Learn more about Dreamforce for Partners at p.force.com/dreamforce.

1. Getting Started as an ISV Partner
​ Rajiv Patel
​ Sr. Partner Community Program Specialist
​ r.patel@salesforce.com
​

2. Safe Harbor 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
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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.

3. Agenda
• Review What You Need to Succeed
• Leverage the Partner Community and other
resources
• Engage with the new ISV Program
• Questions & Answers (Q&A)

4. What You Need to Succeed

5. Log Into the Partner Community
​ Your one-stop shop for education and engagement
http://p.force.com/signup
• Partner Program Details
• Communications
• Training
• Webinars & Recordings
• Office Hours
• Sales & Enablement Resources
• Support

6. http://p.force.com/official http://p.force.com/question
​ Select ‘Daily Digest’
Follow these Chatter Groups

7. Online Resources
http://help.salesforce.com http://success.salesforce.com
Learning Mgmt System +
Partner Sales Aid
Online Help Customer Community
http://p.force.com/LMS
http://appexchange.salesforce.com http://developer.salesforce.com

9. ​ Get Your Badge Today
New ISV Module on Trailhead – ISV Basics
http://p.force.com/newISV

10. Office Hours
Partner Community Office Hours
Partner Marketing Power Hour
Security Review Office Hours
http://p.force.com/officehours
Marketing Cloud – Partner Office Hour
​ For ISV, SI, and Marketing Cloud Partners

11. http://p.force.com/tipsheet
Partner Community Tip Sheet
• Training
• ISV Guide
• Alerts
• Releases
• Roadmap
• Sales & Marketing
• Office Hours
​ Access all Partner Community links

12. salesforce.com/startups
@salesforcestart

13. Sign up for Partner Online Training
Now Includes the Partner Sales Aid
http://p.force.com/LMS
Login must contain @partnertraining.com

14. • Manage all of your orgs in one place
• Partner Business Org can be your “hub”
• Create new orgs (demos, testing, development, etc.)
• Custom Views help you organize and manage
• Related orgs can be automatically discovered
• Seamlessly switch between orgs without adding login credentials
Environment Hub
Org Management for ISV & SI Partners
http://p.force.com/hub

15. Plan 6-8 Weeks for Security Review
Starting When Your Full Solution is Submitted
http://p.force.com/security

16. Free Training on Distribution & ISVforce Guide
http://p.force.com/guide
http://p.force.com/distribute

17. Leverage Marketing Resources
social media
http://p.force.com/marketing
logos & branding
co-marketing
sponsorships
office hours
training

18. Best Practice:
Have a Certified
Administrator on your
staff to maintain and
configure your org
Partner Business Org
​ Get Your 2 Free CRM Licenses

19. ISV Program

20. Partner Community
​ Understand the New ISV Program Model
http://p.force.com/isvprogram
• Terms & Conditions
• Program Requirements
• Tiering
• Benefits
• FAQ

21. *See Partner Community for terms & conditions.
• Performance-based criteria
• ISV & SI Partners
• Program requirements
• Benefits by tier
• Clear path for advancement
Salesforce Partner Program Tiers
​ Taking Success to the Next Level*

22. Blaine Kaho’onei
Sr. ISV Partner Account
Manager
Salesforce Partner Program
Nivi Gill
ISV Partner Success Manager
Salesforce Partner Program

23. Partner Account Manager Engagement

24. Partner Account Manager Engagement
Know the Program Cadence Calls
Understanding
Your Business
Pipeline Review Measure Performance
Engage to Close
Engage to Grow
​ Set yourself up for success

25. Know the Program
Cadence Calls
Understanding
Your Business
Pipeline Review Measure Performance
Engage to Close
Engage to Grow
Partner Account Manager Engagement
​ Set yourself up for success

26. ISV Partner Success Team

27. Partner
Account
Manager
(PAM)
x
ISV
Partner
x
For all Partners
ISV Partnership Structure

28. Half of start ups fail
Healthy & Happy Customers are Crucial to ACV Growth
• ***Profitability not possible after 35% customer attrition

29. Partner
Success
Manager
(PSM)
Partner
Success
Manager
(PSM)
ISV
Partner
For Gold & Platinum Partners
ISV Partnership Structure
Partners
for Life
(PFL)

30. ISV Partner Success Managers engage across the Partner’s Customer life-cycle
Sharing best practices from Salesforce
Sales Structure
Compensation Structure
Education
Sales Cycle Efficiencies
Competitive Analysis
Total Market v. Market Opportunity
Lead Generation
Connected Distribution Process
Customer
Success
for ISVs
ISV Partner
Success
Project Management
Customer Onboarding & Educations
Customer Engagement
Usage and Adoption
Customer Retention
Renewals
Upsells
Metrics and Reporting

31. • Introductions
• Partner’s KPI’s
• Expectations of
Partnership
Conducting
Health Check
• Engagement in
Partnership
• Competency in
Partnership
• Business Health
Check
Surveying
• Salesforce Analytics
• Partners Analytics
• Discussing Market
Opportunities
• Discussing Gaps
Comparing
Analytics/Data
• Mutual success plans
around gaps in
business
• Creating timelines
around Partner KPIs
Business
Reviews
Engagement Model
Setting expectations on mutual action items

32. Building a 360 view of partnership & connecting the dots
Partner Analytics
Sales
Cases
Contracts
Approvals
Salesforce
Education
Marketing
Portfolio
Partner
Surveys
Customer
Attrition
Orders vs
Installs
LMS
AppEx
Analytics

33. Sales & Distribution MarketingManagement Team
Customer Success Partnering w/ PartnersGTM Planning
Understanding each Department’s Goals & Processes
Selling to Salesforce
Funding + Growth
$
Streamlining to go faster

34. Additional Resources

35. Dreamforce for Partners
http://p.force.com/dreamforce
New! Trailhead for ISVs
http://p.force.com/newisv
Partner Community Tip Sheet
http://p.force.com/tipsheet
DF Session – Attention ISVs! Are You Ready to Partner with Salesforce?
Tuesday, September 15 from 5:00pm – 5:40pm in the Olympic room
Additional Resources

36. http://p.force.com/DF15
See the DF15 Partner Zone Guide
• ISV, SI, and Marketing Cloud partner
recommendations
• 100+ sessions for partners &
entrepreneurs
• Information about the DF Campus,
Partner Zone, Dreamfest, and more
• After Dreamforce, it becomes a Replay
Guide!
​ All partner-facing sessions grouped by roles and topics

37. Questions?

38. Partner Community
​ Your one-stop shop for education and engagement
http://partners.salesforce.com/
• Partner Program Details
• Communications
• Training
• Leads, Opportunities, & Projects
• AppExchange Publishing
• Webinars & Recordings
• Office Hours
• Sales & Marketing Resources
• Technical Support

39. Looking for the Partner Session Replays and Slides?
​ See the Partner Community Calendar – September 15-18, 2015
http://p.force.com/calendar

40. Thank you