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Cloud Academy: Getting Started as a Consulting Partner (December 17, 2014)
The document discusses the enablement lifecycle for consulting partners of Salesforce. It outlines the 5 phases: Plan, Build, Manage Your Business, Plan Market & Sell, and Customer Success. It provides information on joining the Partner Community, defining a practice focus and goals, creating a certification plan, certification resources, and more. The goal is to help partners understand the process and tools to optimize their partnership and plan for customer success.
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Cloud Academy: Getting Started as a Consulting Partner (December 17, 2014)
- 1. Cloud Academy Getting Startedas a Consulting Partner Annie Berkery Senior Alliances Development aberkery@salesforce.com December 2014
- 2. Safe harbor statementunder 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. Announcements Understanding the enablementlifecycle Live overview of Partner Community Q&A Agenda
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- 5. Dec. 2 –APP Academy: Getting Started (VC) Dec. 3 – Partner Community Office Hours Dec. 4 – Partner Roadmap Webinar: Environment Hub Dec. 9 – Alliances Quarterly Update w/ Tyler Prince Dec. 11 – Salesforce1 Tour (Minneapolis) Dec. 16 – APP Academy: Sales (VC) Dec. 17 – Cloud Academy: Getting Started (VC) Dec. 17 – Salesforce Essentials Plus (Seattle) Dec. 17 – Salesforce Essentials for Service Excellence (Denver) Dec. 18 – Salesforce Essentials for Sales Performance (Atlanta) 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
- 6. • 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 Jan. 8 at 9am Pacific Topic: New SI Program Changes
- 7. Alerts! Important Notificationfor Partners Read Each Notice Carefully • HTTPS Security Cer.ficate Switch from SHA-‐1 to SHA-‐256 hash algorithms • UPDATED: Prepare for NA11 Split • Prepare for NA7 Split http://p.force.com/ALERTS You must log in to see the Alerts!
- 8. Spring ’15 isComing Soon! Sandbox Preview Instructions Now Available ✓ Sandbox Preview ✓ Pre-Release ✓ Release Schedule ✓ Release Notes ✓ Preview Webinars ✓ Demos ✓ Training http://p.force.com/releases
- 9. Technical Questions? ForumsHave Answers! http://developer.salesforce.com/forums
- 10. PR Office Hours PartnerCommunity Office Hours New! Partner Marketing Office Hours Security Review Office Hours http://p.force.com/officehours Office Hours For All Partners
- 11. SI Partner Functionsand Education Moving to the Partner Community October 4 • Leads, Projects, Opportunities now in the new Partner Community • SI Education Content • Sign up for the Partner Community at: https://partners.salesforce.com • Partner Portal will be retired in early 2015
- 12. • The newplace for ALL partners to generate new orgs (ISV & SI) • Manage all of your orgs in one place • Create new orgs (demos, testing, development, etc.) • Custom Views help you organize and manage • Choose one org as the “hub”; associate other orgs to it • Related orgs can be automatically discovered • Seamlessly switch between orgs without adding login credentials Environment Hub Org Management for ISV & SI Partners http://p.force.com/hub
- 14. Do-It-Yourself (DIY) Workshops Nowon the Developer Site
- 16. http://p.force.com/df14sessions DF14 Partner SessionREPLAY 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
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- 18. How do Iaccess? ✓ Partner Community p.force.com/signup ✓ Partner Online Training p.force.com/LMS ✓ Partner Sales Aid p.force.com/PSA
- 19. 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!
- 20. Partner Online Training NowIncludes the Partner Sales Aid http://p.force.com/LMS Login must contain @partnertraining.com
- 21. 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
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- 23. Understand the 5phases 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
- 24. Consulting Partner Lifecycle JoinPartner 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
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- 26. Consulting Partner Lifecycle JoinPartner Community Accept click through agreement Define Practice Focus Set goals 5 Phases for Success Plan
- 27. Join the PartnerCommunity Create your profile Join Collaboration groups Review News & Events Calendar Register for webinars
- 28. Define Your PracticeFocus 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
- 29. Define Your PracticeFocus 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
- 30. Define Your PracticeFocus Market Segment • Enterprise Business Unit • Commercial Business nit • 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
- 31. Set Goals • ProgramTier • # of certifications completed in year 1 • ACV Targets • # of projects completed in year 1 • Customer Satisfaction Score • # of customer stories submitted
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- 33. Consulting Partner Lifecycle Buildcertification plan Review Certification website & Resources Access Partner Online Training Catalog Execute on certification plan 5 Phases for Success Build
- 34. Objectives: Create Your CertificationPlan • 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
- 35. Certification Plan: UnderstandCertifications
- 36. Administrator Certification No prerequisiterequired 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
- 37. Sales Cloud ConsultantCertification 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
- 38. Service Cloud ConsultantCertification 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
- 39. Developer Certification No prerequisiterequired 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)
- 40. 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
- 41. Certification Plan: DocumentPlan & 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
- 42. Example Certification Plan ResourceAugust 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 2015
- 43. 5 Steps toIndividual 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
- 44. Certification Resources Salesforce Certificationwebsite: 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
- 45. Salesforce Certification Website Overviewof all certification credentials About the exam • Outline • Objectives • Sample questions • Recommended training and resources Study Guides Exam schedules & registration via webassessor Verification Support
- 46. Salesforce Certification Website:Study Guide
- 47. Salesforce Certification Website:Webassessor Click on register for exam
- 48. Salesforce Certification Website:Webassessor Login with webassessor credentials OR create new account
- 49. 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
- 50. 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
- 51. Salesforce Certification Website:Support Open a case Access knowledgebase
- 52. Salesforce Partner Community Signup 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
- 53. Partner Online TrainingCatalog
- 54. 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
- 55. Always use your@partnertraining.com credentials
- 56. Certification Maintenance All certifiedprofessionals 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
- 57. Certification Maintenance: SalesforceCertification Website Release exam schedules Release exam deadlines
- 58. Certification Maintenance: PartnerCommunity Partner Community is your one-stop shop
- 59. Certification Questions? Join theCollaboration Group Ask questions and engage Use links of left hand navigation of group
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- 61. Consulting Partner Lifecycle Definestrategy Train your practice team Update collateral Request 2 free CRM licenses & manage leads and projects 5 Phases for Success Market & Sell
- 62. q Review marketingresources 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
- 63. q Request 2Free 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
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- 65. Consulting Partner Lifecycle LeadRegistration Manage opportunity pipeline sourced joint sales Project Registration & CSAT Customer Stories 5 Phases for Success Manage Your Business
- 66. 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
- 67. Manage Opportunities Sourced andJoint 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
- 68. Customer Satisfaction Score CustomerSuccess 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
- 69. Submit Customer SuccessStories
- 70. Consulting Partner Lifecycle JoinPartner 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
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