Cloud Academy: Getting Started as an SI Partner (November 26, 2014)

Cloud Academy: Getting Started as a Cloud Alliance Partner November 2014

 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 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.

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Safe Harbor Statement

Phil Patacca Partner Development Manager Salesforce Alliances Team

Agenda   Announcements

  Understanding the Consulting Partner Enablement Lifecycle

  Q&A

Announcements November 2014

Happy Thanksgiving!

2 Ways to Ask Questions

http://p.force.com/question

1. Post your question to the Q&A Chatter Group -  http://p.force.com/question

2. Use the GoToWebinar Question Pane

- we may re-post your question in the Q&A Chatter Group

Have a Question? Post it to Chatter!

1.  Programs? 2.  Policies? 3.  Resources? 4.  Training? 5.  Timelines? 6.  Deadlines? 7.  Best Practices?

Nov. 18 – Partner Forum (New York)

Nov. 19 – Salesforce World Tour (New York)

Nov. 26 – Cloud Academy: Getting Started (VC)

Dec. 2 – APP Academy: Getting Started (VC)

Dec. 3 – Partner Community Office Hours

Dec. 4 – Partner Roadmap Webinar

Dec. 9 – Alliances Quarterly Update w/ Tyler Prince

Dec. 11 – Salesforce1 Tour (Minneapolis)

Dec. 16 – APP Academy: Sales (VC)

Dec. 17 – Cloud Academy: Getting Started (VC)

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 (Consulting) Partners

http://p.force.com/ROADMAP

Next session is on Dec. 4 at 9am Pacific Topic: Environment Hub

Alerts! Important Notification for Partners Read Each Notice Carefully

•  Prepare for NA7 Split •  End of Partner Portal Org Provisioning -‐ Use Environment Hub

•  Salesforce Disabling SSL 3.0 – AcDon Items for Partners

http://p.force.com/ALERTS

You must log in to see the Alerts!

Winter ’15 Release for Partners Partner Community is your one-stop-shop

http://p.force.com/releases

Technical Questions? Forums Have Answers!

http://developer.salesforce.com/forums

Now You Can Do That for FREE with Desk.com! The All-in-One Customer Support App for Fast-Growing Companies

Salesforce Partners Now Receive 5 Licenses FREE for 12 months

Support on Every Channel

SocialSupport

CaseManagement

Self-Service

MobileAccess

SimpleSetup

KnowledgeBase

Multilingual Support

BusinessInsights

Instant Productivity Connect & Grow

Productivity Tools

Multi-brand Support

Self-ServiceSelf-

ServiceSelf-Service

http://p.force.com/desk

PR Office Hours

Partner Community Office Hours New!

Partner Marketing Office Hours

Security Review Office Hours

http://p.force.com/officehours

Office Hours For All Partners

Consulting Partner Functions and Education Moving to the Partner Community October 4

•  Leads, Projects, Opportunities now in the new Partner Community

•  SI Education Content

•  Sign up for the Partner Community at: https://partners.salesforce.com

•  Partner Portal will be retired at the end of 2014

•  The new place for ALL partners to generate new orgs (ISV & SI)

•  Manage all of your orgs in one place

•  Create new orgs (demos, testing, development, etc.)

•  Custom Views help you organize and manage

•  Choose one org as the “hub”; associate other orgs to it

•  Related orgs can be automatically discovered

•  Seamlessly switch between orgs without adding login credentials

Environment Hub Org Management for ISV & SI (Consulting) Partners

http://p.force.com/hub

NEW Salesforce1 Community Cloud Announcement

Aligns our product strategy and connects customers, partners, and employees

directly to the information, apps, and experts they need to take action

Community Cloud adoption correlates to higher Salesforce adoption overall

Community Cloud is one of the fast growing Saleforce product lines

Salesforce Ventures Salesforce Ventures: The investment arm of Salesforce

Launched $100M Salesforce1 Fund Investing in companies building innovative

mobile apps & connected products that extend the power of the Salesforce1 Platform

www.salesforce.com/ventures

salesforce.com/startups @salesforcestart

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!

http://p.force.com/df14sessions

DF14 Partner Session REPLAY Guide now available!

•  Agenda Builder is now live •  Reserve your sessions today •  Go to http://p.force.com/df14sessions •  Both ISV and SI recommendations •  Grouped by roles and topics •  100+ sessions for partners & entrepreneurs

Understand the Consulting Partner Lifecycle Onboarding & Enablement

Session Goals

  Understand the 5 phases of the Consulting Partnership

  Discover & optimize your tools & resources   Understand the process and formulate your own strategy

  Plan for customer success

  Understand the foundations of a successful partnership

Consulting Partner Lifecycle 5 phases for SI (Consulting) Partner Success

Build Market Manage My Business Sell Plan

Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus Set goals

Set Certification Goals Review Certification Website Access Partner Online Training Complete Certification Exam

Define Marketing Strategy Train Your Sales Team Update Marketing Collateral

Define Sales Strategy & Implementation Methodology Train Your Sales Team Request 2 Free CRM licenses Manage leads & projects in Your Business Org

Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score

Plan Phase 1

Consulting Partner Lifecycle 5 phases for Consulting Partner Success

Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus: •  Product •  Market Segment •  Industry •  Services •  Region Set goals for a successful Salesforce Practice & Partnership

Plan

Consulting Partner Lifecycle: Plan Join Partner Community

https://partners.salesforce.com/

Joe Partner – (Customer) Follow the Official: Partner Community Chatter Group – left sidebar has the steps to update your Company Name And load your picture!! #nomorebluesmilies

Consulting Partner Lifecycle: Plan Create your profile

Consulting Partner Lifecycle: Plan Define the Focus of Your Practice

Product

Market Segment Small Business 1-100 employees / Mid Market 100-500 / General Business 500-1000 / Enterprise 1000+ employees

Industry Financial Services / Health Care / Life Sciences / Communications / Media / Retail / PubSector / Automotive / Hospitality

Services Business Consulting / Data-migration / Training / Quick Start / Data Archiving / Legacy System Migration Region Do you have a regional focus or strength?

FY15 Cloud Alliance Partner Program Criteria

Influenced ACV Certifications CSAT

Sourced ACV

Any previously unknown opportunity referred by a partner

Partner brings previously unknown intelligence to an existing Salesforce Opportunity OR Partner is brought in by the Salesforce AE to support the close of existing opportunity

An individual who holds one (or more) Salesforce Certifications

Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score for the Partner

Reference-able information on a Salesforce customer project. Submitted to Salesforce by a partner and reviewed by Salesforce AEs, Salesforce Marketing & PR

Customer Stories

Consulting Partner Lifecycle: Plan Set Goals for a Successful Partnership •  # of Certifications completed in year 1 •  # of projects completed in year 1 •  ACV Targets •  Customer Satisfaction Score

Build Phase 2


Establish Practice Certification Goals Determine Individuals to become Certified Review Certification Website Review Exam Study Guides Access Partner Online Training Study for Exam Complete Exam

Build Plan

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 •  Salesforce Certification Website •  Webassessor via Salesforce Certification Website •  Partner Community •  Partner Online Training Catalog

 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

 Salesforce.com highly recommends a combination of on-the-job Sales Cloud experience, online course attendance, and self-study

 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%


 Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study

 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%


 Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and self-study

 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

•  42 multiple choice questions

•  No registration fee

•  Current status as a Salesforce.com Certified Force.com Developer is a prerequisite

•  2. Multiple-choice Exam •  60 multiple choice questions

•  Passing score: 63%

•  Registration fee: $500 •  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 Total 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 certified

individuals $2,400

 Corporate Certification Goal: 8 net new certified individuals

 Target completion date: October 2014

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

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

 Program announcements & alerts

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

 Enablement webinars & office hours

 Release support & training

Salesforce Partner Community: Sign up for Partner Online Training Access

 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

Salesforce Partner Community: Sign up for Partner Online Training Access

Access Partner Online Training 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)

 All Salesforce.com Certified professionals will be notified automatically when release training material and exams become available

 Take the Salesforce.com Certified Administrator Release Exam if you hold one or more of the credentials below: •  Salesforce.com Certified Administrator

•  Salesforce.com Certified Advanced Administrator

•  Salesforce.com Certified Service Cloud Consultant

•  Salesforce.com Certified Sales Cloud Consultant

 Take the Salesforce.com Certified Force.com Developer Release Exam if you hold one or more of the credentials below: •  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

Market Phase 3


Define Marketing Strategy Train Your Team on Messaging Update Marketing Collateral: •  Customer Success Stories •  AppExchange Listing •  Website Create content & events schedule •  Webinars •  Local Events •  Salesforce Events

Build Market Plan

Consulting Partner Lifecycle: Market Develop Marketing Strategy q Review marketing resources in Partner Community

q Determine marketing strategy & educate your team q Create AppExchange Consulting Partner Listing

q Update your 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)

Consulting Partner Lifecycle: Market Key Resources – Partner Community

Sell Phase 4


Build Market Sell Plan

Define Sales Strategy Define Implementation Methodology Log as case in the Partner Community to: Request 2 Free CRM licenses (Business Org)

OR

Request Trial Org activated as Business Org Define Process to Manage Leads & Projects in your Business Org Train Your Team

Consulting Partner Lifecycle: Sell Develop Sales Strategy & Process 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 Build pipeline

Consulting Partner Lifecycle: Sell Key Sales Resources – Partner Community

Manage My Business Phase 5



PARTNER PORTAL* Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score

Manage My Business (Cont’d): Lead Registration & Partner Program Tier Register Leads via the Partner Portal (*via Partner Community Beginning October 3rd)

•  Lead registration is the most important factor to track the Salesforce opportunities your practice is associated to

•  Lead registration ‘tags’ you as the partner associated to an opportunity in Salesforce’s pipeline and determines the annual contract value (ACV) associated to your practice

•  The ACV associated to your practice is a key factor used to determine your program tier

•  Partners are measured on two types of ACV: SOURCED ACV & INFLUENCED ACV

What is sourced ACV? Any previously unknown opportunity referred by partner Sourced ACV must be: •  Submitted as a lead through the partner portal •  Accepted by the Salesforce sales team •  Result in new end user purchase of original services, additional services or upgrade to existing

services What is 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 Why is ACV important? Sourced and Influenced ACV is a key factor used to determine your program tier

Manage My Business (Cont’d): Sourced ACV & Influenced ACV

Register Projects via the Partner Portal (*via Partner Community Beginning October 3rd)

•  Salesforce measures the number of projects partners complete & the customer satisfaction associated to partner’s projects

•  Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score (CSAT)

•  A partner’s CSAT score is a factor used to determine your program tier

Manage My Business (Cont’d): Project Registration & CSAT

FY15 Cloud Alliance Partner Program Criteria

Influenced ACV Certifications CSAT

Sourced ACV

Any previously unknown opportunity referred by a partner

Partner brings previously unknown intelligence to an existing Salesforce Opportunity OR Partner is brought in by the Salesforce AE to support the close of existing opportunity

An individual who holds one (or more) Salesforce Certifications

Through the registration and closure of projects in our partner portal, customers complete a survey that generates a Customer Satisfaction Score for the Partner

Reference-able information on a Salesforce customer project. Submitted to Salesforce by a partner and reviewed by Salesforce AEs, Salesforce Marketing & PR

Customer Stories

PLATINUM TARGETS

US CA

Sourced ACV 3M 500K

Influenced ACV 9M 1.5M

Certified Individuals1 100 20

Technical Architects 2

CSAT 8.4

Customer Stories 10

SILVER TARGETS

US Other Countries

Sourced ACV 75K 50K

Certified Individuals 10 5

CSAT 8.4

Note: 1) Platinum and Gold partners can meet country certified individual requirement by applying offshore to any country a)  Must have over 150 total certified individuals globally b) 20% of requirement must be in country

2) Gold Partners can meet the revenue requirement by achieving the Sourced ACV target OR the Influenced ACV target.

GOLD TARGETS

US CA

Sourced ACV2 1M 300K

Influenced ACV2 3M 900K

Certified Individuals1 50 15

CSAT 8.4

Customer Stories 5

GOLD TARGETS

FY15 Cloud Alliance Partner Program Tiers USA & Canada



Join Partner Community & Partner Portal Accept Click Through Agreement Define Practice Focus Set goals

Set Certification Goals Review Certification Website Access Partner Online Training Complete Certification Exam

Define Marketing Strategy Train Your Sales Team Update Marketing Collateral

Define Sales Strategy & Implementation Methodology Train Your Sales Team Request 2 Free CRM licenses Manage leads & projects in Your Business Org

Lead Registration Manage Sourced & Influenced Opportunity Pipeline Project Registration Customer Satisfaction Score

Top 10 - What Makes a Successful Consultant: 1.  Track record of successful implementations

2.  Track record of high customer satisfaction scores

3.  Ability to scale - # of certified consultants and types of certifications

4.  Industry and/or product expertise – dedicated practice in the focus area

5.  Existing relationship with customer

6.  Local presence

7.  Salesforce Partner Level (Platinum, Gold, Silver, Registered)

8.  Collaboration with Expert Services

9.  Register leads & projects 10.  Stays up to date on our technology (Releases for Partners)

Key Resources

Consulting Partner Links & 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

 Developer website: https://developer.salesforce.com/?language=en

 Developer forums: http://developer.salesforce.com/forums

Twitter.com/partnerforce

Slideshare.net/partnerforce

Facebook.com/Salesforcepartners

http://p.force.com/socialmedia

youtube.com/partnerforce

Follow us on social media

Thank you

Our success is not possible without our partners

Questions & Answers

Enjoy Your Holiday!

Cloud Academy: Getting Started as an SI Partner (November 26, 2014)

Technology

Transcript of Cloud Academy: Getting Started as an SI Partner (November 26, 2014)