Digital ServicesPartner ProgramStephen CeplenskiVP, Partner Success

Highlights• Over 400 Applicants• Three consistent, certified tiers (Silver, Gold, Platinum)• Monthly Services Webinars• Early Product Announcement Webinars• Dedicated Monthly Newsletter• Private Partner Portal• Quarterly Sales Bootcamps• SMB and ENT Partner Spotlights• Regional Partner Days• More Advanced Consultant Training• GTM Planning with Alliance and Sales Teams – Co-Selling

Providing Focus and Opportunities

Program Enhancements

• Revamped Certification Levels to Silver, Gold and Platinum• Easier for New Partners to Reach Silver Certification

Program Certification Levels• Priority is on Level of Expertise and Experience within a Partner’s MarketoPractice• Benefits are Scaled and Focus onCo-Selling, Co-Innovation and Co-Delivery to Achieve Revenue Growth• Higher Levels Receive Additional Alliance and Marketing Assistance

• More Advanced Best Practices and Specialization for Existing and Advanced Partners• Improved Consultant Training and Materials

Program Enhancements

• Redesigning Education Courses andRole-Based Training• AddingCo-Innovation and Center of Excellence Offerings

Program Enhancements

• Added a Partner Executive Council and Roundtable• Removed ALL Program Fees!

Program Enhancements

Partner Program Details

Private Partner Portal

Monthly Newsletter

LaunchPoint Listing (Silver++)

Sales Onboarding

Go-To-Market Training

MarketoLive!

• Selective Program for Partners in 3 Waves

• Training and Accreditation Required

MarketoLive!

MarketoLive!

And More!• Certification Onboarding

• Nurtured through the First 90 Days of Enablement• Prepares practitioners for the MCE Exam

• 120-Day Training Use• Shared Marketo Instance• Training, Demo’s, Practice, Product Exposure

• New Accreditations & Certifications Coming

Certification & Enablement

Preparing for Foundation Training

Foundation Classroom Formal Training

Preparation for Marketo Certified Expert Exam and Advanced Topics

Mini Strategy WorkshopMarketo Certified Expert Exam

Certification Journey:1st 90 Days

Practice Exams

IntroductoryConsulting Topics

Execution Best Practices

Shadowing& Joint Contracting

60 Days

Day 1 30 Days

90 Days

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Enablement TakeawaysExpertise / Certification 1-2 Months 3 Months 6 Months 1 Year

Pre-Training ✔Foundation Training ✔Certified Expert Preparation ✔Certified Expert ✔Implementation Shadowing(Co-Delivery: USA) ✔ ✔Pre-Consultant Training ✔Strategy Workshops ✔Certified Consultant ✔

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Center of Excellence Enablement Roadmap

Provides a progressive transition from implementation to run,leveraging Marketo’s Best Practices and extensive operational knowledge. Ensures both product usage skills and development skills are balanced against Partner’s own CoEprocesses.

Core ElementsCenter of Excellence (CoE)• Creating Value and Demand• Industry / Vertical Solutions Key to Digital Transformation• Benefits

• Unlocking New Markets• Creating Valuable Intellectual Property• Larger Services Engagements• Competitive Advantage

• Core Elements• Governance, Support, Shared Learning, Metrics• Alignment• Change Management• Process Management• Best Practices

INNOVATE SCALE DELIVER

CENTER ofEXCELLENCE

Partner Success Measures & Programs for GrowthScale Innovation Delivery (Capacity) Mindshare Customer SuccessMEASURES/

OBJECTIVES

Co-Innovation & Vertical Solutions Co-Delivery(Fast Ramp)

Enablement & Education @ ScaleCo-Marketing & Mindshare

Centers of Excellence

2017 Sneak Preview

Enhancements and Alignment• Comprehensive effort to up-level all partners• Free sandboxes for Gold and Platinum Levels

• Including Web Personalization (RTP) and Account Based Marketing (ABM)• Merging of Certification, Revenue, Customer Satisfaction and Co-Delivery within all levels• Earlier access to product releases and training

Thank you!Questions?