. Then we also had five very large staffing agencies that came on board before we ever even built the app. And so we felt like we had enough growth potential that it's just a moment, we get to be first, maybe we get to be the strongest HR app. That's our objective at least.