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

Phil Patacca Partner Development Advisor [email protected]

August 2015

Cloud Academy Getting Started as a Consulting Partner

 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

Welcome

Announcements

Understanding the Enablement lifecycle

Q&A

Agenda

Welcome to the Salesforce Family!

Celebrating 16 Years of Giving Back

1-1-1 Model Adopted by

$85M+ Grants

1% Equity

25K+ Nonprofits & Higher Ed

1% Product

Sharethemodel.org

920K+ Service Hours

1% Time

Learn More @ ShareTheModel.org

Announcements

August 4 – Marketing Cloud – Partner Office Hour

August 5 – Partner Community Office 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 Benefit 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

•  Access to & insight from our PM’s & Program Staff •  Transparency with our product roadmap •  Program announcements & Alerts! •  Around once per month

Partner Roadmap Webinar What’s New & What’s Next for ISV & SI Partners

http://p.force.com/ROADMAP

Next session is on September 3 at 9am Pacific Topic: Dreamforce Preview for Partners

Alerts! Important Notification 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!

Winter ’16 is Coming Soon!

✓  Sandbox Preview ✓  Pre-Release

✓  Release Schedule

✓  Release Notes

✓  Demos

✓  Preview Webinars ✓  Training

http://p.force.com/releases

Agenda Builder is Live! Schedule your sessions now

DF15 Partner Zone Guide Find sessions grouped by partner type (ISV, SI, Marketing Cloud)

http://p.force.com/DF15

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 you’re automatically entered to win!

http://p.force.com/news

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

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

Partner Community Resources

How do I access?

✓ Partner Community p.force.comsignup ✓  Partner Online Training p.force.com/LMS ✓  Partner Sales Aid p.force.com/PSA

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!

YES! NO!

Partner Online Training Now Includes the Partner Sales Aid

http://p.force.com/LMS Login must contain @partnertraining.com

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

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

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

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 & Sell Build Manage Your

Business

Plan





 Set goals


Plan

Join the Partner Community

 Create your profile

 Join Collaboration groups

 Review News & Events Calendar

 Register for webinars

Define 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

Define 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

Define 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

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

Build



 Review Certification website & Resources




Build

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

 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

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%


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%


 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

•  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

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 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 $2,400

 Corporate Certification Goal: 8 net new certified individuals

 Target completion date: January 2016

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

Certification 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

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

 Partner Roadmap webinars •  Access to & insight from our PM’s & Program Staff

 Enablement webinars & office hours

 Release support & training

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

Partner Online Training Catalog

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)

 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 Developer Release Exam: •  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

Certification Questions?

 Join the Collaboration Group

 Ask questions and engage

 Use links of left hand navigation of group

Market & Sell


 Define strategy





Market & Sell

q  Review marketing resources in Partner Community

q  Determine marketing strategy & educate your team

q  Create AppExchange Consulting Partner Listing

q  Update 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)

Market

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  Pipeline Generation

Sell

Manage Your Business






Manage Your Business

Register Leads & Projects

 Lead & Project registration are key metrics used to track partner success

 Lead: New business uncovered by partner

 Project: •  Tracks implementations delivered by partner •  Kicks off CSAT survey process upon completion

 Leads & Projects are submitted through the Partner Community

Lead Submission Video: https://youtu.be/AQS_GcnrArk

Manage Opportunities  Sourced and Joint Sales ACV is a key factor used to determine your program tier

 What is sourced ACV?  Any previously unknown opportunity referred by partner

 Sourced ACV must be: •  Submitted as a lead through the partner community

•  Accepted by the Salesforce sales team

•  Result in new end user purchase of original services, additional services or upgrade to existing services

 What is Joint Sales (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

Joint Sale Video: https://youtu.be/K1cVH13_AMs

Customer Satisfaction Score

 Customer Success is a top priority and key metric used to track partner success

 CSAT Scores are visible on your AppExchange listing

 CSAT Scores are generated when you register and complete projects in the partner community

Submit Customer Success Stories





 Set goals


 Review Certification website



 Define strategy








Plan Market & Sell Build Manage Your

Business

Getting Started 5-min Video:

https://youtu.be/n65TFWD8PVM

Thank you Aloha & Mahalo!

Technology

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