Welcome to the Cloud Journey Webinar (October 18, 2016)

1. Welcome to our Cloud Journey webinar series!
Partner and Reseller
Enablement
Michael Scherbaum Mukesh Kumar
Sales & Pre-Sales Success Services
mscherbaum@salesforce.com mukesh.kumar@salesforce.com

2. Who Are We?
Emerging Reseller Enablement
Team

3. Remit of our Team
•Launch a series of onsite and remote training sessions; sharing collateral for Success
•Enablement Team supporting our Partners & Resellers in emerging market
•Partnership with Advocates to drive execution within Business
•Measure & Deliver Success (Partner + PAM + Enablement)
•Business Uplift (ACV growth; growth in customer brands)
•Customer Success (reduced red accounts / escalations; secured renewals)
•Quarterly Business Reviews to track enablement of resources
​Goals and Objectives

4. Meet the Team
Snr. Manager PS/S
Michael Scherbaum
Dir. Post-Sales
Gil Shaham
Snr. Manager
CFL
Mukesh Kumar
Dir. Partner
Practice Asia
Vincent Poncent
Manager
Project Mgt.
Jen Boysen
Dir. Partner
Sales Dev.
Andrew Zinger

5. Time at Salesforce:
6 years, started in CBU as Engagement Manager
Previous Roles:
CRM Consultant, Oracle
Management Consultant, Accenture
Consulting Sales, Siebel
Passionate About:
Travelling and experiencing all cultures
Personal Life:
Married for 11 years, with 2 children
Team Biography: Mukesh Kumar
Senior Manager, Customers For Life

6. Time at Salesforce:
5 years, started as a Solution Engineer in SMB
Previous Roles:
Solution Engineer across EMEA
Technical Account Manager, IBM
CRM Consultant
CEO of a startup
Passionate About:
Sport, cooking and friends & family
Team Biography: Michael Scherbaum
Senior Manager, Sales & Pre-Sales

7. Wide Mix of Training Resources Available NOW
2 or 3-days interactive meeting delivering
presales, post sales and customer success
training, Salesforce Solutions positioning,
competitive information, and role-playing
exercises.
Reseller
Bootcamp
Participate in ongoing webinar courses that will
reinforce existing knowledge and keep
resellers up-to-date with Release readiness
webinars, cloud specific trainings and industry
deep dives.
Cloud
Journey
Walk-in sessions for resellers to ask questions
about ongoing opportunities, accounts and
any other open business.
Partner
Clinics
Empower the extended reseller community
with the vision, positioning of ISV partners
products and technical skills to align, focus
and win projects more effectively.
In-Country
Events
Quarterly meeting together with the PAM to
talk about the state of the business, their
current learning journey, new hires, future
learning and KPI attainment.
Reseller
QBR
Collaborate on a regular basis with a named
Salesforce SE in order to stay up-to-date on
product releases, industry trends and
customer reference analysis.
Chatter
Group
Coaching
Engaging self-service content that will teach
resellers the business values, engagement
models and operational skills to succeed as a
salesforce reseller.
Community
Journeys

8. ▪ Cloud Journey is specifically available
to our Salesforce Reseller Partner
Community as an additional learning
resource.
▪ Join these sessions to learn more
about business with Salesforce and
have an opportunity to hear best
practices across key topics: Sales &
Pre Sales, Post Sales and Customer
Success.
Cloud Journey Webinar Series
Ongoing Enablement Series across the customer lifecyle
ACCESS:
Registration Link

9. Partner Community Learning Paths by Role & Enablement
By Products
By
Industries
By Roles
p.force.com/roles
p.force.com/products
p.force.com/industries

10. Trailhead Learning Paths by Role
​Partner Community Education, Enablement, & Engagement All in One Place
▪ Content to train partners in the same
way we train our own internal teams
▪ Featured Trailhead modules make it
easy to learn and earn badges
▪ Companies can now track all
Trailhead Badges and Certifications
through the Partner Community
▪ Recommended Chatter Groups by
Roles, Products, & Industries help
partners with direct coaching &
feedback from our inside experts
ACCESS:
p.force.com/roles

11. Chatter Groups by Role Available
​Extension of Education, Enablement, & Engagement All in One Place
Recommended Chatter
Groups by Roles, Products, &
Industries help partners with
direct coaching & feedback
from our inside experts

12. Emerging Enablement
Diary Dates

13. Training Programme
1 & 2 November 2016 (Johannesburg)
23 & 24 November 2016 (Dubai)
15th & 16th November India (Mumbai)
13 & 14 December 2016 (Turkey)
Reseller
Bootcamp
Rotation across four areas, starting from…
18th
Oct – Welcome
25th
Oct – Sales & Pre Sales
1st
Nov – Post Sales
8th
Nov – Success Services
Cloud
Journey
Every Thursday @ 10-11am (GMT)Partner
Clinics
17th Oct - Service Cloud and Community
Academies (Jo’burg)
28th
Nov - Dreamforce2U Dubai
In-Country
Events
Various by region
Reseller
QBR
Chatter Groups to join now…
Pre-Sales & Sales
Post-Sales
Success Services
Chatter
Group
Coaching
Role-based Learning Path available on
Partner Community, join now…
Pre-Sales
Sales
Post-Sales
Success Services
Community
Journeys

14. Partner Enablement
Boot camp
​Planned Agenda

15. Day 1 – Sales & Pre Sales
The Salesforce Advantage
Discovery
What is an SE
Demo Objectives
Demo planning & Storyboards
Demo Build – How to use the SDO
How to demo Lighting Experience
How to demo Pardot
How to demo Service Cloud
The Follow-Up & Leave behinds
Back at home: How to work with your Salesforce contacts
​** agenda and running order likely to change **

16. What are Success Services?
Introduction to Cloud Services
Role of a Salesforce Customer Success Manager
Salesforce 7 Domains Success Framework
Salesforce Adoption Best Practices
Managing Salesforce escalations and red accounts
Managing Salesforce support cases
Ensure successful renewals
Examples of Salesforce Quarterly Business Reviews
Salesforce Implementation Best Practices
Day 2 – Delivery & Success Services
​** agenda and running order likely to change **

17. Together, Salesforce & Partners Accelerate Customer Success
YOU +
▪ Adoption
▪ Agility
▪ Time to Value
▪ Innovation
▪ Future Proof
▪ Ohana

18. Thank Y u