What's New for AppExchange Partners

1. Partner Roadmap
Webinar
Partner Community Updates
@partnerforce
​John Richter
​Director, Partner Community

2. Forward-Looking Statements*
​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.
*as a Salesforce partner please refer to your non-disclosure agreement (NDA)

3. Partner Roadmap Webinar - Agenda
​:: Partner Community Updates (John Richter)
​:: Salesforce Proficiency Packs (George Hume)
​:: New AppExchange Partner Program (Vanessa Cordero)
​:: Q&A (Team)

4. http://p.force.com/partnerforumsJOIN US!
Partner Forum Events

5. 4 New Partner Trailhead Modules
http://p.force.com/trailhead
Partner Community Basics
Ethics and Integrity for Salesforce Partners
ISV App Trial Management
ISV App Selling

6. Partner Roadmap Webinar Series
​What’s New & What’s Next for Partners
Next Webinar:
​Thursday, June 1, 9am Pacific
​Summer ‘17 for Partners
http://p.force.com/roadmap

7. SALESFORCE DEVELOPER CONFERENCE
Adventure Awaits Every Trailblazer!
June 28-29, 2017 San Francisco
$499 Early Bird Tickets | 130+ Technical Sessions
sfdc.co/TrailheaDX

8. Devs, admins, partners & more:
20k+ virtual attendees
2k+ full conf attendees
1k+ free expo attendees
Trailhead Quest
Fun Party
Amazing band
Inspirational Keynote
130+ technical sessions
40+ Partners
25+ Salesforce demos
Kids coding
Help Non-profits
Equality & WIT
TrailheaDX - the Must-attend Developer Conference of the Year
Moscone West | June 28-29, 2017 | San Francisco
#TDX17
sfdc.co/TrailheaDX

9. Salesforce Proficiency
Pack for Administrators
Accelerated, prescriptive, blended
learning with an outcome
ghume@salesforce.com
​George Hume
​Senior Manager, Partner Enablement

10. Agenda
Subtitle placeholder
• Salesforce Proficiency Pack for Administrators overview
• Certification Details
• Why it’s Great for Partners
• Who should attend
• Upcoming dates / How to register
• Call to Action
• Collateral and FAQs

11. Salesforce Proficiency Pack
​The Salesforce Proficiency Pack for Administrators helps you become a
Salesforce Certified Administrator in just 6 weeks.
​Taking just 1-2 hours a day and accessed virtually, this program is the ideal way
to augment your expertise and achieve your certification.
​6 weeks to Salesforce Administrator Certification

12. Learning Components of the Proficiency Pack
§ Study Guide
§ eLearning and Trailhead Modules
§ Lab Environment
§ Success Community
§ Sample Questions
§ Instructor-led Q&A and Revision Workshops
§ Tips and Techniques
§ Certification Exam Voucher

13. Why this is Great for Partners
§ Rapidly ramp new teams without costly
non-billable week.
§ having to go to class and a
§ Smaller chunks of content leading to
greater knowledge and skills retention.
§ No class cap or waiting for the next
available local class.
§ Learn-as-you-work advantage.
§ Admins can study for exams – and make good
use of the expert instructor sessions for
question and answers.
§ Great way for new hires and beginning admins
to go from zero to billable in 6 weeks
§ One fifth of the price of regular class and
includes certification exam voucher.
​6 weeks to Salesforce Administrator Certification

14. Salesforce Proficiency Pack
• Beginning and
experienced
Administrators.
• Partners/Consultants who
want to scale their baseline
certification.
• Partners/Consultants who
can dedicate 1-2 hours a
day at their convenience.
• Partners/Consultants at
the beginning of their
certification and
partnership journey.
​Who should attend

15. Salesforce Proficiency Pack
• Bi-weekly sessions starting
in May:
• May 8, 2017
• May 22, 2017
• June 5, 2017
• June 19, 2017
• July 10, 2017
• July 24, 2017
• August 7, 2017
• August 21, 2017
Schedule in H&T:
https://sfdc.co/SPP_Admin
​Dates

16. Salesforce Proficiency Pack
• Option 1:
Register in the usual way,
as for any other Salesforce
course.
• Option 2: Americas only
Self register at:
https://sfdc.co/SPP_Admi
n (see detailed steps in FAQ)
​How to register
Find the start date that you are
interested in and click register

17. Call to Action
Business Leaders
§ Identify resources who would benefit
from a refresher in Salesforce
administration
§ Form a COE for Salesforce
Administration if you haven’t already
§ Determine how many Salesforce
Certified Administrators your business
needs
Partner Managers
§ Assess the skill levels for your team members
§ Identify who is close to achieving the
credential
§ Get your team to register.
​6 weeks to Salesforce Administrator Certification

18. What Partners are Saying
Love the
combination of
trailheads, videos,
manuals, and
instructor learning.
Great work! I passed!
Thanks for this
course, it was
very well
structured.
Responsive
staff, and
instructor led
sessions/e-
learning were
the most
beneficial tools
for me.
I really enjoy the
format of the course
so far. Coupling the
exercises with the
instructor led
sessions helps to
ensure you're
understanding the
concepts….
I think this is a
really good
program for
people who have
not started fully
working in their
roles….

19. Collateral and FAQs

20. Datasheet

21. Promotional Videos
Proficiency Pack 40-second video
Proficiency Pack 90-second video

22. Process FAQs
How can I register?
In the same way as for any other Salesforce course.
Alternatively, access the catalog at http://help.salesforce.com, locate the
Help and Training tile, then the click Find a Course below it. In the
resulting screen you’ll see a search field, enter “Proficiency Pack” and click
Register.
• AMER: you have two options for registration.
1. Use self-service registration via Help and Training (as above)
2. Contact your Training Account Executive at 1-877-TRAIN10, or
educationcoordinator@salesforce.com
• EMEA: contact trainingEMEA@salesforce.com
• APAC: contact 1-800-789-984, or apactraining@salesforce.com

23. Process FAQs (CONT.)
How will I know what I need to do on each day of the program?
You will receive daily emails informing you of the modules, content
and/or instructor-led sessions that should be completed that day.
For how long will I have access to the program?
Access to the self-paced content and lab environment (org) extends
to a total of 90 days, (this is 45 days beyond the prescribed 45
calendar days of learning), to allow learners time to practice and
prepare for certification.
When will I receive a certification voucher for the Certified
Salesforce Administrator Exam?
The voucher details will be emailed to you in week 5 of the program.

24. Pricing FAQs
What is the price of the Salesforce
Proficiency Pack for Administrators?
$900 USD per learner
Do partner discounts apply?
Yes.
If I have an existing standing
discount agreement will I get the
same discount?
Yes.

25. Schedule FAQs
What if I can’t commit to the
scheduled instructor session times
every week?
If you are unable to attend a
scheduled instructor session, you
will be able to access a recording of
that session within 24 hours of the
scheduled time.
Are the instructor sessions at the
same time every day?
Yes, the instructor sessions all start
at the same time for the duration of
the program.
What time do the instructor
sessions start?
The instructor sessions (30 minutes
Q&A on Wednesdays and 90
minutes revision on Fridays) start at
the same time every week.
If you register for a program that lists
a scheduled start time of 27 Mar
2017, 4:00pm PST, all instructor
sessions for the 6 week program will
start at 4:00pm.

27. Salesforce Proficiency Pack: Journey to Certification
​Incorporates Trailhead, Includes Expert Instruction, Prepares for Cert
COURSE
MAP

28. Salesforce Proficiency Pack
• PVS - Administrator
certification required for
most consulting partner
certifications
• No need to travel to a
Training Center
• 20% of the cost of a
instructor led course
($900)
• Voucher included
​Why it’s important for Partners

29. AppExchange Partner
Program
(formerly ISV Partner Program)
Vanessa Cordero
Principal Partner Program Manager
May 4, 2017
@partnerforce

30. Introducing the AppExchange Partner Program
A program built on mutual trust and success
New Business Model
New Trailblazer Score
Reduced ISVforce 15% baseline PNR
Streamlined Onboarding Experience
Onboarding Wizard
Payment Tools (Channel Order App and Checkout
enhancements)
Partner Dashboard
New Technology Tools
Salesforce Developer Experience
Heroku Benefits

31. New AppExchange Trailblazer Score
Holistic view of the partnership across range of metrics
Category Example Metrics
Revenue ACV and AOV
Customer Success Customer Reviews and Ratings
Product Success
Installs, security review status
Adoption of Salesforce technology
Business Success Trailhead modules, certifications, Pledge 1%
Notes:
Scores will be available around Dreamforce 2017
Effective March 1, 2018, Trailblazer Score replaces partner tiers

32. Five Things to Prepare for the Trailblazer Score
Ask customers to add reviews to your AppExchange Listings
Get Your App Lightning Ready, p.force.com/lightningready
Complete the Partner Trailheads, p.force.com/trailhead
Certify your team with the Developer Certifications (Platform Developer I and App
Builder)
Take the Pledge (1% Equity, 1% Employee Time, and/or 1% Product),
pledge1percent.org
1
2
3
5
4

33. Reduced ISVforce Baseline Pricing
Take advantage of benefits such as the Partner Community, Office Hours &
Webinars, Trailhead, Technical Support Case Packs, API Token, etc.
New partners can join today at the ISVforce baseline 15% PNR via Checkout
Existing partners can move to the reduced price upon ISVforce Agreement
renewal*
Allows anyone -- a developer, startup, or established business -- the power to build and grow their
business
ISVforce baseline
PNR
15%
*Reducing pricing applies to net new users / add-on for existing customers and new customers
No change to OEM pricing at 25% PNR
Companies looking to integrate to Salesforce should discuss with a PAM the Connector model (in pilot)

34. Streamlined Onboarding Experience
Onboarding Wizard Payment Tools Partner Dashboard
Provides faster time to
market and transparency
into the onboarding process
with automated guides and
checklists
Expands the payment options to
sell to the enterprise (Checkout)
and reimagines the order
management experience (COA)
SEPA and ACH support, API
order submission
Real-time access to
AppExchange Trailblazer
Score
Accelerating time-to-market for partners

35. Salesforce DX
Deliver innovative apps faster with scratch
environments and improved IDE, seamless GitHub
integration
10% Discount for Partners: TDX17DSL10
New Heroku Benefits
Allows developers, ISVs and startups to build apps in
the language of their choice with Heroku starter kit of
$1500 credits and 250K rows Heroku Connect*
Log a case to request the benefit
*Benefit available for paid partners only
New Technology Tools
Providing partners with latest technology tools

36. Where you can go for help...
Additional Resources
● Post on one of the following groups in the Partner Community:
• Program Questions: Official: AppExchange Partner Program Group
• Technical Questions: AppExchange Partner Technical Enablement Group
• Operations & Tools Questions: AppExchange Partner Operations & Tools Review Group
• Onboarding Partner: AppExchange Partner Onboarding Group
● Email appexchangepartners@salesforce.com
Live Sessions
● Partner Forum - Program Expert Office Hours Register Here
● World Tour AppExchange Program Session Register Here
● EMEA Roadmap Webinar on June 8, Register Here
● APAC / Japan Roadmap Webinar on June 14, Register Here

37. p.force.com/appexchangeprogram