Welcome to our Cloud Journey webinar series!
Partner and Reseller Enablement
Michael Scherbaum Mukesh KumarSales & Pre-Sales Success Services
Who Are We?
Emerging Reseller Enablement Team
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
Meet the Team
Snr. Manager PS/SMichael Scherbaum
Dir. Post-SalesGil Shaham
Snr. Manager CFL
Mukesh Kumar
Dir. Partner Practice Asia
Vincent Poncent
Manager Project Mgt.Jen Boysen
Dir. Partner Sales Dev.
Andrew Zinger
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 KumarSenior Manager, Customers For Life
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 ScherbaumSenior Manager, Sales & Pre-Sales
Wide Mix of Training Resources Available NOW2 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.
CommunityJourneys
▪ 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 SeriesOngoing Enablement Series across the customer lifecyle
ACCESS: Registration Link
Partner Community Learning Paths by Role & Enablement
By Products
By Industries
By Rolesp.force.com/roles
p.force.com/products
p.force.com/industries
Trailhead Learning Paths by RolePartner 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
Chatter Groups by Role AvailableExtension 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
Emerging EnablementDiary Dates
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 – Welcome25th Oct – Sales & Pre Sales1st Nov – Post Sales8th 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 regionReseller QBR
Chatter Groups to join now…Pre-Sales & Sales
Post-SalesSuccess Services
Chatter Group Coaching
Role-based Learning Path available on Partner Community, join now…
Pre-SalesSales
Post-SalesSuccess Services
CommunityJourneys
Partner Enablement Boot camp
Planned Agenda
Day 1 – Sales & Pre Sales
The Salesforce AdvantageDiscoveryWhat is an SEDemo ObjectivesDemo planning & StoryboardsDemo Build – How to use the SDOHow to demo Lighting ExperienceHow to demo PardotHow to demo Service CloudThe Follow-Up & Leave behindsBack at home: How to work with your Salesforce contacts
** agenda and running order likely to change **
What are Success Services?Introduction to Cloud ServicesRole of a Salesforce Customer Success ManagerSalesforce 7 Domains Success FrameworkSalesforce Adoption Best PracticesManaging Salesforce escalations and red accountsManaging Salesforce support casesEnsure successful renewalsExamples of Salesforce Quarterly Business ReviewsSalesforce Implementation Best Practices
Day 2 – Delivery & Success Services ** agenda and running order likely to change **
Together, Salesforce & Partners Accelerate Customer Success
YOU +
▪ Adoption
▪ Agility
▪ Time to Value
▪ Innovation
▪ Future Proof
▪ Ohana
Thank Y u