Salesforce Partner Program for ISV Partners
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Transcript of Salesforce Partner Program for ISV Partners
Salesforce Partner Program for ISV Partners June 2015
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.
The risks and uncertainties referred to above include - but are not limited to - risks associated with 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 immature market in which we operate; our relatively limited operating history; our ability to expand, retain, and motivate our employees and manage our growth; risks associated with new releases of our
service; and risks associated with selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. are included in our registration statement (on Form S-1) and in other filings with the Securities and Exchange Commission. These documents are available on the SEC Filings section of this Web site. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements. Any unreleased services or features referenced in this or other 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.
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
Pre-Sales Post-Sales Webinars
Office Hours
Pre-Sales Post-Sales Webinars
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
ISV tier features and benefits
Marketing benefits by tier
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
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
ISV tier features and benefits
Go-to-Market benefits by tier
Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M
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
ISV tier features and benefits
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