Getting Started as a Cloud Alliance Partner

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.
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
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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

Phil Patacca
Partner Development Manager
Salesforce Alliances Team

Agenda
Announcements
Understanding the Consulting Partner Enablement Lifecycle
Q&A

Have a Question? Post it to Chatter!
2 Ways to Ask Questions
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
http://p.force.com/question
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

Partner Roadmap Webinar
What’s New & What’s Next for ISV & SI (Consulting) Partners
• Access to & insight from our PM’s & Program Staff
• Transparency with our product roadmap
• Program announcements & Alerts!
• Around once per month
Next session is on Dec. 4 at 9am Pacific
Topic: Environment Hub
http://p.force.com/ROADMAP

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

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Office Hours For All Partners
Partner Community Office Hours New!
Partner Marketing Office Hours
PR Office Hours
Security Review Office Hours
http://p.force.com/officehours

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

Environment Hub
Org Management for ISV & SI (Consulting) Partners
• 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
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!
YES! NO!
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!

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
http://p.force.com/df14sessions

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
Plan Sell Business
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
Request 2 Free CRM licenses
Manage leads & projects in
Your Business Org
Lead Registration
Manage Sourced & Influenced
Opportunity Pipeline
Project Registration
Customer Satisfaction Score

5 phases for Consulting Partner Success
Plan
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

Consulting Partner Lifecycle: Plan
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
Create your profile

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
Customer
Stories
Reference-able information on
a Salesforce customer project.
Submitted to Salesforce by a
partner and reviewed by
Salesforce AEs, Salesforce
Marketing & PR
S et Goals for a Successful Partnership
• # of Certifications completed in year 1
• # of projects completed in year 1
• ACV Targets
• Customer Satisfaction Score

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

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

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:
• Experience based: test questions are based on 'use cases’
Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and
self-study
• 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:
Salesforce.com highly recommends a combination of on-the-job Service Cloud experience, online course attendance, and
self-study
• Building Applications with Force.com Part 1

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
• No registration fee
• Current status as a Salesforce.com Certified Force.com Developer is a prerequisite
• 2. Multiple-choice Exam
• 3. Review Board Presentation

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
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

Login with webassessor credentials OR create new account

Key fields in your profile
Ensure your certification is associated
to your company
Ensure your certification is recognized
by Salesforce Partner Program
correctly

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

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

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:

Certification Maintenance: Salesforce Certification Website
Release exam schedules
Release exam deadlines

Certification Maintenance: Partner Community
Partner Community is your one-stop shop

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

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

Plan Build Market Sell
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

Build Market
Manage My
Plan Sell Business
PARTNER PORTAL*
Lead Registration
Manage Sourced & Influenced Opportunity Pipeline

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

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

Project Registration & CSAT
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

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

FY15 Cloud Alliance Partner Program Tiers
USA & Canada
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
GOLD 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.
US CA
Sourced ACV2 1M 300K
Influenced ACV2 3M 900K
Certified Individuals1 50 15
CSAT 8.4
Customer Stories 5

Build Market
Manage My
Plan Sell Business
& Partner Portal
Accept Click Through
Agreement
Define Practice Focus
Set goals
Set Certification Goals
Access Partner Online
Training
Complete Certification Exam
Update Marketing Collateral
Define Sales Strategy &
Implementation Methodology
Request 2 Free CRM licenses
Manage leads & projects in
Your Business Org
Lead Registration
Manage Sourced & Influenced
Opportunity Pipeline

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)

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

Follow us on social media
Twitter.com/partnerforce
Slideshare.net/partnerforce
Facebook.com/
Salesforcepartners
youtube.com/partnerforce
http://p.force.com/socialmedia

Thank you
Our success is not possible without our partners

Getting Started as a Cloud Alliance Partner

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