Salesforce Jumpstart: Getting Started as a Consulting Partner

Salesforce Jump-Start
Getting Started as a Consulting Partner

Forward Looking 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.

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New Partner Community Signup Flow
http://p.force.com/signup

http://p.force.com/education
New Education Page Layout
Featuring Trailhead & Salesforce Certifications

Partner Community - Next Steps
ü Get Access to the new Partner Community
ü Post Your Picture
Let us see who you are!
ü Join the Partner Community *Official* Group
o In that group, select:
Email Settings > Daily Digest
ü Encourage your colleagues to do the same
ü Go to p.force.com/signup for help
ü Collaborate and have fun!
NO!YES!

Partner Online Training
http://p.force.com/LMS
Login must contain @partnertraining.com

Partner Community – Topics (A-Z)
Jump directly to a specific topic
http://p.force.com/topics

Partner Community – Tip Sheet
http://p.force.com/tipsheet

Session Goals
• Understand the 4 phases of consulting partner enablement
• Discover & optimize tools and resources
• Understand the process and formulate your strategy
• Plan for customer success and then execute

• Build Certification
Plan
• Review Certification
Website
• Access Partner Online
Training
• Execute on Plan
• Define Strategy
• Train your practice
team
• Update Collateral
• Request 2 Free CRM
Licenses
• Lead Registration
• Manage Opportunity
Pipeline
• Project Registrations &
CSAT
• Customer Stories
• Join Partner
Community
• Get Registered & Pass
Compliance
• Design a Practice Focus
• Set Goals for Success
Consulting Partner Lifecycle
4 Phases for Success
Plan Build Sell & Market Manage Your Business
• Build Certification Plan
Website
Training
• Execute on Plan

Plan
Website
Training
• Execute on Plan
• Define Strategy
team
Licenses
Pipeline
CSAT
• Join Partner
Community
Compliance
Plan Build Manage Your Business
Website
Training
• Execute on Plan
Sell & Market

Join the Partner Community
Plan
Create your profile
Join Collaboration groups
Review News & Events Calendar
Register for webinars
Plan

Define Your Practice Focus – Product Areas
Product Expertise
• What is your value proposition?
• What really makes your firm stand out?
• Understand your differentiators – what has experience taught you?
• Is your existing customer base heavily weighted towards contact centers
and customer service?
• Existing relationships with customers – Think beyond CRM
“Salesforce is a platform company. Period.”
- Alex Williams, TechCrunch
PlanPlan

Industry Focus
• Is your existing customer base heavily weighted towards an
industry?
• Does your practice team have industry experience?
• Understand unique challenges of that industry
• Speak the language of the industry
• Trusted advisor
“As we look to grow to $10 billion and beyond, our new industries strategy is a huge
opportunity for salesforce.com to expand our footprint within existing customers and reach
new enterprise customers.”
- Keith Block, President and Vice Chairman, salesforce.com
Define Your Practice Focus — Industries
PlanPlan

Market Segment
• Enterprise Business Unit
• Commercial Business Unit
• Small Business 1-100 employees
• Mid Market 100-500
• General & Select Business 500-1000
Services
• Business Consulting & Accelerators
• Integration & Legacy System Migration
Region
• Local presence is an advantage
• Leverage proximity to drive business
Define Your Practice Focus – Segmentation & Services
PlanPlan

Set Goals
• Program Tier
• # of certifications completed in a year
• ACV Targets
• # of projects completed in year
• Customer Satisfaction Score
• # of customer stories submitted
http://p.force.com/programchanges
PlanPlan

Objectives:
Build
Create Your Certification Plan
• Understand the different certifications, requirements, and exams
• Identify individual employees tasked with obtaining certifications
• Set timeframes
5 Steps to Individual Certification
Certification Resources
Certification Maintenance & Continued Education
Build

Certification Plan: Understand the “Core” Certifications
BuildBuild

Administrator Certification
No prerequisite required
Concepts Tested:
• Manage users, data, and security
• Maintain and customize Sales Cloud and Service Cloud applications
• Build reports, dashboards, and workflow
About the exam:
• 60 multiple choice/multiple select questions
• Education based – tested on what you learn and remember
• Passing score: 65%
• Registration fee: $200
Recommended Online courses:
• Administration Essentials for New Admins
• Administration Essentials for the Service Cloud
BuildBuild

Sales Cloud Consultant Certification
Prerequisite: Administrator Certification
Concepts Tested:
• Ability to successfully design and implement Sales Cloud solutions that meet customer
business requirements, are maintainable and scalable, and contribute to long-term
customer success
• Design Sales and Marketing solutions to meet business requirements
• Design applications and interfaces that maximize user productivity
• Manage data and design analytics to track key Sales Cloud metrics
About the exam:
• 60 multiple choice questions
• Experience based: test questions are based on 'use cases’
• Implementing Sales and Marketing
• Preparing for the Certified Sales Cloud Consultant Exam
BuildBuild

Service Cloud Consultant Certification
Prerequisite: Administrator Certification
Concepts Tested:
• Ability to successfully design and implement Service Cloud solutions that meet customer
business requirements, are maintainable and scalable, and contribute to long-term customer
success
• Design contact center solutions that make use of cases, knowledge base, and portals
• Design interaction channels and build interfaces to maximize agent productivity
• Manage data and design analytics that track key industry metrics
About the exam:
• Experience based: test questions are based on 'use cases’
• Preparing for the Certified Service Cloud Consultant Exam
• Implementing Case Management Across Channels
• Implementing Salesforce Knowledge
• Administration Essentials for the Service Cloud
• Setting up and Building Communities
BuildBuild

Platform Developer I Certification
No prerequisite required
Concepts Tested:
• Design the data model, user interface, business logic & security for custom applications
• Build custom applications using Apex and Visualforce
• Be familiar with the development lifecycle from development to testing, and have
knowledge of the available environments
About the exam:
• 105 minutes allotted to complete exam
• Apex
• Visualforce Controllers
• Creating Lightning Components
BuildBuild

Technical Architect Certification
Prerequisite: Developer Certification
Concepts Tested:
• Designed for technical architects who want to
demonstrate their knowledge, skills, and capabilities to
assessing customer architecture; designing secure, high-
performance technical solutions on the Force.com
platform; communicating technical solutions and design
tradeoffs effectively to business stakeholders; and
providing a delivery framework that ensures quality and
success
• Design a technical architecture solution that may span
multiple platforms and include integration and
authentication across systems
• Manage the development lifecycle to ensure the delivery
of highly secure solutions that are optimized for
performance and built to scale
• Articulate design considerations, trade-offs, benefits, and
recommendations for a technical architecture
About the exam:
• 1. Self-Evaluation
• Current status as a Salesforce.com Certified Force.com
Developer is a prerequisite
• 2. Multiple-choice Exam
• 3. Review Board Presentation
• Presentation and discussion of the architecture solution
for a hypothetical scenario and a customer case study
• Registration fee: $6,000 and includes two attempts
• 4 hours allotted to complete the exam
3 Stages:
BuildBuild

Certification Plan: Document Your Plan & Internally Socialize
Ø Determine your corporate certification goal based on your practice’s focus
(number and types of certification)
Ø Identify individual employees tasked with obtaining certifications
Ø Set deadlines for each individual certification
(Be sure to include prerequisites - Administrator Certification for Sales & Service Cloud Certification)
Ø Obtain executive support for certification plan
Ø Present certification plan & resources to your Salesforce Practice Team
Ø Execute on plan
BuildBuild

Example Certification Plan
Corporate Certification Goal: 4 net new certified individuals
Target completion date: January 2017
Resource August September October Program Certs: Fee Total:
Employee Name PD1 1 $200
Employee Name Admin Service Cloud 1 $400
Employee Name Admin Sales Cloud Service Cloud 2 $600
Employee Name PD1 1 $200
Program Certs: 1 2 2 5 $1,400
BuildBuild

5 Steps to Individual Certification
Step 1: Identify credential to become certified in
Step 2: Determine and complete prerequisites
Step 3: Prepare for exam
• Review study guide on Salesforce certification website
• Sign up for Partner Online Training Catalog via Partner Community
• Complete recommended online training courses
Step 4: Create webassessor login & register for exam
Step 5: Complete exam
* After each release (3 per year) you must pass the release exam to maintain your
certification
BuildBuild

Certification Resources
Salesforce Certification website: http://certification.salesforce.com/
Partner Community: http://partners.salesforce.com
Partner Community Release Support: http://p.force.com/releases
Partner Online Training Catalog: https://help.salesforce.com/htsctrainingcatalog
• @partnertraining.com credentials
Web Assessor for Partners Overview: http://p.force.com/webassessor
BuildBuild

Salesforce Certification Website
Overview of all certification credentials
About the exam
• Outline
• Objectives
• Sample questions
• Recommended training and resources
Study Guides
Exam schedules & registration in webassessor
Verification
Support
BuildBuild

Salesforce Certification Website: Study Guide
BuildBuild

Salesforce Certification Website: Webassessor
Click on register for exam
BuildBuild

Login with webassessor credentials OR create new account
BuildBuild

Key fields in your profile
Ensure your certification is
associated to your company
Ensure your certification is
recognized by Salesforce
Partner Program correctly
BuildBuild

Verification Opt-In: Yes
Ensure your certification can be verified
directly from the certification website
Important for potential customers and
employers
BuildBuild

Salesforce Certification Website: Support
Open a case
OR
Access knowledgebase
BuildBuild

Salesforce Partner Community
• Sign up for Partner Online Training Catalog Access
• Leverage Trailhead for Additional Training
• Join Partner Roadmap webinars
• Access to & insight from our PM’s & Program Staff
• Follow Enablement webinars & office hours
• Release support & training
BuildBuild

Partner Online Training Catalog
http://p.force.com/LMS
BuildBuild

Partner Online Training Catalog
Click Details & Sign Up
• You will receive 2 emails which include:
• @partnertraining.com username & link to create your password
• Welcome to Partner Online Training Catalog
BuildBuild

Always use your @partnertraining.com credentials
BuildBuild

Education Page – Global Education Dashboard
BuildBuild

Trailhead Dashboard
BuildBuild

Certification Maintenance
• All certified professionals must successfully complete three online, release-specific
exams within a 12-month period
• Release exams are published in conjunction with major product releases (Winter,
Spring, and Summer)
• Notified automatically when release training material and exams become available
Salesforce.com Certified Administrator Release Exam:
• Salesforce.com Certified Administrator
• Salesforce.com Certified Advanced Administrator
• Salesforce.com Certified Service Cloud Consultant
• Salesforce.com Certified Sales Cloud Consultant
Salesforce.com Certified Force.com Release Exams:
• Salesforce.com Certified Platform Developer I & II
• Salesforce.com Certified Technical Architect
• Salesforce.com Certified Force.com Developer
• Salesforce.com Certified Force.com Advanced Developer
BuildBuild

Go to Salesforce Certification Web-Site for Exams, Schedules & Deadlines
Certification Maintenance
BuildBuild

Certification Maintenance: Partner Community
Partner Community is your one-stop shop
BuildBuild

Certification Questions?
Join the Collaboration Group
Ask questions and engage
Use links of left hand navigation of group
BuildBuild

Sell
q Request 2 Free licenses (Business Org)
- log a case in the Partner Community
q Review sales resources in the Partner Community
q Determine sales strategy and compensation
q Determine project methodology
q Educate & train your sales team
q Manage leads and opportunity pipeline in Salesforce
q Think about “Turbocharging your existing offerings”
q Get your First Project & Start Building Pipeline
Sell & Market

Market
q Review marketing resources in Partner Community
q Determine marketing strategy & educate your team
q Create AppExchange Consulting Partner Listing
q Update website with SFDC Partner Logos, lead form, content
q Execute on marketing campaigns, events, & sponsorships
q Create Partner Success Stories & Turn them into Content
q Document your Success, Promote it in the Market
http://p.force.com/branding
Sell & Market

Register Leads & Projects
Lead & Project registration are key metrics
used to track partner success
Leads are New Business uncovered by
partner
Projects
• Track implementations delivered by partner
• Kicks off CSAT survey process upon
completion
Leads & Projects are submitted through the
Partner Community
Lead Submission Overview Video:
http://p.force.com/leads
Manage Your Business

Manage Opportunities
Sourced and Joint Sales ACV are key contributors to
program tier
Sourced ACV is a previously unknown opportunity
referred by a partner
• Submitted as a lead through the partner community
• Accepted by the Salesforce sales team
• Results in new end user purchase of original services,
additional services or upgrade to existing services
Joint Sales ACV occurs when a partner brings new
intelligence to an existing Salesforce opportunity to
support its close
OR is brought in by the Salesforce AE to support close of
an existing opportunity
Joint Sales Overview Video:
https://youtu.be/fCBGz7TkKII

Customer Satisfaction Score
Customer Success is a top priority and key
metric used to track partner success
CSAT Scores are real-time visible on your
AppExchange Listing
CSAT Scores are generated when you
register and complete projects in the
partner community

Submit Customer Success Stories
http://p.force.com/stori
es

Plan
Website
Training
• Execute on Plan
• Define Strategy
team
Licenses
Pipeline
CSAT
• Join Partner
Community
Compliance
Plan Build Manage Your Business
Website
Training
• Execute on Plan
Getting Started 5-min Video: https://youtu.be/n65TFWD8PVM
Sell & Market

Learning Paths on the Partner Community
By Products
By Industries
By Roles
http://p.force.com/Roles

Learning Path: How Does It Work?
Example: Pre-Sales Consulting/Reseller
1
2
3
4
5
Partner reviews the Pre-Sales Consulting/Reseller learning
path on the Partner Community
The path includes Trailhead modules and other formal Education to
learn about our platform, the Salesforce Advantage, & product
positioning
The learning path directs partners to Enablement resources: scale learning
resources including the partner LMS, regional education opportunities &
upcoming webinars
The Partner is encouraged to Engage with groups to ask questions, receive
interactive coaching, learn from other peers, or to submit support cases
The Partner stays current by following official communication channels,
attending events, reading blog posts, and participating in live office hours

Train Up, Blaze a Trail & Start Down a Path

Find Your Next Event, Join “THE” Group & Get to Work!
OFFICIAL:
http://p.force.com/jumpstart

Salesforce Jumpstart: Getting Started as a Consulting Partner

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