Cloud Academy: Getting Started (August 19, 2015))

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  1. 1. Phil Patacca Partner Development Advisor ppatacca@salesforce.com August 2015 Cloud Academy Getting Started as a Consulting Partner
  2. 2. 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. Safe Harbor
  3. 3. Welcome Announcements Understanding the Enablement lifecycle Q&A Agenda
  4. 4. Welcome to the Salesforce Family!
  5. 5. Celebrating 16 Years of Giving Back 1-1-1 Model Adopted by $85M+ Grants 1% Equity 25K+ Nonprots & Higher Ed 1% Product Sharethemodel.org 920K+ Service Hours 1% Time Learn More @ ShareTheModel.org
  6. 6. Announcements
  7. 7. August 4 Marketing Cloud Partner Oce Hour August 5 Partner Community Oce Hours August 5 Partner Marketing Power Hour August 6 Partner Roadmap Webinar August 11 Expert Success Series August 17 Salesforce Advantage for Partners August 18 App Academy: Sales (Virtual) August 19 Cloud Academy: Getting Started (Virtual) August 26 ISV Partner Benet Series August 27 Partner Program Quarterly Update 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
  8. 8. Access to & insight from our PMs & Program Sta Transparency with our product roadmap Program announcements & Alerts! Around once per month Partner Roadmap Webinar Whats New & Whats Next for ISV & SI Partners http://p.force.com/ROADMAP Next session is on September 3 at 9am Pacic Topic: Dreamforce Preview for Partners
  9. 9. Alerts! Important Notication for Partners Read Each Notice Carefully Get a Sneak Peek of the New Salesforce for ISVs UPDATED: Consulting Partner Program Enrollment Has Closed Access the New Publishing Console Prepare for Upcoming Server Splits http://p.force.com/ALERTS You must log in to see the Alerts!
  10. 10. Winter 16 is Coming Soon! Sandbox Preview Pre-Release Release Schedule Release Notes Demos Preview Webinars Training http://p.force.com/releases
  11. 11. Agenda Builder is Live! Schedule your sessions now
  12. 12. DF15 Partner Zone Guide Find sessions grouped by partner type (ISV, SI, Marketing Cloud) http://p.force.com/DF15
  13. 13. Trailhead Contest 2015 From now until Dreamforce, we are hosting monthly contests that challenge you to earn Trailhead badges for a chance to win an Apple Watch Sport or special edition Trailhead hoodie. Who: All ISV and SI Partners are encouraged to play What: August modules Visualforce Mobile or Event Monitoring Where: Trailhead Contest 2015 Partner Community Chatter Group When: Each month will have a new module to complete so stay tuned to our social channels and the Partner Community How: Complete the module and post a screen shot of your new badge to the Trailhead Contest 2015 Partner Community Chatter group with #Trailblazer and youre automatically entered to win! http://p.force.com/news
  14. 14. The Salesforce Advantage Free Training to Learn Core Salesforce Positioning Same training as our own sales people Dreamforce Session: #RockTheAdvantage Training resources available at http://p.force.com/advantage No slides required! Join the Salesforce Advantage for Partners Chatter Group
  15. 15. Partner Community Office Hours Partner Marketing Power Hour Security Review Office Hours http://p.force.com/officehours Office Hours For All Partners Dreamforce Office Hours Marketing Cloud Partner Office Hour
  16. 16. Partner Community Resources
  17. 17. How do I access? Partner Community p.force.comsignup Partner Online Training p.force.com/LMS Partner Sales Aid p.force.com/PSA
  18. 18. Partner Community - Next Steps Get Access to the new Partner Community Post Your Picture Let us see who you are! Join the Partner Community *Official* Group oIn that group, select: Email Settings > Daily Digest Encourage your colleagues to do the same Go to p.force.com/signup for help Collaborate and have fun! YES! NO!
  19. 19. Partner Online Training Now Includes the Partner Sales Aid http://p.force.com/LMS Login must contain @partnertraining.com
  20. 20. Partner Sales Aid (PSA) Access via Any Web Enabled Device Phone & Tablet using Salesforce1 Initial Access through Education tabs in Partner Community PSA contains Sales & Sales Support Content http://p.force.com/psa
  21. 21. Partner Community Topics (A-Z) Jump directly to a specic topic http://p.force.com/topics
  22. 22. Partner Community Tip Sheet http://p.force.com/tipsheet
  23. 23. Enablement Lifecycle
  24. 24. Understand the 5 phases of consulting partner enablement Discover & optimize tools and resources Understand the process and formulate your own strategy Plan for customer success Understand the foundations of a successful partnership Session Goals
  25. 25. Consulting Partner Lifecycle Join Partner Community Accept click through agreement Define Practice Focus Set goals Build certification plan Review Certification website Access Partner Online Training Catalog Execute on certification plan Define strategy Train your practice team Update collateral Request 2 free CRM licenses & manage leads and projects Lead Registration Manage opportunity pipeline sourced joint sales Project Registration & CSAT Customer Stories 5 Phases for Success Plan Market & SellBuild Manage Your Business
  26. 26. Plan
  27. 27. Consulting Partner Lifecycle Join Partner Community Accept click through agreement Define Practice Focus Set goals 5 Phases for Success Plan
  28. 28. Join the Partner Community Create your profile Join Collaboration groups Review News & Events Calendar Register for webinars
  29. 29. Dene Your Practice Focus Product Expertise What is your value proposition? Understand your differentiators Are you a new practice focused on custom development? 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
  30. 30. Dene Your Practice Focus 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
  31. 31. Dene Your Practice Focus Market Segment Enterprise Business Unit Commercial Business Unit Small Business 1-100 employees Mid Market 100-500 General Business 500-1000 Services Business Consulting / Legacy System Migration / Integration / Quick Starts Region Local presence is an advantage Leverage proximity to drive business
  32. 32. Set Goals Program Tier # of certifications completed in year 1 ACV Targets # of projects completed in year 1 Customer Satisfaction Score # of customer stories submitted
  33. 33. Build
  34. 34. Consulting Partner Lifecycle Build certification plan Review Certification website & Resources Access Partner Online Training Catalog Execute on certification plan 5 Phases for