Learn more about the Salesforce Partner Program for ISVs at p.force.com/isvprogram.

1. ISV Partner Benefits
Development Benefits by Tier

2. ​ 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.
​ 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.
​ Any unreleased services or features referenced in this or other 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.
Safe Harbor*
*also review your Partner Non-Disclosure Agreement (NDA)

3. John Richter
Director, Partner Community
Salesforce Partner Program
@partnerforce

4. Overview

5. 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

6. • 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

7. • 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

8. Partners are the Foundation of the
Customer Success Platform
• Enables long-term customer success
• Extends the customer success platform
• Drives innovation
Open Ecosystem

9. Nine Year History of Success
2m+
Installs
20152006
AppsontheAppExchange
1m
Installs
AppExchange
Launches
IPO
$1.4b+
partner
revenue
3m+
Installs

10. The Salesforce Partner Program
​ World’s Leading Cloud Partner Program
ISVs
Consulting
Partners
Resellers
Digital
Agencies
Partner Community
Partner
Operations
Partner
Marketing
Partner
Development

11. 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

12. 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.

13. 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

14. 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

15. 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

16. 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

17. 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

18. 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

19. 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

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 Dev Support (20)

21. 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

22. 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

23. 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

24. Sarah Whitlock
Sr. Director, Productivity
salesforce.com

25. Astha Singhal
Sr. Product Security Engineer
salesforce.com
James Dolph
Sr. Director, Product Security
salesforce.com

26. AppExchange Security Review

27. ​ - 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?

28. The Security Review helps you sell to the
enterprise market

29. ​ - 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?

30. How do I pass ?
Think about security from Day 1

31. ​ - 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 ?

32. ​ 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

33. ​ - 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

34. Processing
Users
Data Storage
UI
Custom Objects
Users
Accounts & Contacts
Reporting, Workflow
OpenAPIs
Custom
/REST/
SOAP
API
What do we test?

35. 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

36. 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

37. ​ - 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?

38. ​ Security is not done when
the Security Review is over

39. 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

40. Questions

41. 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

42. 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

43. 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

44. Thank you