Salesforce Jumpstart: Getting Started as a Consulting Partner

Salesforce Jump-StartGetting Started as a Consulting Partner

Forward Looking Statement

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.

Welcome

Celebrating 17 Years of Giving1-1-1 Model

1.4M+Service Hours

1%People

$120M+Grants

1%Resources

28K+Nonprofit Organizations1%

Technology

pledge1percent.org

$250MDonated Product

Partner Community Updates

New Partner Community Signup Flow

http://p.force.com/signup

http://p.force.com/education

New Education Page LayoutFeaturing Trailhead & Salesforce Certifications

Partner Community - Next Steps

ü Get Access to the new Partner Community

ü Post Your Picture

Let us see who you are!

ü Join the Partner Community *Official* Group

o In that group, select: Email Settings > Daily Digest

ü Encourage your colleagues to do the same

ü Go to p.force.com/signup for help

ü Collaborate and have fun!

NO!YES!

Partner Online Training

http://p.force.com/LMSLogin must contain @partnertraining.com

Partner Community – Topics (A-Z)Jump directly to a specific topic

http://p.force.com/topics

Partner Community – Tip Sheet

http://p.force.com/tipsheet

Enablement Lifecycle

Session Goals• Understand the 4 phases of consulting partner enablement• Discover & optimize tools and resources• Understand the process and formulate your strategy• Plan for customer success and then execute

• Build Certification Plan

• Review Certification Website

• Access Partner Online Training

• Execute on Plan

• Define Strategy

• Train your practice team

• Update Collateral

• Request 2 Free CRM Licenses

• Lead Registration

• Manage Opportunity Pipeline

• Project Registrations & CSAT

• Customer Stories

• Join Partner Community

• Get Registered & Pass Compliance

• Design a Practice Focus

• Set Goals for Success

Consulting Partner Lifecycle4 Phases for Success

Plan Build Sell & Market Manage Your Business




• Execute on Plan

Plan




• Execute on Plan

• Define Strategy













Plan Build Manage Your Business




• Execute on Plan

Sell & Market

Join the Partner Community

Plan

Create your profile

Join Collaboration groups

Review News & Events Calendar

Register for webinars

Plan

Define Your Practice Focus – Product Areas

Product Expertise• What is your value proposition?

• What really makes your firm stand out?

• Understand your differentiators – what has experience taught you?

• Is your existing customer base heavily weighted towards contact centers and customer service?

• Existing relationships with customers – Think beyond CRM

“Salesforce is a platform company. Period.”

- Alex Williams, TechCrunch

PlanPlan

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 — Industries

PlanPlan

Market Segment

• Enterprise Business Unit

• Commercial Business Unit

• Small Business 1-100 employees

• Mid Market 100-500

• General & Select Business 500-1000

Services

• Business Consulting & Accelerators

• Integration & Legacy System Migration

Region

• Local presence is an advantage

• Leverage proximity to drive business

Define Your Practice Focus – Segmentation & Services

PlanPlan

Set Goals• Program Tier• # of certifications completed in a year• ACV Targets• # of projects completed in year • Customer Satisfaction Score• # of customer stories submitted

http://p.force.com/programchanges

PlanPlan

Build




• Execute on Plan

• Define Strategy













Plan Build Sell & Market Manage Your Business




• Execute on Plan

Objectives:

Build

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

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Certification Plan: Understand the “Core” Certifications

BuildBuild

Administrator CertificationNo 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

BuildBuild

Sales Cloud Consultant CertificationPrerequisite: 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’



Recommended Online courses:• Implementing Sales and Marketing

• Preparing for the Certified Sales Cloud Consultant Exam

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Service Cloud Consultant CertificationPrerequisite: 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


• Experience based: test questions are based on 'use cases’



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

BuildBuild

Platform Developer I CertificationNo prerequisite required

Concepts Tested:• Design the data model, user interface, business logic & security for custom applications

• Build custom applications using Apex and Visualforce

• Be familiar with the development lifecycle from development to testing, and have knowledge of the available environments


• 105 minutes allotted to complete exam



Recommended Online courses:• Apex

• Visualforce Controllers

• Creating Lightning Components

BuildBuild

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.complatform; 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:

• 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

3 Stages:

BuildBuild

Certification Plan: Document Your Plan & Internally Socialize

Ø Determine your corporate certification goal based on your practice’s focus (number and types of certification)

Ø Identify individual employees tasked with obtaining certifications

Ø Set deadlines for each individual certification (Be sure to include prerequisites - Administrator Certification for Sales & Service Cloud Certification)

Ø Obtain executive support for certification plan

Ø Present certification plan & resources to your Salesforce Practice Team

Ø Execute on plan

BuildBuild

Example Certification PlanCorporate Certification Goal: 4 net new certified individualsTarget completion date: January 2017

Resource August September October Program Certs: Fee Total:

Employee Name PD1 1 $200

Employee Name Admin Service Cloud 1 $400

Employee Name Admin Sales Cloud Service Cloud 2 $600

Employee Name PD1 1 $200

Program Certs: 1 2 2 5 $1,400

BuildBuild

5 Steps to Individual CertificationStep 1: Identify credential to become certified inStep 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 examStep 5: Complete exam

* After each release (3 per year) you must pass the release exam to maintain your certification

BuildBuild

Certification Resources

Salesforce Certification website: http://certification.salesforce.com/

Partner Community: http://partners.salesforce.com

Partner Community Release Support: http://p.force.com/releases

Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog• @partnertraining.com credentials

Web Assessor for Partners Overview: http://p.force.com/webassessor

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Salesforce Certification WebsiteOverview of all certification credentials

About the exam• Outline

• Objectives

• Sample questions

• Recommended training and resources

Study GuidesExam schedules & registration in webassessorVerification

Support

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Salesforce Certification Website: Study Guide

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Salesforce Certification Website: WebassessorClick on register for exam

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Salesforce Certification Website: WebassessorLogin with webassessor credentials OR create new account

BuildBuild

Salesforce Certification Website: WebassessorKey fields in your profile

Ensure your certification is associated to your company

Ensure your certification is recognized by Salesforce Partner Program correctly

BuildBuild

Salesforce Certification Website: WebassessorVerification Opt-In: Yes

Ensure your certification can be verified directly from the certification website

Important for potential customers and employers

BuildBuild

Salesforce Certification Website: Support

Open a case

OR

Access knowledgebase

BuildBuild

Salesforce Partner Community

• Sign up for Partner Online Training Catalog Access

• Leverage Trailhead for Additional Training

• Join Partner Roadmap webinars

• Access to & insight from our PM’s & Program Staff

• Follow Enablement webinars & office hours

• Release support & training

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Partner Online Training Catalog

http://p.force.com/LMS

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Partner Online Training Catalog

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

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Always use your @partnertraining.com credentials

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Education Page – Global Education Dashboard

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Trailhead Dashboard

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Trailhead Dashboard

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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 Release Exams:• Salesforce.com Certified Platform Developer I & II

• Salesforce.com Certified Technical Architect

• Salesforce.com Certified Force.com Developer

• Salesforce.com Certified Force.com Advanced Developer

BuildBuild

Go to Salesforce Certification Web-Site for Exams, Schedules & Deadlines

Certification Maintenance

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Certification Maintenance: Partner CommunityPartner Community is your one-stop shop

BuildBuild

Certification Questions?

Join the Collaboration Group

Ask questions and engage

Use links of left hand navigation of group

BuildBuild

Sell & Market




• Execute on Plan

• Define Strategy

















• Execute on Plan

Sell & Market

Sellq Request 2 Free licenses (Business Org)

- log a case in the Partner Community

q Review sales resources in the Partner Community

q Determine sales strategy and compensation

q Determine project methodology

q Educate & train your sales team

q Manage leads and opportunity pipeline in Salesforce

q Think about “Turbocharging your existing offerings”

q Get your First Project & Start Building Pipeline

Sell & Market

Marketq Review marketing resources in Partner Community

q Determine marketing strategy & educate your team

q Create AppExchange Consulting Partner Listing

q Update website with SFDC Partner Logos, lead form, content

q Execute on marketing campaigns, events, & sponsorships

q Create Partner Success Stories & Turn them into Content

q Document your Success, Promote it in the Market

http://p.force.com/branding

Sell & Market

Manage Your Business




• Execute on Plan

• Define Strategy

















• Execute on Plan

Sell & Market

Register Leads & ProjectsLead & Project registration are key metrics used to track partner success

Leads are New Business uncovered by partner

Projects• Track implementations delivered by partner• Kicks off CSAT survey process upon

completion

Leads & Projects are submitted through the Partner Community

Lead Submission Overview Video:

http://p.force.com/leads


Manage Opportunities Sourced and Joint Sales ACV are key contributors to program tier

Sourced ACV is a previously unknown opportunity referred by a partner • Submitted as a lead through the partner community• Accepted by the Salesforce sales team • Results in new end user purchase of original services,

additional services or upgrade to existing services

Joint Sales ACV occurs when a partner brings new intelligence to an existing Salesforce opportunity to support its close

OR is brought in by the Salesforce AE to support close of an existing opportunity

Joint Sales Overview Video:

https://youtu.be/fCBGz7TkKII


Customer Satisfaction Score

Customer Success is a top priority and key metric used to track partner success

CSAT Scores are real-time visible on your AppExchange Listing

CSAT Scores are generated when you register and complete projects in the partner community


Submit Customer Success Stories

http://p.force.com/stories





• Execute on Plan

• Define Strategy

















• Execute on Plan

Getting Started 5-min Video: https://youtu.be/n65TFWD8PVM

Sell & Market

Learning Paths on the Partner Community

By Products

By Industries

By Roles

http://p.force.com/Roles

Learning Path: How Does It Work?Example: Pre-Sales Consulting/Reseller

1

2

3

4

5

Partner reviews the Pre-Sales Consulting/Reseller learning path on the Partner Community

The path includes Trailhead modules and other formal Education to learn about our platform, the Salesforce Advantage, & product positioning

The learning path directs partners to Enablement resources: scale learning resources including the partner LMS, regional education opportunities & upcoming webinars

The Partner is encouraged to Engage with groups to ask questions, receive interactive coaching, learn from other peers, or to submit support cases

The Partner stays current by following official communication channels, attending events, reading blog posts, and participating in live office hours

Next Steps

Train Up, Blaze a Trail & Start Down a Path

Find Your Next Event, Join “THE” Group & Get to Work!

OFFICIAL:

http://p.force.com/jumpstart

Mahalo!

Date post:	08-Jan-2017
Category:	Technology
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