ISV Partner Benefits Development Benefits by Tier

 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.

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Safe Harbor*

*also review your Partner Non-Disclosure Agreement (NDA)

John Richter Director, Partner Community Salesforce Partner Program @partnerforce

Overview

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

•  Webinars

•  Office Hours

•  New resources

•  Support

•  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

Watch the replay from July 9 Topic: New ISV Program

•  22,000+ active members

•  23,000+ posts, comments, likes

•  1,000+ new assets (alerts, webinars, education, etc.)

•  200+ Chatter Groups

•  100+ live and online events in FY15

•  18 Partner User Groups (worldwide)

 One-stop shop for Information, Education and Collaboration

https://www.partners.salesforce.com

Partner Community’s Fast Growth

 Total Partner Users Over Time

Partners are the Foundation of the Customer Success Platform

•  Enables long-term customer success

•  Extends the customer success platform

•  Drives innovation

Open Ecosystem

Nine Year History of Success

2m+ Installs

2015 2006

Ap

ps

on th

e A

pp

Exch

ange

1m Installs

AppExchange Launches

IPO

$1.4b+ partner revenue

3m+ Installs

The Salesforce Partner Program  World’s Leading Cloud Partner Program

ISVs

Consulting Partners

Resellers

Digital Agencies

Partner Community

Partner Operations

Partner Marketing

Partner Development

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

Salesforce Partner Program Tiers Performance-based criteria*

GS – Global Strategic Partners (SI only)

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.

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

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Welcome Kit

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Online Product Training

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Pre-Release Roadmap

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Onboarding Resources

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Designated Tech Enablement

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Partner Dev Support (20)

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

Partner Premier

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

ISV Program Architect

Development benefits by tier

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Application Security Review ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

Online Product Training (Premier Training equivalent) ● ● ● ● ●

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Partner Developer Support (20 Case Pack) $ $ $ $ $

Partner Premier $ $ $ $ $

ISV Program Architect $

New and/or Improved

ISV tier features and benefits

App Security Review Security Review Office Hours

Sarah Whitlock Sr. Director, Productivity salesforce.com

Astha Singhal Sr. Product Security Engineer salesforce.com

James Dolph Sr. Director, Product Security salesforce.com

AppExchange Security Review

  - Mandatory end-to-end security assessment of all AppExchange offerings

    - Reviewed by the AppExchange security team

  - Find all classes of security bugs in your app.

  - Last check before the app can go live.

  - We follow the Salesforce data and risk to the users.  

What is the AppExchange security review?

The Security Review helps you sell to the enterprise market

  - At Salesforce, Trust is our #1 value.

    - We want you to be a part of our trusted ecosystem.

  - The security review helps you meet the security expectations of enterprise customers.

  - Being a part of the trusted Salesforce ecosystem helps you sell to the enterprise customer.

  - Helps you make security an ongoing part of your development process

 

But why do I have to do this?

How do I pass ?

Think about security from Day 1

  - Make use of all the resources that we provide

  - Developer security education goes a long way.

  - Include security considerations as a part of your design.

  - It’s harder to fix security issues at the end.

  - Give yourself time to pass the security review.

  - The AppExchange review is supposed to be a last check.

How do I pass ?

  p.force.com/security

  - Secure Coding Guidelines

  - Secure Coding Library

  - Security Self-Assessment

  - Partner security office hours

  - Force.com Security Code Scanner

  - ISV program partners receive training for OWASP ZAP Proxy http://developer.force.com/security

Security benefits of being an ISV partner

  - We are always adding more resources ! - Chimera - Fire-and-forget composite app scanning

- Trust Academy - Hands on Force.com training

  - Improved resources and documentation for newer Salesforce technologies

  - Developer focused security talks at Dreamforce

  - Security booth at the developer zone at DF 15 !

Security benefits of being an ISV partner

Processing

Users

Data Storage

UI

Custom Objects

Users

Accounts & Contacts

Reporting, Workflow

Op

en A

PIs

Custom/REST/SOAP API

What do we test?

What do we test?

-  Automated code scan -  Manual code review and black box testing -  Client side components (Flash, JavaScript) -  Integrations and web services

-  Automated testing and manual black box testing -  Client side components (Flash, JavaScript) -  Integrations and web services -  Architecture review and web server testing

-  Manual hands on testing of the application -  Integrations and web services -  Architecture review and web server testing

Make sure we have everything we need to test your app

Scope Reports

-  Complete end-to-end testing environment for all elements of your solution

-  Correct credentials to all systems

-  Test account, Web App, other

-  Checkmarx report -  ZAP report -  False positive

documentation

CeCredentials

  - The review report is supposed to be representative of all issues in your app and not a comprehensive list.

  - Use it as a guiding document to identify and remediate all instances of these issues in your offering.

  - Educate your developers to prevent these issues for ongoing development

  - Update your processes and coding practices to remediate these issues at a framework level.

  - The security review enables you to maintain the security standard that your customers expect.

 

How does the review report help me?

  Security is not done when the Security Review is over

Partner Community - Security  Learn How To Build Secure Apps

http://p.force.com/security

•  Security Wizard Demo

•  Training

•  Trust Academy (August 2015)

•  Dreamforce Sessions (October 2015)

•  FAQ

•  Tools and Resource Links

•  Security Review Chatter Group

•  Office Hours

Questions

6/16 10/1

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

Partners will be required to be in the compliance process

with the new program

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 Compliance Date

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

•  Webinars

•  Office Hours

•  New resources

•  Support

New ISV Partner Benefits (Summer Series) Deep Dive on Partner Benefits

•  Development Benefits (July 29)

•  Technical Benefits (August 12)

•  Go-To-Market Benefits (August 26)

•  Marketing Benefits (September 9)

http://p.force.com/calendar

Thank you