This document outlines the guidelines and resources available for consulting partners of Salesforce, including strategic planning phases, certifications, and training opportunities. It emphasizes the importance of adapting to risks and changes in the market while providing a roadmap for partners to navigate their development and engagement with Salesforce's services. Additionally, it highlights upcoming events, webinars, and the need for regular updates to certifications and partnerships.

1. Cloud Academy
Getting Started as a Consulting Partner
​ Phil Patacca
​ Partner Development Advisor
​ ppatacca@salesforce.com
​
May 2015

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
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​ Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available
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Safe Harbor

3. Announcements
Understanding the enablement lifecycle
Q&A
Agenda

4. Announcements

5. May 5 – APP Academy: Getting Started (Virtual)
May 6 – Partner Community Office Hours
May 7 – Summer ‘15 Developer Preview (Webinar)
May 12 – Dreamforce Office Hours
May 13 – Analytics & the Wearables Revolution (Webinar)
May 14 – Partner Forum (Toronto)
May 14 – Partner Roadmap Webinar
May 19 – APP Academy: Marketing (Virtual)
May 20 – Cloud Academy: Getting Started (Virtual)
May 20 – Partner Forum (London)
May 21 – Salesforce World Tour (London)
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. Sponsorships for 2015!
Please review the updated list of events
http://p.force.com/sponsorships

7. • 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 June 4 at 9am Pacific
Topic: Summer ‘15 for Partners

8. Summer ’15 is here!
✓ Sandbox Preview
✓ Pre-Release
✓ Release Schedule
✓ Release Notes
✓ Demos
✓ Preview Webinars
✓ Training
http://p.force.com/releases

9. Alerts! Important Notification for Partners
Read Each Notice Carefully
• Trial
template
blackout
window
&
ISV
packages
during
Summer
’15
Release
• Summer
‘15
Pre-­‐Release
for
Partners
• Dreamforce
2015
Security
Review
Deadline
–
submit
your
complete
app
before
July
5
http://p.force.com/ALERTS
You must log in to
see the Alerts!

10. Dreamforce '15 Registration is live!
http://p.force.com/dreamforce

11. Partner Community – Topics (A-Z)
Jump directly to a specific topic
http://p.force.com/topics

12. • The new place 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

13. Partner Community Resources

14. How do I access?
✓ Partner Community p.force.com/signup
✓ Partner Online Training p.force.com/LMS
✓ Partner Sales Aid p.force.com/PSA

15. 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!

16. Partner Online Training
Now Includes the Partner Sales Aid
http://p.force.com/LMS
Login must contain @partnertraining.com

17. 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

18. Partner Community – Topics (A-Z)
Jump directly to a specific topic
http://p.force.com/topics

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

20. Enablement Lifecycle

21. 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

22. 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

23. Plan

24. Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals
​ 5 Phases for Success
Plan

25. Join the Partner Community
​ Create your profile
​ Join Collaboration groups
​ Review News & Events Calendar
​ Register for webinars

26. 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

27. 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

28. 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

29. 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

30. Build

31. Consulting Partner Lifecycle
​ Build certification plan
​ Review Certification
website & Resources
​ Access Partner Online
Training Catalog
​ Execute on certification
plan
​ 5 Phases for Success
Build

32. 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

33. Certification Plan: Understand Certifications

34. 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

35. 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

36. 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

37. 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)

38. 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

39. 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

40. 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 2015

41. 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

42. 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

43. 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

44. Salesforce Certification Website: Study Guide

45. Salesforce Certification Website: Webassessor
​ Click on register for exam

46. Salesforce Certification Website: Webassessor
​ Login with webassessor credentials OR create new account

47. 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

48. 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

49. Salesforce Certification Website: Support
​ Open a case
​ Access knowledgebase

50. 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

51. Partner Online Training Catalog

52. ​ 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

53. Always use your @partnertraining.com credentials

54. 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

55. Certification Maintenance: Salesforce Certification Website
​ Release exam schedules
​ Release exam deadlines

56. Certification Maintenance: Partner Community
Partner Community is your one-stop shop

57. Certification Questions?
​ Join the Collaboration Group
​ Ask questions and engage
​ Use links of left hand navigation of group

58. Market & Sell

59. 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

60. 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

61. 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

62. Manage Your Business

63. Consulting Partner Lifecycle
​ Lead Registration
​ Manage opportunity pipeline
sourced
joint sales
Project Registration & CSAT
Customer Stories
​ 5 Phases for Success
Manage Your
Business

64. 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

65. 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

66. 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

67. Submit Customer Success Stories

68. 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

69. Aloha & Mahalo!
“Thank You”