Learn more about the Cloud Academy and getting started as a consulting partner at p.force.com/cloudacademy.

1. Phil Patacca
Partner Development Advisor
ppatacca@salesforce.com
August 2015
Cloud Academy
Getting Started as a Consulting Partner

2. ​ 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.
Safe Harbor

3. Welcome
Announcements
Understanding the Enablement lifecycle
Q&A
Agenda

4. Welcome to the Salesforce Family!

7. Celebrating 16 Years of Giving Back
1-1-1 Model
Adopted by
$85M+
Grants
1% Equity
25K+
Nonprofits & Higher Ed
1% Product
Sharethemodel.org
920K+
Service Hours
1% Time
Learn More @ ShareTheModel.org

8. Announcements

9. August 4 – Marketing Cloud – Partner Office Hour
August 5 – Partner Community Office Hours
August 5 – Partner Marketing Power Hour
August 6 – Partner Roadmap Webinar
August 11 – Expert Success Series
August 17 – Salesforce Advantage for Partners
August 18 – App Academy: Sales (Virtual)
August 19 – Cloud Academy: Getting Started (Virtual)
August 26 – ISV Partner Benefit Series
August 27 – Partner Program Quarterly Update
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

10. • 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 Partners
http://p.force.com/ROADMAP
Next session is on September 3 at 9am Pacific
Topic: Dreamforce Preview for Partners

11. Alerts! Important Notification for Partners
Read Each Notice Carefully
• Get a Sneak Peek of the New
Salesforce for ISVs
• UPDATED: Consulting Partner
Program Enrollment Has Closed
• Access the New Publishing Console
• Prepare for Upcoming Server Splits
http://p.force.com/ALERTS
You must log in to
see the Alerts!

12. Winter ’16 is Coming Soon!
✓ Sandbox Preview
✓ Pre-Release
✓ Release Schedule
✓ Release Notes
✓ Demos
✓ Preview Webinars
✓ Training
http://p.force.com/releases

13. Agenda Builder is Live!
Schedule your sessions now

14. DF15 Partner Zone Guide
Find sessions grouped by partner type (ISV, SI, Marketing Cloud)
http://p.force.com/DF15

15. Trailhead Contest 2015
​ From now until Dreamforce, we are hosting monthly contests that challenge you
to earn Trailhead badges for a chance to win an Apple Watch Sport or special
edition Trailhead hoodie.
Who: All ISV and SI Partners are encouraged to play
What: August modules – Visualforce Mobile or Event
Monitoring
Where: Trailhead Contest 2015 Partner Community
Chatter Group
When: Each month will have a new module to complete
so stay tuned to our social channels and the Partner
Community
How: Complete the module and post a screen shot of
your new badge to the Trailhead Contest 2015 Partner
Community Chatter group with #Trailblazer and you’re
automatically entered to win!
http://p.force.com/news

16. The Salesforce Advantage
​ Free Training to Learn Core Salesforce Positioning
• Same training as our own sales people
• Dreamforce Session: #RockTheAdvantage
• Training resources available at http://p.force.com/advantage
• No slides required!
• Join the Salesforce Advantage for Partners Chatter Group

17. Partner Community Office Hours
Partner Marketing Power Hour
Security Review Office Hours
http://p.force.com/officehours
Office Hours For All Partners
Dreamforce Office Hours
Marketing Cloud – Partner Office Hour

18. Partner Community Resources

19. How do I access?
✓ Partner Community p.force.comsignup
✓ Partner Online Training p.force.com/LMS
✓ Partner Sales Aid p.force.com/PSA

20. 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!

21. Partner Online Training
Now Includes the Partner Sales Aid
http://p.force.com/LMS
Login must contain @partnertraining.com

22. Partner Sales Aid (PSA)
• Access via Any Web Enabled
Device
• Phone & Tablet using Salesforce1
• Initial Access through Education
tabs in Partner Community
• PSA contains Sales & Sales
Support Content
http://p.force.com/psa

23. Partner Community – Topics (A-Z)
Jump directly to a specific topic
http://p.force.com/topics

24. Partner Community – Tip Sheet
http://p.force.com/tipsheet

25. Enablement Lifecycle

26. Understand the 5 phases of consulting partner enablement
Discover & optimize tools and resources
Understand the process and formulate your own strategy
Plan for customer success
Understand the foundations of a successful partnership
Session Goals

27. Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals
​ Build certification plan
​ Review Certification
website
​ Access Partner Online
Training Catalog
​ Execute on certification
plan
​ Define strategy
​ Train your practice team
​ Update collateral
​ Request 2 free CRM
licenses & manage leads
and projects
​ Lead Registration
​ Manage opportunity pipeline
sourced
joint sales
Project Registration & CSAT
Customer Stories
​ 5 Phases for Success
Plan Market & SellBuild
Manage Your
Business

28. Plan

29. Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals
​ 5 Phases for Success
Plan

30. Join the Partner Community
​ Create your profile
​ Join Collaboration groups
​ Review News & Events Calendar
​ Register for webinars

31. Define Your Practice Focus
​ Product Expertise
• What is your value proposition?
• Understand your differentiators
• Are you a new practice focused on custom development?
• Is your existing customer base heavily weighted towards contact centers and
customer service?
• Existing relationships with customers – Think beyond CRM
“Salesforce is a platform company. Period.”
- Alex Williams, TechCrunch

32. Define Your Practice Focus
​ Industry Focus
• Is your existing customer base heavily weighted towards an industry?
• Does your practice team have industry experience?
• Understand unique challenges of that industry
• Speak the language of the industry
• Trusted advisor
“As we look to grow to $10 billion and beyond, our new industries strategy is a huge opportunity for
salesforce.com to expand our footprint within existing customers and reach new enterprise customers.”
- Keith Block, President and Vice Chairman, salesforce.com

33. Define Your Practice Focus
​ Market Segment
• Enterprise Business Unit
• Commercial Business Unit
• Small Business 1-100 employees
• Mid Market 100-500
• General Business 500-1000
​ Services
• Business Consulting / Legacy System Migration / Integration / Quick Starts
​ Region
• Local presence is an advantage
• Leverage proximity to drive business

34. Set Goals
• Program Tier
• # of certifications completed in year 1
• ACV Targets
• # of projects completed in year 1
• Customer Satisfaction Score
• # of customer stories submitted

35. Build

36. Consulting Partner Lifecycle
​ Build certification plan
​ Review Certification
website & Resources
​ Access Partner Online
Training Catalog
​ Execute on certification
plan
​ 5 Phases for Success
Build

37. 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
​ Certification Maintenance & Continued Education

38. Certification Plan: Understand Certifications

39. 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

40. 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
Recommended Online courses:
• Implementing Sales and Marketing
• Preparing for the Certified Sales Cloud Consultant Exam

41. 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%
• Registration fee: $200
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

42. 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%
• Registration fee: $200
​ 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)

43. 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
• Current status as a Salesforce.com Certified Force.com Developer is a prerequisite
• 2. Multiple-choice Exam
• 60 multiple choice questions
• 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

44. 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

45. Example Certification Plan
Resource August September October 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 $2,400
​ Corporate Certification Goal: 8 net new certified individuals
​ Target completion date: January 2016

46. 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

47. Certification 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

48. 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

49. Salesforce Certification Website: Study Guide

50. Salesforce Certification Website: Webassessor
​ Click on register for exam

51. Salesforce Certification Website: Webassessor
​ Login with webassessor credentials OR create new account

52. 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

53. 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

54. Salesforce Certification Website: Support
​ Open a case
​ Access knowledgebase

55. Salesforce Partner Community
​ Sign up for Partner Online Training Catalog Access
​ Partner Roadmap webinars
• Access to & insight from our PM’s & Program Staff
​ Enablement webinars & office hours
​ Release support & training

56. Partner Online Training Catalog

57. ​ 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
Partner Online Training Catalog

58. Always use your @partnertraining.com credentials

59. 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)
​ Notified automatically when release training material and exams become available
​ Salesforce.com Certified Administrator Release Exam:
• Salesforce.com Certified Administrator
• Salesforce.com Certified Advanced Administrator
• Salesforce.com Certified Service Cloud Consultant
• Salesforce.com Certified Sales Cloud Consultant
​ Salesforce.com Certified Force.com Developer Release Exam:
• Salesforce.com Certified Force.com Developer
• Salesforce.com Certified Force.com Advanced Developer
• Salesforce.com Certified Technical Architect

60. Certification Maintenance: Salesforce Certification Website
​ Release exam schedules
​ Release exam deadlines

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

62. Certification Questions?
​ Join the Collaboration Group
​ Ask questions and engage
​ Use links of left hand navigation of group

63. Market & Sell

64. Consulting Partner Lifecycle
​ Define strategy
​ Train your practice team
​ Update collateral
​ Request 2 free CRM
licenses & manage leads
and projects
​ 5 Phases for Success
Market & Sell

65. q Review marketing resources in Partner Community
q Determine marketing strategy & educate your team
q Create AppExchange Consulting Partner Listing
q Update 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)
Market

66. 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 Pipeline Generation
Sell

67. Manage Your Business

68. Consulting Partner Lifecycle
​ Lead Registration
​ Manage opportunity pipeline
sourced
joint sales
Project Registration & CSAT
Customer Stories
​ 5 Phases for Success
Manage Your
Business

69. Register Leads & Projects
​ Lead & Project registration are key metrics
used to track partner success
​ Lead: New business uncovered by partner
​ Project:
• Tracks implementations delivered by partner
• Kicks off CSAT survey process upon completion
​ Leads & Projects are submitted through the
Partner Community
Lead Submission Video:
https://youtu.be/AQS_GcnrArk

70. Manage Opportunities
​ Sourced and Joint Sales ACV is a key factor used
to determine your program tier
​ What is sourced ACV?
​ Any previously unknown opportunity referred by
partner
​ Sourced ACV must be:
• Submitted as a lead through the partner community
• Accepted by the Salesforce sales team
• Result in new end user purchase of original services,
additional services or upgrade to existing services
​ What is Joint Sales (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
Joint Sale Video: https://youtu.be/K1cVH13_AMs

71. Customer Satisfaction Score
​ Customer Success is a top priority and key metric used to
track partner success
​ CSAT Scores are visible on your AppExchange listing
​ CSAT Scores are generated when you register and
complete projects in the partner community

72. Submit Customer Success Stories

73. Consulting Partner Lifecycle
​ Join Partner Community
​ Accept click through
agreement
​ Define Practice Focus
​ Set goals
​ Build certification plan
​ Review Certification
website
​ Access Partner Online
Training Catalog
​ Execute on certification
plan
​ Define strategy
​ Train your practice team
​ Update collateral
​ Request 2 free CRM
licenses & manage leads
and projects
​ Lead Registration
​ Manage opportunity pipeline
sourced
joint sales
Project Registration & CSAT
Customer Stories
​ 5 Phases for Success
Plan Market & SellBuild
Manage Your
Business
Getting Started 5-min Video:
https://youtu.be/n65TFWD8PVM

74. Thank you
Aloha &
Mahalo!