Cloud Academy: Planning for Success as a Consulting Partner (October 13, 2014)

1. Cloud Academy:
Planning for Success as a Consulting
Partner
Annie Berkery
SI Senior Partner Associate
@Annie Berkery

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. Annie Berkery
SI Senior Partner Associate

4. Top Ten: What Makes A Successful
Salesforce Consulting Partner

5. Top Ten: What Makes a Successful Partner
1. Practice focus - industry and/or product expertise
2. Ability to scale - # of certified consultants and types of certification
3. Salesforce Partner Cloud Alliance Tier Achievement
4. Track record of successful implementations
5. Track record of high customer satisfaction scores
6. Existing relationships with customer
7. Registers leads & projects
8. Local presence
9. Up-to-date on our technology releases
10. Marketing Strategy & Outreach

6. 1. Practice Focus – Product Expertise
• Understanding your practice’s value
proposition, differentiators, and customer
base
• Are you a new practice focused on
custom platform development?
• Is your existing customer base heavily
weighted towards contact centers &
customer service?

7. 1. Practice Focus – Industry Expertise
“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

8. 2. Ability to Scale - # of Certified Consultants
• The types of certifications your employees hold should correlate to your
salesforce.com practice focus
• Understanding your practice’s differentiators helps determine your certification path

9. 3. Salesforce Partner Cloud Alliance Achievement
Pillars of Success
ACV
SOURCED
ACV INFLUENCED ACV
EXPERTISE
CERTIFIED
INDIVIDUALS
CUSTOMER SUCCESS
CSAT CUSTOMER STORIES

10. 4. Track Record of Successful Implementations
• Ability to scope project correctly
• Ability to execute & manage customer
expectations
• Customer success stories & references
• Grow deals through deep understanding
of the customer

11. 5. Track Record of High Customer Satisfaction Score
• Customer Success is a top priority
• CSAT Scores are visible on your
appexchange listing
• CSAT Scores are generated when you
register and complete your projects in
the partner community

12. 6. Existing Relationships with Customers – Think Beyond CRM
Sales Cloud Service Cloud Marketing Cloud AppExchange Customer Apps
Salesforce1 App
Salesforce1 Platform APIs
Force.com Heroku1 ExactTarget
Fuel
Salesforce1 Platform Services
“Salesforce is a platform company. Period.” Alex Williams, TechCrunch

13. 7. Register Leads & Projects
• Lead & project registration are key metrics
used to track partner success
• Lead: New business uncovered by partner
and submitted
• Project:
– Tracks implementations delivered by
partner
– Kicks off CSAT survey process upon
completion
• Leads & projects are submitted through the
Partner Community

14. 8. Local Presence
• Your local network is an advantage
• Leverage proximity to drive business
• Walk the halls
• Local Partner User Groups
– Be a thought leader
– Build your network
– Grow your pipeline

15. 9. Stay up to date on technology releases
Automatic
Upgrades
42 Major
Releases
Multi-tenant
Infrastructure
Single Code Base
and Shared
Infrastructure
Trusted
Transparency
Real-time status
Unbreakable
Customizations
500M
6B Lines of
Apex Code
API Calls
Per Day,
28 Versions
15M Custom
Database
Tables
12M
Visualforce
Pages
Integrations and
customizations
auto-upgraded

16. 9. Stay up to date on technology releases
• Partner Community Resources
– Partner Roadmap Webinars
– Release Notes for Partners
– Collaboration Groups:
– Release for Partners
– Release Readiness
• After each release you must pass
the release exam to maintain your
certification
– Certified Administrator
– Certified Force.com Developer

17. 10. Marketing Strategy & Outreach
• Build your core message
• Create shareable content
• Outbound marketing program
• Events
– Webinars
– In person
• Run PR and social media campaigns

18. Key Resources

19. Key Resources
• 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
• Success Community: https://success.salesforce.com/
• Salesforce Certification website: http://certification.salesforce.com/

20. Check out the new Partner Community
https://partners.salesforce.com/

21. Connect with Partners in the Partner Zone
The Westin Hotel, Market Street
2nd Floor – Metropolitan Ballroom
INNOVATE with the leading technology
• Demos of new Salesforce technology
CONNECT with members of the partner community
• Partner Community Theater
• Networking areas
• Welcome reception and daily lunch service
GROW your business with resources
• 70+ partner-specific sessions
• ‘Ask the Experts’ consultation stations

22. AppBash 2014 on Wednesday Night!

23. Q&A