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ISV Partner Benefits GoToMarket Benefits by Tier
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 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, 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, risks associated with 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 quarter. This document and others 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 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*
*also review your Partner Non-Disclosure Agreement (NDA)
John Richter Director, Partner Community Salesforce Partner Program @partnerforce
Overview
Partner Community Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other partners
• Partner Roadmap Webinar – July 9
• Office Hours
• New resources
• Support
• 24,000+ active members
• 23,000+ posts, comments, likes
• 1,000+ new assets (alerts, webinars, education, etc.)
• 200+ Chatter Groups
• 100+ live and online events in FY15
• 18 Partner User Groups (worldwide)
One-stop shop for Information, Education and Collaboration
https://www.partners.salesforce.com
Partner Community’s Fast Growth
Total Partner Users Over Time
Partners are the Foundation of the Customer Success Platform
• Enables long-term customer success
• Extends the customer success platform
• Drives innovation
Open Ecosystem
Nine Year History of Success
2m+ Installs
2015 2006
Ap
ps
on th
e A
pp
Exch
ange
1m Installs
AppExchange Launches
IPO
$1.4b+ partner revenue
3m+ Installs
The Salesforce Partner Program World’s Leading Cloud Partner Program
ISVs
Consulting Partners
Resellers
Digital Agencies
Partner Community
Partner Operations
Partner Marketing
Partner Development
Salesforce Partner Program Tiers Taking success to the next level*
*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 Performance-based criteria*
Registered SI – PVS < 250 points + fee Registered ISV – ACV < $30K
Silver SI: PVS = 250 – 449 + fee Silver ISV: ACV = $30K - $199K
Gold SI: PVS = 450 – 699 + fee Gold ISV: ACV = $200K - $999K
Platinum SI: PVS = 700 – 1000 + fee Platinum ISV: ACV > $1M
*PVS = Partner Value Score, ACV = Annual Contract Value. See Partner Community for terms & conditions.
GoToMarket Benefits
Free* Registered Silver Gold Platinum Minimum ACV
Attainment None None $30K $200K $1M+
Technology Access
Technical Enablement Self-Service
Pre-Sales Webinars
Office Hours
Pre-Sales Post-Sales Webinars
Office Hours
Pre-Sales Post-Sales Webinars
Office Hours
Pre-Sales Post-Sales Webinars
Office Hours
Marketing AppExchange Listing
Webinars Office Hours
Access to AMP AppExchange Listing
Webinars
Office Hours Access to AMP
AppExchange Listing
Webinars
Office Hours Access to AMP
AppExchange Listing
PR Promotion, Designated Mktg Support, Webinars, Office Hours,
Access to AMP, AppExchange Listing
Go-To-Market Resources Self-Service Limited PAM Support Full PAM Support
Partner Success Support Business Reviews
Full PAM Support Partner
AE Promotion Partner Success Support
Business Reviews Full PAM Support
Additional Paid Features: Designated Tech Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager
Salesforce Partner Program for ISV Partners Delivering Benefits at All Levels
*Free partners not subject to 25% PNR
Go-to-Market Support
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
App Academy & Roadmap Webinars
Training and Onboarding Resources
http://help.salesforce.com http://success.salesforce.com
App Academy Online Help Customer Community
http://p.force.com/AppAcademy
http://appexchange.salesforce.com http://developer.salesforce.com
http://p.force.com/training
• 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 Program: September 3 Topic: Dreamforce Preview
Go-to-Market Support
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Partner Community Support Groups
Go-to-Market Support
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Designated Partner Account Manager
Work With A Partner Account Manager (ISV)
First call to determine status* How to find a PAM How/when to engage Set yourself up for success Share your pipeline early and often Share status of deals Set up a cadence call to review business and technology initiatives Understand the new ISV program – p.force.com/isvprogram
*Early stage partners should visit salesforce.com/startups
Go-to-Market Support
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Eligibility for nextlevel*
Go-to-Market Support
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Expert Success Series
Business/Product Reviews Partner Success Manager
Michelle Paitich Director, ISV Partner Success salesforce.com
ISV Partner Success Overview
ISV Partner Success delivers best-in-class success services
• Program roll-out/ readiness
• Reduce ISV time to market
• Training & alignment with direct sales
ISV Education & Direct Sales Awareness
External to ISVs Internal to Salesforce
ISV Deep Dives (Business Reviews)
• Partnership Analytics
• Expert Success Series
• Build best practices/resources
= $
ISV Customer Success (PFL)
= % • Partner and
Customer Analytics
• Expert Success Series
• Build best practices/resources
ISV Partner Success Managers engage across the partner sales cycle Coach ISVs to build businesses like Salesforce
Sales Structure, Comp, Education Sales Cycle Efficiencies Competitive Analysis Total Market v. Market Oppty Lead Generation Connected Distribution Process
Customer Success for ISVs
ISV Partner Success
Customer Onboarding Customer Education Customer Engagement Usage and Adoption Customer Retention and Upsells Metrics and Reporting
Key activities per tier after the initial pilot
Registered Silver Gold Platinum
Expert Playbooks ✔ ✔ ✔ ✔ Expert Success Series Access ✔ ✔ ✔ ✔ Expert Success Roundtables ✖ Invitation Only ✔ ✔ Partner Success Cadence ✖ ✖ ✔ ✔ Direct Sales Awareness ✖ ✖ ✔ ✔ Business Reviews ✖ ✖ Semi-Annually Quarterly
Partnership Analytics ✖ ✖ Limited ✔ On-site Training ✖ ✖ Limited ✔ 3RD Party Services Pilot ✖ ✖ Limited ✔
Alignment is 1:20 after the initial pilot
PARTNERSHIP ANALYTICS (360 VIEW OF OUR ISVs)
EXPERT SUCCESS SERIES ACCESS
BUSINESS REVIEWS
3RD PARTY SERVICES PILOT
Exclusive new programs, benefits, & tools utilizing department expertise Building partner success programs for our ISVs
LEV
EL O
F D
IFFI
CU
LTY
PARTNER SUCCESS CADENCE
ON-SITE TRAINING
EXPERT SUCCESS ROUNDTABLES
Building the engagement model with PAMs
ISV Partner Success Manager
Pre-sales (GTM) and Post-sales (CFL) Auditing + Order Tracking
Evaluation + Success Plans
Track Growth Across Metrics
Build Playbooks (best practices)
Expert Success Series
Partnership Analytics
Drive ACV Partner Onboarding
Deal Packages
Contract Negotiations
Account Mapping
Big Deals + Pipeline
Direct Alignment
Partner Account Manager
Emerging Product Adoption
Internal Partner Promotion
• Introductions • Partner’s KPI’s • Expectations of
Partnership
Business Reviews
• Participation • Competency • Business Health
Check
Surveying
• Providing ISV Analytics
• Reviewing Partner’s Analytics
Comparing Analytics/Data
• Mutual success plans around gaps in business
• Creating timelines around KPIs
Mutual Success Plans
Building the engagement model with ISVs
Sales & Distribution Marketing Management Team
Customer Success Partnering w/ Partners GTM Planning
Create clear action plans with specialized playbooks
• Vision > Planning > Execution • Tracking + Reporting • Partner Operational Structure
• Sales Structure + Hiring • Cost of a Sale • Compensation + Training
• Messaging effectively to SF AEs • Brand Awareness
• Customer Education/Onboarding • Reducing Customer Churn • Adoption, Usage, Upselling
• Target Market Mapping • Competitive Analysis • Value Proposition
• ISV + SI Joint Events • Joint Selling • Integrating Your Solutions
Selling To Salesforce
Funding + Growth
• NextLevel, GTM Team • Chatter Best Practices • Marketing to Direct AEs
• VC Roundtables • VC Matchmaking • Pitch Decks + Growth Strategy
$
Playbooks help us (and YOU!) scale
Inaugural ISV Expert Success Series on August 11, 2015
Questions
6/16
Program Announcement
Partner Community Resources http://p.force.com/isvprogram
Timeline for New ISV Program
New ISV Program Go-Live
8/1
Initial Partner Tiering Completed
Partner Forum (NYC) Onsite ISV Program
Office Hours
June July August September-October
7/1
Partner Community Office Hours (9am PT)
7/9
Partner Roadmap Webinar: New ISV Partner Program
Partner Newsflash
6/11
Partner Quarterly Update Webinar w/
Tyler Prince
Partner Community Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other partners
• Partner Roadmap Webinar – July 9
• Office Hours
• New resources
• Support
New ISV Partner Benefits (Summer Series) Deep Dive on Partner Benefits
• Development Benefits (July 29)
• Go-To-Market Benefits (August 12)
• Marketing Benefits (August 26)
• Technical Benefits (September 9)
http://p.force.com/calendar
Thank you