Partner Community Training for Marketing Cloud (MC) Partners

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After This Session, You Will Know How to ...

Get started as an MC Partner Navigate the Partner Community Submit a Lead in the Partner Community View and provide deal updates on Opportunities Work with Partner Account Managers (PAMs) Access resources and support in the Partner Community

●  Using collaboration tools in Groups

●  Using Groups to engage with Partners and Salesforce

The Agenda

●  Accessing the Partner Community

●  Navigating the Partner Community

●  Finding your Partner Account Manager (PAM)

●  Important Cutover Dates

Module 1: Getting Started

(10 mins)

Module 3: Collaboration

(5 mins)

●  Submitting a Lead ●  Viewing Opportunities ●  Providing deal updates on

Opportunities

Module 2: Managing

Your Business (10 mins)

The Agenda (cont’d)

●  Accessing Partner online training

●  Finding Marketing Cloud-specific resources

Module 4: Education

(10 mins)

●  Searching for information within the community

●  Submitting Cases and requesting support

●  Requesting transaction support from your PAM

Module 6: Support

(10 mins)

●  Performing Partner Admin tasks

Module 5: Partner Admins

(5 mins)

●  Helpful resources

Resources

(5 mins)

Module 1: Getting Started In this module, you will learn how to:

●  Access the Partner Community ●  Navigate the Partner Community ●  Find your Partner Account Manager (PAM) ●  Navigate important Cutover dates

Salesforce Partner Community

Marketing Cloud (MC Partners)

ISVs Consulting Partners Resellers

Partner Community

Partner Operations

Partner Marketing

Partner Development

This is the one-stop shop for MC Partners to work with Salesforce

Partner Lifecycle Phases The Partner Community supports you at every phase of the Partner Lifecycle

PLAN FOR SUCCESS

Understand the program, access

partner resources, and define your target market.

BUILD YOUR EXPERIENCE

Deepen your skills, train your

workforce, and get certified.

GO TO MARKET

Position your company, increase brand awareness, and engage your

audience.

CLOSING BUSINESS

Create your sales kit, define your

projects, and deliver custom solutions.

SUPPORT CUSTOMERS FOR

LIFE

Promote success planning, stay

current, and provide customer

assistance.

Plan Build Market Sell Support

Accessing the Partner Community

For more information on gaining Partner Community access, go to p.force.com/signup.

Partners can request access through their own Partner Admin

To Access the Partner Community:

1.  Request access through your Partner Admin.

2.  Open email Partner Admin sends.

3.  Open email link in a separate browser window in “Private” mode.

4.  Log in using Salesforce or Marketing Cloud credentials.

5.  Reach out to your Partner Admin or PAM if you have any issues logging in.

Partner Community Home Screen Navigate the Partner Community using these features

1 2

3

4 5

Home Screen Features:

1.  Navigation tabs

2.  Search

3.  Partner Alerts section

4.  Partner News & Events calendar

5.  Latest Chatter Posts feed

Call your PAM to determine

status*

Share status of deal

Set up a call cadence to review business and tech

initiatives

Share your pipeline

Partner Account Managers (PAMs) Partners work with PAMs to create Leads and manage Opportunities

*If you don’t know your Partner Account Manager, contact mcpartnercommunity@salesforce.com

Set yourself up for

success!

Day 0 THU 3/10

Day 1 FRI 3/11

Day 2 SAT 3/12

Day 3 SUN 3/13

Day 4 MON 3/14

Day 5 TUES 3/15

Day 6 WED 3/16

Day 7 THURS

3/17

Day 8 FRI 3/18

Day 9 SAT 3/19

PRM

3Sixty BackOffice

Partner Community

Important Cutover Dates

Can no longer log in, system shutdown Business as Usual

Business as Usual Can no longer log in and

submit Cases, system shutdown

Cutover Begins - Friday 3/11 @

3:00 pm PT

Partner Community processes now live @ 3:00 pm PT on Sunday 3/13

Business as usual, can now access Business Tab

No Partner Community or

Partner Sign Up access worldwide

Business as Usual

Support Tab now live - Sunday 3/19

Partner Community turned off - Sat 3/12 @ 4:00 am PT

Module 2: Managing Your Business In this module, you will learn how to:

●  Submit a Lead ●  View Opportunities ●  Provide deal updates on Opportunities

The Business Tab Use this Tab to manage your Leads, Opportunities, and Projects

1

2 3 4

Key Features:

1.  New Lead and New Project buttons

2.  Leads Summary

3.  Opportunities Summary

4.  Projects Summary

Module 2.1: Submitting a Lead

Lead Type, Lead Company, and Decision Maker Fields Partners must fill out certain fields to provide information on the Lead

1

4 2

6

5 3

7

8

Key Fields:

1.  Lead Type 2.  Company Name 3.  Address fields 4.  Company Type 5.  Number of Employees 6.  Government-related company

checkbox 7.  Decision Maker details 8.  Contact Me checkbox

Details Fields and Lead Submission What is the Lead interested in, and what are the Next Steps to close the deal?

Key Fields:

1.  Products of Interest 2.  Purchasing Timeframe 3.  Total Potential Users 4.  Potential Sale Value 5.  Working with Salesforce AE

menu 6.  Salesforce Campaign 7.  Third Parties checkbox 8.  Goals, Pains, and Next Steps

1

2

3

4

5

7

6

8

Module 2.2: Managing Opportunities

Accessing Opportunities How do MC Partners work with Opportunities converted from their Leads?

Key Features:

1.  Oppty Status Summary 2.  ACV Summary 3.  Summary of Opptys by

Partner Role 4.  List of Partner’s Opportunities 5.  Opportunity Stages

1 2 3

4 5

Negotiate & Mutual Plan

Confirm Value with

Power

Opportunity Stages

Validate Benefits &

Value

Determine Problem &

Impact

Finalize Closure

Identify an Opportunity

Closed

Business Challenge

Timeline Customer Stories &

References

Business Case

Internal Approvals &

Delivered Proposal

Final Proposal Agreement

from Customer

SOPs Review Money is in the bank!

Compelling Event

Budget Solution Mutual Close Plan

Project Implementatio

n Plan

Customer PO & Signatures in Progress

Sponsor Decision Criteria & Process

Business Benefits (ROI)

Budget Pricing Agreement

from Customer

Competition Deal Team Political Influence Map

Sales References

T&C’s Agreement

from Customer

Pending

What Salesforce sees in CRM

Providing Deal Updates for an Opportunity Partners can submit comments that will appear on the Opportunity

Key Features:

1.  Opportunity Stage 2.  Opportunity Details 3.  MC AE information 4.  Partner Comment entry box

1

2 3

4

Module 3: Collaboration In this module, you will learn how to:

●  Use collaboration tools in Groups ●  Use Groups to engage other Partners and Salesforce staff members

Collaboration Tab Basics MC Partners communicate in Groups in the Partner Community

Key Features:

1.  Share button 2.  Interaction options 3.  Recommended people

to follow 4.  Trending Topics 5.  Messages 6.  Collaboration

navigation

1

2

3

4

5

6

Key Features:

1.  Featured Groups tiles 2.  Important links grouped by

role/category 1

2

Important Groups to Follow:

1.  Official: Partner Community 2.  Questions & Answers 3.  Marketing Cloud Partners 4.  Alerts! for Partners 5.  Roadmap for Partners

Featured Groups Tab Find relevant Groups based on user, partner type, products, and resources

Module 4: Education In this module, you will learn how to:

●  Access Partner online training ●  Find Marketing Cloud-specific resources

The Education Tab The Education Tab has training resources designed for MC Partners

Marketing Cloud Education Screen Partners can use this screen to access all Marketing Cloud education resources

Key Features:

1.  Resource tabs by Partner Lifecycle Phase

2.  Salesforce Partner Program Guide for Marketing Cloud Partners

3.  Partner Online Training Sign Up

1

2

3

Marketing Cloud Product Screen Partners can find resources organized by industry, product, and audience

Key Features:

1.  Resources Tab 2.  Resource tables 3.  Resource name/link 4.  Resource audience 5.  Resource description

1

2

3 4 5

To access the Marketing Cloud product screen, go to p.force.com/marketingcloud.

Certifications for Partners Partners use the Certifications screen to prepare for Salesforce Certifications

Key Features:

1.  Resources Tab 2.  Informational links on

Certifications 3.  Certification study guides 4.  Partner discount link 5.  Salesforce Certification for

Partners Group link

1

2

3

To access the Certifications screen, go to p.force.com/certifications.

4

5

Creating a Partner Training Account A Partner Training Account allows you to access all Partner catalog materials

To directly access this screen, go to p.force.com/lms.

Key Features:

1.  Partner Training Account info

2.  View Online Training Catalog button

3.  Access Partner Sales Aid button

1

2 3

Viewing the Online Training Catalog Use the @partnertraining Org to access online courses and learning paths Key Features:

1.  My Training Tab

2.  Search button 3.  Search results 4.  Search filters

2

4 3

1

Module 5: Partner Admins In this module, you will learn how to:

●  Perform your role as a Partner Admin

Partner Admin Navigation Overview Partner Admins can manage users and permissions in the Partner Community

To find out who your Partner Admin is, go to p.force.com/profile.

Key Features:

1.  Manage Users Tab 2.  User Search 3.  Permission checkboxes 4.  Delete a user (X) button 5.  Invite User button

1

2

3

4

5

Inviting Users and Extending Permissions Partner Admins invite other users to the Partner Community

To Invite a User: 1.  Enter user’s email. 2.  Select the Additional Permissions checkboxes. 3.  Click Invite to send the invitation.

1

2

3 For more information on the Partner Admin role, go to p.force.com/MCAdminGuide.

Module 6: Support In this module, you will learn how to:

●  Search for information within the community ●  Submit Cases and request support ●  Request transaction support from your PAM

Support Overview There are many channels for Partner support in the Partner Community

Partners Can Use the Following Resources: ●  General Search feature available

throughout the Partner Community ●  Support Tab

○  Knowledge articles ○  Case submission process

●  PAMs can provide support for their

Partners

Searching For Content Searching in the Partner Community returns results from several sources

1

2

3

Key Features:

1.  Search 2.  Results grouped by

category/site 3.  Filters

Support Tab Overview You can click the Support Tab to get help with Partner Community issues

Key Features:

1.  Search Support Resources 2.  New Case button 3.  Case metrics

2

1

3

Routing a Case to the Right Team You can submit a Case to the right team with links grouped by topic

Key Features:

1.  Support topics grouped by role / feature

2.  Self-service resource options 3.  Create a Case button

1

2 3

Submitting a Case Submitting a Case requires certain fields to better service your request

7

Key Features:

1.  Related Resources 2.  Known Issues 3.  Questions (fed from the

Success Community) 4.  Severity menu 5.  Subject 6.  Description 7.  Submit Case button

1

2

3

4

5

6

7

Requesting Support from a PAM PAMs can assist with issues related to Partners’ purchases and best practices

What can I request PAM support for?

Account Planning

New Business Opportunity

Planning Customer Add-

Ons Navigating the

Partner Lifecycle Networking

Lead Generation

Activities

  Have you joined and explored the Partner Community?

  Have you contacted your Partner Account Manager (PAM)?

  Do you know how to create and submit a Lead?

  Do you know where to update your Opportunities?

  Are you collaborating with other Partners in the Partner Community?

  Have you accessed Partner and Marketing Cloud-related training resources?

  Do you know who your Partner Admin is?

  Are you leveraging the support resources you have in the Partner Community?

Ask Yourself These Questions...

Resources

●  Marketing Cloud Product Page - http://p.force.com/marketingcloud

●  Topics (A-Z) – http://p.force.com/topics

●  Partner Community Signup Help – http://p.force.com/MCAdminGuide

●  Partner Online Training Catalog - http://p.force.com/LMS

●  Salesforce Partner Program Agreement (FAQ) – http://p.force.com/spppa

●  Partner Community Tip Sheet – http://p.force.com/tipsheet

●  Partner Office Hours – http://p.force.com/officehours

●  Partner Training Options – http://p.force.com/training

●  Partner Roadmap Info – http://p.force.com/roadmap

●  Releases – http://p.force.com/releases

●  News & Events – http://p.force.com/news

●  Alerts! – http://p.force.com/alerts

Helpful Resources Use these links to access pages in the Partner Community

Any Questions?

thank y u