Learn more about the Salesforce Partner Program for ISV Partners at http://p.force.com/isvprogram.

1. Salesforce Partner Program for
ISV Partners
June 2015

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3. 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

4. Overview

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

6. A Cloud Platform for Building App Businesses
A Partner Program for Developers to Large Software Companies
Europe’s 2nd Biggest
Software Company
New Business Model
New Technology Model

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

8. New
Technology &
Benefits
Simplified
Programs
The Explosive Growth of Our ISVs Requires New Program
Partner Tiers
2 31

9. New Program Tiering Overview
$1M+
$200K+ - $1M Gold
Silver$30K+ - $200K
<$30K
Platinum
Registered
Partner Contribution ISV Tier
More Sponsorship Opportunities
Dedicated Partner Account Manager
Executive Sponsorship, Designated Marketing Alignment
General Support, Online Community
Key Benefit
​ Objective Measures + Strategic Value Considerations

10. 10%
20%
30%
PNR
Simplified, consistent, revenue sharing model
Technology
GTM
Marketing
Development
ISVForce
▪ Built on Force.com
▪ Uses Salesforce CRM
▪ Sold to Salesforce
customers
Technology
GTM
Marketing
Development
Old Model New Model
GTM
Marketing
Development
Technology
25%
OEM
▪ Built on Force.com
▪ Does not use CRM objects
▪ Sold to all customers
Standardized Program
▪ Pricing & benefits not dependent on
licensing type
▪ Consistent pricing across ISVs of all tiers
25%
15%

11. Partner Benefits

12. Partner Program for ISV Partners – Key Benefits
Tiering structure enables us to provide marketing/technical resources to top
performing partners
4
We are evolving the ISV program to provide more transparency and clarity2
We are going to be more predictable in the benefits that we provide our partners3
We are simplifying and standardizing our program offerings1

13. Tier Free Registered Silver Gold Platinum
Minimum ACV
Attainment
- None $30K $200K $1M+
Technology
Access
Technical
Enablement
Self-Service
Pre-Sales, Webinars,
Office Hours
Pre-Sales and
Post-Sales
Pre-Sales and
Post-Sales
Pre-Sales and
Post-Sales
Marketing
Support
AppExchange Listing
AppExchange Listing,
Webinars, Office Hours
Access to AMP
AppExchange Listing
Access to AMP
AppExchange Listing
Access to AMP
AppExchange Listing
Access to AMP
PR Promotion
Designated Mktg
Support
Go-To-Market
Resources
Self-Service Limited PAM Support Full PAM Support
Full PAM Support
Business Reviews
Partner Success Support
Full PAM Support
Business Reviews
Partner Success Support
AE Promotion
Additional Paid Features: Designated Technical Enablement, Partner Developer Support, Partner Premier, ISV Program Architect, Designated Partner Success
Manager
Partner Benefits Increase With Tiering
Option for strategic partnership available

14. Technology Access
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
TECHNOLOGY ACCESS
Force.com Developer Edition Org with Lightning ● ● ● ● ●
Lighting UI Component Framework ● ● ● ● ●
Workflows and Logic ● ● ● ● ●
REST & SOAP APIs ● ● ● ● ●
Mobile Services ● ● ● ● ●
Identity Services ● ● ● ● ●
App Analytics ● ● ● ● ●
Code packaging and protection ● ● ● ● ●
Licensing & Trial Management ● ● ● ● ●
Subscriber Support Services ● ● ● ● ●
Monthly Office Hours ● ● ● ● ●
App doesn't count against customer org limits ● ● ● ● ●
AppExchange Store Builder ● ● ● ● ●
Development & Test Environments ● ● ● ● ●
Pre-Release Environments ● ● ● ● ●
2 Free CRM Licenses for Business Org ● ● ● ● ●
Sell Your App to Group and Professional Edition (API Token) ● ● ● •
Heroku for ISV Partners ● ● ● ●
Desk.com for ISV Partners ● ● ● ●
New and/or Improved
ISV Tier Features and Benefits

15. Development Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
DEVELOPMENT SUPPORT
Welcome Kit ● ● ● ● ●
Security Review Prep Office Hours ● ● ● ● ●
Online Product Training (Premier Training equivalent) ● ● ● ● ●
Pre-release Roadmap Review ● ● ● ● ●
Onboarding Resources ● ● ● ●
Designated Technical Enablement ● ● ●
Application Security Review ● $ $ $ $
Partner Developer Support (20 Case Pack) $ $ $ $ $
Partner Premier $ $ $ $ $
ISV Program Architect $
New and/or Improved
ISV Tier Features and Benefits

16. Marketing Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
MARKETING SUPPORT
AppExchange Listing ● ● ● ● ●
AppExchange Listing Analytics ● ● ● ● ●
Access to the Partner Community ● ● ● ● ●
Partner Marketing Power Hours ● ● ● ● ●
Eligibility for AppExchange Marketing Program ● ● ● ●
Customer Story SlideShare ●
Designated Salesforce Marketing Lead ●
Consideration for Platinum+ Dreamforce Sponsorship Levels ●
Prioritized PR Approvals ●
New and/or Improved
ISV Tier Features and Benefits

17. Go-to-Market Support
Tier Free Registered Silver Gold Platinum
Minimum ACV Attainment Needed - None $30K $200K $1M
GO-TO-MARKET RESOURCES
App Academy and Roadmap Webinars ● ● ● ● ●
Access to Partner Community Support Groups ● ● ● ● ●
Expert Success Series • ● ● ●
Designated Partner Account Manager ● ● ● ●
Dedicated Partner Account Manager Support ● ● ●
Designated Partner Success Manager ● ●
Business/Product Reviews
●
●
Executive Sponsorship ●
Eligibility for nextlevel** $
Dedicated Partner Success Manager $
New and/or Improved ** For Platinum and Partners currently in the Program
ISV Tier Features and Benefits

18. Timeline

19. 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
compliance with the new
program
June July August September-October
7/1
Partner Community
Office Hours (9am PT)
7/9
Partner Roadmap Webinar:
New ISV Program Changes
Partner Newsflash
6/11
Partner Quarterly
Update Webinar w/
Tyler Prince
Compliance Date

20. Thank you