A Salesforce ISV (independent software vendor) is a company that builds its own software, such as apps, agents or integrations, on or for the Salesforce Platform, and sells it to Salesforce customers through AgentExchange, the marketplace that now includes AppExchange. ISV partners join the Salesforce Partner Program, pass a security review and share revenue with Salesforce. They differ from consulting partners, who sell services rather than products.
This guide was first published in 2022 as "Who Is A Salesforce ISV Partner?". It has been rewritten for 2026 to reflect AgentExchange, the current partnership models and distribution options, and the steps to join.
What is a Salesforce ISV?
A Salesforce ISV is a software company whose product runs on or connects to Salesforce. Salesforce's Partner Program page puts it in one line: ISVs build the third-party apps, agents and integrations. Customers find them on AgentExchange, where the AppExchange catalogue of more than 9,000 apps now sits under the Apps category, alongside agents and other solutions.
Typical ISV products include document generation, e-signature, CPQ add-ons, data quality tools, telephony connectors and industry-specific apps. Some run entirely inside Salesforce as managed packages; others are external services that connect through APIs.
ISV partners vs consulting partners
ISV partners sell software products; consulting partners sell services.
| ISV partner | Consulting partner | |
|---|---|---|
| Sells | Its own software product | Services: strategy, implementation, integration, support |
| Revenue from Salesforce customers | Licence or subscription fees, shared with Salesforce | Project and service fees |
| Key requirement | Commercial agreement and security review before listing | Due diligence, onboarding and certified staff |
| Where customers find them | AgentExchange listings | Salesforce's partner directory |
| Example question it answers | "Which app adds e-signature to Salesforce?" | "Who will implement Service Cloud for us?" |
The Become a Partner page shows the two tracks side by side: the consulting track runs through a due diligence questionnaire, legal review and onboarding (the page still refers to a Registered tier), while the ISV track runs through building, signing a commercial agreement and the security review. On 2 March 2026 Salesforce announced a new partner program: the consulting track now has two tiers, Summit and Select, and 28 core competencies replace 170 older distinctions. The announcement describes no equivalent tiers for ISVs. Techila is a Salesforce Summit Partner on the consulting side; our Salesforce partner services page explains what that means for clients.
How Salesforce ISV partnerships work in 2026
As of November 2026 there are three ISV models, Connect, Extend and Embed, each with its own commercial terms. Salesforce's ISV onboarding guide describes three partnership models:
- Connect: expose your external data or services to Salesforce through APIs or MCP. Our Salesforce API guide covers the APIs involved.
- Extend: add your product as actions and skills inside Salesforce workflows, usually as a package installed in the customer's org.
- Embed: run the Salesforce engine under your own brand.
The commercial side follows the model. Solutions built on native code or an embedded framework use a revenue-share model under a Partner Application Distribution Agreement (PADA), which must be signed before the security review. API-only integrations may qualify for the Connector Program, which has a fixed annual fee instead.
ISV tiers and costs
The standard revenue model is what the Become a Partner page calls Percentage Net Revenue (PNR): Salesforce takes a share of the revenue you report, and partners share revenue only after they first report it to AgentExchange. The same page describes an AgentExchange Marginal PNR Model with lower royalty rates once partners pass an average order value benchmark. Salesforce's official pages don't publish a single rate or fee list, so confirm figures for your model in the Partner Community.
What is the difference between ISVforce and OEM Embedded?
ISVforce apps extend customers' existing Salesforce; OEM Embedded apps are standalone apps sold with embedded platform licences. Trailhead's ISV app type unit explains the two distribution models for apps built on the platform:
| ISVforce | OEM Embedded | |
|---|---|---|
| What it is | An app that extends Sales Cloud or Service Cloud | A standalone app on the Lightning Platform that doesn't rely on Sales or Service Cloud |
| Who can buy it | Existing Salesforce customers only | Existing Salesforce customers and companies that don't use Salesforce |
| Licences | Customer buys Salesforce licences from Salesforce, then your app licences from you | Customer buys your app and embedded Lightning Platform user licences from you |
| Restrictions | Uses the features the customer already has | Can't surface Sales Cloud objects such as leads, or recreate Salesforce products |
| Pricing flexibility | Highest, because the customer already pays for Salesforce | Lower, because embedded licences are bundled in |
In both, Salesforce takes a percentage of your revenue, so you pay as you sell. The exact rates depend on your agreement; Trailhead advises logging a case in the Partner Community for pricing specifics.
How to become a Salesforce ISV partner
Join the Partner Community, build, sign the commercial agreement, pass the security review and publish on AgentExchange. Salesforce's Become a Partner page lists five steps:
- Join the Salesforce Partner Community.
- Build your solution with Salesforce technology. ISV partners get developer tools and Sales Cloud and Service Cloud enterprise edition licences as a benefit.
- Review and sign the commercial agreement for your distribution model.
- Pass the security review, a thorough check against Salesforce's security standards.
- Publish your AgentExchange listing.
The onboarding guide adds that a listing goes through three reviews before it is published: business (listing, pricing and commercial readiness), technology (packaging, connection and how the solution is represented) and security. After launch, reporting revenue to Salesforce is a contractual obligation.
Benefits and challenges of being an ISV
The benefit is reach into Salesforce's customer base; the cost is the security review, platform limits and revenue share.
Benefits:
- Access to Salesforce's customer base: the Partner Program page cites 21 million active users and agents.
- A listing on AgentExchange, which buyers already use to find vetted solutions, with private offers and unified billing.
- Salesforce runs the infrastructure, security and integration plumbing for apps built on the platform.
Challenges:
- Security review. It takes preparation, and failed attempts delay launch. Build with secure coding practices from day one.
- Platform limits. Apps run inside customers' orgs and share their governor limits, so code has to be efficient at every customer's data volume.
- Release cadence. Salesforce ships three major releases a year, Spring, Summer and Winter, as Trailhead's release module explains; ISVs must test each one against their package.
- Revenue share. Pricing has to work after Salesforce's share, especially for OEM Embedded apps.
Working with ISVs as a Salesforce customer
Treat every ISV app as a change to your org: test it, limit its access and know who supports it. Most Salesforce orgs run several ISV products, and each one adds code, data and access you don't control. Before buying, treat an ISV app like any other change to your org:
- Prefer apps that have passed the security review and are listed on AgentExchange.
- Install in a sandbox first and check what the package adds: objects, permission sets, automation and API connections.
- Check how the app affects your order of execution if it adds triggers or flows to objects you already automate.
- Ask who supports the app, how upgrades are delivered, and where any data the app sends outside Salesforce is stored. The same questions apply to browser extensions; see our guide to vetting Salesforce extensions.
- Review the permission sets the package installs and assign them only to the users who need the app.
Getting help
Techila is a Salesforce Summit Partner. Our Salesforce development services team builds custom apps and integrations, and helps customers evaluate, install and integrate ISV products. Talk to us about your project.
Frequently asked questions
What is a Salesforce ISV?
An independent software vendor that builds its own apps, agents or integrations for Salesforce customers and distributes them through AgentExchange, Salesforce's marketplace. ISVs sell a product; consulting partners sell services.
What is the difference between an ISV partner and a consulting partner?
An ISV partner builds and sells its own software on or for the Salesforce Platform. A consulting partner, also called an SI or implementation partner, delivers services such as implementation, integration and support on Salesforce products. Some companies are both.
What is the difference between ISVforce and OEM Embedded?
ISVforce apps extend Sales Cloud or Service Cloud and are sold only to existing Salesforce customers, who already have Salesforce licences. OEM Embedded apps bundle embedded Lightning Platform licences, so they can be sold to companies that don't use Salesforce, but can't surface Sales Cloud objects such as leads.
How do you become a Salesforce ISV partner?
Join the Partner Community, build your solution with Salesforce technology, sign the commercial agreement for your distribution model, pass the security review, and publish your AgentExchange listing.
Does it cost money to become a Salesforce ISV partner?
Salesforce's Become a Partner page lists no sign-up fee for the ISV path. Salesforce takes a percentage of net revenue that depends on the distribution model, starting when you first report revenue; API-only integrations in the Connector Program pay a fixed annual fee instead.