Getting Started as an ISV Partner (Dreamforce 2015)

Getting Started as an ISV Partner

 Rajiv Patel  Sr. Partner Community Program Specialist  r.patel@salesforce.com  

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Agenda

•  Review What You Need to Succeed •  Leverage the Partner Community and other

resources •  Engage with the new ISV Program •  Questions & Answers (Q&A)

What You Need to Succeed

Log Into the Partner Community  Your one-stop shop for education and engagement

http://p.force.com/signup

•  Partner Program Details

•  Communications

•  Training

•  Webinars & Recordings

•  Office Hours

•  Sales & Enablement Resources

•  Support

http://p.force.com/official http://p.force.com/question

 Select ‘Daily Digest’

Follow these Chatter Groups

Online Resources

http://help.salesforce.com http://success.salesforce.com

Learning Mgmt System + Partner Sales Aid Online Help Customer Community

http://p.force.com/LMS

http://appexchange.salesforce.com http://developer.salesforce.com

 Get Your Badge Today

New ISV Module on Trailhead – ISV Basics

http://p.force.com/newISV

Office Hours

Partner Community Office Hours

Partner Marketing Power Hour

Security Review Office Hours

http://p.force.com/officehours

Marketing Cloud – Partner Office Hour

 For ISV, SI, and Marketing Cloud Partners

http://p.force.com/tipsheet

Partner Community Tip Sheet

•  Training •  ISV Guide •  Alerts •  Releases •  Roadmap •  Sales & Marketing •  Office Hours

 Access all Partner Community links

salesforce.com/startups @salesforcestart

Sign up for Partner Online Training Now Includes the Partner Sales Aid

http://p.force.com/LMS Login must contain @partnertraining.com

•  Manage all of your orgs in one place

•  Partner Business Org can be your “hub”

•  Create new orgs (demos, testing, development, etc.)

•  Custom Views help you organize and manage

•  Related orgs can be automatically discovered

•  Seamlessly switch between orgs without adding login credentials

Environment Hub Org Management for ISV & SI Partners

http://p.force.com/hub

Plan 6-8 Weeks for Security Review Starting When Your Full Solution is Submitted

http://p.force.com/security

Free Training on Distribution & ISVforce Guide

http://p.force.com/guide

http://p.force.com/distribute

Leverage Marketing Resources

social media

http://p.force.com/marketing

logos & branding

co-marketing

sponsorships

office hours

training

Best Practice: Have a Certified Administrator on your staff to maintain and configure your org

Partner Business Org  Get Your 2 Free CRM Licenses

ISV Program

Partner Community  Understand the New ISV Program Model

http://p.force.com/isvprogram

•  Terms & Conditions

•  Program Requirements

•  Tiering

•  Benefits

•  FAQ

*See Partner Community for terms & conditions.

•  Performance-based criteria

•  ISV & SI Partners

•  Program requirements

•  Benefits by tier

•  Clear path for advancement

Salesforce Partner Program Tiers  Taking Success to the Next Level*

Blaine Kaho’onei Sr. ISV Partner Account Manager Salesforce Partner Program

Nivi Gill ISV Partner Success Manager Salesforce Partner Program

Partner Account Manager Engagement

Partner Account Manager Engagement

Know the Program Cadence Calls

Understanding

Your Business Pipeline Review Measure Performance

Engage to Close

Engage to Grow

 Set yourself up for success

Know the Program

Cadence Calls

Understanding

Your Business

Pipeline Review Measure Performance

Engage to Close

Engage to Grow

Partner Account Manager Engagement  Set yourself up for success

ISV Partner Success Team

Partner Account Manager

(PAM)

x

ISV Partner

x

For all Partners ISV Partnership Structure

Half of start ups fail Healthy & Happy Customers are Crucial to ACV Growth

•  ***Profitability not possible after 35% customer attrition

Partner Success Manager

(PSM)

Partner Success Manager

(PSM)

ISV Partner

For Gold & Platinum Partners ISV Partnership Structure

Partners for Life (PFL)

ISV Partner Success Managers engage across the Partner’s Customer life-cycle Sharing best practices from Salesforce

Sales Structure Compensation Structure Education

Sales Cycle Efficiencies Competitive Analysis

Total Market v. Market Opportunity Lead Generation Connected Distribution Process

Customer Success for ISVs

ISV Partner Success

Project Management Customer Onboarding & Educations Customer Engagement

Usage and Adoption Customer Retention

Renewals Upsells Metrics and Reporting

•  Introductions • Partner’s KPI’s • Expectations of

Partnership

Conducting Health Check

• Engagement in Partnership

• Competency in Partnership

• Business Health Check

Surveying • Salesforce Analytics • Partners Analytics • Discussing Market

Opportunities • Discussing Gaps

Comparing Analytics/Data

• Mutual success plans around gaps in business

• Creating timelines around Partner KPIs

Business Reviews

Engagement Model Setting expectations on mutual action items

Building a 360 view of partnership & connecting the dots Partner Analytics

Sales

Cases

Contracts Approvals

Salesforce Education

Marketing Portfolio

Partner Surveys

Customer Attrition

Orders vs Installs

LMS

AppEx Analytics

Sales & Distribution Marketing Management Team

Customer Success Partnering w/ Partners GTM Planning

Understanding each Department’s Goals & Processes

Selling to Salesforce

Funding + Growth

$

Streamlining to go faster

Additional Resources

Dreamforce for Partners

http://p.force.com/dreamforce

New! Trailhead for ISVs

http://p.force.com/newisv

Partner Community Tip Sheet

http://p.force.com/tipsheet

DF Session – Attention ISVs! Are You Ready to Partner with Salesforce?

Tuesday, September 15 from 5:00pm – 5:40pm in the Olympic room

Additional Resources

http://p.force.com/DF15

See the DF15 Partner Zone Guide

•  ISV, SI, and Marketing Cloud partner recommendations

•  100+ sessions for partners & entrepreneurs

•  Information about the DF Campus, Partner Zone, Dreamfest, and more

•  After Dreamforce, it becomes a Replay Guide!

 All partner-facing sessions grouped by roles and topics

Questions?

Partner Community  Your one-stop shop for education and engagement

http://partners.salesforce.com/

•  Partner Program Details

•  Communications

•  Training

•  Leads, Opportunities, & Projects

•  AppExchange Publishing

•  Webinars & Recordings

•  Office Hours

•  Sales & Marketing Resources

•  Technical Support

Looking for the Partner Session Replays and Slides?  See the Partner Community Calendar – September 15-18, 2015

http://p.force.com/calendar

Thank you