Learn more about the Salesforce Partner Program for ISVs at p.force.com/isvprogram.

1. ISV Partner Benefits
Marketing Benefits by Tier

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
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, 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, risks associated with 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 quarter. This document and others 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 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*
*also review your Partner Non-Disclosure Agreement (NDA)

3. John Richter
Director, Partner Community
Salesforce Partner Program
@partnerforce

4. Overview

5. 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
• Partner Roadmap Webinar Replay – July 9
• All ISV Benefit Webinars
• Office Hours
• New resources
• Support

6. 6/16
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
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

7. The Salesforce Partner Program
​ World’s Leading Cloud Partner Program
ISVs
Consulting
Partners
Resellers
Digital
Agencies
Partner Community
Partner
Operations
Partner
Marketing
Partner
Development

8. Salesforce Partner Program Tiers
Taking success to the next level*
*See Partner Community for terms & conditions.
• Performance-based criteria
• ISV & SI Partners
• Program requirements
• Benefits by tier
• Clear path for advancement

9. Salesforce Partner Program Tiers
Performance-based criteria*
Registered SI – PVS < 250 points + fee
Registered ISV: ACV < $30K
Silver SI: PVS = 250 – 449 + fee
Silver ISV: ACV = $30K - $199K
Gold SI: PVS = 450 – 699 + fee
Gold ISV: ACV = $200K - $999K
Platinum SI: PVS = 700 – 1000 + fee
Platinum ISV: ACV > $1M
*PVS = Partner Value Score, ACV = Annual Contract Value. See Partner Community for terms & conditions.

10. 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

11. Becky de Loryn
Director, Partner Marketing
salesforce.com

12. Vision Deck
ISV & GTM Alliances Partner Marketing

13. Trusted Cloud: Transparency and trust in everything we do.
​ Cloud Leader: Pioneers, evangelists and catalyst for change.
​ Multi-tenant: Build to the Gold Standard, but democratize innovation.
​ Open Ecosystem: Extend solutions with apps for just about any business need.
​ Complete CRM: Customer at the center of all Clouds drives richer engagement.
Scalable, Metadata-driven platform: Three upgrades per year never break customizations.
​ Fast App Dev & Customization: Clicks-not-code allow anyone to build apps.
​ Customer Success: We are completely invested in our customers’ success.
8 CORE PRINCIPLES OF THE SALESFORCE ADVANTAGE.

14. ​ Our lucky co-marketing crew, here for you:
TBD
Strategic ISV
Co-marketing
Amanda Nelson
AppExchange
Content & Community
Clayelle Wolf
Strategic ISV
Co-marketing
Tori Jensen
AppExchange
Media & Analytics
Latrice Barnett
AppExchange
Marketing Program
Kat An
Partner Product
Marketing
Becky de Loryn
ISV & GTM
Co-marketing

15. ​ Our extended team of excellent marketers
Josie Chiles
AppExchange
Product Marketing
Marcio Garcia
ACD Platform
Partner Marketing
Christine Lee
AppExchange
Product Marketing
Devon Fenimore
AMP/AppExchange
Designer
Rebecca Brown
AMP/AppExchange
Writer
Jim Sinai
Platform
Product Marketing

16. ​ All our favorite words start with co
​ community

17. ​ All our favorite words start with co
​ collaborate

18. ​ All our favorite words start with co
​ compass

19. ​ All our favorite words start with co
​ coach

20. ​ But our world revolves around this C word
​ customer

21. ISV Partner Co-Marketing Vision
Vision
Make it impossible to ignore the impact that ISV partner apps have on delivering world-changing
customer success and helping Salesforce dominate the industry. Mobilize an army of the best
marketers in technology – within Salesforce and the broader partner community – to create a
new standard for customer-first, community-driven marketing. Be the center of excellence for
understanding, using, and marketing business apps.
Values
Customer-first
Community
Persistence

22. ​ But we’re here today to talk about
​ you

23. Marketing Insights & Access for All Types of Partners
AppExchange Listing
AppExchange Listing Analytics
Access to the Partner Community
Partner Marketing Power Hours
Eligibility for AppExchange Marketing Program
(AMP)*
Online Demo Jam Participation
App Factor Customer Story
Designated Partner Marketing Contact
Consideration for Platinum+ Dreamforce
Sponsorship levels
Prioritized PR Approvals
GoldPlatinum Silver Registered Free
* Rev share agreement required

24. AppExchange Listing in a Thriving Marketplace

25. Partner Community Access: Marketing Resources
Marketing Resources
• Branding guidelines
• PR Guidelines
• Best Practices
• Sponsorships
542 members today.
Personal goal = 1600 by Jan 31
->p.force.com/marketing

26. Partner Community Access: Partner Marketing Group
Partner Marketing Group
• Ask us questions
• Engage with peers
• Share best practices & challenges
542 members today.
Personal goal = 1600 by Jan 31
->p.force.com/signup

27. Partner Marketing Power Hour
Live webcasts every Wednesday at 9am
• 20-30 minute expert insights
• AppExchange listing reviews
• Open Q&A
Incredible Insights on Demand
• 20 archived sessions with Salesforce
and ecosystem marketing experts
We’ll be back in October!
->p.force.com/powerhour

28. AppExchange Marketing Program
Turnkey Co-marketing Packages
• Promotion opportunities
• Social & content
• Influencer engagement
Amazing Results & Reach
• 40%+ Average lift in lead activity
• 84 million media impressions
• 21 blog posts with 5K+ shares
• 9 videos with 10K+ average views
* Revenue sharing partners only
* Requirements vary by package
->p.force.com/amp

29. Online Demo Jam
Overview
What do you get when you combine the Salesforce Community, high-octane demo jams, and a dash of unpredictable
fun? A spirited and fun new format to showcase your app and drive awareness! Now happening monthly.
Benefits
• Show off your coolest use case or most exciting new developments to
a live audience of 100+ attendees in a 3-minute speed demo.
• Build a great relationship with your demo coach, a Salesforce MVP or
User Group leader who will help you refine and practice your demo
storyline.
• Enjoy ongoing social exposure because we record, post and promote
video from each event.
Availability
• Max of 7 partners per monthly event.
• Max of 1 direct competitor per event.
• Available only to Gold+ ISV Partners.
Full event video

30. App Factor Customer Story
Overview
Customer success is the language of Salesforce, and apps from the AppExchange are a major factor in many Salesforce
customer success stories – across all types of industries, companies, and departments. We’re going to trumpet that fact
loudly and frequently via the all new App Factor story collection. We will produce and promote 1-2 stories per week
starting in October 2015.
Benefits
• The AMP team will interview the marquis customer of your choice.
You secure the customer and make an intro. We will take it from
there.
• We will create an App Factor Customer Story slide with highlights of
how the customers’ success amplified with your app (new, branded
template in the works).
• Once the story is ready to publish, we will share it on all relevant
internal and external social channels, including a SlideShare collection
and blogs to feature collections of stories with similar impact.
Availability
• This benefit is only available to Gold and above ISV partners.
• We will reach out to each partner individually regarding schedule, in
order of priority determined by ISV management.

31. Come See Us at Dreamforce
4 Partner Marketing Sessions
• 9 marketers
• Broad perspective on marketing
with Salesforce
AMP Office Hours
• Meet Latrice & the AMP team to
learn more about current
packages and influence our FY17
roadmap.
Bit.ly/AMPatDF15

32. Questions

33. 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
• Partner Roadmap Webinar Replay – July 9
• All ISV Benefit Webinars
• Office Hours
• New resources
• Support

34. DF15 Partner Zone Guide
http://p.force.com/DF15
Ø Agenda Builder Instructions
Ø ISV, SI, & Marketing Cloud Sessions
Ø Partner Meetups
Ø Other Track Recommendations
Ø AppBash Party Details
Ø Partner Zone Features
Ø Replay Guide after Dreamforce
Ø New Updates, Keep Checking!

35. New ISV Partner Benefits (Summer Series)
Deep Dive on Partner Benefits
• Development Benefits (July 29)
• Go-To-Market Benefits (August 12)
• Marketing Benefits (August 26)
• Technical Benefits (September 9)
http://p.force.com/calendar

36. Thank you