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Salesforce Jumpstart: Getting Started as a Consulting Partner
The document provides an overview of Salesforce's Jump-Start program for consulting partners. It includes the following key points: 1. It discusses the four phases of the consulting partner enablement lifecycle: plan, build, sell & market, and manage your business. 2. It highlights important resources like the partner community, certification process, marketing and sales tools to help partners get started and grow their Salesforce practice. 3. It emphasizes the importance of developing a certification plan and training practice team members to obtain different Salesforce certifications.
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Salesforce Jumpstart: Getting Started as a Consulting Partner
- 1. Salesforce Jump-Start Getting Startedas a Consulting Partner
- 2. Forward Looking Statement Safeharbor 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.
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- 6. Celebrating 17 Yearsof Giving 1-1-1 Model 1.4M+ Service Hours 1% People $120M+ Grants 1% Resources 28K+ Nonprofit Organizations1% Technology pledge1percent.org $250M Donated Product
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- 8. New Partner CommunitySignup Flow http://p.force.com/signup
- 9. http://p.force.com/education New Education PageLayout Featuring Trailhead & Salesforce Certifications
- 10. 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! NO!YES!
- 11. Partner Online Training http://p.force.com/LMS Loginmust contain @partnertraining.com
- 13. Partner Community –Topics (A-Z) Jump directly to a specific topic http://p.force.com/topics
- 14. Partner Community –Tip Sheet http://p.force.com/tipsheet
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- 16. Session Goals • Understandthe 4 phases of consulting partner enablement • Discover & optimize tools and resources • Understand the process and formulate your strategy • Plan for customer success and then execute
- 17. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Sell & Market Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan
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- 19. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan Sell & Market
- 20. Join the PartnerCommunity Plan Create your profile Join Collaboration groups Review News & Events Calendar Register for webinars Plan
- 21. Define Your PracticeFocus – Product Areas Product Expertise • What is your value proposition? • What really makes your firm stand out? • Understand your differentiators – what has experience taught you? • 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 PlanPlan
- 22. Industry Focus • Isyour 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 Define Your Practice Focus — Industries PlanPlan
- 23. Market Segment • EnterpriseBusiness Unit • Commercial Business Unit • Small Business 1-100 employees • Mid Market 100-500 • General & Select Business 500-1000 Services • Business Consulting & Accelerators • Integration & Legacy System Migration Region • Local presence is an advantage • Leverage proximity to drive business Define Your Practice Focus – Segmentation & Services PlanPlan
- 24. Set Goals • ProgramTier • # of certifications completed in a year • ACV Targets • # of projects completed in year • Customer Satisfaction Score • # of customer stories submitted http://p.force.com/programchanges PlanPlan
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- 26. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Sell & Market Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan
- 27. Objectives: Build 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 Build
- 28. Certification Plan: Understandthe “Core” Certifications BuildBuild
- 29. 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 BuildBuild
- 30. 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 BuildBuild
- 31. 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 BuildBuild
- 32. Platform Developer ICertification No prerequisite required Concepts Tested: • Design the data model, user interface, business logic & security for custom applications • Build custom applications using Apex and Visualforce • Be familiar with the development lifecycle from development to testing, and have knowledge of the available environments About the exam: • 60 multiple choice questions • 105 minutes allotted to complete exam • Passing score: 68% • Registration fee: $200 Recommended Online courses: • Apex • Visualforce Controllers • Creating Lightning Components BuildBuild
- 33. 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: • 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 3 Stages: BuildBuild
- 34. Certification Plan: DocumentYour Plan & Internally Socialize Ø Determine your corporate certification goal based on your practice’s focus (number and types of certification) Ø Identify individual employees tasked with obtaining certifications Ø Set deadlines for each individual certification (Be sure to include prerequisites - Administrator Certification for Sales & Service Cloud Certification) Ø Obtain executive support for certification plan Ø Present certification plan & resources to your Salesforce Practice Team Ø Execute on plan BuildBuild
- 35. Example Certification Plan CorporateCertification Goal: 4 net new certified individuals Target completion date: January 2017 Resource August September October Program Certs: Fee Total: Employee Name PD1 1 $200 Employee Name Admin Service Cloud 1 $400 Employee Name Admin Sales Cloud Service Cloud 2 $600 Employee Name PD1 1 $200 Program Certs: 1 2 2 5 $1,400 BuildBuild
- 36. 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 BuildBuild
- 37. Certification Resources Salesforce Certificationwebsite: http://certification.salesforce.com/ Partner Community: http://partners.salesforce.com Partner Community Release Support: http://p.force.com/releases Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog • @partnertraining.com credentials Web Assessor for Partners Overview: http://p.force.com/webassessor BuildBuild
- 38. Salesforce Certification Website Overviewof all certification credentials About the exam • Outline • Objectives • Sample questions • Recommended training and resources Study Guides Exam schedules & registration in webassessor Verification Support BuildBuild
- 39. Salesforce Certification Website:Study Guide BuildBuild
- 40. Salesforce Certification Website:Webassessor Click on register for exam BuildBuild
- 41. Salesforce Certification Website:Webassessor Login with webassessor credentials OR create new account BuildBuild
- 42. 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 BuildBuild
- 43. 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 BuildBuild
- 44. Salesforce Certification Website:Support Open a case OR Access knowledgebase BuildBuild
- 45. Salesforce Partner Community •Sign up for Partner Online Training Catalog Access • Leverage Trailhead for Additional Training • Join Partner Roadmap webinars • Access to & insight from our PM’s & Program Staff • Follow Enablement webinars & office hours • Release support & training BuildBuild
- 46. Partner Online TrainingCatalog http://p.force.com/LMS BuildBuild
- 47. Partner Online TrainingCatalog 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 BuildBuild
- 48. Always use your@partnertraining.com credentials BuildBuild
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- 50. Education Page –Global Education Dashboard BuildBuild
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- 53. Certification Maintenance • Allcertified 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 Release Exams: • Salesforce.com Certified Platform Developer I & II • Salesforce.com Certified Technical Architect • Salesforce.com Certified Force.com Developer • Salesforce.com Certified Force.com Advanced Developer BuildBuild
- 54. Go to SalesforceCertification Web-Site for Exams, Schedules & Deadlines Certification Maintenance BuildBuild
- 55. Certification Maintenance: PartnerCommunity Partner Community is your one-stop shop BuildBuild
- 56. Certification Questions? Join theCollaboration Group Ask questions and engage Use links of left hand navigation of group BuildBuild
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- 58. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan Sell & Market
- 59. Sell q Request 2Free licenses (Business Org) - log a case in the Partner Community q Review sales resources in the Partner Community q Determine sales strategy and compensation q Determine project methodology q Educate & train your sales team q Manage leads and opportunity pipeline in Salesforce q Think about “Turbocharging your existing offerings” q Get your First Project & Start Building Pipeline Sell & Market
- 60. Market q Review marketingresources in Partner Community q Determine marketing strategy & educate your team q Create AppExchange Consulting Partner Listing q Update website with SFDC Partner Logos, lead form, content q Execute on marketing campaigns, events, & sponsorships q Create Partner Success Stories & Turn them into Content q Document your Success, Promote it in the Market http://p.force.com/branding Sell & Market
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- 62. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan Sell & Market
- 63. Register Leads &Projects Lead & Project registration are key metrics used to track partner success Leads are New Business uncovered by partner Projects • Track implementations delivered by partner • Kicks off CSAT survey process upon completion Leads & Projects are submitted through the Partner Community Lead Submission Overview Video: http://p.force.com/leads Manage Your Business
- 64. Manage Opportunities Sourced andJoint Sales ACV are key contributors to program tier Sourced ACV is a previously unknown opportunity referred by a partner • Submitted as a lead through the partner community • Accepted by the Salesforce sales team • Results in new end user purchase of original services, additional services or upgrade to existing services Joint Sales ACV occurs when a partner brings new intelligence to an existing Salesforce opportunity to support its close OR is brought in by the Salesforce AE to support close of an existing opportunity Joint Sales Overview Video: https://youtu.be/fCBGz7TkKII Manage Your Business
- 65. Customer Satisfaction Score CustomerSuccess is a top priority and key metric used to track partner success CSAT Scores are real-time visible on your AppExchange Listing CSAT Scores are generated when you register and complete projects in the partner community Manage Your Business
- 66. Submit Customer SuccessStories http://p.force.com/stori es Manage Your Business
- 67. • Build Certification Plan •Review Certification Website • Access Partner Online Training • Execute on Plan • Define Strategy • Train your practice team • Update Collateral • Request 2 Free CRM Licenses • Lead Registration • Manage Opportunity Pipeline • Project Registrations & CSAT • Customer Stories • Join Partner Community • Get Registered & Pass Compliance • Design a Practice Focus • Set Goals for Success Consulting Partner Lifecycle 4 Phases for Success Plan Build Manage Your Business • Build Certification Plan • Review Certification Website • Access Partner Online Training • Execute on Plan Getting Started 5-min Video: https://youtu.be/n65TFWD8PVM Sell & Market
- 68. Learning Paths onthe Partner Community By Products By Industries By Roles http://p.force.com/Roles
- 69. Learning Path: HowDoes It Work? Example: Pre-Sales Consulting/Reseller 1 2 3 4 5 Partner reviews the Pre-Sales Consulting/Reseller learning path on the Partner Community The path includes Trailhead modules and other formal Education to learn about our platform, the Salesforce Advantage, & product positioning The learning path directs partners to Enablement resources: scale learning resources including the partner LMS, regional education opportunities & upcoming webinars The Partner is encouraged to Engage with groups to ask questions, receive interactive coaching, learn from other peers, or to submit support cases The Partner stays current by following official communication channels, attending events, reading blog posts, and participating in live office hours
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- 71. Train Up, Blazea Trail & Start Down a Path
- 72. Find Your NextEvent, Join “THE” Group & Get to Work! OFFICIAL: http://p.force.com/jumpstart
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