Salesforce Partner Program for ISV Partners

Salesforce Partner Program for ISV Partners June 2015

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Safe Harbor Statement*

*also review your Partner Non-Disclosure Agreement (NDA)

Tyler Prince Executive Vice President Worldwide Alliances & Channels @tyler_sfdc

Partner Quarterly Update Webinar (June 11)

•  ISV program announcement

•  Important details for all ISV partners

•  New requirements & benefits

•  Questions & answers

•  Replay on the Partner Community calendar

•  Hear directly from program leaders •  Program tiering, requirements, and benefits •  New information and resources •  Questions & answers •  This session will be recorded

http://p.force.com/ROADMAP

Next session on July 9 at 9am Pacific Topic: New ISV Program Changes

Don’t Miss! Partner Roadmap Webinar Join us on July 9 to learn about the new ISV program

Partner Community  Your one-stop shop for information, education, & collaboration

http://p.force.com/isvprogram

•  New ISV program details

•  App Academy program training for all ISVs

•  Collaborate with program staff & other partners

•  Webinars

•  Office Hours

•  New resources

•  Support

Overview

Nine Year History of Success

2m+ Installs

2015 2006

Ap

ps

on th

e A

pp

Exch

ange

1m Installs

IPO

AppExchange Launches

$1.4b+ partner revenue

3m+ Installs

A Cloud Platform for Building App Businesses A Partner Program for Developers to Large Software Companies

Europe’s 2nd Biggest Software Company

New Business Model

New Technology Model

The Salesforce Partner Program  World’s Leading Cloud Partner Program

ISVs

Consulting Partners

Resellers

Digital Agencies

Partner Community

Partner Operations

Partner Marketing

Partner Development

New Technology &

Benefits

Simplified Programs

The Explosive Growth of Our ISVs Requires New Program

Partner Tiers

2 3 1

New Program Tiering Overview

$1M+

$200K+ - $1M Gold

Silver $30K+ - $200K

<$30K

Platinum

Registered

Partner Contribution ISV Tier

More Sponsorship Opportunities

Dedicated Partner Account Manager

Executive Sponsorship, Designated Marketing Alignment

General Support, Online Community

Key Benefit

 Objective Measures + Strategic Value Considerations

10%

20%

30%

PNR

Simplified, consistent, revenue sharing model

Technology

GTM

Marketing

Development

ISVForce

▪ Built on Force.com ▪ Uses Salesforce CRM ▪ Sold to Salesforce

customers

Technology

GTM

Marketing

Development

Old Model New Model

GTM

Mar

ketin

g

Dev

elop

men

t

Tech

nolo

gy

25%

OEM

▪ Built on Force.com ▪ Does not use CRM objects ▪ Sold to all customers

Standardized Program

▪ Pricing & benefits not dependent on licensing type ▪ Consistent pricing across ISVs of all tiers

25%

15%

Partner Benefits

Partner Program for ISV Partners – Key Benefits

Tiering structure enables us to provide marketing/technical resources to top performing partners

4

We are evolving the ISV program to provide more transparency and clarity 2

We are going to be more predictable in the benefits that we provide our partners 3

We are simplifying and standardizing our program offerings 1

Free* Registered Silver Gold Platinum Minimum ACV

Attainment None None $30K $200K $1M+

Technology Access

Technical Enablement Self-Service

Pre-Sales Webinars

Office Hours

Pre-Sales Post-Sales Webinars

Office Hours


Office Hours


Office Hours

Marketing AppExchange Listing

Webinars Office Hours

Access to AMP AppExchange Listing

Webinars

Office Hours Access to AMP

AppExchange Listing

Webinars

Office Hours Access to AMP

AppExchange Listing

PR Promotion, Designated Mktg Support, Webinars, Office Hours,

Access to AMP, AppExchange Listing

Go-To-Market Resources Self-Service Limited PAM Support Full PAM Support

Partner Success Support Business Reviews

Full PAM Support Partner

AE Promotion Partner Success Support

Business Reviews Full PAM Support

Additional Paid Features: Designated Tech Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager

Salesforce Partner Program for ISV Partners Delivering Benefits at All Levels

*Free partners not subject to 25% PNR

Technical benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M TECHNOLOGY ACCESS Force.com Developer Edition Org with Lightning ● ● ● ● ● Lighting UI Component Framework ● ● ● ● ● Workflows and Logic ● ● ● ● ● REST & SOAP APIs ● ● ● ● ● Mobile Services ● ● ● ● ● Identity Services ● ● ● ● ● App Analytics ● ● ● ● ● Code packaging and protection ● ● ● ● ● Licensing & Trial Management ● ● ● ● ● Subscriber Support Services ● ● ● ● ● Monthly Office Hours ● ● ● ● ● App doesn't count against customer org limits ● ● ● ● ● AppExchange Store Builder ● ● ● ● ● Development & Test Environments ● ● ● ● ● Pre-Release Environments ● ● ● ● ● 2 Free CRM Licenses for Business Org ● ● ● ● ●

Sell Your App to Group and Professional Edition ● ● ● •  Heroku for ISV Partners ● ● ● ● Desk.com for ISV Partners ● ● ● ●

New and/or Improved

ISV tier features and benefits

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved


Marketing benefits by tier


MARKETING SUPPORT

AppExchange Listing ● ● ● ● ●

AppExchange Listing Analytics ● ● ● ● ●

Access to the Partner Community ● ● ● ● ●

Partner Marketing Power Hours ● ● ● ● ●

Eligibility for AppExchange Marketing Program ● ● ● ●

Customer Story SlideShare ●

Designated Salesforce Marketing Lead ●

Consideration for Platinum+ Dreamforce Sponsorship Levels ●

Prioritized PR Approvals ●

New and/or Improved


Go-to-Market benefits by tier


GO-TO-MARKET RESOURCES

App Academy and Roadmap Webinar ● ● ● ● ●

Access to Partner Community Support Groups ● ● ● ● ●

Expert Success Series •  ● ● ●

Designated Partner Account Manager ● ● ● ●

Designated Partner Account Manager Support ● ● ●

Designated Partner Success Manager ● ●

Business/Product Reviews ● ●

Executive Sponsorship ●

Eligibility for nextlevel** $

Designated Partner Success Manager $

New and/or Improved ** For Platinum and Partners currently in the Program


Timeline

6/16 10/1

Program Announcement

Partner Community Resources http://p.force.com/isvprogram

Timeline for New ISV Program

New ISV Program Go-Live

8/1

Initial Partner Tiering Completed

Partner Forum (NYC) Onsite ISV Program

Office Hours

Partners will be required to be in the process of compliance with

the new program

June July August September-October

7/1

Partner Community Office Hours (9am PT)

7/9

Partner Roadmap Webinar: New ISV Partner Program

Partner Newsflash

6/11

Partner Quarterly Update Webinar w/

Tyler Prince Compliance Date

Thank you