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Cloud Academy Getting Started as a Consulting Partner
Annie Berkery Senior Alliances Development [email protected]
April 2015
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Safe Harbor
April 1 – Partner Community Office Hours
April 2 – Partner Marketing Power Hour
April 2 – Partner Roadmap Webinar
April 7 – APP Academy: Getting Started (Virtual)
April 7 – Dreamforce Office Hours
April 9 – Salesforce World Tour (Boston)
April 14 – Marketing Cloud – Partner Office Hour
April 15 – Cloud Academy: Getting Started (Virtual)
April 21 – APP Academy: Sales (Virtual)
April 22 – Partner Forum (Chicago)
To see more events, webinars, registrations, and replays you may have missed, go to: Partner Community > Calendar
Calendar of Events Check the Partner Community for Updates
• Access to & insight from our PM’s & Program Staff • Transparency with our product roadmap • Program announcements & Alerts! • Around once per month
Partner Roadmap Webinar What’s New & What’s Next for ISV & SI Partners
http://p.force.com/ROADMAP
Next session is on May 14 at 9am Pacific Topic: Analytics Cloud
Alerts! Important Notification for Partners Read Each Notice Carefully
• Consul'ng Partner Program Fee Enrollment Deadline (April 15, 2015)
• Cri'cal Update to Apex Collec'ons
• Change in Security Review Submission Process
• Removing Obsolete Visualforce from Managed Packages
http://p.force.com/ALERTS
You must log in to see the Alerts!
Summer ’15 is Coming Soon!
✓ Sandbox Preview ✓ Pre-Release
✓ Release Schedule
✓ Release Notes
✓ Demos
✓ Preview Webinars ✓ Training
http://p.force.com/releases
Program Enrollment for Consulting Partners (SI) Deadline to Enroll for Payment is today (April 15, 2015)
http://p.force.com/enrollment
Scalable Engagement Model
Public Sector – Education page Public Sector – Chatter Group
http://p.force.com/publicsector
The AppExchange Marketing Program (AMP) is a game-changing co-marketing engine designed to accelerate growth for AppExchange partners.
AppExchange Marketing Program (AMP) Turnkey promotion and co-marketing opportunities for revenue-sharing partners.
Partners invest in AMP to: • Increase awareness and demand. • Create meaningful connections with Salesforce
customers, prospects, and sales. • Leverage Salesforce’s brand power and world-class
marketing.
http://p.force.com/AMP
Partner Marketing Power Hour Jam-packed hour of marketing insight and information
http://p.force.com/powerhour
Partner Community Office Hours
Partner Marketing Power Hour
Security Review Office Hours
http://p.force.com/officehours
Office Hours For All Partners
Dreamforce Office Hours
Marketing Cloud – Partner Office Hour New!
Understand the 5 phases of consulting partner enablement Discover & optimize tools and resources Understand the process and formulate your own strategy Plan for customer success Understand the foundations of a successful partnership
Session Goals
Consulting Partner Lifecycle
Join Partner Community
Accept click through agreement
Define Practice Focus
Set goals
Build certification plan
Review Certification website
Access Partner Online Training Catalog
Execute on certification plan
Define strategy
Train your practice team
Update collateral
Request 2 free CRM licenses & manage leads and projects
Lead Registration
Manage opportunity pipeline sourced joint sales
Project Registration & CSAT Customer Stories
5 Phases for Success
Plan Market & Sell Build Manage Your
Business
Consulting Partner Lifecycle
Join Partner Community
Accept click through agreement
Define Practice Focus
Set goals
5 Phases for Success
Plan
Join the Partner Community
Create your profile
Join Collaboration groups
Review News & Events Calendar
Register for webinars
Define Your Practice Focus What is your value proposition? What are you differentiators?
Product Focus • Do you have expertise in a particular area? • Existing relationships with customers – Think beyond CRM
• Focused on a custom development? • Is your existing customer base heavily weighted towards contact centers and
customer service?
“Salesforce is a platform company. Period.”
- Alex Williams, TechCrunch
Define Your Practice Focus What is your value proposition? What are you differentiators?
Industry Focus • Is your existing customer base heavily weighted towards an industry? • Does your practice team have industry experience?
• Understand unique challenges of that industry
• Speak the language of the industry • Trusted advisor
“As we look to grow to $10 billion and beyond, our new industries strategy is a huge opportunity for salesforce.com to expand our footprint within existing customers and reach new enterprise customers.”
- Keith Block, President and Vice Chairman, salesforce.com
Define Your Practice Focus What is your value proposition? What are you differentiators?
Market Segment • Enterprise Business Unit • Commercial Business Unit
• Small Business 1-100 employees • Mid Market 100-500
• General Business 500-1000
Services • Business Consulting / Legacy System Migration / Integration / Quick Starts
Region • Local presence is an advantage • Leverage proximity to drive business
Set Goals
• Program Tier
• # of certifications completed in year 1
• ACV Targets
• # of projects completed in year 1
• Customer Satisfaction Score
• # of customer stories submitted
Consulting Partner Lifecycle
Build certification plan
Review Certification website & Resources
Access Partner Online Training Catalog
Execute on certification plan
5 Phases for Success
Build
Objectives: Create Your Certification Plan • Understand the different certifications, requirements, and exams • Identify individual employees tasked with obtaining certifications • Set timeframes
5 Steps to Individual Certification
Certification Resources
Certification Maintenance & Continued Education
Administrator Certification No prerequisite required
Concepts Tested: • Manage users, data, and security • Maintain and customize Sales Cloud and Service Cloud applications • Build reports, dashboards, and workflow
About the exam: • 60 multiple choice/multiple select questions • Education based – tested on what you learn and remember • Passing score: 65% • Registration fee: $200
Recommended Online courses: • Administration Essentials for New Admins • Administration Essentials for the Service Cloud
Sales Cloud Consultant Certification Prerequisite: Administrator Certification
Concepts Tested: • Ability to successfully design and implement Sales Cloud solutions that meet customer business requirements, are maintainable and
scalable, and contribute to long-term customer success • Design Sales and Marketing solutions to meet business requirements
• Design applications and interfaces that maximize user productivity • Manage data and design analytics to track key Sales Cloud metrics
About the exam: • 60 multiple choice questions • Experience based: test questions are based on 'use cases’ • Passing score: 68%
• Registration fee: $200
Recommended Online courses: • Implementing Sales and Marketing • Preparing for the Certified Sales Cloud Consultant Exam
Service Cloud Consultant Certification Prerequisite: Administrator Certification
Concepts Tested: • Ability to successfully design and implement Service Cloud solutions that meet customer business requirements, are maintainable and
scalable, and contribute to long-term customer success • Design contact center solutions that make use of cases, knowledge base, and portals
• Design interaction channels and build interfaces to maximize agent productivity • Manage data and design analytics that track key industry metrics
About the exam: • 60 multiple choice questions • Experience based: test questions are based on 'use cases’ • Passing score: 68%
• Registration fee: $200
Recommended Online courses: • Preparing for the Certified Service Cloud Consultant Exam • Implementing Case Management Across Channels
• Implementing Salesforce Knowledge • Administration Essentials for the Service Cloud • Setting up and Building Communities
Developer Certification No prerequisite required
Concepts Tested: • Demonstrate knowledge, skills, and abilities building custom applications and analytics using the declarative capabilities of the Force.com
platform, the programmatic capabilities of Force.com code (Apex) and Force.com pages (Visualforce), and application development lifecycle management with cloud computing development as a service
• Build custom applications using the point-and-click capabilities of the platform • Design the data model, user interface, business logic, and security for custom applications • Design reports, dashboards, and portals
About the exam: • 60 multiple choice questions • Passing score: 68%
• Registration fee: $200
Recommended Online courses: • Building Applications with Force.com Part 1 • Building Applications with Force.com Part 2 • Extend Analytics module within Administration Essentials for Experienced Admins (ADM211)
Technical Architect Certification Prerequisite: Developer Certification
Concepts Tested: • Designed for technical architects who want to demonstrate their knowledge, skills, and capabilities to assessing customer architecture;
designing secure, high-performance technical solutions on the Force.com platform; communicating technical solutions and design tradeoffs effectively to business stakeholders; and providing a delivery framework that ensures quality and success
• Design a technical architecture solution that may span multiple platforms and include integration and authentication across systems • Manage the development lifecycle to ensure the delivery of highly secure solutions that are optimized for performance and built to scale • Articulate design considerations, trade-offs, benefits, and recommendations for a technical architecture
About the exam: • Certified Technical Architect program has three components one must successfully complete in this order: • 1. Self-Evaluation
• Current status as a Salesforce.com Certified Force.com Developer is a prerequisite
• 2. Multiple-choice Exam • 60 multiple choice questions
• 3. Review Board Presentation • Presentation and discussion of the architecture solution for a hypothetical scenario and a customer case study
• Registration fee: $6,000 and includes two attempts
• 4 hours allotted to complete the exam
Certification Plan: Document Plan & Present to Team Determine your corporate certification goal based on your practice’s focus • number and types of certification
Identify individual employees tasked with obtaining certifications
Set deadlines for each individual certification • Be sure to include prerequisites - Administrator Certification for Sales & Service Cloud Certification
Obtain executive support for certification plan
Present certification plan & resources to your Salesforce Practice Team
Execute on plan
Example Certification Plan
Resource August September October Certifications Fee Total:
Employee Name Developer 1 $200 Employee Name Admin Service Cloud 1 $400 Employee Name Admin Sales Cloud Service Cloud 2 $600 Employee Name Employee Name Developer 1 $200 Employee Name Developer 1 $200 Employee Name Admin Service Cloud 1 $400 Employee Name Admin Service Cloud 1 $400 Program Totals: 1 4 3 8 $2,400
Corporate Certification Goal: 8 net new certified individuals
Target completion date: January 2015
5 Steps to Individual Certification Step 1: Identify credential to become certified in
Step 2: Determine and complete prerequisites
Step 3: Prepare for exam • Review study guide on Salesforce certification website • Sign up for Partner Online Training Catalog via Partner Community • Complete recommended online training courses
Step 4: Create webassessor login & register for exam
Step 5: Complete exam
* After each release (3 per year) you must pass the release exam to maintain your certification
Certification Resources Salesforce Certification website: http://certification.salesforce.com/
Partner Community: https://partners.salesforce.com
Partner Community Release Support: https://p.force.com/releases Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog • @partnertraining.com credentials
Salesforce Certification Website Overview of all certification credentials
About the exam • Outline • Objectives • Sample questions • Recommended training and resources
Study Guides
Exam schedules & registration via webassessor
Verification
Support
Salesforce Certification Website: Webassessor Login with webassessor credentials OR create new account
Salesforce Certification Website: Webassessor Key fields in your profile
Ensure your certification is associated to your company
Ensure your certification is recognized by Salesforce Partner Program correctly
Salesforce Certification Website: Webassessor Verification Opt-In: Yes
Ensure your certification can be verified directly from the certification website
Important for potential customers and employers
Salesforce Partner Community
Sign up for Partner Online Training Catalog Access
Partner Roadmap webinars • Access to & insight from our PM’s & Program Staff
Enablement webinars & office hours
Release support & training
Click Details & Sign Up
• You will receive 2 emails which include: • @partnertraining.com username & link to create your password
• Welcome to Partner Online Training Catalog
Partner Online Training Catalog
Certification Maintenance All certified professionals must successfully complete three online, release-specific exams within a 12-month period
Release exams are published in conjunction with major product releases (Winter, Spring, and Summer)
Notified automatically when release training material and exams become available
Salesforce.com Certified Administrator Release Exam: • Salesforce.com Certified Administrator
• Salesforce.com Certified Advanced Administrator
• Salesforce.com Certified Service Cloud Consultant
• Salesforce.com Certified Sales Cloud Consultant
Salesforce.com Certified Force.com Developer Release Exam: • Salesforce.com Certified Force.com Developer
• Salesforce.com Certified Force.com Advanced Developer
• Salesforce.com Certified Technical Architect
Certification Maintenance: Salesforce Certification Website Release exam schedules
Release exam deadlines
Certification Questions? Join the Collaboration Group
Ask questions and engage
Use links of left hand navigation of group
Consulting Partner Lifecycle
Define strategy
Train your practice team
Update collateral
Request 2 free CRM licenses & manage leads and projects
5 Phases for Success
Market & Sell
q Review marketing resources in Partner Community
q Determine marketing strategy & educate your team
q Create AppExchange Consulting Partner Listing
q Update website with Salesforce Partner Logos, lead registration form, case studies
q Execute on marketing campaigns, webinars, events, & sponsorships
q Attend APP Academy Marketing Virtual Classroom
q Create Partner Success Stories (template provided)
q Create Partner – At – A – Glance (template provided)
Market
q Request 2 Free licenses (Business Org) OR Request trial activated as Business Org
- log a case in the Partner Community
q Review sales resources in the Partner Community
q Attend APP Academy Sales Virtual Classroom
q Determine sales strategy and compensation
q Determine project methodology
q Educate & train your sales team
q Manage leads and opportunity pipeline in your Business Org
q Pipeline Generation
Sell
Consulting Partner Lifecycle
Lead Registration
Manage opportunity pipeline sourced joint sales
Project Registration & CSAT Customer Stories
5 Phases for Success
Manage Your Business
Register Leads & Projects
Lead & Project registration are key metrics used to track partner success
Lead: New business uncovered by partner
Project: • Tracks implementations delivered by partner • Kicks off CSAT survey process upon completion
Leads & Projects are submitted through the Partner Community
Manage Opportunities Sourced and Joint Sales ACV is a key factor used to determine your program tier
What is sourced ACV? Any previously unknown opportunity referred by partner Sourced ACV must be: • Submitted as a lead through the partner community
• Accepted by the Salesforce sales team
• Result in new end user purchase of original services, additional services or upgrade to existing services
What is Joint Sales (Co Sell) ACV? Partner brings previously unknown intelligence to an existing Salesforce opportunity to support close or is brought in by the Salesforce AE to support close of an existing opportunity
Customer Satisfaction Score Customer Success is a top priority and key metric used to track partner success
CSAT Scores are visible on your AppExchange listing
CSAT Scores are generated when you register and complete projects in the partner community
Consulting Partner Lifecycle
Join Partner Community
Accept click through agreement
Define Practice Focus
Set goals
Build certification plan
Review Certification website
Access Partner Online Training Catalog
Execute on certification plan
Define strategy
Train your practice team
Update collateral
Request 2 free CRM licenses & manage leads and projects
Lead Registration
Manage opportunity pipeline sourced joint sales
Project Registration & CSAT Customer Stories
5 Phases for Success
Plan Market & Sell Build Manage Your
Business