Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Phil Patacca
Partner Development Advisor
ppatacca@salesforce.com
August 2015
Cloud Academy
Getting Started as a Consulting...
​ Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
​ This presentation may contain forwar...
Welcome
Announcements
Understanding the Enablement lifecycle
Q&A
Agenda
Welcome to the Salesforce Family!
Celebrating 16 Years of Giving Back
1-1-1 Model
Adopted by
$85M+
Grants
1% Equity
25K+
Nonprofits & Higher Ed
1% Product
Sh...
Announcements
August 4 – Marketing Cloud – Partner Office Hour
August 5 – Partner Community Office Hours
August 5 – Partner Marketing Power ...
•  Access to & insight from our PM’s & Program Staff
•  Transparency with our product roadmap
•  Program announcements & Al...
Alerts! Important Notification for Partners
Read Each Notice Carefully
•  Get a Sneak Peek of the New
Salesforce for ISVs
•...
Winter ’16 is Coming Soon!
✓  Sandbox Preview
✓  Pre-Release
✓  Release Schedule
✓  Release Notes
✓  Demos
✓  Preview Webi...
Agenda Builder is Live!
Schedule your sessions now
DF15 Partner Zone Guide
Find sessions grouped by partner type (ISV, SI, Marketing Cloud)
http://p.force.com/DF15
Trailhead Contest 2015
​ From now until Dreamforce, we are hosting monthly contests that challenge you
to earn Trailhead b...
The Salesforce Advantage
​ Free Training to Learn Core Salesforce Positioning
•  Same training as our own sales people
•  ...
Partner Community Office Hours
Partner Marketing Power Hour
Security Review Office Hours
http://p.force.com/officehours
Of...
Partner Community Resources
How do I access?
✓ Partner Community p.force.comsignup
✓  Partner Online Training p.force.com/LMS
✓  Partner Sales Aid p.f...
Partner Community - Next Steps
ü Get Access to the new Partner Community
ü Post Your Picture
Let us see who you are!
ü ...
Partner Online Training
Now Includes the Partner Sales Aid
http://p.force.com/LMS
Login must contain @partnertraining.com
Partner Sales Aid (PSA)
•  Access via Any Web Enabled
Device
•  Phone & Tablet using Salesforce1
•  Initial Access through...
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
Understand the 5 phases of consulting partner enablement
Discover & optimize tools and resources
Understand the process an...
Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals...
Plan
Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals...
Join the Partner Community
​ Create your profile
​ Join Collaboration groups
​ Review News & Events Calendar
​ Register fo...
Define Your Practice Focus
​ Product Expertise
•  What is your value proposition?
•  Understand your differentiators
•  Are...
Define Your Practice Focus
​ Industry Focus
•  Is your existing customer base heavily weighted towards an industry?
•  Does...
Define Your Practice Focus
​ Market Segment
•  Enterprise Business Unit
•  Commercial Business Unit
•  Small Business 1-100...
Set Goals
•  Program Tier
•  # of certifications completed in year 1
•  ACV Targets
•  # of projects completed in year 1
•...
Build
Consulting Partner Lifecycle
​ Build certification plan
​ Review Certification
website & Resources
​ Access Partner Online...
Objectives:
​ Create Your Certification Plan
•  Understand the different certifications, requirements, and exams
•  Identi...
Certification Plan: Understand Certifications
Administrator Certification
​ No prerequisite required
​ Concepts Tested:
•  Manage users, data, and security
•  Maintain a...
Sales Cloud Consultant Certification
​ Prerequisite: Administrator Certification
​ Concepts Tested:
•  Ability to successfu...
Service Cloud Consultant Certification
​ Prerequisite: Administrator Certification
​ Concepts Tested:
•  Ability to success...
Developer Certification
​ No prerequisite required
​ Concepts Tested:
•  Demonstrate knowledge, skills, and abilities build...
Technical Architect Certification
​ Prerequisite: Developer Certification
​ Concepts Tested:
•  Designed for technical arch...
Certification Plan: Document Plan & Present to Team
​ Determine your corporate certification goal based on your practice’s ...
Example Certification Plan
Resource August September October Certifications Fee Total:
Employee Name Developer 1 $200
Emplo...
5 Steps to Individual Certification
​ Step 1: Identify credential to become certified in
​ Step 2: Determine and complete pr...
Certification Resources
​ Salesforce Certification website: http://certification.salesforce.com/
​ Partner Community: https...
Salesforce Certification Website
​ Overview of all certification credentials
​ About the exam
•  Outline
•  Objectives
•  Sa...
Salesforce Certification Website: Study Guide
Salesforce Certification Website: Webassessor
​ Click on register for exam
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 c...
Salesforce Certification Website: Webassessor
​ Verification Opt-In: Yes
​ Ensure your certification can be verified directly
...
Salesforce Certification Website: Support
​ Open a case
​ Access knowledgebase
Salesforce Partner Community
​ Sign up for Partner Online Training Catalog Access
​ Partner Roadmap webinars
•  Access to ...
Partner Online Training Catalog
​ Click Details & Sign Up
•  You will receive 2 emails which include:
•  @partnertraining.com username & link to create yo...
Always use your @partnertraining.com credentials
Certification Maintenance
​ All certified professionals must successfully complete three online, release-specific exams wit...
Certification Maintenance: Salesforce Certification Website
​ Release exam schedules
​ Release exam deadlines
Certification Maintenance: Partner Community
Partner Community is your one-stop shop
Certification Questions?
​ Join the Collaboration Group
​ Ask questions and engage
​ Use links of left hand navigation of g...
Market & Sell
Consulting Partner Lifecycle
​ Define strategy
​ Train your practice team
​ Update collateral
​ Request 2 free CRM
license...
q  Review marketing resources in Partner Community
q  Determine marketing strategy & educate your team
q  Create AppExc...
q  Request 2 Free licenses (Business Org) OR Request trial activated as Business Org
​  - log a case in the Partner Commu...
Manage Your Business
Consulting Partner Lifecycle
​ Lead Registration
​ Manage opportunity pipeline
sourced
joint sales
Project Registration & ...
Register Leads & Projects
​ Lead & Project registration are key metrics
used to track partner success
​ Lead: New business...
Manage Opportunities
​ Sourced and Joint Sales ACV is a key factor used
to determine your program tier
​ What is sourced A...
Customer Satisfaction Score
​ Customer Success is a top priority and key metric used to
track partner success
​ CSAT Score...
Submit Customer Success Stories
Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals...
Thank you
Aloha &
Mahalo!
Cloud Academy: Getting Started (August 19, 2015))
Cloud Academy: Getting Started (August 19, 2015))
Upcoming SlideShare
Loading in …5
×

Cloud Academy: Getting Started (August 19, 2015))

508 views

Published on

Learn more about the Cloud Academy and getting started as a consulting partner at p.force.com/cloudacademy.

Published in: Technology
  • Be the first to comment

Cloud Academy: Getting Started (August 19, 2015))

  1. 1. Phil Patacca Partner Development Advisor ppatacca@salesforce.com August 2015 Cloud Academy Getting Started as a Consulting Partner
  2. 2. ​ 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
  3. 3. Welcome Announcements Understanding the Enablement lifecycle Q&A Agenda
  4. 4. Welcome to the Salesforce Family!
  5. 5. Celebrating 16 Years of Giving Back 1-1-1 Model Adopted by $85M+ Grants 1% Equity 25K+ Nonprofits & Higher Ed 1% Product Sharethemodel.org 920K+ Service Hours 1% Time Learn More @ ShareTheModel.org
  6. 6. Announcements
  7. 7. August 4 – Marketing Cloud – Partner Office Hour August 5 – Partner Community Office Hours August 5 – Partner Marketing Power Hour August 6 – Partner Roadmap Webinar August 11 – Expert Success Series August 17 – Salesforce Advantage for Partners August 18 – App Academy: Sales (Virtual) August 19 – Cloud Academy: Getting Started (Virtual) August 26 – ISV Partner Benefit Series August 27 – Partner Program Quarterly Update 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
  8. 8. •  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 September 3 at 9am Pacific Topic: Dreamforce Preview for Partners
  9. 9. Alerts! Important Notification for Partners Read Each Notice Carefully •  Get a Sneak Peek of the New Salesforce for ISVs •  UPDATED: Consulting Partner Program Enrollment Has Closed •  Access the New Publishing Console •  Prepare for Upcoming Server Splits http://p.force.com/ALERTS You must log in to see the Alerts!
  10. 10. Winter ’16 is Coming Soon! ✓  Sandbox Preview ✓  Pre-Release ✓  Release Schedule ✓  Release Notes ✓  Demos ✓  Preview Webinars ✓  Training http://p.force.com/releases
  11. 11. Agenda Builder is Live! Schedule your sessions now
  12. 12. DF15 Partner Zone Guide Find sessions grouped by partner type (ISV, SI, Marketing Cloud) http://p.force.com/DF15
  13. 13. Trailhead Contest 2015 ​ From now until Dreamforce, we are hosting monthly contests that challenge you to earn Trailhead badges for a chance to win an Apple Watch Sport or special edition Trailhead hoodie. Who: All ISV and SI Partners are encouraged to play What: August modules – Visualforce Mobile or Event Monitoring Where: Trailhead Contest 2015 Partner Community Chatter Group When: Each month will have a new module to complete so stay tuned to our social channels and the Partner Community How: Complete the module and post a screen shot of your new badge to the Trailhead Contest 2015 Partner Community Chatter group with #Trailblazer and you’re automatically entered to win! http://p.force.com/news
  14. 14. The Salesforce Advantage ​ Free Training to Learn Core Salesforce Positioning •  Same training as our own sales people •  Dreamforce Session: #RockTheAdvantage •  Training resources available at http://p.force.com/advantage •  No slides required! •  Join the Salesforce Advantage for Partners Chatter Group
  15. 15. 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
  16. 16. Partner Community Resources
  17. 17. How do I access? ✓ Partner Community p.force.comsignup ✓  Partner Online Training p.force.com/LMS ✓  Partner Sales Aid p.force.com/PSA
  18. 18. 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! YES! NO!
  19. 19. Partner Online Training Now Includes the Partner Sales Aid http://p.force.com/LMS Login must contain @partnertraining.com
  20. 20. Partner Sales Aid (PSA) •  Access via Any Web Enabled Device •  Phone & Tablet using Salesforce1 •  Initial Access through Education tabs in Partner Community •  PSA contains Sales & Sales Support Content http://p.force.com/psa
  21. 21. Partner Community – Topics (A-Z) Jump directly to a specific topic http://p.force.com/topics
  22. 22. Partner Community – Tip Sheet http://p.force.com/tipsheet
  23. 23. Enablement Lifecycle
  24. 24. 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
  25. 25. 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 & SellBuild Manage Your Business
  26. 26. Plan
  27. 27. Consulting Partner Lifecycle ​ Join Partner Community ​ Accept click through agreement ​ Define Practice Focus ​ Set goals ​ 5 Phases for Success Plan
  28. 28. Join the Partner Community ​ Create your profile ​ Join Collaboration groups ​ Review News & Events Calendar ​ Register for webinars
  29. 29. Define Your Practice Focus ​ Product Expertise •  What is your value proposition? •  Understand your differentiators •  Are you a new practice focused on custom development? •  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
  30. 30. Define Your Practice Focus ​ 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
  31. 31. Define Your Practice Focus ​ 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
  32. 32. 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
  33. 33. Build
  34. 34. Consulting Partner Lifecycle ​ Build certification plan ​ Review Certification website & Resources ​ Access Partner Online Training Catalog ​ Execute on certification plan ​ 5 Phases for Success Build
  35. 35. 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
  36. 36. Certification Plan: Understand Certifications
  37. 37. 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
  38. 38. 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
  39. 39. 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
  40. 40. 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)
  41. 41. 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
  42. 42. 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
  43. 43. 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 2016
  44. 44. 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
  45. 45. 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
  46. 46. 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
  47. 47. Salesforce Certification Website: Study Guide
  48. 48. Salesforce Certification Website: Webassessor ​ Click on register for exam
  49. 49. Salesforce Certification Website: Webassessor ​ Login with webassessor credentials OR create new account
  50. 50. 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
  51. 51. 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
  52. 52. Salesforce Certification Website: Support ​ Open a case ​ Access knowledgebase
  53. 53. 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
  54. 54. Partner Online Training Catalog
  55. 55. ​ 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
  56. 56. Always use your @partnertraining.com credentials
  57. 57. 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
  58. 58. Certification Maintenance: Salesforce Certification Website ​ Release exam schedules ​ Release exam deadlines
  59. 59. Certification Maintenance: Partner Community Partner Community is your one-stop shop
  60. 60. Certification Questions? ​ Join the Collaboration Group ​ Ask questions and engage ​ Use links of left hand navigation of group
  61. 61. Market & Sell
  62. 62. 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
  63. 63. 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
  64. 64. 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
  65. 65. Manage Your Business
  66. 66. Consulting Partner Lifecycle ​ Lead Registration ​ Manage opportunity pipeline sourced joint sales Project Registration & CSAT Customer Stories ​ 5 Phases for Success Manage Your Business
  67. 67. 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 Lead Submission Video: https://youtu.be/AQS_GcnrArk
  68. 68. 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 (influenced) 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 Joint Sale Video: https://youtu.be/K1cVH13_AMs
  69. 69. 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
  70. 70. Submit Customer Success Stories
  71. 71. 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 & SellBuild Manage Your Business Getting Started 5-min Video: https://youtu.be/n65TFWD8PVM
  72. 72. Thank you Aloha & Mahalo!

×