Getting Started as an ISV Partner (Dreamforce 2015)
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This document provides an overview of resources for partners starting as an ISV Partner with Salesforce. It discusses leveraging the Partner Community for training, communications, and support. It also outlines the new ISV Program model and tiers, and emphasizes engaging with a Partner Account Manager and Success Manager for assistance throughout the partnership. Additional resources mentioned include Dreamforce sessions for partners and the Trailhead module for ISVs.
Getting Started as an ISV Partner (Dreamforce 2015)
- 1. Getting Started as an ISV Partner Rajiv Patel Sr. Partner Community Program Specialist r.patel@salesforce.com
- 2. Safe Harbor Statement 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. Agenda • Review What You Need to Succeed • Leverage the Partner Community and other resources • Engage with the new ISV Program • Questions & Answers (Q&A)
- 4. What You Need to Succeed
- 5. Log Into the Partner Community Your one-stop shop for education and engagement http://p.force.com/signup • Partner Program Details • Communications • Training • Webinars & Recordings • Office Hours • Sales & Enablement Resources • Support
- 6. http://p.force.com/official http://p.force.com/question Select ‘Daily Digest’ Follow these Chatter Groups
- 7. Online Resources http://help.salesforce.com http://success.salesforce.com Learning Mgmt System + Partner Sales Aid Online Help Customer Community http://p.force.com/LMS http://appexchange.salesforce.com http://developer.salesforce.com
- 9. Get Your Badge Today New ISV Module on Trailhead – ISV Basics http://p.force.com/newISV
- 10. Office Hours Partner Community Office Hours Partner Marketing Power Hour Security Review Office Hours http://p.force.com/officehours Marketing Cloud – Partner Office Hour For ISV, SI, and Marketing Cloud Partners
- 11. http://p.force.com/tipsheet Partner Community Tip Sheet • Training • ISV Guide • Alerts • Releases • Roadmap • Sales & Marketing • Office Hours Access all Partner Community links
- 13. Sign up for Partner Online Training Now Includes the Partner Sales Aid http://p.force.com/LMS Login must contain @partnertraining.com
- 14. • Manage all of your orgs in one place • Partner Business Org can be your “hub” • Create new orgs (demos, testing, development, etc.) • Custom Views help you organize and manage • Related orgs can be automatically discovered • Seamlessly switch between orgs without adding login credentials Environment Hub Org Management for ISV & SI Partners http://p.force.com/hub
- 15. Plan 6-8 Weeks for Security Review Starting When Your Full Solution is Submitted http://p.force.com/security
- 16. Free Training on Distribution & ISVforce Guide http://p.force.com/guide http://p.force.com/distribute
- 17. Leverage Marketing Resources social media http://p.force.com/marketing logos & branding co-marketing sponsorships office hours training
- 18. Best Practice: Have a Certified Administrator on your staff to maintain and configure your org Partner Business Org Get Your 2 Free CRM Licenses
- 19. ISV Program
- 20. Partner Community Understand the New ISV Program Model http://p.force.com/isvprogram • Terms & Conditions • Program Requirements • Tiering • Benefits • FAQ
- 21. *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 Taking Success to the Next Level*
- 22. Blaine Kaho’onei Sr. ISV Partner Account Manager Salesforce Partner Program Nivi Gill ISV Partner Success Manager Salesforce Partner Program
- 23. Partner Account Manager Engagement
- 24. Partner Account Manager Engagement Know the Program Cadence Calls Understanding Your Business Pipeline Review Measure Performance Engage to Close Engage to Grow Set yourself up for success
- 25. Know the Program Cadence Calls Understanding Your Business Pipeline Review Measure Performance Engage to Close Engage to Grow Partner Account Manager Engagement Set yourself up for success
- 26. ISV Partner Success Team
- 27. Partner Account Manager (PAM) x ISV Partner x For all Partners ISV Partnership Structure
- 28. Half of start ups fail Healthy & Happy Customers are Crucial to ACV Growth • ***Profitability not possible after 35% customer attrition
- 29. Partner Success Manager (PSM) Partner Success Manager (PSM) ISV Partner For Gold & Platinum Partners ISV Partnership Structure Partners for Life (PFL)
- 30. ISV Partner Success Managers engage across the Partner’s Customer life-cycle Sharing best practices from Salesforce Sales Structure Compensation Structure Education Sales Cycle Efficiencies Competitive Analysis Total Market v. Market Opportunity Lead Generation Connected Distribution Process Customer Success for ISVs ISV Partner Success Project Management Customer Onboarding & Educations Customer Engagement Usage and Adoption Customer Retention Renewals Upsells Metrics and Reporting
- 31. • Introductions • Partner’s KPI’s • Expectations of Partnership Conducting Health Check • Engagement in Partnership • Competency in Partnership • Business Health Check Surveying • Salesforce Analytics • Partners Analytics • Discussing Market Opportunities • Discussing Gaps Comparing Analytics/Data • Mutual success plans around gaps in business • Creating timelines around Partner KPIs Business Reviews Engagement Model Setting expectations on mutual action items
- 32. Building a 360 view of partnership & connecting the dots Partner Analytics Sales Cases Contracts Approvals Salesforce Education Marketing Portfolio Partner Surveys Customer Attrition Orders vs Installs LMS AppEx Analytics
- 33. Sales & Distribution MarketingManagement Team Customer Success Partnering w/ PartnersGTM Planning Understanding each Department’s Goals & Processes Selling to Salesforce Funding + Growth $ Streamlining to go faster
- 35. Dreamforce for Partners http://p.force.com/dreamforce New! Trailhead for ISVs http://p.force.com/newisv Partner Community Tip Sheet http://p.force.com/tipsheet DF Session – Attention ISVs! Are You Ready to Partner with Salesforce? Tuesday, September 15 from 5:00pm – 5:40pm in the Olympic room Additional Resources
- 36. http://p.force.com/DF15 See the DF15 Partner Zone Guide • ISV, SI, and Marketing Cloud partner recommendations • 100+ sessions for partners & entrepreneurs • Information about the DF Campus, Partner Zone, Dreamfest, and more • After Dreamforce, it becomes a Replay Guide! All partner-facing sessions grouped by roles and topics
- 37. Questions?
- 38. Partner Community Your one-stop shop for education and engagement http://partners.salesforce.com/ • Partner Program Details • Communications • Training • Leads, Opportunities, & Projects • AppExchange Publishing • Webinars & Recordings • Office Hours • Sales & Marketing Resources • Technical Support
- 39. Looking for the Partner Session Replays and Slides? See the Partner Community Calendar – September 15-18, 2015 http://p.force.com/calendar
- 40. Thank you