Cloud Academy: Getting Started as a Cloud Alliance Partner (Sept 17, 2014)

Cloud Academy:
Getting Started as a Cloud
Alliance Partner
September 2014

• 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 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 immature market in which we operate; our
relatively limited operating history; our ability to expand, retain, and
motivate our employees and manage our growth; risks associated
with new releases of our service; and risks associated with selling to
larger enterprise customers. Further information on potential factors
that could affect the financial results of salesforce.com, inc. are
included in our registration statement (on Form S-1) and in other filings
with the Securities and Exchange Commission. These documents are
available on the SEC Filings section of this Web site.
Salesforce.com, inc. assumes no obligation and does not intend to
update these forward-looking statements.
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.
Safe Harbor Statement

Phil Patacca
Partner Development Manager
Salesforce Alliances Team

Agenda
• Announcements
• Understanding the SI enablement lifecycle
• Q&A

Have a Question? Post it to Chatter!
Q&A Chatter Group on the Partner Community
1. Post your question to the Q&A Chatter Group
http://p.force.com/question
2. You can also use the GTW Question Pane
http://p.force.com/question

You Have Technical Questions? Forums Have Answers!
http://developer.salesforce.com/forums

Partner Roadmap Webinar Series
What’s New & What’s Next for ISV & SI Partners
• Access to & insight from our PM’s & Program Staff
• Transparency with our product roadmap
• Program announcements & Alerts!
• Around once per month
Next session is on Oct. 2 at 9am Pacific
Topics: Dreamforce Preview for Partners
http://p.force.com/ROADMAP

Sept 2 – APP Academy: Plan (Virtual Classroom)
Sept 3 – Partner Community Office Hours
Sept 4 – Roadmap: Sales Cloud & Winter ‘15
Sept 4 – Partner Marketing Office Hours
Sept 9 – Partner Quarterly Update w/ Tyler Prince
Sept 16 – APP Academy: Market (VC)
Sept 17 – Cloud Academy: Getting Started (VC)
Sept. 23-25 – Connections 2014 (Indianapolis)
Oct. 2 – Roadmap: Dreamforce Preview
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

Dreamforce Is Coming!
http://www.dreamforce.com

Contact Us Today to Learn About Opportunities
partnersuccess@salesforce.com/

DF14 Partner Session Guide now available!
• Agenda Builder is now live
• Reserve your sessions today
• Go to http://p.force.com/df14sessions
• Both ISV and SI recommendations
• Grouped by roles and topics
• 100+ sessions for partners & entrepreneurs
http://p.force.com/df14sessions

Alerts! Important Notification for Partners
Read Each Notice Carefully
• Accessing
VF
Pages
in
an
Expired
Managed
Package
• Usage
Metrics
Not
Repor9ng
Custom
Object
Data
• Winter
‘15
Release
Readiness
Materials
http://p.force.com/ALERTS
You must log in
to see the
Alerts!

Winter ‘15 Pre-Release for Partners
Partner Community is your one-stop-shop
http://p.force.com/releases

SI Partner Functions Moving to the Partner Community – Oct. 3
• Starting October 3
• Leads, Projects, Opportunities now in
the new Partner Community
• SI Education Content
• New ‘Business’ metrics for SIs
• Rebuilt on Salesforce1 (mobile)
• Sign up for the Partner Community at:
https://partners.salesforce.com
• See Sept. 16 News Item
http://p.force.com/news

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Partner Community Highlight – Handy Tip Sheet
http://p.force.com/tipsheet

Understand the Enablement
Lifecycle

Session Goals
• Understand the 5 phases of SI Enablement
• Discover & optimize your tools & resources
• Understand the process and formulate your own strategy
• Plan for customer success
• Understand the foundations of a successful partnership

SI Partner Lifecycle
5 phases for SI Success
Build Market
Manage My
Plan Sell Business
Join Partner Community
& Partner Portal
Accept Click Through
Agreement
Define Practice Focus
Set goals
Set Certification Goals
Review Certification Website
Access Partner Online
Training
Complete Certification Exam
Define Marketing Strategy
Train Your Sales Team
Update Marketing Collateral
Define Sales Strategy &
Implementation Methodology
Train Your Sales Team
Request 2 Free CRM licenses
Manage leads & projects in
Your Business Org
Lead Registration
Manage Sourced & Influenced
Opportunity Pipeline
Project Registration
Customer Satisfaction Score

Plan
Join Partner Community & Partner Portal
Accept Click Through Agreement
Define Practice Focus:
• Product
• Market Segment
• Industry
• Services
• Region
Set goals for a successful Salesforce Practice & Partnership

SI Partner Lifecycle: Plan
Join Partner Community
https://partners.salesforce.com/

Joe Partner – (Customer) Follow the Official: Partner
Community Chatter Group – left
sidebar has the steps to update
your Company Name
And load your picture!!
#nomorebluesmilies
Create your profile

Define the Focus of Your Practice
Product
Market Segment
Small Business 1-100 employees / Mid Market 100-500 / General Business 500-1000 / Enterprise 1000+ employees
Industry
Financial Services / Health Care / Life Sciences / Communications / Media / Retail / PubSector / Automotive / Hospitality
Services
Business Consulting / Data-migration / Training / Quick Start / Data Archiving / Legacy System Migration
Region
Do you have a regional focus or strength?

FY15 Cloud Alliance Partner Program Criteria
Influenced
ACV Certifications CSAT
Sourced
ACV
Any previously unknown
opportunity referred by a
partner
Partner brings previously
unknown intelligence to an
existing Salesforce Opportunity
OR
Partner is brought in by the
Salesforce AE to support the
close of existing opportunity
An individual who holds one
(or more) Salesforce
Certifications
Through the registration and
closure of projects in our
partner portal, customers
complete a survey that
generates a Customer
Satisfaction Score for the
Partner
Customer
Stories
Reference-able information on
a Salesforce customer project.
Submitted to Salesforce by a
partner and reviewed by
Salesforce AEs, Salesforce
Marketing & PR
S et Goals for a Successful Partnership
• # of Certifications completed in year 1
• # of projects completed in year 1
• ACV Targets
• Customer Satisfaction Score

Plan Build
Establish Practice Certification Goals
Determine Individuals to become Certified
Review Certification Website
Review Exam Study Guides
Access Partner Online Training
Study for Exam
Complete Exam

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
– Salesforce Certification Website
– Webassessor via Salesforce Certification Website
– Partner Community
– Partner Online Training Catalog
• Certification Maintenance & Continued Education

Certification Plan: Understand Certifications

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
– 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’
• Salesforce.com highly recommends a combination of on-the-job Sales Cloud experience, online course attendance, and self-study
– Implementing Sales and Marketing
– Preparing for the Certified Sales Cloud Consultant Exam

Service Cloud Consultant Certification
• Prerequisite: Administrator Certification
– 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:
– Experience based: test questions are based on 'use cases’
• Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study
– 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
– 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:
• Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study
– 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
– 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
• 42 multiple choice questions
• No registration fee
• Current status as a Salesforce.com Certified Force.com Developer is a prerequisite
– 2. Multiple-choice Exam
• 60 multiple choice questions
• Passing score: 63%
• Registration fee: $500
– 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 Total
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
Program Totals: 1 4 3 8 certified
individuals
$2,400
• Corporate Certification Goal: 8 net new certified individuals
• Target completion date: October 2014

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

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: Study Guide

Salesforce Certification Website: Webassessor
• Click on register for exam

• Login with webassessor credentials OR create new account

• Key fields in your profile
• Ensure your certification is
associated to your company
• Ensure your certification is
recognized by Salesforce
Partner Program correctly

• Verification Opt-In: Yes
• Ensure your certification can be verified
directly from the certification website
• Important for potential customers and
employers

Salesforce Certification Website: Support
• Open a case
• Access knowledgebase

Salesforce Partner Community
• Sign up for Partner Online Training Catalog Access
• Program announcements & alerts
• Partner Roadmap webinars
– Access to & insight from our PM’s & Program Staff
• Enablement webinars & office hours
• Release support & training

Salesforce Partner Community:
Sign up for Partner Online Training Access

Salesforce Partner Community:
Sign up for Partner Online Training Access
• 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

Access Partner Online Training
Always use your @partnertraining.com credentials

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)
• All Salesforce.com Certified professionals will be notified automatically when release training material and exams
become available
• Take the Salesforce.com Certified Administrator Release Exam if you hold one or more of the credentials
below:
– Salesforce.com Certified Administrator
– Salesforce.com Certified Advanced Administrator
– Salesforce.com Certified Service Cloud Consultant
– Salesforce.com Certified Sales Cloud Consultant
• Take the Salesforce.com Certified Force.com Developer Release Exam if you hold one or more of the
credentials below:
– 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 Maintenance: Partner Community
Partner Community is your one-stop shop

Plan Build Market
Define Marketing Strategy
Train Your Team on Messaging
Update Marketing Collateral:
• Customer Success Stories
• AppExchange Listing
• Website
Create content & events schedule
• Webinars
• Local Events
• Salesforce Events

SI Partner Lifecycle: Market
Develop Marketing Strategy
q Review marketing resources in Partner Community
q Determine marketing strategy & educate your team
q Create AppExchange Consulting Partner Listing
q Update your 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)

SI Partner Lifecycle: Market
Key Resources – Partner Community

Plan Build Market Sell
Define Sales Strategy
Define Implementation Methodology
Log as case in the Partner Community to:
Request 2 Free CRM licenses (Business Org)
OR
Request Trial Org activated as Business Org
Define Process to Manage Leads & Projects in your Business Org
Train Your Team

SI Partner Lifecycle: Sell
Develop Sales Strategy & Process
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 Build pipeline

SI Partner Lifecycle: Sell
Key Sales Resources – Partner Community

Build Market
Manage My
Plan Sell Business
PARTNER PORTAL*
Lead Registration
Manage Sourced & Influenced Opportunity Pipeline
Project Registration
Customer Satisfaction Score

SI Partner Lifecycle: Manage My Business
Lead Registration & Partner Program Tier
Register Leads via the Partner Portal (*via Partner Community Beginning October 3rd)
• Lead registration is the most important factor to track the Salesforce opportunities your practice is
associated to
• Lead registration ‘tags’ you as the partner associated to an opportunity in Salesforce’s pipeline and
determines the annual contract value (ACV) associated to your practice
• The ACV associated to your practice is a key factor used to determine your program tier
• Partners are measured on two types of ACV: SOURCED ACV & INFLUENCED ACV

Sourced ACV & Influenced ACV
What is sourced ACV?
Any previously unknown opportunity referred by partner
Sourced ACV must be:
• Submitted as a lead through the partner portal
• Accepted by the Salesforce sales team
• Result in new end user purchase of original services, additional services or upgrade to existing
services
What is 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
Why is ACV important?
Sourced and Influenced ACV is a key factor used to determine your program tier

Project Registration & CSAT
Register Projects via the Partner Portal (*via Partner Community Beginning October 3rd)
• Salesforce measures the number of projects partners complete & the customer satisfaction
associated to partner’s projects
• Through the registration and closure of projects in our partner portal, customers complete a survey
that generates a Customer Satisfaction Score (CSAT)
• A partner’s CSAT score is a factor used to determine your program tier

FY15 Cloud Alliance Partner Program Criteria
Influenced
ACV Certifications CSAT
Sourced
ACV
Any previously unknown
opportunity referred by a
partner
Partner brings previously
unknown intelligence to an
existing Salesforce
Opportunity
OR
Partner is brought in by the
Salesforce AE to support the
close of existing opportunity
An individual who holds one
(or more) Salesforce
Certifications
Through the registration and
closure of projects in our
partner portal, customers
complete a survey that
generates a Customer
Satisfaction Score for the
Partner
Customer
Stories
Reference-able information on
a Salesforce customer project.
Submitted to Salesforce by a
partner and reviewed by
Salesforce AEs, Salesforce
Marketing & PR

FY15 Cloud Alliance Partner Program Tiers
USA & Canada
PLATINUM TARGETS
US CA
Sourced ACV 3M 500K
Influenced ACV 9M 1.5M
Certified Individuals1 100 20
Technical Architects 2
CSAT 8.4
Customer Stories 10
SILVER TARGETS
GOLD TARGETS
US Other Countries
Sourced ACV 75K 50K
Certified Individuals 10 5
CSAT 8.4
Note: 1) Platinum and Gold partners can meet country certified individual requirement by applying offshore to any country
a) Must have over 150 total certified individuals globally b) 20% of requirement must be in country
2) Gold Partners can meet the revenue requirement by achieving the Sourced ACV target OR the Influenced ACV target.
US CA
Sourced ACV2 1M 300K
Influenced ACV2 3M 900K
Certified Individuals1 50 15
CSAT 8.4
Customer Stories 5

Top 10 - What Makes a Successful SI Partner:
1. Track record of successful implementations
2. Track record of high customer satisfaction scores
3. Ability to scale - # of certified consultants and types of certifications
4. Industry and/or product expertise – dedicated practice in the focus area
5. Existing relationship with customer
6. Local presence
7. Salesforce Partner Level (Platinum, Gold, Silver, Registered)
8. Collaboration with Expert Services
9. Register leads & projects
10. Stays up to date on our technology (Releases for Partners)

SI Partner Links & 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
• Developer website: https://developer.salesforce.com/?language=en
• Developer forums: http://developer.salesforce.com/forums

Follow us on social media
Twitter.com/partnerforce
Slideshare.net/partnerforce
Facebook.com/
Salesforcepartners
youtube.com/partnerforce
http://p.force.com/socialmedia

Thank You
Our success is not possible without our partners

Cloud Academy: Getting Started as a Cloud Alliance Partner (Sept 17, 2014)

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