partner roadmap webinar: new isv program changes (july 9, 2015)

Partner Roadmap Webinar New ISV Program Changes

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 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.

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Safe Harbor*

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

Rajiv Patel Sr. Partner Program Community Specialist Salesforce Partner Program

Announcements

July 1 – Partner Community Office Hours

July 2 – Partner Marketing Power Hour

July 2 – Q&A with Lightning Component Experts

July 7 – App Academy: Getting Started (Virtual)

July 7 – Marketing Cloud – Partner Office Hour

July 9 – Partner Roadmap Webinar

July 14 – Road to Dreamforce Weekly Broadcast

July 17 – Cloud Academy: Getting Started (Virtual)

July 21 – App Academy: Marketing (Virtual)

July 29 – ISV Partner Benefit Series

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

•  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 August 6 at 9am Pacific Topic: Lightning UX

Alerts! Important Notification for Partners Read Each Notice Carefully

•  Submit Dreamforce sponsor press releases by July 31

•  Prepare for Upcoming Server Splits

•  Home Page Component Changes in Progress (Updated May 22, 2015)

•  LMA Sandbox Leads

http://p.force.com/ALERTS

You must log in to see the Alerts!

2015 Salesforce Partner Innovation Awards Enter your submission by August 7

http://p.force.com/news

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: July’s modules – Reports & Dashboards or Visualforce Basics

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

John Richter Director, Partner Community Salesforce Partner Program @partnerforce

New Video on Joint Selling  Learn about Joint Sales Credit – AE’s and Partners

Look in the “Official SI Consulting Partner Leads Chatter Group”

•  New recorded video produced by Phil Patacca

•  How to work with our AE’s •  How to receive credit on

joint deals •  Best practices for joint

selling success

Dreamforce Partner CFP Results Coming Soon! Partner Track Sessions at Dreamforce

http://p.force.com/CFP

•  Over 300 total submissions •  Finalizing the list this week •  Announcements next week •  Emails by July 15 •  We may need additional

clarification •  We cannot review submissions •  Agenda Builder goes live in

early August •  DF15 Program Guide Soon!

AppExchange Publishing in Partner Community (July 24)  Fully revamped publishing experience is moving to the Partner Community

Coming Soon! The Salesforce Advantage  Free Training to Learn Core Salesforce Positioning

•  Same training as our own sales people

•  Webinar date/time soon •  Training resources

available soon •  No slides required! •  Follow the Official:

Partner Community Chatter Group

http://p.force.com/ “Coming Soon”

Lightning UX Details Coming Soon!

Product Enablement on the Partner Community Sales & Implementation Resources

http://p.force.com/products

Welcome to our Marketing Cloud Partners! New Resources on the Partner Community

http://p.force.com/marketingcloud

Jim Stroka Director, Success Engagement salesforce.com

“Getting Started” Assets for Partner Projects Using our Customer Success Group’s Assets for your Implementations

Preparing Customers for Implementation

•  Inconsistent approaches to

learning & preparation

•  Creating & updating unique collateral

•  Post-project transitioning

Every partner has their own approach to customer project readiness

Customer Success Group “Getting Started” Framework

Steps Resources

Start with the Fundamentals Learn about the tools and support services available to help on the path to success.

All resources available at www.salesforce.com/gettingstarted

Prepare for Success Understand how to prioritize your business objectives and measure your success.

Create the User Experience Learn best practices to set up Salesforce to align to your business.

Enable the User Experience Obtain tips to prepare, import and manage your data.

Deploy & Empower Your Users Drive end user adoption by providing effective training, support and motivation techniques.

On-Demand Videos

Getting Started Community

In-App Walkthroughs

Circles of Success

Getting Started Webinars

Use our “Getting Started” Assets in your Methodology

•  Maintained by Salesforce

•  Consistent Approach to Learning & Preparation

•  Localized in 6 Languages

Getting Started for Partners Recommended Methodology Integration Approach

Sponsor Process Owner Admin Data

SME Stage Recommended Materials Customer Time

Pre- Implementation

●  JOIN THE GETTING STARTED COMMUNITY 1 minute x x x x

●  Register & Attend “Start with the Fundamentals” Webinar 1 hour x x x x

●  Take Training: Navigating Salesforce 1 hour x x x x

●  Take Training: Administering Salesforce 1 hour x

●  Watch Prepare for Success Webinar 20 minutes x x

●  Review Adding & Managing Users Quick Start 15 minutes x

Implementation

●  Watch Create the User Experience Webinar 15 minutes x

●  Review the Set Up Series 1 hour x

●  Watch Enable the User Experience with Data Webinar 20 minutes x x

●  Review the Data Import Series 1 hour x x

Transition

●  Watch Deploy and Empower your Users Webinar 20 minutes x x x

●  Review Reports & Dashboards Quick Start 15 minutes x x

●  Revisit the Getting Started Community (One stop shop for questions & help) 5 minutes x x x x

●  Attend Circles of Success to learn and share best practice with other customers 1 hour x x x

John Richter Director, Partner Community Salesforce Partner Program @partnerforce

New Salesforce ISV Partner Program 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

•  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

http://www.partners.salesforce.com

Partner Community’s Fast Growth

 Total Partner Users Over Time

 Top 10 Most Influential Partners

Thank You To Our Top Partner Contributors!

•  AppEx Publishing (7/24)

•  Expanding Manage Users (bulk invitations, large org management)

•  APIs for Leads & Projects

•  Support for Marketing Cloud Partners

•  Groups Directory & Group Landing Pages

•  Onboarding Wizard

•  Online Training

•  Customer Stories (re-design)

•  Salesforce1 Mobile

What’s Next  Partner Community Enhancements

FY15 Program & Product Enhancements Delivering Innovations for Partners

•  Launched Partner Community

•  Simplified Case Management

•  Security Review streamlining

•  Expanded AppExchange Marketing

•  Partner Office Hours

•  Designated Partner Account Manager

•  Trailhead for Developers

•  Product Enablement Kits

•  Cert # in Partner Community (6/26)

•  Publishing in Partner Community (7/10)

•  Launched Environment Hub for Partners

•  Pre-Release Environments for Partners

•  Removing obsolete components from Managed Packages

•  Permission Sets made available to PE orgs (Summer ‘15)

•  Lightning Components

•  Platform Monitoring (GA, Winter ’15)

•  Field Audit Trail (GA, Spring ’15)

•  BigObject with Ability to Archive Data (Pilot, Summer ’15)

•  Simplified Package Installer

•  Connected Apps

•  Saleforce1 Mobile

Program Product

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

MOST INNOVATIVE COMPANY IN THE WORLD

16K Employees

$1.51B FY16Q1 Revenue

2013 • 2014 • 2015 2008 • 2009 • 2010 2011 • 2012 • 2013

2014 • 2015

2011 • 2012 2013 • 2014

6th Largest Software Company in the World

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 – Leadership

Go-to-Market Alliances Industries Strategic System

Integrators Growth Partners ETMC Global Channels

Partner Marketing, Ops,

Programs & Infrastructure

Leader

Dan Streetman Kori O’Brien Don Lynch Denzil Samuels Joe Gruca Neeracha

Taychakhoonavudh

Description

§ Aligns to sales regions with accountability for sales engagement

§ Acts as Single Point of Contact for every sales leader

§ Provides first level support on all red accounts

§ Develop and evangelize industry solutions that can be leveraged across the partner ecosystem

§ Promote exponential growth in focused Industries

§ Aligns program management of strategic partners with assigned PAMs

§ Plans executive relationship and mapping

§ Ensures delivery of success through certifications, etc.

§ Develop unique and compelling solutions leveraging the competitive strengths and technologies of strategic partners

§ Supports agency growth

§ Channel resellers § Marketing Cloud

social agencies

§ Refine cloud alliance program mgmt & comms

§ Drive alliance program marketing

§ Provide partner support

Andres Ceballos VP, ISV & Channels salesforce.com

New ISV Program

We are a customer company and our partners are our customers

Clarity Partners want to understand how they are valued

Speed Partners want to get on the AppExchange faster

Relevance Partners want our AEs to promote their products

Predictability Competitive partners want to understand where they stand

Support Partners want a program that gives them a level of support

Requests from Our Partners

Processes §  Approvals: Improving process to better

align new ISV apps with cloud and industry strategy

§  ISV Agreements: Streamlining process for ISVs to get to market faster

§  Competitive Partners: Instituting policies to predictably address existing partners that have become competitive

Organization §  Strategic BD Team: Rapidly accelerating

ACV growth of our top partners through non-standard partnerships

§  Partner Success Team: Focusing on reducing end-customer attrition of ISV partners

§  Partner Account Managers: Moving to scalable support model to expand partner coverage

§  A&C Org: Aligning more closely with other A&C resources

Program §  Standardized Pricing: Simplifying pricing

for PNR-eligible partners and new program for connected/API partners

§  Strategic Deals: Creating innovative deal structures for strategic partnerships

§  Tiered Benefits: Allocating benefits and resources across new partner levels

We are evolving the ISV business in 3 ways

1 2 3

Tier Free Registered Silver Gold Platinum Minimum ACV

Attainment - None $30K $200K $1M+

Technology Access

Technical Enablement Self-Service Pre-Sales, Webinars,

Office Hours Pre-Sales and

Post-Sales Pre-Sales and

Post-Sales Pre-Sales and

Post-Sales

Marketing Support AppExchange Listing

AppExchange Listing, Webinars, Office Hours

Access to AMP

AppExchange Listing Access to AMP

AppExchange Listing Access to AMP

AppExchange Listing Access to AMP PR Promotion

Marketing Support

Go-To-Market Resources Self-Service Limited PAM Support Full PAM Support

Full PAM Support Business Reviews

Partner Success Support

Full PAM Support Business Reviews

Partner Success Support Direct Channel

Additional Paid Features: Designated Technical Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success Manager

Partner Benefits Increase With Tiering

Technology Access

Tier Free Registered Silver Gold Platinum Minimum ACV Attainment Needed - None $30K $200K $1M TECHNOLOGY ACCESS Force.com Developer Edition Org with Lightning ● ● ● ● ● Lighting UI Component Framework ● ● ● ● ● Workflows and Logic ● ● ● ● ● REST & SOAP APIs ● ● ● ● ● Mobile Services ● ● ● ● ● Identity Services ● ● ● ● ● App Analytics ● ● ● ● ● Code packaging and protection ● ● ● ● ● Licensing & Trial Management ● ● ● ● ● Subscriber Support Services ● ● ● ● ● Monthly Office Hours ● ● ● ● ● App doesn't count against customer org limits ● ● ● ● ● AppExchange Store Builder ● ● ● ● ● Development & Test Environments ● ● ● ● ● Pre-Release Environments ● ● ● ● ● 2 Free CRM Licenses for Business Org ● ● ● ● ●

Sell Your App to Group and Professional Edition (API Token) ● ● ● •  Heroku for ISV Partners ● ● ● ● Desk.com for ISV Partners ● ● ● ●

ISV Tier Features and Benefits

Development Support

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

DEVELOPMENT SUPPORT

Welcome Kit ● ● ● ● ●

Security Review Prep Office Hours ● ● ● ● ●

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

Pre-release Roadmap Review ● ● ● ● ●

Onboarding Resources ● ● ● ●

Designated Technical Enablement ● ● ●

Application Security Review ● $ $ $ $

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

Partner Premier $ $ $ $ $

ISV Program Architect $


Marketing Support


MARKETING SUPPORT

AppExchange Listing ● ● ● ● ●

AppExchange Listing Analytics ● ● ● ● ●

Access to the Partner Community ● ● ● ● ●

Partner Marketing Power Hours ● ● ● ● ●

Eligibility for AppExchange Marketing Program ● ● ● ●

Customer Story SlideShare ●

Designated Salesforce Marketing Lead ●

Consideration for Platinum+ Dreamforce Sponsorship Levels ●

Prioritized PR Approvals ●


Go-to-Market Support


GO-TO-MARKET RESOURCES

App Academy and Roadmap Webinars ● ● ● ● ●

Access to Partner Community Support Groups ● ● ● ● ●

Expert Success Series •  ● ● ●

Designated Partner Account Manager ● ● ● ●

Dedicated Partner Account Manager Support ● ● ●

Designated Partner Success Manager ● ●

Business/Product Reviews ● ●

Executive Sponsorship ●

Eligibility for nextlevel** $ $

Designated Partner Success Manager $

** For Platinum, Gold, and Partners currently in the Program


§ Created team to focus on complex partnerships and management of strategic partners

§  Moved to scalable support model to expand partner coverage

§ Maintained existing mapping to Partner Account Managers

ISV

Partner Account Managers

Strategic BD

Tech Enablement

The ISV team has been reorganized to streamline coverage & align with A&C resources

§ Created team to provide targeted coaching to ISVs and manage ISV end- customer attrition

Partner Success

§ Aligned mktng benefits around SI mktng benefits

§ Expanded coverage model to support ISV partners § Launched training on top ISVs for GTM team

§ Aligned around specific industry solutions needed and priority ISV targets

Go-to-Market

Partner Marketing

Industries Strategy

§ Integrated approach with ISVs on top accounts

SIs

ISV Partner Program: Predictability and Transparency

HubSpot currently leverages the Salesforce1 Platform to extend the functionality in its products. By HubSpot renewing the agreement, current and future customers will continue to benefit from seamless integration between the two companies' solutions. “HubSpot is committed to solving for customer needs, so I'm thrilled that we were able to extend our agreement," said Brian Halligan , CEO & co-founder of HubSpot . “HubSpot will continue to leverage the best that the Salesforce1 Platform has to offer to our joint customers." "This extended agreement reinforces the flexibility and power of the Salesforce1 Platform. The focus of our partnership is to ensure the long-term success of our mutual customers," said Tod Nielsen , EVP of Platform, Salesforce.

May 28, 2015 §  Our explosive growth over the last four years has

led to more overlapping offerings in certain arenas between partners and Salesforce

§  We have developed a programmatic and predictable manner to address potentially competitive partners

§  This approach has received the highest level of support from within Salesforce and offers a clear path for continued partnership, including:

ü  Alignment on technology access

ü  Explicit direction on joint marketing and event sponsorship

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

Questions

Those tables of benefits are really small print, where can I learn more?

Those tables of benefits are really small print, where can I learn more?

http://p.force.com/isvprogram

FY15 Program & Product Enhancements Delivering Innovations for Partners

•  Launched Partner Community

•  Simplified Case Management

•  Security Review streamlining

•  Expanded AppExchange Marketing

•  Partner Office Hours

•  Designated Partner Account Manager

•  Trailhead for Developers

•  Product Enablement Kits

•  Cert # in Partner Community (6/26)

•  Publishing in Partner Community (7/10)

•  Launched Environment Hub for Partners

•  Pre-Release Environments for Partners

•  Removing obsolete components from Managed Packages

•  Permission Sets made available to PE orgs (Summer ‘15)

•  Lightning Components

•  Platform Monitoring (GA, Winter ’15)

•  Field Audit Trail (GA, Spring ’15)

•  BigObject with Ability to Archive Data (Pilot, Summer ’15)

•  Simplified Package Installer

•  Connected Apps

•  Saleforce1 Mobile

Program Product

I am not currently under a rev share contract, what do I need to do?

What is the official date of the new program, July 1 or October 1?

What is going to happen on October 1 if our company is not under a rev share agreement?

I used to have an ISV Account Executive (AE). Now I hear about

Partner Account Managers (PAM)? What’s the difference?

What about Checkout partners?

partner roadmap webinar: new isv program changes (july 9, 2015)

Technology

forwardlooking statements

statements of belief

public statements

partner community oce

partner marketing power

isv partner benet series

statements of historical

new releases