Getting Started as an ISV Partner (Dreamforce 2015)
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Transcript of Getting Started as an ISV Partner (Dreamforce 2015)
Getting Started as an ISV Partner
Rajiv Patel Sr. Partner Community Program Specialist [email protected]
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.
Agenda
• Review What You Need to Succeed • Leverage the Partner Community and other
resources • Engage with the new ISV Program • Questions & Answers (Q&A)
What You Need to Succeed
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
http://p.force.com/official http://p.force.com/question
Select ‘Daily Digest’
Follow these Chatter Groups
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
Get Your Badge Today
New ISV Module on Trailhead – ISV Basics
http://p.force.com/newISV
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
http://p.force.com/tipsheet
Partner Community Tip Sheet
• Training • ISV Guide • Alerts • Releases • Roadmap • Sales & Marketing • Office Hours
Access all Partner Community links
salesforce.com/startups @salesforcestart
Sign up for Partner Online Training Now Includes the Partner Sales Aid
http://p.force.com/LMS Login must contain @partnertraining.com
• 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
Plan 6-8 Weeks for Security Review Starting When Your Full Solution is Submitted
http://p.force.com/security
Free Training on Distribution & ISVforce Guide
http://p.force.com/guide
http://p.force.com/distribute
Leverage Marketing Resources
social media
http://p.force.com/marketing
logos & branding
co-marketing
sponsorships
office hours
training
Best Practice: Have a Certified Administrator on your staff to maintain and configure your org
Partner Business Org Get Your 2 Free CRM Licenses
ISV Program
Partner Community Understand the New ISV Program Model
http://p.force.com/isvprogram
• Terms & Conditions
• Program Requirements
• Tiering
• Benefits
• FAQ
*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*
Blaine Kaho’onei Sr. ISV Partner Account Manager Salesforce Partner Program
Nivi Gill ISV Partner Success Manager Salesforce Partner Program
Partner Account Manager Engagement
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
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
ISV Partner Success Team
Partner Account Manager
(PAM)
x
ISV Partner
x
For all Partners ISV Partnership Structure
Half of start ups fail Healthy & Happy Customers are Crucial to ACV Growth
• ***Profitability not possible after 35% customer attrition
Partner Success Manager
(PSM)
Partner Success Manager
(PSM)
ISV Partner
For Gold & Platinum Partners ISV Partnership Structure
Partners for Life (PFL)
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
• 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
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
Sales & Distribution Marketing Management Team
Customer Success Partnering w/ Partners GTM Planning
Understanding each Department’s Goals & Processes
Selling to Salesforce
Funding + Growth
$
Streamlining to go faster
Additional Resources
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
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
Questions?
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
Looking for the Partner Session Replays and Slides? See the Partner Community Calendar – September 15-18, 2015
http://p.force.com/calendar
Thank you