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Salesforce Jump-Start
​Getting Started as a Consulting Partner
Forward Looking Statement
​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.
Welcome
Celebrating 17 Years of Giving
​1-1-1 Model
1.4M+
Service Hours
1%
People
$120M+
Grants
1%
Resources
28K+
Nonprofit Organizations1%
Technology
pledge1percent.org
$250M
Donated Product
Partner Community Updates
New Partner Community Signup Flow
http://p.force.com/signup
http://p.force.com/education
New Education Page Layout
​Featuring Trailhead & Salesforce Certifications
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!
Partner Online Training
http://p.force.com/LMS
Login must contain @partnertraining.com
Partner Community – Topics (A-Z)
Jump directly to a specific topic
http://p.force.com/topics
Partner Community – Tip Sheet
http://p.force.com/tipsheet
Enablement Lifecycle
Session Goals
• Understand the 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
• 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
Plan
• 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
Join the Partner Community
​Plan
​Create your profile
​Join Collaboration groups
​Review News & Events Calendar
​Register for webinars
Plan
Define Your Practice Focus – 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
​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
Define Your Practice Focus — Industries
​PlanPlan
​Market Segment
• Enterprise Business 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
Set Goals
• Program Tier
• # 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
Build
• 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
Objectives:
​Build
​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
Build
Certification Plan: Understand the “Core” Certifications
​BuildBuild
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
​BuildBuild
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
​BuildBuild
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
​BuildBuild
Platform Developer I Certification
​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
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
Certification Plan: Document Your 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
Example Certification Plan
​Corporate Certification 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
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
​BuildBuild
Certification Resources
​Salesforce Certification website: 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
Salesforce Certification Website
​Overview of all certification credentials
​About the exam
• Outline
• Objectives
• Sample questions
• Recommended training and resources
​Study Guides
​Exam schedules & registration in webassessor
​Verification
​Support
​BuildBuild
Salesforce Certification Website: Study Guide
​BuildBuild
Salesforce Certification Website: Webassessor
​Click on register for exam
​BuildBuild
Salesforce Certification Website: Webassessor
​Login with webassessor credentials OR create new account
​BuildBuild
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
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
Salesforce Certification Website: Support
​Open a case
​OR
​Access knowledgebase
​BuildBuild
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
Partner Online Training Catalog
http://p.force.com/LMS
​BuildBuild
Partner Online Training Catalog
​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
Always use your @partnertraining.com credentials
​BuildBuild
​BuildBuild
Education Page – Global Education Dashboard
​BuildBuild
Trailhead Dashboard
​BuildBuild
Trailhead Dashboard
​BuildBuild
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 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
​Go to Salesforce Certification Web-Site for Exams, Schedules & Deadlines
Certification Maintenance
​BuildBuild
Certification Maintenance: Partner Community
Partner Community is your one-stop shop
​BuildBuild
Certification Questions?
​Join the Collaboration Group
​Ask questions and engage
​Use links of left hand navigation of group
​BuildBuild
Sell & Market
• 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
Sell
q Request 2 Free 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
Market
q Review marketing resources 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
Manage Your Business
• 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
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
Manage Opportunities
​Sourced and Joint 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
Customer Satisfaction Score
​Customer Success 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
Submit Customer Success Stories
http://p.force.com/stori
es
Manage Your Business
• 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
Learning Paths on the Partner Community
By Products
By Industries
By Roles
http://p.force.com/Roles
Learning Path: How Does 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
Next Steps
Train Up, Blaze a Trail & Start Down a Path
Find Your Next Event, Join “THE” Group & Get to Work!
OFFICIAL:
http://p.force.com/jumpstart
Mahalo!

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Salesforce Jumpstart: Getting Started as a Consulting Partner

  • 2. Forward Looking Statement ​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.
  • 5.
  • 6. Celebrating 17 Years of Giving ​1-1-1 Model 1.4M+ Service Hours 1% People $120M+ Grants 1% Resources 28K+ Nonprofit Organizations1% Technology pledge1percent.org $250M Donated Product
  • 8. New Partner Community Signup Flow http://p.force.com/signup
  • 9. http://p.force.com/education New Education Page Layout ​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 Login must contain @partnertraining.com
  • 12.
  • 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
  • 16. Session Goals • Understand the 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
  • 18. Plan
  • 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 Partner Community ​Plan ​Create your profile ​Join Collaboration groups ​Review News & Events Calendar ​Register for webinars Plan
  • 21. Define Your Practice Focus – 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 • 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 Define Your Practice Focus — Industries ​PlanPlan
  • 23. ​Market Segment • Enterprise Business 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 • Program Tier • # 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
  • 25. Build
  • 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 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 Build
  • 28. Certification Plan: Understand the “Core” Certifications ​BuildBuild
  • 29. 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 ​BuildBuild
  • 30. 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 ​BuildBuild
  • 31. 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 ​BuildBuild
  • 32. Platform Developer I Certification ​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: Document Your 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 ​Corporate Certification 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 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 ​BuildBuild
  • 37. Certification Resources ​Salesforce Certification website: 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 ​Overview of 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 Training Catalog http://p.force.com/LMS ​BuildBuild
  • 47. Partner Online Training Catalog ​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
  • 50. Education Page – Global Education Dashboard ​BuildBuild
  • 53. 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 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 Salesforce Certification Web-Site for Exams, Schedules & Deadlines Certification Maintenance ​BuildBuild
  • 55. Certification Maintenance: Partner Community Partner Community is your one-stop shop ​BuildBuild
  • 56. Certification Questions? ​Join the Collaboration Group ​Ask questions and engage ​Use links of left hand navigation of group ​BuildBuild
  • 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 2 Free 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 marketing resources 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
  • 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 and Joint 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 ​Customer Success 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 Success Stories 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 on the Partner Community By Products By Industries By Roles http://p.force.com/Roles
  • 69. Learning Path: How Does 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
  • 71. Train Up, Blaze a Trail & Start Down a Path
  • 72. Find Your Next Event, Join “THE” Group & Get to Work! OFFICIAL: http://p.force.com/jumpstart