Highlights and Enhancements of the Marketo Partner Program

1. Digital Services
Partner Program
Stephen Ceplenski
VP, Partner Success

2. Highlights
• Over 400 Applicants
• Three consistent, certified tiers (Silver,
Gold, Platinum)
• Monthly Services Webinars
• Early Product Announcement
Webinars
• Dedicated Monthly Newsletter
• Private Partner Portal
• Quarterly Sales Bootcamps
• SMB and ENT Partner Spotlights
• Regional Partner Days
• More Advanced Consultant Training
• GTM Planning with Alliance and Sales
Teams – Co-Selling

3. Providing Focus and Opportunities

4. Program Enhancements
• Revamped
Certification Levels
to Silver, Gold and
Platinum
• Easier for New
Partners to Reach
Silver Certification

5. Program Certification Levels
• Priority is on Level of Expertise and
Experience within a Partner’s Marketo
Practice
• Benefits are Scaled and Focus on
Co-Selling, Co-Innovation and Co-
Delivery to Achieve Revenue Growth
• Higher Levels Receive Additional Alliance
and Marketing Assistance

6. • More Advanced
Best Practices and
Specialization for
Existing and
Advanced Partners
• Improved
Consultant Training
and Materials
Program Enhancements

7. • Redesigning Education
Courses and
Role-Based Training
• Adding
Co-Innovation and
Center of Excellence
Offerings
Program Enhancements

8. • Added a Partner
Executive Council
and Roundtable
• Removed ALL
Program Fees!
Program Enhancements

9. Partner Program
Details

11. Private Partner Portal

12. Monthly Newsletter

13. LaunchPoint Listing (Silver++)

14. Sales Onboarding

15. Go-To-Market Training

16. MarketoLive!
• Selective Program for
Partners in 3 Waves
• Training and Accreditation
Required

17. MarketoLive!

18. MarketoLive!

19. And More!
• Certification Onboarding
• Nurtured through the First 90 Days of Enablement
• Prepares practitioners for the MCE Exam
• 120-Day Training Use
• Shared Marketo Instance
• Training, Demo’s, Practice, Product Exposure
• New Accreditations & Certifications Coming

20. Certification & Enablement

21. Preparing
for
Foundation
Training
Foundation
Classroom
Formal
Training
Preparation for
Marketo
Certified Expert
Exam and
Advanced Topics
Mini Strategy
Workshop
Marketo
Certified
Expert Exam
Certification Journey:
1st 90 Days
Practice
Exams
Introductory
Consulting
Topics
Execution
Best
Practices
Shadowing
& Joint
Contracting
60 Days
Day 1 30 Days
90 Days

22. Page 22Marketo Proprietary and Confidential | © Marketo, Inc. 9/13/2016
Enablement Takeaways
Expertise / Certification 1-2 Months 3 Months 6 Months 1 Year
Pre-Training ✔
Foundation Training ✔
Certified Expert Preparation ✔
Certified Expert ✔
Implementation Shadowing
(Co-Delivery: USA)
✔ ✔
Pre-Consultant Training ✔
Strategy Workshops ✔
Certified Consultant ✔

23. Page 23Marketo Proprietary and Confidential | © Marketo, Inc. 9/13/2016
Center of Excellence Enablement Roadmap
Provides a progressive transition
from implementation to run,
leveraging Marketo’s Best
Practices and extensive
operational knowledge. Ensures
both product usage skills and
development skills are balanced
against Partner’s own CoE
processes.

24. Core Elements
Center of Excellence (CoE)
• Creating Value and Demand
• Industry / Vertical Solutions Key to Digital Transformation
• Benefits
• Unlocking New Markets
• Creating Valuable Intellectual Property
• Larger Services Engagements
• Competitive Advantage
• Core Elements
• Governance, Support, Shared Learning, Metrics
• Alignment
• Change Management
• Process Management
• Best Practices
INNOVATE SCALE DELIVER
CENTER of
EXCELLENCE

25. Partner Success Measures & Programs for Growth
Scale Innovation
Delivery
(Capacity)
Mindshare
Customer
Success
MEASURES/
OBJECTIVES
Co-Innovation
& Vertical
Solutions
Co-Delivery
(Fast Ramp)
Enablement
& Education
@ Scale
Co-Marketing
& Mindshare
Centers of
Excellence

26. 2017 Sneak Preview

27. Enhancements and Alignment
• Comprehensive effort to up-level all partners
• Free sandboxes for Gold and Platinum Levels
• Including Web Personalization (RTP) and Account Based
Marketing (ABM)
• Merging of Certification, Revenue, Customer Satisfaction
and Co-Delivery within all levels
• Earlier access to product releases and training

28. Thank you!
Questions?