The Accelerator Program provides ISVs with a framework for success by establishing metrics, milestones, and action plans that are reviewed regularly by both the partner and Salesforce. It aims to improve awareness, pipeline, and sales of the partner's product by leveraging various Salesforce resources like marketing support, product roadmapping, sales enablement, and events. The goal is for both sides to execute their partner success plan on a quarterly basis and continuously find ways to collaborate beyond just sales.

1. Driving Sales Success as an ISV
Michelle Paitich, Salesforce, Senior Manager, Partner Success
@michellepaitich

2. Safe harbor
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 product or service availability, 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 developing and delivering
new functionality for our service, new products and services, 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 outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, 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, new releases of our service and successful customer deployment, our limited history
reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential
factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most
recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others
containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, 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. Salesforce.com, inc. assumes no obligation and does not intend to update
these forward-looking statements.

3. Who do we have in the audience?
Current Salesforce
Partner
Current Salesforce
Partner
Potential
Salesforce Partner
in market
not yet in market
possibly in market
- How can Salesforce
help me grow?
- How can Salesforce
help me get to
market faster?
- What does the
Partner Program do for
me? How is it different?

4. Meet the Speakers
Scott Berg
John Stewart
Bob Smith
VP of Sales
@scottbergmail
CEO
@CloudbiltApps
CEO
@_Channelinsight

5. Session Agenda
• What is the Accelerator Program?
• Pro tips from the veterans
• Accelerator Program – how Salesforce can enable your team
• Next Steps; Q&A

6. The Accelerator Program helps partners grow
• Tools, resources, best practices, metrics, mentorship
• Scale faster
• Exceed revenue goals
• Greater brand awareness
• Better program alignment
Because when our partners succeed, we succeed!

7. Our goal is to enable partners for success
Ability to Execute
Challenged
Your Goal:
Improve Attractiveness
Aspiring
Your Goal:
Gain Competitive Advantage
Positioned
Your Goal:
Stay on Target
Promising
Your Goal:
Improve Ability to Execute
Attractiveness of Opportunity

8. Scott Berg
VP of Sales, ServiceMax
@scottbergmail

9. Focus on your value proposition and go to market
• AppExchange leads don’t fall from the sky
• Define a target market and solution that benefits from the Force.com
and/or CRM capability
• Identify and address a valuable “white space” in CRM
• Market and sell it like you built it all yourself
ServiceMax is rethinking field service and delivering on the promise of cloud and mobile software, powering a new era of field service
experiences for their customers' customers.

10. Define your key sales drivers early and often
Value Prop:
Companies need to have profitable after-market service businesses.
Looking for ways to maximize long-term customer value and retention
through innovative service offerings.
Target Market:
Small to large OEM manufactures and service providers.
White Space:
No one extending CRM beyond call center into “Field Service”.
Go To Market:
Direct marketing and selling with emphasis on outbound opportunity
creation.

11. Evolution of your Salesforce partnership
• Early in Salesforce relationship
•
Build things to distribute through App Exchange
•
Technical Evangelists support your app development strategy
• Mid-cycle
•
Co-selling and lead referral
•
ISV platform capability for sustaining larger application
•
OEM licensing for independent solutions
• Mature
•
ISV Force: Packing, License Mgt, Order Processing
•
Independent revenue share licensing

12. After your value proposition is built
• Results
• 100% annual sales growth for 5 years
• Top 10 ISV revenue contributor
• Robust SI partner eco system (Deloitte, Accenture, Etherios, Accumen)
• Enhancing value of Salesforce.com solutions to global customers
• Impact of ISV Program on ServiceMax
•
Enterprise grade solution for the world’s largest companies
•
Global ready technology (SLA, Privacy, BCP)
•
20 certified implementation partners (US, EMEA, APAC)
•
Focus on leading business features, not infrastructure

13. John Stewart
CEO, Cloudbilt
@CloudbiltApps

14. Evolving a Services Company into a Software Company
Formed as a services company named Saber Solutions, Cloudbilt
has been working on the Salesforce platform since 2009. Rebranded in May of 2013, our focus has shifted entirely to ISV
App’s on the AppExchange. Cloudbilt became a Force.com
Reseller in 2009 and an ISV partner in October of 2011.

15. May 2012 –
Hired and Built out
Marketing
August 28, 2009 –
Founded Saber Solutions
December 1, 2011 – first
App is released
2009
September 2009 –
Became a Force.com
Reseller
2010
2011
May 2013 –Participated in
Accelerator Program
2012
September 2012 –
Hired/Built out Inside Sales
January 4, 2010 –
Hired first employee
Sept/Oct 2013 –
Hired 2nd Outside
Enterprise Rep
July 2012Hired VP of Inside
Sales
April 2013 –
Hired EVP of Sales
2013
2014
FY2014 –
Budgeted at 45 Employees
-$500K in hard Marketing $

16. Evolve from a services to a software company
• Build out Marketing: 3 months before hiring inside sales people
• Arm your Sales people
• Identify Positioning, Messaging, Use Cases, Collateral, Lead Capture Mechanisms, First
Call Deck, buy call lists, set up email marketing, etc.
• Hire Sales Leadership: 3 months before hiring inside sales people
• The single most important hire you will make
– Hire a rolodex: Not just potential customer but potential sales people too
• Work with Marketing, Establish the sales approach, develop metrics, figure out the
elevator pitch, refine the value proposition, etc.

17. How to sell like a software company
• Hire and Train an inside Sales Team: 6 to 12 months
• Identify the perfect inside sales rep for your business model. Hire to the profile
– Establish realistic goals for your first sales team; Do not set them up for failure
• Test, Refine, Adapt
– Messaging, Pitch, Product Features, Price Point, Support, etc
• Hire Enterprise Reps: 12 months after building out inside team
• Do not be cheap: Nothing is more expensive then a “Bargain” Enterprise Sales Rep.
– Hint: The good ones have jobs.
• Pair them inside reps

18. Leverage your friendly neighborhood ISV team
• Cloudbilt’s ISV Team
• Alix Douglas, Nivi Gill, & Shannon Schupbach
• Cloudbilt Participated in the Accelerator Program
• ISV Team helped us with our messaging for the Website Re-Launch
• Offered feedback and guidance on our Brand Development Exercise
• Take Advantage of the Opportunities Offered
• AppExchange Placement Program
• Offer your software for free in conjunction with the Salesforce foundation to Non-Profits
• If you are offered a paid sponsorship spot at a user group meeting, take it
• Dreamforce is a must and participate as a sponsor in as many CCT’s as you can afford

19. Bob Smith
CEO, Channelinsight
@_Channelinsight

20. Focus your assets to build momentum
• We call this – All In With Salesforce
• Sales
• Marketing
• Technology
Channelinsight delivers the only Cloud Channel Sales Management Solution for sales professionals that
provides visibility into the channel for companies who want to see and manage their channel business the same
way they manage their direct business through their CRM

21. Build brand awareness and name recognition
• Always work with the direct Salesforce AEs
• Chatter – broadcast deal wins and information!
• Salesforce ISV team
• Focusing sales and resources
• Leverage Salesforce resources – Accelerator, App Academy, etc.
• Leveraging these resources has impact our your success?
•
Understanding how to work with Salesforce
• Marketing
• AppEx
• ISV Accelerator Program
• Salesforce AEs & RVPs
• Generating Revenue for Both

22. Closing the Gaps
• Always reach out and work with the Direct Salesforce AE
•
Have your AEs build a rapport with the Direct Salesforce AE
• Leverage advice from Marketing & ISV Sales Teams
• Make whatever you do important to your Salesforce ISV AE
• Using Salesforce’s Accelerator Program forces focus!
•
Your message
•
How to get to Salesforce customers and prospects
•
How to generate more business for both

23. Results today – All in with Salesforce!
• Roughly $2m of ISV sales in FY2014
• All deals worked jointly with Salesforce
• Continued growing closeness of relationship at all levels
Future
• Continued adoption of technologies
•
Force.com
•
Analytics
•
Communities
• Further Sales!

24. Accelerator Program
How Salesforce enables your team

25. The Accelerator Program provides a success framework
 Partner and Salesforce are executing deliverables in documented Partner Success Plan in a timely manner




Defined metrics (KPIs) to measure partnership success are compelling, documented and aligned at exec level
Milestones, action items, target dates and owners are defined and reviewed regularly
Partnership has right share of mind, cadence, and engagement amongst both exec tables
Salesforce AE understands how the partners leverages the Salesforce platform and its plans for future releases
 Partner and Salesforce are jointly planning partner product roadmap using Salesforce roadmap and releases





How the product should/could be sold has been discussed, refined, tested and agreed upon
Awareness of the product and generating pipeline is continuously improving
Partner is appropriately engaged without frustration or fatigue
Both sides are connected and continue to find ways to collaborate beyond the ISV sales function
Both sides executing against the partner success plan on a quarterly basis
 Salesforce continues improving its ability to enable the partner to be successful in market




There are no operational roadblocks that get in the way, or the roadblocks that previously existed are waning
Tracking pipeline is accurate and/or improving
Forecasting ACV is accurate and/or improving
Documented sales plan (Target # of leads/close rates, lead mgmt for lead-2-oppty close)
 COLLATERAL - eBook and/or Whitepapers




COLLATERAL - Product brochures, others
PRESENTATIONS - First Call Deck - Customer
PRESENTATIONS - First Call Deck - SFDC AE
PRESENTATIONS - First Call Deck - Partner AE
 TOOLS - ROI calculator





TOOLS - other lead generation tools
SEO
SEM
Retargeting
Analytics (Radian 6 and/or other web analytics engines)
 YouTube/Video




Social (Facebook, Twitter, others)
Lead to pipe ratio
Pipe to close ratio
Primary source of leads are successful
 partner has a defined customer education program




ISVForce PARTNER - Aware of end customers SFDC start and end dates
Documented product development plan & roadmap; Architecture/marketechure diagram
Certified trained technical resources on staff or using a PDO
TE has reviewed partner solution (1)
 Product or product roadmap addresses the 6 critical elements of connected apps





TE has monthly cadence calls with partner techincal lead
TE has understanding of ISV roadmap
SFDC has presented roadmap to ISV
TE has documented technical plan for adopting new SFDC technology
Address and resolve any outstanding architecture issues identified
 ISV has formal pre-release testing process for both new releases of the ISV app and for SFDC




Security Review did not have major issues that need to be addressed
Clear, succinct value proposition for SFDC AEs (list in discussion notes)
Clear, succinct value proposition for customers (list in discussion notes)
Solution is visionary, innovative, and/or disruptive
 Dedicated/designated partner sales team
 PR - Strong PR activities that drive partner and app
 Solution solves a critical business challenge in their target market
 De-brief on won/lost deals; understand why deals are stalled/lost
 PR - Key placements in trade publications and other key media sources
 Significant market opportunity with target % of market share identified
 External Chatter group with active partner manager
 AR - Key placement in Analyst reports and or quadrants
 Documented target market and economic buyer documented (list in discussion notes)




Ongoing sales enablement (training, campaigns, badges, motivation)
Experienced, established sales team with field and inside AEs
SEs aligned with the sales team
Lead-to-close-to-implementation rates are appropriate for the app and industry type




AR - Regular connections with key analyst organizations
SFDC EVENTS - Participation in CCT events
SFDC EVENTS - Participation in Dreamforce
SFDC EVENTS - Participation in other events (SKO, ad hoc events)




Market-competitive and clearly differentiated from others in the market
Competitive pricing/pricing thresholds based on avg. deal size
END CUSTOMERS: partners pricing structure is easy to understand
Pricing is logical and related discounts are justified
 Accelerating revenue
 PARTNER EVENTS - user conferences that highlight partner app
 Regular cadence with engaged partner exec team
 Exploring additional programs within Salesforce (Chatter, Heroku, Chatter Communities) to help partner sell
 PARTNER EVENTS - in-person customer events (regional, sporting, etc)
 Strong SFDC exec visbility, support, engagement
 Partner is obtaining and managing leads on their own
 PARTNER EVENTS - webinars to new oppys and/or existing customers
 Appropriate partner budget for this initiative
 Partner is obtaining and managing leads from Salesforce (AppExchange and AEs)
 INDUSTRY EVENTS - strong presence of partner app at Industry events
 Documented marketing and awareness plan aligned to the sales strategy/target market; Dedicated marketing team  PARTNER AE - Training plan for partner sales teams
 Listed publicly on AppExchange
 PARTNER AE - Internal awareness activities for partner sales teams
 Regular SFDC cadence calls that include success plan and detailed pipeline review
 Cadence call agenda; detailed mtg notes sent after each call with mgmt copied
 ISV PARTNER - partner is transacting on the channel order application
 Customized, well managed trial experience; branded TrialForce w/ automated email upon registration
 PARTNER SE - Technical/demo training (demo org, scripts, platform training)
 ISV PARTNER - no issues with placing orders in a timely manner
 Collateral (website, datasheets, first call deck, etc.) reviewed and GTM ready
 SFDC AE - Ongoing SFDC AE training
 ISV PARTNER - submitting cancellations or reduction orders at the appropriately time
 Clear voice that connects with Salesforce audiences
 Vertical-specific messaging *optional*
 WEBSITE - presence on company homepage
 SFDC SE - Ongoing SFDC SE training (demo training, demo org)
 Sales Tools - Getting started guides, FAQ, other tools
 Documented customer success stories for each won deal
 END CUSTOMERS - solution is easy to buy from the partner
 END CUSTOMERS - the sales cycle is simple and clear to end customers
 partner schedules no more than '5' calls a month
 WEBSITE - product-specific page
 Detailed, clear, impactful customer success plan; no (or few) red accounts
 the partner's support issues have been resolved in a timely manner
 WEBSITE - campaign landing page
 partner has completed Call1 and Call 2 with their POM
 the most common issues have been resolved (no ongoing issues)
 VIDEOS - Demo video
 partner has no red accounts
 Partner works with AE on successful deal structure
 VIDEOS - Company overview
 a team exists to support red accounts and big customer issues
 Ensuring all licensing aligns with the technical requirements of the Partner's solution
 VIDEOS - Customer success stories
 partner has clearly defined implementation/onboarding plan
 Economics of any deal generate an equitable share of return for both parties
 COLLATERAL - Data sheet
 current implemenation experience is seamless and timely
 Partner has defined MSA/SLAs
 Partner is communicating a need for a one-time discount in a timely manner

26. The framework is summarized in 8 key drivers
Idea
Market Opportunity
Marketing
Sales & Distribution
Customer Success
Management Team
Technology
Price

27. Today, we’ve focused on 4 areas to drive success
Idea
Market Opportunity
Marketing
Sales & Distribution
Customer Success
Management Team
Technology
Price

28. We’ve covered a handful of these items today
Idea
 Build clear value
proposition
Market Opportunity
Marketing
Sales & Distribution
 Identify target
market
 Create lead gen.
strategy
 Hire a closer and
build sales team
 Fill the white space
 Arm your sales
team
 Understand sales
process/cycle/cost

29. Gain input on value props for every customer type
Idea
 For (target customer)
 Input on value
prop and target
market
 Who (statement of needs)
 The (product) is a (category)
 That (state key benefits)
 Unlike (competitors)
 Our product (differentiators)

30. Help with customer discovery and market validation
Market Opportunity
 Market validation
 Customer
validation
Customer Discovery
And Validation
Identify Your
Target Market
Convert Existing
Customer Base
Differentiate Yourself
Against the Competition

31. Go-to-market best practices and lead gen. feedback
Marketing
Digital
PR
 Newsletters
 Collateral review
Events
 Co-marketing
Social
Media
Partnerships
Website
Integrated
Campaign
Strategy
Adver;sing
White
Papers

32. Framework for incentive compensation and training
Sales & Distribution
 Sales incentives
 Customer Chatter
Group
 Introductions

33. Next steps during Dreamforce

34. What to do when you walk out that door
Meet partners at Dreamforce – head to the AppExchange Partner Zone!
Log into the Partner Portal
Join the Accelerator Program: contact your ISV AE or
mpaitich@salesforce.com

35. Michelle Paitich
Scott Berg
John Stewart
Bob Smith
Senior Manager, Partner
Success,
@michellepaitich
VP of Sales
@scottbergmail
CEO
@CloudbiltApps
CEO
@_Channelinsight

36. More Information about Partner
Resources at Dreamforce

37. Partner Portal
 News
 Alerts!
 APP Academy
 Topics (A-Z)
 Links
 FAQ
http://p.force.com/ISV

38. Follow Us on Social Media
Twitter.com/partnerforce
Slideshare.net/partnerforce
Facebook.com/
Salesforcepartners
youtube.com/partnerforce
http://p.force.com/socialmedia

39. Check out The Business App Blog
 How To’s
 Thought Leadership
 Technical Best Practices
 Industry Trends
 Sales Tips
 Recommendations
 Marketing Insights
 Program Updates
http://p.force.com/blog

40. AppExchange Partner Zone
Visit the Partner Team in Moscone West - 3rd Floor
Get Inspired
Mobile Showcase
Get Tools
Cloud Alliance
Zone
Build Your Network
Expert Bar &
Community Lounge
Photobooth

41. ISV Success Track
Plan
Build
Distribute
Sell
Support
Ready to Partner with Salesforce.com?
APP Academy: Getting Started as an ISV
Support Your Customers
Architect & Design Your Commercial App
Distribute & License Your App
ISV Roadmap
Design Patterns: ISV Recipes for Success
Manage Your Business. . .
Connected Apps: Design Options
Interoperability: Combine Forces
Mobile for ISV’s (Part 1): Strategy
AppExchange Marketing Playbook: Build Your Brand
Avoid Growing Pains: Scale Your App
Emerging Technology:
- Heroku
- Salesforce Communities
- Service Cloud
- Social & Collaboration
Mobile for ISV s (Part 2): Develop
Next Generation UX for Commercial App
An Insider s Guide to Security Review
AppExchange Marketing Playbook: Generate Demand
Driving Sales Success as an ISV Partner
Meet the Power Brokers: VC Panel
Get the Guide! http://p.force.com/df13sessions
Follow sessions and join the Partner Success Group on

42. Don’t Miss AppBash 2013!
**7pm-9pm is the Partner Appreciation Party
Must have Partner or Sponsor Badge to get in