Quarterly Marketing Cloud Partner Update

1. Quarterly Marketing Cloud
Partner Update
Joe Gruca
VP WW Marketing Cloud Channels
jgruca@salesforce.com

2. Today’s Speakers
Hazel Richardson
Director, Partner Readiness
Salesforce Marketing Cloud
Danielle Faletra
Global Partner Marketing Manager
Salesforce Marketing Cloud
Joseph Gruca
VP, WW Marketing Cloud Channels
Salesforce Marketing Cloud
Wade Holmes
Director, Alliances
Salesforce Marketing Cloud

3. Safe Harbor
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.

4. Marketing Cloud
Alliances & Channels
Joseph Gruca
VP, WW Marketing Cloud Channels
Salesforce Marketing Cloud

5. Agenda
• FY16 Results
• FY17 Focus
• Key Priorities and Focus
• V2MOM
• Marketing and Connections
• FY17 Program
• Partner Practice Development

6. FY16 Results

7. FY16- YTD Q3 WW Marketing Cloud Partner Results
​ Tremendous Success and Continued Growth
~70/30%
Co-Sell/Re-Sell
ACV Mix
>100%
YoY
Growth
>$80M+
ACV
~30%
MC Global
Product ACV
>$70M
WW ACV
Pipeline
>85%
AMER YOY
Growth
+100%
WW ACV
plan

8. FY17 Priorities and Focus

9. FY17 Priorities and Focus
Partner and Customer Success
Accelerate Global Partner Growth
World Class Partner Program
1
2
3
4
Repeatable and Predictable ACV/Profitability Model

10. Values MeasuresMethods ObstaclesVision
Prioritize. Focus. Align.

11. VALUES
ALOHA CULTURE
We instill the Aloha culture with gratitude for individual and team success through improved
enablement and career development opportunities, while cultivating a diverse global workforce.
We consistently demonstrate impeccable character and high integrity toward our Employees,
Customers, Partners and Community. We focus on productivity, balanced attainment, and
continual 1:1 engagement within our teams. We promote from within and prioritize
development and retention of our top talent. We strongly embody the 1:1:1 model and are
dedicated to giving back and providing a healthy work/life balance.
GROWTH
We are a world-class partner organization driving ACV growth with and through our partners
across all our geographies and Business Units. Our Marketing Cloud partner ecosystem
dominates the industry and is critical to driving to $17B by FY2020. Trust is the foundation
upon which our long-term strategic partnerships are built, maintained and cultivated. Our
customers and partners trust in our scalable and secure Customer Success Platform.
PARTNER AND CUSTOMER SUCCESS
Salesforce is the trusted advisor to our partners and customers. Our partners evangelize their
success based on innovative solutions and view us as THE trusted ecosystem on their
journeys to transform their clients into Customer Companies built on the Customer Customer
Success Platform. We have a shared passion with our partners for ensuring the highest level
of customer success, and take responsibility for making our partners equally successful. We
facilitate the development of innovative solutions to bolster the Customer Success Platform.

13. thank y u

14. Connections 2016 and
Partner Marketing
Danielle Faletra
Global Partner Marketing Manager
Salesforce Marketing Cloud

15. Partner Day – Monday, May 9
Agenda at a Glance

16. Connections Checklist – Marketing Cloud Partners
q Book your travel
Arrive by the morning of Monday, May 9
q Review our PR Guidelines & prepare a
blog post
q Plan your week in Atlanta with Agenda
Builder
q RSVP for the Partner Summit
(and share with your co workers!)
q RSVP for the Partner Welcome Reception
(and share with your co workers!)
q Share your presence! Build your social
media plan (blog posts, pre-event email
communications, etc.)
q Reserve space at local restaurants for
your customer dinners
q Book meetings onsite with prospects,
customers and Salesforce teams
q Share your booth number! Help prospects
find you on the expo floor.
q Prep for the Marketing Cloud Certification

17. Q2 Submissions Due This Week:
See Rules & Requirements here!
*Gold & Platinum Only
Marketing Cloud Chatter Group
Access Partner Community
Sales Collateral & Content
p.force.com/marketingcloud
Connect with your PAM today!
Marketing Readiness Assessment
MDF Submissions Partner Community Marketing Plans
Partner Marketing Update
Opt In - Monthly Partner Newsletter:
● Channel Partners
● Agency / GSI Partners

18. Partner Community
Wade Holmes
Director, Alliances
Salesforce Marketing Cloud

19. Partner Community Home Screen
1 2
3
4
5
Home Screen Features:
1. Navigation tabs
2. Search
3. Partner Alerts section
4. Partner News &
Events calendar
5. Latest Chatter Posts
feed
Navigate the Partner Community using these features

20. The Business Tab
MC Partners can use this Tab to manage Leads, Opportunities, and Projects
1
2 3
Key Features:
1. New Lead and New
Project buttons
2. Leads Summary
3. Opportunities
Summary

21. Accessing Opportunities in the Partner Community
How do MC Partners work with Opportunities converted from their Leads?
Key Features:
1. Oppty Status Summary
2. ACV Summary
3. Summary of Opptys by
Partner Role
4. List of Partner’s
Opportunities
5. Opportunity Stages
1 2 3
4 5

22. Support Tab Overview
Partners use the Support Tab to get help with Partner Community issues
2
1
3
Key Features:
1. Search Support
Resources
2. New Case button
3. Case metrics

23. Education Tab
The Education Tab has training resources designed for MC Partners

24. Creating a Partner Training Account
A Partner Training Account gives Partners access to all catalog materials
Key Features:
1. Partner Training
Account info
2. View Online
Training Catalog
button
3. Access Partner
Sales Aid button
2
1
3
To directly access this screen, go to p.force.com/lms.

25. Marketing Cloud Training
Partner Training > Find Courses
2
1
Key Features:
1. Search Marketing Cloud
2. Locate desired course

26. Marketing Cloud Certification
Paths and Requirements
Hazel Richardson
Director, Partner Readiness
Salesforce Marketing Cloud

27. Demonstrate skills in Marketing
Cloud Social Studio application
Counts towards PVS for
Channel Partners
Demonstrate skills in Marketing
Cloud Email application
Counts towards PVS for
Channel Partners
Launches in May 2015
Only cert that counts for PVS
for SI partners
Counts towards PVS for
Channel Partners
Salesforce Marketing Cloud
Social Specialist Certification
Salesforce Marketing Cloud
Email Specialist Certification
Salesforce Marketing Cloud
Consultant Certification
Pre-req: Email Specialist certification.
No pre-reqs. No follow-on cert. No pre-reqs.
Required for Consultant certification.
Marketing Cloud Certifications
What’s available – what’s coming?

28. Certification Path
Email and Journey Builder Focus: FY17
MC Product Training
(Email and Journey Builder)
MC Email Specialist
Certification
MC Implementation Training
(MCI-101) MC Consultant Certification
Details Step-by-step guide through
knowledge needed to pass the Email
Specialist certification
Can sit online or in testing
center
Pass: 60% correct
Interactive, hands-on workshop
providing consulting and
implementation skills
Can sit online or in testing
center
Requirements None None, but product training is
recommended.
Email Specialist certification Hold Email Specialist
certification. (Implementation
training is recommended)
How to access Marketing Cloud Partner Product
Training Learning Path
(Log in with @partnertraining.com
account)
Study guide and registration
link here
Register from Events calendar
or Build page in Partner
Community
Pre-registration link, with
session locations and details
Available in Q2
1 2 3 4

29. Certification Path
Email and Journey Builder Focus: FY17
MC Product Training
(Email and Journey Builder)
MC Email Specialist
Certification
MC Implementation Training
(MCI-101) MC Consultant Certification
Cost Free $200 USD / $100 USD retake $1500 USD $200 USD/$100 USD retake
Time Investment 50 hours 90 minutes + revision time 3 days 90 minutes + revision time
Value Driver Provides knowledge to obtain Email
Specialist certification
Required for Consultant
certification
Counts towards PVS scores for
Channel Partners only
Highly recommended for
Consultant certification
Develops consulting and
implementation skills
Only certification that counts
towards PVS scores for
Consulting Partners
1 2 3 4

30. ​ Marketing Cloud Partner Learning Paths
• Guides you through all the content needed to pass
your certification
• Accessed through the Partner Community
• Requires a Partner Training account
​ Marketing Cloud Documentation
• Accessed through help.exacttarget.com
• Does not require a login
Training Resources
​ Free online training and documentation

31. The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete
the image and then insert it again.
Marketing Cloud Community
​ Partner Education Build page
for MC has:
​ Links to learning paths.
​ Links to register for the
Implementation workshops.
​ Links to essential certification
information.
Everything you need is on the Build page

32. The New Consultant Certification
Knowing when you’re ready
Designed for those with:
Experience implementing the Email application in a customer-
facing role
Proven experience with administration and configuration
Six months to a year of hands-on implementation experience
Candidates must know how to:
● Configure account setup and administration
● Configure data
● Define and execute email data interactions
● Build personalized dynamic emails (AMPscript)
● Incorporate segmentation, tracking,analytics, automation to
optimize email campaigns
● Write basic SQL
● Troubleshoot basic issues
● Configure Contact Builder
● Build a simple Journey Builder interaction

33. Attend the Marketing Cloud Implementation
Workshop (MCI-101)
• Three day, hands-on, interactive workshop
• Teaches consulting and implementation skills in a
collaborative environment
• Global locations – check out the partner News and
Events calendar or the pre-registration link on the
Community Build page for dates and locations
• Costs $1500 USD
• You must hold the Email Specialist certification to
attend
Read documentation and take
online training
• Download the Study Guide from salesforce.com/
certification
• Review Marketing Cloud documentation
accessed through help.exacttarget.com
• Review the online training materials and guided
reading that will be provided in a new Consultant
learning path
Preparing for the Certification
Training and documentation to help you prepare

34. Recertification Process
Annual recertification exam
Our platform updates regularly, with many exciting new features.
To maintain your certification, you will need to take a short release exam each year that tests you knowledge of new
features.
The deadline for the Spring ‘16 release is March 3, 2017.
Things to Know
● If you do not pass the release exam by its deadline, all credentials maintained by that exam will expire.
Check the schedule: http://certification.salesforce.com/schedules
● Earning a higher-level credential does not exempt you from having to take a release exam. You still need to take all
release exams to maintain both your basic and higher-level credentials.
● There is an annual USD 100 maintenance fee
● Release exams are 30-minute online and non-proctored exams that you can take at your convenience. They will
usually have fewer than 15 questions.
● Exams are also open note, so you can refer to the online training and release notes during the exam.
● You are permitted three attempts at each release exam.

35. Q&A