Cloud Academy: Getting Started as a Cloud Alliance Partner September 2014
Cloud Academy: Getting Started as a Cloud Alliance Partner (Sept 17, 2014)
Oct 31, 2014
Cloud Academy: Getting Started as a Cloud Alliance Partner (Sept 17, 2014)
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Cloud Academy: Getting Started as a Cloud Alliance Partner September 2014
• 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 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 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 immature market in which we operate; our relatively limited operating history; our ability to expand, retain, and motivate our employees and manage our growth; risks associated
with new releases of our service; and risks associated with selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. are included in our registration statement (on Form S-1) and in other filings with the Securities and Exchange Commission. These documents are available on the SEC Filings section of this Web site. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements. Any unreleased services or features referenced in this or other 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.
Safe Harbor Statement
Phil Patacca Partner Development Manager Salesforce Alliances Team
Agenda
• Announcements
• Understanding the SI enablement lifecycle
• Q&A
Announcements
Q&A Chatter Group on the Partner Community
http://p.force.com/question
1. Post your question to the Q&A Chatter Group http://p.force.com/question
2. You can also use the GTW Question Pane
Have a Question? Post it to Chatter!
You Have Technical Questions? Forums Have Answers!
http://developer.salesforce.com/forums
• Access to & insight from our PM’s & Program Staff • Transparency with our product roadmap • Program announcements & Alerts! • Around once per month
Partner Roadmap Webinar Series What’s New & What’s Next for ISV & SI Partners
http://p.force.com/ROADMAP
Next session is on Oct. 2 at 9am Pacific Topics: Dreamforce Preview for Partners
Sept 2 – APP Academy: Plan (Virtual Classroom) Sept 3 – Partner Community Office Hours Sept 4 – Roadmap: Sales Cloud & Winter ‘15 Sept 4 – Partner Marketing Office Hours Sept 9 – Partner Quarterly Update w/ Tyler Prince Sept 16 – APP Academy: Market (VC) Sept 17 – Cloud Academy: Getting Started (VC) Sept. 23-25 – Connections 2014 (Indianapolis) Oct. 2 – Roadmap: Dreamforce Preview
To see more events, webinars, registrations, and replays you may have missed, go to: Partner Community > Calendar
Calendar of Events Check the Partner Community for Updates
Dreamforce Is Coming!
http://www.dreamforce.com
http://p.force.com/df14sessions
DF14 Partner Session Guide now available!
• Agenda Builder is now live • Reserve your sessions today • Go to http://p.force.com/df14sessions • Both ISV and SI recommendations • Grouped by roles and topics • 100+ sessions for partners & entrepreneurs
Alerts! Important Notification for Partners Read Each Notice Carefully
• Accessing VF Pages in an Expired Managed Package
• Usage Metrics Not Repor9ng Custom Object Data
• Winter ‘15 Release Readiness Materials
http://p.force.com/ALERTS
You must log in to see the
Alerts!
Winter ‘15 Pre-Release for Partners Partner Community is your one-stop-shop
http://p.force.com/releases
http://p.force.com/news
SI Partner Functions Moving to the Partner Community – Oct. 3
• Starting October 3 • Leads, Projects, Opportunities now in
the new Partner Community • SI Education Content • New ‘Business’ metrics for SIs • Rebuilt on Salesforce1 (mobile) • Sign up for the Partner Community at:
https://partners.salesforce.com • See Sept. 16 News Item
Now You Can Do That for FREE with Desk.com! The All-in-One Customer Support App for Fast-Growing Companies
Salesforce Partners Now Receive 5 Licenses FREE for 12 months
Support on Every Channel
SocialSupport
CaseManagement
Self-Service
MobileAccess
SimpleSetup
KnowledgeBase
Multilingual Support
BusinessInsights
Instant Productivity Connect & Grow
Productivity Tools
Multi-brand Support
Self-ServiceSelf-
ServiceSelf-Service
http://p.force.com/desk
http://p.force.com/tipsheet
Partner Community Highlight – Handy Tip Sheet
Understand the Enablement Lifecycle
Session Goals
• Understand the 5 phases of SI Enablement
• Discover & optimize your tools & resources • Understand the process and formulate your own strategy
• Plan for customer success
• Understand the foundations of a successful partnership
SI Partner Lifecycle 5 phases for SI Success
Build Market Manage My Business Sell Plan
Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus Set goals
Set Certification Goals Review Certification Website Access Partner Online Training Complete Certification Exam
Define Marketing Strategy Train Your Sales Team Update Marketing Collateral
Define Sales Strategy & Implementation Methodology Train Your Sales Team Request 2 Free CRM licenses Manage leads & projects in Your Business Org
Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score
Plan
SI Partner Lifecycle 5 phases for SI Success
Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus: • Product • Market Segment • Industry • Services • Region Set goals for a successful Salesforce Practice & Partnership
Plan
SI Partner Lifecycle: Plan Join Partner Community
https://partners.salesforce.com/
Joe Partner – (Customer) Follow the Official: Partner Community Chatter Group – left sidebar has the steps to update your Company Name And load your picture!! #nomorebluesmilies
SI Partner Lifecycle: Plan Create your profile
SI Partner Lifecycle: Plan Define the Focus of Your Practice
Product
Market Segment Small Business 1-100 employees / Mid Market 100-500 / General Business 500-1000 / Enterprise 1000+ employees
Industry Financial Services / Health Care / Life Sciences / Communications / Media / Retail / PubSector / Automotive / Hospitality
Services Business Consulting / Data-migration / Training / Quick Start / Data Archiving / Legacy System Migration Region Do you have a regional focus or strength?
FY15 Cloud Alliance Partner Program Criteria
Influenced ACV Certifications CSAT
Sourced ACV
Any previously unknown opportunity referred by a partner
Partner brings previously unknown intelligence to an existing Salesforce Opportunity OR Partner is brought in by the Salesforce AE to support the close of existing opportunity
An individual who holds one (or more) Salesforce Certifications
Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score for the Partner
Reference-able information on a Salesforce customer project. Submitted to Salesforce by a partner and reviewed by Salesforce AEs, Salesforce Marketing & PR
Customer Stories
SI Partner Lifecycle: Plan Set Goals for a Successful Partnership • # of Certifications completed in year 1 • # of projects completed in year 1 • ACV Targets • Customer Satisfaction Score
Build
SI Partner Lifecycle 5 phases for SI Success
Establish Practice Certification Goals Determine Individuals to become Certified Review Certification Website Review Exam Study Guides Access Partner Online Training Study for Exam Complete Exam
Build Plan
Objectives: • Create Your Certification Plan
– Understand the different certifications, requirements, and exams – Identify individual employees tasked with obtaining certifications – Set timeframes
• 5 Steps to Individual Certification
• Certification Resources – Salesforce Certification Website – Webassessor via Salesforce Certification Website – Partner Community – Partner Online Training Catalog
• Certification Maintenance & Continued Education
Certification Plan: Understand Certifications
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
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
• Salesforce.com highly recommends a combination of on-the-job Sales Cloud experience, online course attendance, and self-study
• Recommended Online courses: – Implementing Sales and Marketing – Preparing for the Certified Sales Cloud Consultant Exam
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
• Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study
• 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
Developer Certification • No prerequisite required • Concepts Tested:
– Demonstrate knowledge, skills, and abilities building custom applications and analytics using the declarative capabilities of the Force.com platform, the programmatic capabilities of Force.com code (Apex) and Force.com pages (Visualforce), and application development lifecycle management with cloud computing development as a service
– Build custom applications using the point-and-click capabilities of the platform – Design the data model, user interface, business logic, and security for custom applications – Design reports, dashboards, and portals
• About the exam: – 60 multiple choice questions – Passing score: 68% – Registration fee: $200
• Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study
• Recommended Online courses: – Building Applications with Force.com Part 1 – Building Applications with Force.com Part 2 – Extend Analytics module within Administration Essentials for Experienced Admins (ADM211)
Technical Architect Certification • Prerequisite: Developer Certification • Concepts Tested:
– Designed for technical architects who want to demonstrate their knowledge, skills, and capabilities to assessing customer architecture; designing secure, high-performance technical solutions on the Force.com platform; communicating technical solutions and design tradeoffs effectively to business stakeholders; and providing a delivery framework that ensures quality and success
– Design a technical architecture solution that may span multiple platforms and include integration and authentication across systems – Manage the development lifecycle to ensure the delivery of highly secure solutions that are optimized for performance and built to scale – Articulate design considerations, trade-offs, benefits, and recommendations for a technical architecture
• About the exam: – Certified Technical Architect program has three components one must successfully complete in this order: – 1. Self-Evaluation
• 42 multiple choice questions • No registration fee • Current status as a Salesforce.com Certified Force.com Developer is a prerequisite
– 2. Multiple-choice Exam • 60 multiple choice questions • Passing score: 63% • Registration fee: $500
– 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
Certification Plan: Document Plan & Present to Team • Determine your corporate certification goal based on your practice’s focus
– number and types of certification
• Identify individual employees tasked with obtaining certifications
• Set deadlines for each individual certification – Be sure to include prerequisites - Administrator Certification for Sales & Service Cloud Certification
• Obtain executive support for certification plan
• Present certification plan & resources to your Salesforce Practice Team
• Execute on plan
Example Certification Plan
Resource August September October Total Certifications
Fee Total:
Employee Name Developer 1 $200 Employee Name Admin Service Cloud 1 $400 Employee Name Admin Sales Cloud Service Cloud 2 $600 Employee Name Employee Name Developer 1 $200 Employee Name Developer 1 $200 Employee Name Admin Service Cloud 1 $400 Employee Name Admin Service Cloud 1 $400 Program Totals: 1 4 3 8 certified
individuals $2,400
• Corporate Certification Goal: 8 net new certified individuals
• Target completion date: October 2014
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
Salesforce Certification Website • Overview of all certification credentials
• About the exam – Outline – Objectives – Sample questions – Recommended training and resources
• Study Guides
• Exam schedules & registration via webassessor
• Verification
• Support
Salesforce Certification Website: Study Guide
Salesforce Certification Website: Webassessor • Click on register for exam
Salesforce Certification Website: Webassessor • Login with webassessor credentials OR create new account
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
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
Salesforce Certification Website: Support • Open a case
• Access knowledgebase
Salesforce Partner Community
• Sign up for Partner Online Training Catalog Access
• Program announcements & alerts
• Partner Roadmap webinars – Access to & insight from our PM’s & Program Staff
• Enablement webinars & office hours
• Release support & training
Salesforce Partner Community: Sign up for Partner Online Training Access
• 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
Salesforce Partner Community: Sign up for Partner Online Training Access
Access Partner Online Training Always use your @partnertraining.com credentials
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)
• All Salesforce.com Certified professionals will be notified automatically when release training material and exams become available
• Take the Salesforce.com Certified Administrator Release Exam if you hold one or more of the credentials below: – Salesforce.com Certified Administrator – Salesforce.com Certified Advanced Administrator – Salesforce.com Certified Service Cloud Consultant – Salesforce.com Certified Sales Cloud Consultant
• Take the Salesforce.com Certified Force.com Developer Release Exam if you hold one or more of the credentials below: – Salesforce.com Certified Force.com Developer – Salesforce.com Certified Force.com Advanced Developer – Salesforce.com Certified Technical Architect
Certification Maintenance: Salesforce Certification Website
• Release exam schedules
• Release exam deadlines
Certification Maintenance: Partner Community Partner Community is your one-stop shop
Market
SI Partner Lifecycle 5 phases for SI Success
Define Marketing Strategy Train Your Team on Messaging Update Marketing Collateral: • Customer Success Stories • AppExchange Listing • Website Create content & events schedule • Webinars • Local Events • Salesforce Events
Build Market Plan
SI Partner Lifecycle: Market Develop Marketing Strategy q Review marketing resources in Partner Community
q Determine marketing strategy & educate your team q Create AppExchange Consulting Partner Listing
q Update your website with Salesforce Partner Logos, lead registration form, case studies
q Execute on marketing campaigns, webinars, events, & sponsorships
q Attend APP Academy Marketing Virtual Classroom
q Create Partner Success Stories (template provided)
q Create Partner – At – A – Glance (template provided)
SI Partner Lifecycle: Market Key Resources – Partner Community
Sell
SI Partner Lifecycle 5 phases for SI Success
Build Market Sell Plan
Define Sales Strategy Define Implementation Methodology Log as case in the Partner Community to: Request 2 Free CRM licenses (Business Org)
OR
Request Trial Org activated as Business Org Define Process to Manage Leads & Projects in your Business Org Train Your Team
SI Partner Lifecycle: Sell Develop Sales Strategy & Process q Request 2 Free licenses (Business Org) OR Request trial activated as Business Org - log a case in the Partner Community
q Review sales resources in the Partner Community q Attend APP Academy Sales Virtual Classroom
q Determine sales strategy and compensation
q Determine Project Methodology
q Educate & train your sales team
q Manage leads and opportunity pipeline in your Business Org
q Build pipeline
SI Partner Lifecycle: Sell Key Sales Resources – Partner Community
Manage My Business
SI Partner Lifecycle 5 phases for SI Success
Build Market Manage My Business Sell Plan
PARTNER PORTAL* Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score
SI Partner Lifecycle: Manage My Business Lead Registration & Partner Program Tier Register Leads via the Partner Portal (*via Partner Community Beginning October 3rd)
• Lead registration is the most important factor to track the Salesforce opportunities your practice is associated to
• Lead registration ‘tags’ you as the partner associated to an opportunity in Salesforce’s pipeline and determines the annual contract value (ACV) associated to your practice
• The ACV associated to your practice is a key factor used to determine your program tier
• Partners are measured on two types of ACV: SOURCED ACV & INFLUENCED ACV
What is sourced ACV? Any previously unknown opportunity referred by partner Sourced ACV must be: • Submitted as a lead through the partner portal • Accepted by the Salesforce sales team • Result in new end user purchase of original services, additional services or upgrade to existing
services What is influenced ACV? Partner brings previously unknown intelligence to an existing Salesforce opportunity to support close or is brought in by the Salesforce AE to support close of an existing opportunity Why is ACV important? Sourced and Influenced ACV is a key factor used to determine your program tier
SI Partner Lifecycle: Manage My Business Sourced ACV & Influenced ACV
Register Projects via the Partner Portal (*via Partner Community Beginning October 3rd)
• Salesforce measures the number of projects partners complete & the customer satisfaction associated to partner’s projects
• Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score (CSAT)
• A partner’s CSAT score is a factor used to determine your program tier
SI Partner Lifecycle: Manage My Business Project Registration & CSAT
FY15 Cloud Alliance Partner Program Criteria
Influenced ACV Certifications CSAT
Sourced ACV
Any previously unknown opportunity referred by a partner
Partner brings previously unknown intelligence to an existing Salesforce Opportunity OR Partner is brought in by the Salesforce AE to support the close of existing opportunity
An individual who holds one (or more) Salesforce Certifications
Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score for the Partner
Reference-able information on a Salesforce customer project. Submitted to Salesforce by a partner and reviewed by Salesforce AEs, Salesforce Marketing & PR
Customer Stories
PLATINUM TARGETS
US CA
Sourced ACV 3M 500K
Influenced ACV 9M 1.5M
Certified Individuals1 100 20
Technical Architects 2
CSAT 8.4
Customer Stories 10
SILVER TARGETS
US Other Countries
Sourced ACV 75K 50K
Certified Individuals 10 5
CSAT 8.4
Note: 1) Platinum and Gold partners can meet country certified individual requirement by applying offshore to any country a) Must have over 150 total certified individuals globally b) 20% of requirement must be in country
2) Gold Partners can meet the revenue requirement by achieving the Sourced ACV target OR the Influenced ACV target.
GOLD TARGETS
US CA
Sourced ACV2 1M 300K
Influenced ACV2 3M 900K
Certified Individuals1 50 15
CSAT 8.4
Customer Stories 5
GOLD TARGETS
FY15 Cloud Alliance Partner Program Tiers USA & Canada
SI Partner Lifecycle 5 phases for SI Success
Build Market Manage My Business Sell Plan
Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus Set goals
Set Certification Goals Review Certification Website Access Partner Online Training Complete Certification Exam
Define Marketing Strategy Train Your Sales Team Update Marketing Collateral
Define Sales Strategy & Implementation Methodology Train Your Sales Team Request 2 Free CRM licenses Manage leads & projects in Your Business Org
Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score
Top 10 - What Makes a Successful SI Partner: 1. Track record of successful implementations
2. Track record of high customer satisfaction scores
3. Ability to scale - # of certified consultants and types of certifications
4. Industry and/or product expertise – dedicated practice in the focus area
5. Existing relationship with customer
6. Local presence
7. Salesforce Partner Level (Platinum, Gold, Silver, Registered)
8. Collaboration with Expert Services
9. Register leads & projects 10. Stays up to date on our technology (Releases for Partners)
Key Resources
SI Partner Links & Resources • Salesforce Certification website: http://certification.salesforce.com/
• Partner Community: https://partners.salesforce.com
• Partner Community Release Support: https://p.force.com/releases • Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog
– @partnertraining.com credentials
• Developer website: https://developer.salesforce.com/?language=en
• Developer forums: http://developer.salesforce.com/forums
Twitter.com/partnerforce
Slideshare.net/partnerforce
Facebook.com/Salesforcepartners
http://p.force.com/socialmedia
youtube.com/partnerforce
Follow us on social media
Thank You Our success is not possible without our partners
Q&A
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