The document discusses the benefits provided by Salesforce's partner program tiers for ISV partners. The tiers range from Free to Registered to Silver to Gold to Platinum, with increasing minimum annual contract value requirements and marketing and sales support benefits. Higher tiers receive more go-to-market resources like designated account managers, business reviews, and eligibility to advance to the next tier. The presentation provides an overview of the support and success services available to ISV partners through the Partner Success program.

1. ISV Partner Benefits
GoToMarket Benefits by Tier

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Safe Harbor*
*also review your Partner Non-Disclosure Agreement (NDA)

3. John Richter
Director, Partner Community
Salesforce Partner Program
@partnerforce

4. Overview

5. Partner Community
​ Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other
partners
• Partner Roadmap Webinar – July 9
• Office Hours
• New resources
• Support

6. • 24,000+ active members
• 23,000+ posts, comments, likes
• 1,000+ new assets
(alerts, webinars, education, etc.)
• 200+ Chatter Groups
• 100+ live and online events in FY15
• 18 Partner User Groups (worldwide)
​ One-stop shop for Information, Education and Collaboration
https://www.partners.salesforce.com
Partner Community’s Fast Growth
​ Total Partner Users Over Time

7. Partners are the Foundation of the
Customer Success Platform
• Enables long-term customer success
• Extends the customer success platform
• Drives innovation
Open Ecosystem

8. Nine Year History of Success
2m+
Installs
20152006
AppsontheAppExchange
1m
Installs
AppExchange
Launches
IPO
$1.4b+
partner
revenue
3m+
Installs

9. The Salesforce Partner Program
​ World’s Leading Cloud Partner Program
ISVs
Consulting
Partners
Resellers
Digital
Agencies
Partner Community
Partner
Operations
Partner
Marketing
Partner
Development

10. Salesforce Partner Program Tiers
Taking success to the next level*
*See Partner Community for terms & conditions.
• Performance-based criteria
• ISV & SI Partners
• Program requirements
• Benefits by tier
• Clear path for advancement

11. Salesforce Partner Program Tiers
Performance-based criteria*
Registered SI – PVS < 250 points + fee
Registered ISV – ACV < $30K
Silver SI: PVS = 250 – 449 + fee
Silver ISV: ACV = $30K - $199K
Gold SI: PVS = 450 – 699 + fee
Gold ISV: ACV = $200K - $999K
Platinum SI: PVS = 700 – 1000 + fee
Platinum ISV: ACV > $1M
*PVS = Partner Value Score, ACV = Annual Contract Value. See Partner Community for terms & conditions.

12. GoToMarket Benefits

13. Free* Registered Silver Gold Platinum
Minimum ACV
Attainment
None None $30K $200K $1M+
Technology
Access
Technical
Enablement
Self-Service
Pre-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Pre-Sales
Post-Sales
Webinars
Office Hours
Marketing
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
Webinars
Office Hours
Access to AMP
AppExchange Listing
PR Promotion,
Designated Mktg Support,
Webinars, Office Hours,
Access to AMP,
AppExchange Listing
Go-To-Market
Resources
Self-Service Limited PAM Support Full PAM Support
Partner Success Support
Business Reviews
Full PAM Support Partner
AE Promotion
Partner Success Support
Business Reviews
Full PAM Support
Additional Paid Features: Designated Tech Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager
Salesforce Partner Program for ISV Partners
Delivering Benefits at All Levels
*Free partners not subject to 25% PNR

14. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
App Academy & Roadmap Webinars

15. Training and Onboarding Resources
http://help.salesforce.com http://success.salesforce.com
App Academy Online Help Customer Community
http://p.force.com/
AppAcademy
http://appexchange.salesforce.com http://developer.salesforce.com
http://p.force.com/training

16. • 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 Program: September 3
Topic: Dreamforce Preview

17. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Partner Community Support Groups

18. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Designated Partner Account Manager

19. Work With A Partner Account Manager (ISV)
​ First call to determine status*
​ How to find a PAM
​ How/when to engage
​ Set yourself up for success
​ Share your pipeline early and often
​ Share status of deals
​ Set up a cadence call to review business and technology initiatives
​ Understand the new ISV program – p.force.com/isvprogram
*Early stage partners should visit salesforce.com/startups

20. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Eligibility for nextlevel*

21. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager Limited ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews ● ●
Executive Sponsorship ●
Eligibility for nextlevel** $ $
** For Platinum, Gold, and Partners currently in the Program
ISV Tier Features and Benefits
Expert Success Series
Business/Product Reviews
Partner Success Manager

22. Michelle Paitich
Director, ISV Partner Success
salesforce.com

23. ISV Partner Success Overview

24. ISV Partner Success delivers best-in-class success services
• Program roll-out/ readiness
• Reduce ISV time to market
• Training & alignment with
direct sales
ISV Education
& Direct Sales Awareness
External to ISVsInternal to Salesforce
ISV Deep Dives
(Business Reviews)
• Partnership
Analytics
• Expert Success
Series
• Build best practices/
resources
= $
ISV Customer Success
(PFL)
= %
• Partner and
Customer Analytics
• Expert Success
Series
• Build best practices/
resources

25. ISV Partner Success Managers engage across the partner sales cycle
Coach ISVs to build businesses like Salesforce
Sales Structure, Comp, Education
Sales Cycle Efficiencies
Competitive Analysis
Total Market v. Market Oppty
Lead Generation
Connected Distribution Process
Customer
Success
for ISVs
ISV Partner
Success
Customer Onboarding
Customer Education
Customer Engagement
Usage and Adoption
Customer Retention and Upsells
Metrics and Reporting

26. Key activities per tier after the initial pilot
Registered Silver Gold Platinum
Expert Playbooks ✔ ✔ ✔ ✔
Expert Success Series
Access ✔ ✔ ✔ ✔
Expert Success
Roundtables ✖ Invitation Only ✔ ✔
Partner Success
Cadence ✖ ✖ ✔ ✔
Direct Sales Awareness ✖ ✖ ✔ ✔
Business Reviews ✖ ✖ Semi-Annually Quarterly
Partnership Analytics ✖ ✖ Limited ✔
On-site Training ✖ ✖ Limited ✔
3RD Party Services Pilot ✖ ✖ Limited ✔
Alignment is 1:20 after the initial pilot

27. PARTNERSHIP ANALYTICS (360 VIEW OF OUR ISVs)
EXPERT SUCCESS SERIES ACCESS
BUSINESS REVIEWS
3RD PARTY SERVICES PILOT
Exclusive new programs, benefits, & tools utilizing department expertise
Building partner success programs for our ISVs
LEVELOFDIFFICULTY
PARTNER SUCCESS CADENCE
ON-SITE TRAINING
EXPERT SUCCESS ROUNDTABLES

28. Building the engagement model with PAMs
ISV Partner Success Manager
Pre-sales (GTM) and Post-sales (CFL)
Auditing + Order Tracking
Evaluation + Success Plans
Track Growth Across Metrics
Build Playbooks (best practices)
Expert Success Series
Partnership Analytics
Drive ACV
Partner Onboarding
Deal Packages
Contract Negotiations
Account Mapping
Big Deals + Pipeline
Direct Alignment
Partner Account Manager
Emerging Product Adoption
Internal Partner Promotion

29. • Introductions
• Partner’s KPI’s
• Expectations of
Partnership
Business
Reviews
• Participation
• Competency
• Business Health
Check
Surveying
• Providing ISV
Analytics
• Reviewing
Partner’s Analytics
Comparing
Analytics/Data
• Mutual success
plans around gaps
in business
• Creating timelines
around KPIs
Mutual Success
Plans
Building the engagement model with ISVs

30. Sales & Distribution MarketingManagement Team
Customer Success Partnering w/ PartnersGTM Planning
Create clear action plans with specialized playbooks
• Vision > Planning > Execution
• Tracking + Reporting
• Partner Operational Structure
• Sales Structure + Hiring
• Cost of a Sale
• Compensation + Training
• Messaging effectively to SF AEs
• Brand Awareness
• Customer Education/Onboarding
• Reducing Customer Churn
• Adoption, Usage, Upselling
• Target Market Mapping
• Competitive Analysis
• Value Proposition
• ISV + SI Joint Events
• Joint Selling
• Integrating Your Solutions
Selling To Salesforce
Funding + Growth
• NextLevel, GTM Team
• Chatter Best Practices
• Marketing to Direct AEs
• VC Roundtables
• VC Matchmaking
• Pitch Decks + Growth Strategy
$

31. Playbooks help us (and YOU!) scale

32. Inaugural
ISV
Expert
Success
Series
on
August
11,
2015

33. Questions

34. 6/16
Program Announcement
Partner Community Resources
http://p.force.com/isvprogram
Timeline for New ISV Program
New ISV Program
Go-Live
8/1
Initial Partner Tiering
Completed
Partner Forum (NYC)
Onsite ISV Program
Office Hours
June July August September-October
7/1
Partner Community
Office Hours (9am PT)
7/9
Partner Roadmap Webinar:
New ISV Partner Program
Partner Newsflash
6/11
Partner Quarterly
Update Webinar w/
Tyler Prince

35. Partner Community
​ Your one-stop shop for information, education, & collaboration
http://p.force.com/isvprogram
• New ISV program details
• App Academy program training for all ISVs
• Collaborate with program staff & other
partners
• Partner Roadmap Webinar – July 9
• Office Hours
• New resources
• Support

36. New ISV Partner Benefits (Summer Series)
Deep Dive on Partner Benefits
• Development Benefits (July 29)
• Go-To-Market Benefits (August 12)
• Marketing Benefits (August 26)
• Technical Benefits (September 9)
http://p.force.com/calendar

37. Thank you