ISV Partner Benefits GoToMarket Benefits by Tier

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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